Sales Enablement
Inspiring Sales to Work Smarter
Competitive Learning Gets Results
What happens when you take 500 Digital Media sales, solutions consulting and customer success managers to Las Vegas for a whirlwind week of learning, networking and fun? You get the opportunity to create Sales Jam, a unique creative learning experience at Adobe's Worldwide Sales Conference. At this event, Adobe Enterprise Account Executives teamed up to produce real-world sales presentations, compete against each other and win big prizes! It was developed and co-hosted by the Document Cloud and Creative Cloud business units, with generous support from the Worldwide Field Enablement organization.
There’s No Bluffing the Customer
For Adobe’s Worldwide Sales Conference 2018, the Sales Enablement team devised a Role Play Poker game that involved creating software simulations to address the value-based questions an end user, LOB owner and executive sponsor might ask a member of the field. After the simulations were complete, field representatives played a fun, engaging game of Role Play Poker where the collected table wagered and voted on each others’ accuracy at handling specific customer objections. Big prizes, tons of fun and much targeted learning was achieved!
Use Case Research & Creation
Understanding the core use cases behind your product is the first step to having a value-based conversation with your customer, and for years the Digital Media organization at Adobe had struggled to assemble a comprehensive set of use cases for the enterprise sales field that addressed the fundamentals for newer sales reps but also dived deeply enough into the particulars for the seasoned reps as well. I researched and co-authored 8 value-based Use Case resources that have since been grown significantly for use in pre-sales, solutions consulting, business development, product marketing and more.
