Turn customer intelligence into winning sales assets

Transcript

Let’s start with a common challenge. Whether you’re working with a new prospect or a current customer, it’s important to understand your customer, their business, their focus, and their pain points. Gaining customer insights from news, reports, research, and recent trends in the industry is a labor-intensive endeavor that demands valuable sales time and resources. Starting here in Acrobat Studio, I can create a new PDF space, which allows me to collect all this information in one place. I can add just about any document format, up to 100 files, so nothing critical gets left out when gathering intel. This collection of information contains their earnings materials, an annual report, and an analyst report, along with our product documentation and the transcripts and notes from prior engagement, and from a variety of file types, PDFs, Microsoft PowerPoint and Word, and common transcript formats. Now, all the related documents are in one shared workspace, making it easy to reference, reuse, and keep everything in sync as the deal progresses. Here’s a recent press release from Secure Financial. I’ll just add that web link to this PDF space. Acrobat AI Assistant quickly reviews all the content and provides information to help me get started. A summary here, along with suggested next steps, including these insights. Every point includes clickable footnotes or citations, so I can validate the source from my curated information and not from somewhere else, and dive deeper into the original content as needed. These attributions make it easy to verify the accuracy of the AI response, enabling the sales team to have a greater confidence in the result. Next, I can go deeper by telling the AI Assistant what to focus on. I can select from a list of pre-built AI Assistants, Analyst, Entertainer, or Instructor, each with a description of how it will look at the source content. Or personalize my own, tailored just like an actual Assistant, to help me frame the conversation and my pitch to align to their needs. I’m giving it a clear goal, review Secure Financial documents to provide pitch strategy for creating a sales proposal. When I select Save and Apply, AI Assistant again analyzes all the information in the source materials, looking at all the information from the viewpoint of my Assistant, and then provides an updated summary and insights aligned to that Assistant. Let’s use this AI Assistant to synthesize the customer’s needs and draft some recommended discussion points for our next meeting. Prepare key points about DocuTech X solutions that address the pain points and strategic goals Secure Financial and Secure Bank have. These are relevant talking points. I’ll save this as a note, which is going to come in handy for the upcoming meeting. I want to call out this part of the note and where it came from. Adding comments is simple. I’ll just select the footnote or citation to find it in the curated documents and then use the built-in commenting tools here, sticky note, highlighter or drawing tool, to add my feedback. I can use AI Assistant to summarize this PDF space into a dynamic podcast-style audio summary to get insights and make it easy for anyone to listen to it while they’re on the train, at the gym, or on the go. AI Assistant delivers a two-way, two-voice conversational synopsis of the content. AI Assistant is available wherever you access Acrobat, so you can work from almost anywhere, on your computer, on your phone, in your favorite browser, and in apps like Microsoft Teams and Google Drive.

Transcript

I created a PDF space for each of my customers, one for Altura Technology, one for Luma, and so on, to centralize all the materials I’ve gathered or created for these accounts. This helps me stay organized and allows me to easily collaborate with the rest of the team, including my manager, so all stakeholders remain aligned. As shown earlier, I recently created a new PDF space for the upcoming Secure Financial presentation. I can securely share this PDF space, leveraging role-based access in Acrobat Studio. I can assign Contributor, Reviewer, or Read-Only roles to control how teammates engage with specific content and keep collaboration focused. This keeps the whole team aligned, reduces email chains, and creates a traceable review path. I’ll add in the individuals who work on this account with me as Contributors. Everyone can see, access, and comment on the documents and notes I’ve included, and add their own, listen to the podcasts, and have access to the specialized AI assistant to do their own research. I’ll add in our team leader as a reviewer to ensure she can view and comment as necessary on our strategy. Let’s see the experience of my team member, Gloria. She receives an email with the invite and sees the same PDF space I created.

She can start by listening to the podcasts to get an overview of what’s already included.

Welcome to this episode where we’re diving into the latest from Secure Financial, one of the largest and most established financial services institutions in the US. Today, we’re unpacking their 2024 performance, recent earnings, a major acquisition, and some exciting technology partnerships that are shaping their future. There’s a lot to cover, so let’s get started. Yeah, it’s fascinating to see how a company with a 160-year history is still pushing forward with innovation and growth. So Liam, what stood out to you from their 2024 annual report? She can leave comments directly on documents so no conversations fall through the cracks. She also adds a new file, meeting with Secure Financial, presentation and demo, an additional meeting transcript that she recorded to augment the materials. And she also can chat with the PDF space, leveraging the customized AI assistant to keep conversations focused. Are there expansion plans at Secure Bank or Secure Financial? More employees? More offices? And save that as a note for the rest of the team to see. Back to my computer, I can see the information Gloria added, plus more from the rest of the team. I can see a comment here from Akira. Looks like she used the drawing tool. And my manager, who tagged me, checking in on which customer stories I’m planning on sharing with Secure Financial.

There’s two notes now. My original one, plus that one from Gloria about their expansion plans. Leveraging a PDF space for this project ensures all collaboration is in one place. No endless email threads or version control nightmares. And there’s no loss of context or control. Sharing includes who can access the PDF space and then what can they do with it. Access includes a public link. Only users in your organization.

And specific people. There are three role-based options. View Only, Reviewer, and Collaborator. You can change options at any time and include different roles in the same PDF space. This PDF space can only be accessed by people in the organization, has Conrad Sims from sales as a reviewer, and Akira, Gloria, and Daniel from my team as contributors.

Transcript

Once a sales team has gathered information and had conversations with a customer or prospect, a common challenge is how to quickly build out a presentation for the next meeting and eventually deliver a sales proposal. In the past, I had to leverage multiple applications for this end-to-end task. First, gathering insights, then building out a presentation from the ground up. All the information I need to create the presentation is right here in this PDF space. I don’t have to jump to another application or start from scratch. With Generate Presentation, Acrobat Studio transforms validated insights and documents into a compelling narrative and a polished, on-brand executive presentation in minutes. No design support required. Let’s start with a prompt to let AI Assistant know our goal. I have a presentation to demonstrate to Secure Financial and Secure Bank how DocuTechX’s solutions can address their strategic goals and pain points to align with the key discussion points, include a timeline of implementation steps, and include a table showing productivity increase by using DocuTechX. I have options to fine-tune the settings, from adjusting the length of the presentation, to selecting a target audience, which is customizable, corporate executives and digital strategists, and the level of detail.

Here’s where I select a template designed in Adobe Express to ensure I’m using my organization’s logo, colors and fonts to follow our brand guidelines. I can then review the intelligent outline based on our content and tweak as needed, rearranging slides or adding additional information. And just like that, Acrobat Studio, powered by Adobe Express, generates a new presentation in the selected template. This is a great starting point. The key insights are already here in a polished design. These slides look great. The key information is included.

Instead of having to rely on marketing or a creative team, I can easily make final edits like rewriting this paragraph.

AI Assistant offers suggestions for type and tone. I’d like to add a recap slide of what we’ve heard from the customer. I’ll just select Add a New Page, add my outline, and AI Assistant generates the slide for me. Our sales team can collaborate on this presentation as well. I shared this with my colleagues and can see Gloria is working on this page. I’d prefer an image here to reflect banking and financial services. I’ll select Replace, and instead of looking around the internet for an image, I can choose from over 280 million commercially safe assets, photos, videos and more for my presentation. All the changes are in and we’re ready for our next meeting. I can present directly from here, or download the presentation as an accessible PDF or PowerPoint slides.

For a non-creative like me, Acrobat Studio enables me to spend less time formatting and more time on what matters.

We’ve been given the go-ahead to prepare a proposal. Here’s a set of templates in Adobe Express that match our brand. Each one includes our logo, brand colors and fonts. There’s one here for a sales proposal.

I can use Quick Replace to update the information required here, and my proposal is ready to send. I’ll download it as an accessible PDF and then ask AI Assistant to protect it from editing. Add a password to prevent editing, and I’ll send it out for approval. Developing these materials went from days to hours. Acrobat Studio is like having a trusty strategist, writer and designer all in one, helping sales teams reduce busy work, improve customer interactions and accelerate deal cycles.