GTM & Sales Enablement Strategy
Product Strategy, Positioning & Commercial Enablement
Played a pivotal role in securing a $1M+ enterprise customer contract through product strategy, market-specific product positioning and go-to-market initiatives, while supporting the development of a multi-million-dollar commercial pipeline. As the product lead, Akinola shaped the market-specific product, value proposition and enablement materials (including pitch decks, webinars, case studies and training programmes), working alongside the sales team, who owned the commercial relationship and deal closure.
The Challenge
The product was too generic to meet the needs of a specific market segment, and the sales team lacked the tools and materials needed to communicate product value to prospects effectively. There was no standardised approach to customer demos, limited competitive intelligence and insufficient training on new product features. This resulted in longer sales cycles and missed opportunities.
Approach & Methodology
- Shaped a customised product proposition to meet the needs of the market segment, informed by customer discovery
- Created a sales enablement toolkit including value proposition packs, product specification sheets and pricing guidance, developed in collaboration with commercial teams
- Developed a customer needs discovery and tracking tool to capture and share insights across teams
- Produced professional video walkthroughs demonstrating key product features and use cases
- Designed and delivered customer-facing webinars and product demonstrations to international audiences
- Collaborated with marketing to create customer case studies highlighting measurable outcomes
- Conducted regular commercial training sessions for sales teams, including workshops with Tier 1 banks
- Established monthly product–sales alignment meetings to share market trends and customer feedback
- Built competitive positioning (selling-against) tools and FAQs to address common objections
Outcomes & Impact
$1M+ Enterprise Contract
Played a pivotal role in securing a $1M+ enterprise customer contract through product strategy and go-to-market initiatives
Multi-Million-Dollar Pipeline
Contributed to the development of a multi-million-dollar commercial pipeline
2+ Strategic Partnerships
Secured major partnerships through C-level presentations
Enhanced Sales Velocity
Shorter sales cycles supported by better enablement
International Reach
Products launched in international markets
Technologies & Tools
Key Lessons Learned
- Sales teams perform best when armed with clear, compelling stories backed by customer evidence
- Regular product-sales collaboration is essential for maintaining market alignment
- Video content is highly effective for both training and customer-facing demonstrations
- Understanding competitive positioning enables sales teams to win deals more effectively
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