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.

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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.

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Value Pyramid

The Value Pyramid creates a visual story connecting the account’s business drivers to your solution’s capabilities.

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Pyramid Structure

High-level business objectives from their strategic priorities:
  • Digital transformation
  • Customer experience improvement
  • Operational efficiency
  • Global expansion
  • Revenue growth

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Using the Value Pyramid

1

In First Meetings

Present the pyramid to show deep understanding of their business
2

For Executive Briefings

Start from strategies to align with C-level priorities
3

In Proposals

Include as visual proof of solution alignment
4

For Champions

Arm them with clear business justification

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Three Whys Framework

The Three Whys create a compelling narrative for change that addresses the key questions every buyer asks.

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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.”

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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.”

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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.”

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Applying the Three Whys

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Discovery Questions

AI-generated questions designed to uncover pain points, validate assumptions, and advance opportunities.

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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]?”

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Using Discovery Questions

Best practices for deployment:
  1. Don’t Use All Questions: Select 5-7 most relevant for your meeting
  2. Customize Language: Adapt to their terminology and context
  3. Listen for Depth: Use follow-up questions to go deeper
  4. Document Answers: Capture responses for proposal development
  5. Share with Team: Ensure consistent discovery across opportunities

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Facts & Figures

Relevant data points that support your value proposition and create credibility.

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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”

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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…”

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Putting It All Together

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Engagement Sequence

1

Review All Components

Study value pyramid, three whys, questions, and facts
2

Select Your Focus

Choose elements most relevant to your contact and stage
3

Customize Content

Adapt language and examples to their context
4

Practice Delivery

Rehearse value pyramid presentation and question flow
5

Execute and Iterate

Use in meetings and refine based on responses

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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

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Best Practices

  1. Keep It Conversational: Use insights to guide dialogue, not dominate
  2. Verify and Validate: Confirm PG:AI insights through discovery
  3. Customize Everything: Never use generic outputs without adaptation
  4. Focus on Them: Make it about their success, not your solution
  5. Document Learning: Update CRM with validated insights
  6. Share Success: Help team learn what resonates

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Quick Actions

Configure Value Props

Set up your value propositions

Generate Content

Create messaging from insights

Ask AI Assistant

Get specific talking points