Sales Enablement

The Reality Capture Playbook | StructionSite & DroneDeploy

 
 

Overview:
In partnership with the Solutions Marketing Manager, designed and authored the StructionSite Playbook—a detailed guide to empower sales and customer success teams with the tools to effectively showcase product use cases across all phases of construction.

Impact:

  • Accelerated training for sales and customer success teams, equipping them to confidently demonstrate product value in diverse scenarios.

  • Enhanced deal closure rates by providing a structured approach to showcasing ROI and workflow improvements.

  • Inspired cross-functional collaboration and the adoption of best practices at DroneDeploy, contributing to continued success post-acquisition.

Challenge:
Sales and customer success teams required a comprehensive resource to articulate the product’s value across the construction lifecycle, from pre-construction to project closeout. Without a structured guide, teams faced challenges in demonstrating optimized workflows and ROI to prospects and existing customers.

Solution:
Developed a comprehensive playbook to serve as a go-to reference for showcasing product benefits and demonstrating value through specific construction use cases. The content provided actionable insights for both internal teams and end-users, bridging the gap between technical workflows and tangible business outcomes.

Actions Taken:

1. Research & Documentation:

  • Conducted interviews with customers and internal subject matter experts (SMEs) to document workflows and ROI during key phases of construction.

  • Compiled customer stories to highlight product value in areas such as workflow optimization, cost savings, and project efficiency.

2. Content Creation:

  • Designed detailed “capture milestones” sections demonstrating how the product’s solutions optimize workflows during various stages of construction, including pre-construction, active build, and closeout.

  • Incorporated visuals, step-by-step instructions, and customer quotes to make the playbook accessible and impactful for both sales reps and customers.

3. Sales Enablement:

  • Tailored sections of the Playbook to address common prospect pain points, making it a versatile tool for overcoming objections and building trust during sales conversations.

  • Partnered with sales leaders to integrate the Playbook into onboarding and training programs, ensuring alignment across teams.

4. Expansion Post-Acquisition:

  • Leveraged the success of the StructionSite Playbook to create the Reality Capture Playbook | Construction Edition at DroneDeploy. This updated guide combined insights from both platforms, broadening its applicability to a larger customer base.

 

Battlecards & Differentiation Matrix | StructionSite

Overview:
Developed comprehensive battlecards and a feature differentiation matrix to arm sales teams with the competitive insights and tools needed to close high-stakes deals. These resources enabled reps to effectively address objections, articulate StructionSite’s advantages, and secure competitive wins in a crowded market.

Impact:

  • Increased competitive win rates by equipping sales reps with clear, persuasive messaging and effective tools.

  • Improved consistency in how teams addressed competitive objections, leading to stronger relationships with prospects.

  • Positioned StructionSite as a differentiated leader in the construction technology market, contributing to overall revenue growth and acquisition readiness.

Challenge:
Sales reps frequently encountered prospects comparing StructionSite to competitors. Without structured resources detailing product differentiation, teams faced challenges in addressing objections and clearly communicating the unique value of StructionSite’s offerings.

Solution:
Created a suite of enablement tools to empower sales teams with actionable competitive insights, persuasive messaging, and effective objection-handling strategies. The resources highlighted StructionSite’s feature advantages and business value, tailored to common competitive scenarios.

Actions Taken:

1. Competitive Analysis:

  • Conducted research on competitor products, focusing on feature sets, pricing models, and customer pain points.

  • Collected insights from win-loss analyses and feedback from the sales team to identify key competitive advantages.

2. Battlecard Development:

  • Designed easy-to-use battlecards for sales reps, outlining StructionSite’s advantages in head-to-head comparisons with top competitors.

  • Included links to customer use cases, tailored value propositions, and detailed objection-handling techniques.

3. Differentiation Matrix:

  • Built a comprehensive feature comparison matrix to showcase StructionSite’s unique strengths across workflows opposed to competitive tools in the market.

  • Organized the matrix to align with customer priorities, ensuring it resonated during high-stakes conversations.

4. Sales Training:

  • Delivered interactive training sessions to familiarize sales teams with the battlecards and matrix.