SELECTED WORK/INTERACTIVE LEARNING & SALES ENABLEMENT
Beyond Product Knowledge: Designing for Better Sales Conversations
Using guided practice, learner-generated content, and a personalized takeaway to help sales professionals apply technical knowledge.
Scenario-based design · Sales enablement · Multimedia · Performance support
The challenge
Sales professionals needed more than familiarity with product capabilities. They also needed to identify customer challenges, select relevant solutions, and communicate technical value in a meaningful customer conversation.
The approach
01 Introduce the demonstration tool
I developed Articulate Rise courses introducing the company’s digital demonstration tool, with embedded video walkthroughs produced in Adobe Premiere Rush. This gave learners a foundation for using the tool in customer presentations.
02 Apply knowledge through interaction
I built an Articulate Storyline activity in which learners defined a real or fictional customer, explored relevant challenges, selected potential solutions, and assembled a customer-focused sales narrative.
03 Leave with a practical resource
The Storyline activity generated a personalized sales-pitch PDF based on the learner’s inputs. Learners could use the takeaway alongside the demonstration tool when preparing for customer conversations.
The design rationale
Rather than stopping at passive product instruction, the experience connected video demonstration, scenario-based practice, guided writing, and a reusable job aid. The objective was to bridge the gap between understanding what a product does and explaining why it matters to a particular customer. The completed experience gave sales learners a structured way to prepare customer-centered pitches
Illustrative reconstruction using fictional content. Original interactive learning experience developed in Articulate Storyline.
What this demonstrates
Hands-on Storyline and Rise development, interactive instructional design, video production, sales enablement, and transfer-oriented performance support.
Key principle: Effective sales training turns product knowledge into application.