Sales Enablement & Content Strategy

📍 Context

In a global mobile ad tech environment with a diverse product portfolio, our sales team needed more effective, targeted tools to communicate product value across different customer segments and buyer journeys.

⚠️ The Challenge

Without consistent, tailored messaging and proof points, sales efforts were slowed — especially in conversations with prospects unfamiliar with our full offering.

Our goals were to:

• Equip sales with cohesive and customizable materials

• Strengthen product positioning through customer proof

• Improve lead nurturing across content touchpoints

👨‍💻 My Role

I played a key role in the creation and deployment of sales enablement and lead nurturing content. I collaborated with Sales, Design, and Customer Success to develop:

• Product-specific and portfolio-wide sales decks

• One-pagers tailored by use case or vertical

• Case studies and customer testimonials

• Ebooks, whitepapers, and blogs to support inbound interest

I also coordinated event marketing initiatives — from conferences and workshops to sales dinners — ensuring sales had the right assets and messaging in hand at every touchpoint.

🧠 Strategy

• Persona-Based Messaging: Created assets that mapped to different roles (UA managers, monetization leads, product owners)

• Modular Collateral: Built a mix of master decks and flexible plug-and-play slides to adapt to customer type and stage

• Customer Proof Integration: Sourced and embedded real-world success stories in relevant decks and one-pagers

• Lifecycle Content: Developed nurturing content like ebooks and blogs tied to pain points and product education

📈 Results

• Sales reported increased engagement and shorter sales cycles using the new decks and one-pagers

• Case studies became top-performing content in follow-up sequences

• Ebooks and blogs contributed to a 10% lift in MQL-to-SQL conversion over a 3-month period

• Events supported over $8M in influenced pipeline