Helping a newly acquired sales team tailor a message to their audience
After a rapid period of growth and acquisitions, Tierpoint found themselves four times the size they were just a few years earlier. They came to us with big goals and renewed ambition. With a newly acquired sales force, they needed help getting everyone on the same message.
Identifying Their True Strength—Themselves
After conducting extensive interviews, and diving deep into the cloud hosting space, we started seeing a pattern: almost every competitor sold their offering through the lens of features and functionality. In such a highly commoditized industry, Tierpoint had a real opportunity to stand out — to lean into what truly differentiates them: their people, brainpower and collaborative approach.
Even in Business, People are Still People
In B2B, it’s easy to slip into the mindset that businesses are cold, rational and unfeeling. But in the end, business is still conducted person to person, and it turns out people still like to be spoken to as, well, people. To help the sales force do just this, we identified and created detailed user personas for the five distinct audience mindsets sales reps are likely to encounter. We put them together in a playbook that arms the sales people with prepared talk tracks they can use in the field. It’s an easy-to-use guide that helps them break away from product feature comparisons so they can connect with prospects on a personal level that addresses their unique needs and desires.
