Sales insight. Better enablement.
The Problem
As products, markets and sales content grew, finding and using the right material wasn’t always straightforward.
Different roles needed different information. Teams worked across languages and markets, often on iPads or offline, and needed to find the right content quickly during customer conversations.
The Solution
We spoke directly to salespeople across the UK, Europe and US to understand how they worked, what they used and what was getting in their way.
Their feedback gave us the priorities for a wider sales enablement programme.
Built around the sales team
What the sales team told us shaped what came next, from how content was organised and accessed to interactive product experiences, localisation and analytics.
As their needs changed, we continued to explore, execute and evaluate what would make the biggest difference.
One programme. Multiple sales challenges.
Different challenges called for different solutions, all connected by the same goal: making complex products easier to understand, explain and sell.
Built to keep improving
The work covered how sales content was organised and accessed, how complex products could be demonstrated without always relying on physical equipment, how teams learned and prepared for customer conversations, and how content could better support different markets and languages.
