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Using the Communication by Design™ process, Evolved Media wrote a field enablement guide as a sales and training tool for a leading international software company. The primary goal of this guide is to prepare account executives, customer engagement managers, and client partners to sell professional services. Over the course of several months, Evolved Media Network conducted a series of interviews and phone calls with this various parties at this client to gather all of the necessary information to produce a thorough and useful tool. The guide is divided into three separate and distinct documents.

Part I of the field enablement guide gives an overview of professional service offerings and describes how these offerings are grouped to make it easier to pinpoint which service offerings match the client’s customers’ needs. Following the overview, a series of possible questions and answers is provided, which can help guide the sales conversations with customers.

Part II describes customer segmentation. This section helps salespeople identify their customers both in terms of the roles they have and what their adoption phase in order to steer them toward the proper service offerings.

Part III is a reference that provides explanations of key ideas. Its intention is to help the account executives, customer engagement managers, and client partners deepen their understanding of concepts needed for selling the professional services offerings.