top of page




Markets Where Alignment Advisors Best Sales 

Practices Have Been Applied 

Sales Acceleration Case Study
Mid-Sized Industrial Equipment Company
THE PROBLEM: C-Level Executives required 3rd party validation of customer base moving buying process to website and Inside Sales Team 

Step 1: Market Research, 3rd Party Data, Message Mapping to Guide Sales Story Conversation

  • Conduct internal sales team survey to determine “customer usage of the internet during selling process”

  • Develop revised corporate Value Proposition Messaging Brief mapped to the buyer’s journey

  • Provide target persona Battle Card and Sales “Talk Track” tool


Step 2: Buyer’s Journey Content/Assets Developed for Each Stage of Customer Buying Process

  • Awareness: “What if you could…” Corporate Video

  • Consideration:  “Executive Perspectives from the President” Digital Asset

  • Preference:  Solution/Sales Sheets

  • Intent to Buy:  Case Studies, 3rd party validation/testimonials


Step 3 Field Sales Coaching and Insights Workshop

  • Agenda:  Marketing and Sales interlock strategy and tactics, hands-on training for using new messaging and assets

  • Attendance:  Workshop held at corporate office with people from across the organization, including executives (CEO/COO). Finance, Sales, Marketing, and Product Executives and Global Sales Team

  • Value-Added Session:  How to use LinkedIn to create a more personalized sales experience

Step 4 Long-term Impact of Sales Acceleration System

  • Re-evaluation of digital content:  Website reborn as educational buyer’s journey and sales tool

  • Increase in visibility of company on the Internet:  Search Engine Optimization, improved digital metrics 

  • Targeting of prospects and competitive differentiation: Competitor key word analysis

  • Shift in customer experience:  Consistent messaging/experience across all platforms (desktop, mobile)

bottom of page