The Situation:
A sales rep at a financial automation solution provider, targeting the office of the CFO, needed to prepare for 10+ meetings per month. Each meeting required a financial-focused point of view, which typically took 6+ hours to prepare. With limited time, they needed a way to streamline this process without compromising quality.
How They Used PG:AI:
Step 1: They used the Quarterly Reports tab in the Overview page to quickly catch up on their prospect’s latest earnings calls. This provided key insights into the company’s strategies, challenges, and financial performance, with direct quotes from the CEO and CFO. This gave the rep an immediate understanding of what mattered most to the office of the CFO.
Step 2: They turned to the Value Pyramid tab in the Engage page to pinpoint how their solution aligned with the prospect’s key strategies and initiatives. This allowed them to craft a highly targeted value proposition, focused on areas that would drive the most impactful discovery discussions.
Step 3: The rep explored the Personas tab in Engage to dive deeper into the specific persona they were selling to, identifying relevant initiatives and understanding both the business and technical needs of the CFO. This made them more prepared for in-depth, persona-specific conversations.
The Outcome:
They reduced their prep time by 80%, from 60 hours to just 12, while maintaining high-quality, tailored meeting content. This freed up valuable time to focus on other critical sales activities, such as pipeline generation.