Sales Enablement Platform

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Project case study (STAR)

Equipping sales teams with product knowledge, competitive intelligence, and consultative selling skills.

Jul 20, 2024

243 views

SalesProduct TrainingBattlecardsCertification

Impact & Results

320

Learners Reached

95%

Completion Rate

95%

cert track completion

+22%

win rate vs. baseline

live battlecards

320

reps certified

Senior Learning Experience Designer

Designer Role

Sales Enablement

Step 1 — The Situation

Series-D SaaS sales org was missing 31% of qualified opps to a single competitor in renewal cycles. Reps could not articulate the wedge that justified the price delta and were reverting to discount-led closes.

Step 2 — The Task

As a Senior Learning Experience Designer, I led the end-to-end design and development of this project — from discovery and needs analysis through final delivery and implementation support.

Step 4 — The Solution

Build a tiered product certification gating commission acceleration, 14 competitive battlecards with positioning + objection handling reviewed by RVPs, consultative-selling scenarios per ICP, and a weekly role-play cadence with peer review against a rubric.

Step 5 — The Impact

Outcomes (aggregated, NDA-cleared): - Win rate vs. baseline up 22% - 95% completion of cert tracks across 320 reps - Battlecards stayed current via auto-pull from win/loss notes - (Specific competitor names + actual revenue numbers withheld per NDA)

Tools Used

SeismicSalesforceGuruHighspot

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