Sales Enablement

When I first joined Purple, the company was nearing its largest product launch in history! Marketing messaging also shifted slightly from the prior year(s). Needless to say, the sales teams had a LOT to keep up with.

The knowledge gap was relatively wide, due to product newness. There was also a bit of a gap in how we spoke about certain product elements, features, and benefits (skill). But, we did have a few sales conferences on the horizon where we could offer support and facilitation.

Retail Business Conference

• I worked with an external contractor to organize and polish the PowerPoint presentation deck for the conference.

• I created custom graphics to further illustrate product differences.

• I used the PowerPoint slides to create a companion workbook for attendees, so they could follow along with the presentation and demonstration and take notes.

• I partnered with the Retail training team to create an in-depth "Sleep Genius" LMS certification program for the attendees

• I worked with my team to capture audio/video recordings of the event.

Tools Used: Articulate Rise, Litmos LMS, Microsoft PowerPoint, Adobe Indesign, Adobe Illustrator, DSLR Cameras, Lavalier Mics, Adobe Premiere Pro, Adobe Audition

Post-Conference Retail Support

• After the event concluded the Retail team asked us to provide more video and course support to educate representatives on their "Count to 5" sales method and capture some demonstrations of the approach.

• I partnered with them to update the audio/video for their "Count to 5" training (see Demo video of the first three steps below).

• I worked with them to merge the "Count to 5" content with their "Sleep Genius" LMS program.

• I added managerial checkpoints throughout the program for employees to apply their knowledge.

• I updated the knowledge checks and assessments within the program to include "Count to 5" concepts.

• I also broke up the knowledge checks and spread them throughout the course, where they were previously at the conclusion of the course as a final assessment.

Tools Used: Articulate Rise, Litmos LMS, Microsoft PowerPoint, Adobe Illustrator, DSLR Cameras, Lavalier Mics, Adobe Premiere Pro, Adobe Audition

Wholesale and Inside Sales Conferences

• I worked with my team to create a workshops and games to educate representatives on new products and build their customer experience skills.

• I worked with my team to develop PowerPoint slides to guide us through each workshop.

• I partnered with my team to develop a Clue-inspired game to match the persona to their ideal product.

• I created a Yahtzee-inspired game to educate employees on the new products and benefits. (See "Yawnzee" instructions and scorecard below).

• I facilitated the Yawnzee game for an Inside Sales conference.

• I created an experiential conflict resolution game inspired by—Cards Against Humanity—to challenge their ability to address common objections and pivot the conversation back to Purple. (See "Cards Against Objections" instructions below.)

  • This game was successful, impactful, and enjoyed by many. To my knowledge, they still use the game today (two years later).

• I also developed some branded one-page banners and template docs to speed up the content creation process for this project and the one-pager projects that followed.

Tools Used: Adobe InDesign, Adobe Illustrator, Microsoft Word, Adobe Acrobat, External Printing Partners