scenario
When I joined SalesIntel, our team included more than 100 BDRs, Account Executives, Account Managers, Marketers, and Customer Success Managers focused on revenue-generating activities. Many were early-career or new to the team.
challenge
Revenue teams had struggled to meet quotas. New team members had limited awareness of competitors and new products. Those with more tenure struggled to overcome objections or competitive negotiations.
objective
My goal was to host enablement workshops for the field team, showcasing product functionality and competitive differentiators while demonstrating how to overcome objections and competition.
solution
- I organized four online sales enablement workshops — two to prepare for product launches and two devoted to competitive intelligence.
- During launch workshops, I conducted product demos, presented the value proposition, answered FAQs, and shared marketing collateral, instructing teams on when to use each asset in the customer journey.
- During competitive workshops, I compared our solution with alternatives, identified differentiators, highlighted competitors' weaknesses, and instructed sales teams on defending against objections.
impact
These workshops enabled the organization to acquire dozens of customer accounts, thousands of users, and 7-figures in annual recurring revenue within 6 months. By 2022, SalesIntel had exceeded the $10 million ARR milestone.