GTM & Sales Enablement Strategy
Multi-Channel Commercial Growth
Developed and executed a comprehensive product, go-to-market and sales enablement strategy for a market segment that generated $1M+ in its first year (with a further pipeline of $30M+) cumulative business value, including pitch decks, webinars, case studies, and training programs.
The Challenge
The product was too generic and not fit for a market segment and the sales team lacked the tools and materials needed to effectively communicate product value to prospects. There was no standardized approach to customer demos, limited competitive intelligence, and insufficient training on new product features. This resulted in longer sales cycles and missed opportunities.
Approach & Methodology
- Created a customized product to meet the needs of the market segment
- Created comprehensive sales enablement toolkit including value proposition packs, product specification sheets, and pricing guidance
- Developed customer needs discovery/tracking tool to capture and share insights across teams
- Produced professional video walkthroughs demonstrating key product features and use cases
- Designed and delivered customer-facing webinars to international audiences showcasing platform capabilities
- Collaborated with marketing to create customer case studies highlighting measurable outcomes
- Conducted regular training sessions for sales teams, including workshops with Tier 1 banks
- Established monthly product-sales alignment meetings to share market trends and feedback
- Built competitive selling-against tools and FAQs to address common objections
Outcomes & Impact
$1M+ in first year with $30M pipeline
Revenue generated through enabled sales efforts
2+ Strategic Partnerships
Secured major partnerships through C-level presentations
Enhanced Sales Velocity
Reduced sales cycle time through better enablement
International Reach
Successfully launched products in global markets
Technologies & Tools
Key Lessons Learned
- Sales teams perform best when armed with clear, compelling stories backed by customer evidence
- Regular product-sales collaboration is essential for maintaining market alignment
- Video content is highly effective for both training and customer-facing demonstrations
- Understanding competitive positioning enables sales teams to win deals more effectively
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