This article helps sales reps use PG:AI to research accounts and tailor their sales approach, ensuring your solution aligns with the prospect’s strategic goals, challenges, and initiatives.
Why Account Understanding & Value Alignment Matter
To close bigger deals and speed up sales cycles, you must understand your prospect’s business priorities. Top salespeople focus on the key challenges driving decisions—what we call the “pain above the noise.” These might include goals like:
Increasing revenue
Reducing costs and improving margins
Risk reduction
Your solution should directly address these priorities. Keep an eye on digital initiatives:
Platform consolidation
Adopting AI across business processes
Launching new products
Also, be aware of their associated challenges:
Data consolidation
AI Integration
Development delays
Example:
If you sell a developer productivity solution:
Challenge: New product lines require significant developer work.
Initiative: Your solution helps deliver those lines faster.
Priority: Faster delivery supports their revenue goal by increasing customer growth.
Using PG:AI to Align with Your Account’s Value Proposition
PG:AI helps you quickly gather insights to understand a prospect’s situation and align your solution accordingly.
Key Account Insights:
Strategies & Risks: What are their business priorities, digital strategies, and risks?
Organisational Structure: What are the divisions and their specific goals?
Industry & Competitive Analysis: What’s happening in their industry, and what are competitors doing?
Earnings Calls: Key business pains and strategies from recent calls.
Aligning Your Value Proposition:
Value Pyramid: Shows how your solution aligns with their strategies and initiatives.
Three Whys:
Why anything? Why should they care about your solution?
Why now? What makes your solution urgent?
Why you? Why should they choose you over competitors?
Where to Find Key Insights in PG:AI
Overview Tab:
Strategic Priorities
Goals
Digital Strategies
Organisational Structure
Industry & Competitive Analysis
Earnings Calls Summary
Engage Tab:
Value Pyramid
Three Whys
Persona Initiative Value Cards
AI Assistant: Use it to refine your approach. For example, ask: “What technology strategies relate to their key priorities, and how does our solution fit?”
Pro Tip:
Use PG:AI’s AI Assistant to simulate Q&A and align your solution to the prospect’s top priorities.