Engage Insights
Transform intelligence into compelling value propositions
Engage Insights transform raw account intelligence into powerful sales tools by connecting your company’s value proposition to the specific needs, initiatives, and challenges of your target accounts.
What’s Included in Engage
Value Pyramid
Visual framework connecting their strategies to your solutions
Three Whys
Why change, why now, and why you framework
Discovery Questions
Targeted questions based on their initiatives
Facts & Figures
Relevant data points to support your value proposition
Engage Insights are generated based on your company’s value propositions configured in Settings → Engage. This ensures consistent, relevant messaging across your sales team.
Value Pyramid
The Value Pyramid creates a visual story connecting the account’s business drivers to your solution’s capabilities.
Pyramid Structure
High-level business objectives from their strategic priorities:
- Digital transformation
- Customer experience improvement
- Operational efficiency
- Global expansion
- Revenue growth
High-level business objectives from their strategic priorities:
- Digital transformation
- Customer experience improvement
- Operational efficiency
- Global expansion
- Revenue growth
Specific programs supporting their strategies:
- Cloud migration projects
- Data platform modernization
- Process automation
- New product launches
- M&A integration
Obstacles preventing success:
- Legacy system limitations
- Data silos
- Manual processes
- Skill gaps
- Integration complexity
How you address their needs:
- Specific capabilities
- Proven outcomes
- Differentiated approach
- Success metrics
- Case study references
Using the Value Pyramid
In First Meetings
Present the pyramid to show deep understanding of their business
For Executive Briefings
Start from strategies to align with C-level priorities
In Proposals
Include as visual proof of solution alignment
For Champions
Arm them with clear business justification
Three Whys Framework
The Three Whys create a compelling narrative for change that addresses the key questions every buyer asks.
Why Change?
Articulates the cost of status quo:
- Current pain points and inefficiencies
- Competitive disadvantages
- Missed opportunities
- Rising costs or risks
- Customer satisfaction issues
Example Output: “Your current fragmented data architecture is limiting your ability to deliver real-time customer insights, resulting in missed revenue opportunities and declining customer satisfaction scores.”
Why Now?
Creates urgency for action:
- Market pressures or opportunities
- Regulatory deadlines
- Competitive moves
- Technology end-of-life
- Strategic initiative timelines
Example Output: “With your digital transformation initiative targeting 40% of revenue from digital channels by 2025, delaying modern data infrastructure puts this critical goal at risk.”
Why You?
Differentiates your solution:
- Unique capabilities for their needs
- Proven success in their industry
- Specific alignment with their environment
- Risk mitigation approach
- Partnership value beyond technology
Example Output: “Unlike traditional providers, our platform is built specifically for enterprises undergoing digital transformation, with proven success helping 3 of your top 5 competitors achieve similar goals.”
Applying the Three Whys
Discovery Questions
AI-generated questions designed to uncover pain points, validate assumptions, and advance opportunities.
Question Categories
- “How does [initiative] support your strategic priority of [goal]?”
- “What’s driving the focus on [strategic priority] this year?”
- “How are you measuring success for [initiative]?”
- “How does [initiative] support your strategic priority of [goal]?”
- “What’s driving the focus on [strategic priority] this year?”
- “How are you measuring success for [initiative]?”
- “What challenges are you facing with [current process/system]?”
- “How is [limitation] impacting your ability to [objective]?”
- “What workarounds has your team developed for [challenge]?”
- “What would ideal state look like for [area]?”
- “If you could solve [challenge], what would that enable?”
- “How would [capability] change your business?”
- “Who else needs to be involved in evaluating [solution type]?”
- “What criteria will be most important in your decision?”
- “What’s your timeline for implementing [initiative]?”
- “What would make this investment worthwhile for you?”
- “How do you typically measure ROI for [initiative type]?”
- “What would prevent you from moving forward?”
Using Discovery Questions
Best practices for deployment:
- Don’t Use All Questions: Select 5-7 most relevant for your meeting
- Customize Language: Adapt to their terminology and context
- Listen for Depth: Use follow-up questions to go deeper
- Document Answers: Capture responses for proposal development
- Share with Team: Ensure consistent discovery across opportunities
Facts & Figures
Relevant data points that support your value proposition and create credibility.
Types of Facts Provided
- Investment Levels: “Investing $50M in digital transformation”
- Timeline Data: “Targeting cloud migration completion by Q4 2025”
- Performance Metrics: “Currently achieving 72% customer satisfaction”
- Scale Indicators: “Processing 1M transactions daily”
- Growth Targets: “Aiming for 25% revenue growth”
- Efficiency Goals: “Seeking 30% cost reduction”
Using Facts Effectively
Always verify facts during discovery. Use PG:AI data as conversation starters, not absolute truth.
In Conversations: “I noticed you mentioned investing $50M in digital transformation. How is that budget being allocated across initiatives?”
In Proposals: “Based on your goal of 30% cost reduction, our solution typically delivers 25-35% operational savings…”
In Business Cases: “With 1M daily transactions, even 1% improvement in processing efficiency represents significant value…”
Putting It All Together
Engagement Sequence
Review All Components
Study value pyramid, three whys, questions, and facts
Select Your Focus
Choose elements most relevant to your contact and stage
Customize Content
Adapt language and examples to their context
Practice Delivery
Rehearse value pyramid presentation and question flow
Execute and Iterate
Use in meetings and refine based on responses
By Sales Stage
Prospecting: Lead with Why Now and compelling facts First Meeting: Present value pyramid and use discovery questions Deep Discovery: Explore all Three Whys through questioning Proposal: Include all elements as supporting evidence Negotiation: Reinforce Why You differentiators
Best Practices
- Keep It Conversational: Use insights to guide dialogue, not dominate
- Verify and Validate: Confirm PG:AI insights through discovery
- Customize Everything: Never use generic outputs without adaptation
- Focus on Them: Make it about their success, not your solution
- Document Learning: Update CRM with validated insights
- Share Success: Help team learn what resonates