SALES AND BUSINESS DEVELOPMENT

CREATING A SALES AND PRESENTATION STRATEGY

Helps an ed-tech startup gain market traction, a robust pipeline and a sustainable sales process

CLIENT:

COMPANY OVERVIEW:

Perceivant is an educational technology startup serving the higher education marketplace that publishes and provides courseware that replaces traditional textbooks with cost-effective and interactive learning experiences for both web and mobile applications.

HOW PIP SUPPORTS PERCEIVANT

• Development of initial sales strategy and process
• Market pipeline development across multiple products
• Lead Generation – email campaigns, virtual product demos
• Create and execute a sales strategy to achieve goals
• Provide market feedback
• Advise on new product development

THE CHALLENGE:

1) Lacking an effective sales strategy, process or pipeline and very few sales leads in place — little to no opportunity to convert sales.

2) Demonstrate the ability to achieve immediate sales effectiveness and as well as long-term potential for future sales.

THE SOLUTION:

1) Develop and execute a complete, repeatable and predictable sales process around a
robust pipeline.

2) Develop a compelling product demo highlighting the product’s unique capabilities and activate it through an outreach campaign to the market.

APPROACH:

Solving Perceivant’s challenge required a deep understanding of its business goals, market needs, product differentiation, and a thorough analysis of the current approach to sales development.

STRATEGIC EXECUTION:

Knowing from experience that many competitors rely solely on innovative content approaches to differentiate, PIP explored further into the key points that would be most attractive to an instructor.

HIGHER ED DEMOGRAPHICS:

PIP took ownership of the pipeline from prospecting to close in the Fall of 2019, converting a total of 15 active leads to close and a 3-fold increase in potential new leads — putting our partner in a strong position to reach their 2020 goals. Together, PIP and Perceivant met a key partnership objective to create a repeatable sales process that produces predictable results.