Organized and efficient support in creating the best environment to deploy effective plays.
What do you like best?
Keeping all of our internal teams organized and working towards the optimal outcome. Having an experienced external vendor create and maintain the organizational foundation that unifies our marketing, sales leadership and sales enablement team to create plays sales people will use and will drive results was tremendously helpful. Also helped educate and train my teams internally to continuously think of new opportunities to deploy and leverage this type of organizational approach to our go to market efforts.
What do you dislike?
For solutions that are more fluid, the use of a sales play can be rigid or too linear. We have had issues translating some of the specialized things we sell or consult on into highly organized plays or approaches that follow a very linear step to step approach.
What problems are you solving with the product? What benefits have you realized?
It was difficult to keep all of our sales people organized around the types of solutions we could provide to all of our different buyers types. We have nearly 100 different "products" that we can sell, and often times 90% of them fell outside the specialty of a particular sales pro and therefore were ignored. By clearly laying out plays and cadences with directions around what types of account and contacts they are appropriate for, our sales pros are more comfortable taking shots at introducing solutions outside their specialty to new and existing clients in ways they did not before. This has especially helped us dramatically increase our cross selling efforts, expanding existing client relationships into new products at a faster rate than we had in the past.
