Challenge: In order to meet ambitious pipeline and revenue goals, we needed to increase global sales teams’ awareness of a target suite of products. By helping them understand key product differentiators and proven selling strategies, we would enable busy teams with the critical must-know tools to prospect and advance deals successfully.

Solution: We designed a drip email campaign that delivered bite-sized product enablement over a six-week learning journey. Each weekly digest was easy to consume and provided sales teams with actionable tools for every stage of the sales cycle. Sellers learned how to target the right customers, lead successful discovery, and prove ROI to close deals. Sales teams also received data-driven target lists of the customers with the highest propensities to buy each target product, along with usage statistics to tailor their customer outreach. Teams no longer felt overwhelmed with an expanded product portfolio. With increased confidence, they successfully drove an average of 46% sales pipeline increase for the target products over the course of the campaign.

Impact:

• Average 46% increase in pipeline generation after campaign, with a 67% increase in most successful segment

• 72% average email open rates

• 11% average click rates