2022

Killer Content Awards

Category: Sales Enablement Content

The Syllabus:

The marketing team from Tata Consultancy Services (TCS) Communications, Media and Information Services (CMI) sector wanted to empower its sales team to thrive in the transition from a face-to-face sales process. Historically, CMI conducted all its pitches in person, so the team was tasked with combining virtual and physical engagements to alleviate remote/digital fatigue for clients and the sales team.

Lesson Plan:

Instead of handing its sales team content assets and tools, the marketing team helped educate the sales team by:

  • Hosting weekly knowledge sharing sessions and distribution account-specific bulletins to help sales identify opportunities with key accounts;
  • Providing PDFs that summarized key milestones and achievements for each account along with video messages from senior execs for sales to distribute to their target accounts;
  • Video case studies; and
  • Coordinating webinars and speaker slots for key accounts.

Report Card:

  • Improved customer satisfaction
  • Landed the biggest deal in department history
  • Exceeded its marketing-influenced sales pipeline goal
  • Improved customer advocacy levels

 

 

Report Card:

  • Improved customer satisfaction
  • Landed the biggest deal in department history
  • Exceeded its marketing-influenced sales pipeline goal
  • Improved customer advocacy levels