Driving Sales Enablement for SchoolWizard Mobile App

Context
SchoolWizard is a B2C mobile app that empowers parents to discover their children's innate talents through AI-driven assessments and personalized recommendations. Despite the product's potential, the sales team faced challenges in effectively communicating its value proposition, addressing parent concerns, and closing deals efficiently. To address these issues, I spearheaded a sales enablement initiative to empower Business Development Executives (BDEs) with the tools, knowledge, and strategies required to boost sales performance.

Sales Enablement Initiatives

1. Training Programs for BDEs

• Objective:
  Equip BDEs with a deep understanding of the app, its features, benefits, and the pain points it solves for parents.

• Execution:

  • Conducted weekly interactive training sessions focusing on:

    • Product walkthroughs to ensure feature fluency.

    • Role-playing exercises for handling objections.

    • Strategies for tailoring pitches to different parent personas.

  • Created quick-reference guides summarizing key talking points.

• Outcome:
  Improved BDE confidence and ability to articulate the product’s value, leading to better engagement and conversion rates.

2. Creation of Sales Collaterals

To support the sales team, I developed a suite of compelling sales materials:

• Product Brochure:

  • A visually engaging document highlighting the app's features, benefits, and unique selling points.

  • Designed to resonate with parents, showcasing real-life examples of talent discovery and success stories.

• Pitch Deck:

  • A concise and persuasive presentation for use in parent meetings and school partnership discussions.

  • Focused on the problem-solution framework and included data-backed insights.

• Website Content:

  • Optimized the app's website with clear messaging, parent testimonials, and an FAQ section to address common concerns.

  • Included strong CTAs encouraging app downloads and inquiries.

• FAQs:

  • Created a detailed FAQ document addressing the most common parent questions, such as data security, pricing, and the science behind talent discovery.

  • Shared with BDEs as a handy reference during calls and meetings.

3. Implementation of Sales Enablement Programs

• Developed a structured sales playbook incorporating:

  • Ideal customer profiles and buyer personas.

  • Sales scripts for cold calls, follow-ups, and closing conversations.

  • Objection-handling techniques.

• Introduced a lead qualification framework (BANT – Budget, Authority, Need, Timeline) to help BDEs focus on high-potential leads.

• Set up a feedback loop between the sales and product teams to ensure continuous improvement in addressing customer needs.

Results Achieved

• Increased Deal Size by 25%:
  By empowering BDEs to articulate the app's value and upsell features, the average deal size increased significantly.

• Reduced Sales Cycle by 15%:
  With well-prepared sales collateral and a trained team, BDEs were able to address parent concerns quickly and close deals faster.

• Enhanced Team Productivity:
  Training sessions and structured tools resulted in a more confident, capable, and motivated sales force.

Conclusion

Through a comprehensive sales enablement strategy, I transformed the sales process for SchoolWizard's mobile app. By equipping the team with the right tools, training, and resources, we achieved measurable improvements in deal size, sales cycle efficiency, and overall team effectiveness. This initiative underscores my ability to bridge marketing and sales to drive business success.