Sales Enablement Keynotes

Xactly is a cloud-based software company that provides sales performance management and incentive compensation management solutions to revenue organisations

Their sales team was struggling to effectively present their solutions to prospects in a way that resonated with their specific use cases. With a wide range of solutions catering to different job functions, the sales team needed a more personalised approach to their presentations. However, creating customised presentations for each prospect was time-consuming, and the process often caused delays in the sales cycle.

“The value to person first should be crystal clear on what business problem they’re trying to solve. I’m not the kind of person that will ever be like, “Let me just see a generic demo.” That gives me no value. It has to be specific as to my specific pain points. I still have that frustration with Salesforce. They’ll come in and do these like very high level generic demos. If we’re just going to talk about somebody that makes corkscrews over in Africa, vou’re wasting my time.”

– Irina Emmerich, VP RevOps, Central Square

Inspired by a qualitative interview that we conducted for the Persona Studies project, we created a series of interactive presentations that was designed in a Choose-Your-Own-Adventure style that would jump to relevant solutions depending on the persona’s pain point.

The sales presentation followed a classic storyline that:

Established the Setting
Introduced a Complication
Offered a Resolution
Explained the Solution
Provided the Proof

As a result, the interactive presentation significantly improved the sales team’s ability to present solutions to prospects, resulting in increased conversion rates and reduced sales cycle times. The sales team was now able to tell the Xactly story in a more personalised and engaging way, enhancing the overall customer experience.

RI&O