We set out to determine which materials would have the greatest impact and what they should include. To achieve this, we collaborated with both the sales and marketing teams, drawing on the sales team's deep understanding of customer priorities.

After analysing the entire sales process to identify bottlenecks that were stopping customers from moving forward, we were able to identify two key solutions.  

Structured around real customer concerns, fully referenced with clinical data, and designed for seamless usability on tablets, desktops, and mobile phones. To streamline the process and reduce the burden on Merit, we also prepared all materials for regulatory review. The project was completed within three months from start to finish. 

Scripted, filmed, and edited to provide a high-quality, informative resource that could be shared ahead of meetings via email or WhatsApp. This took around a month and a half from start to finish. Once the tools were created, we trained the sales team on how to effectively use them and ensure customers engaged with them. 

Feedback has been overwhelmingly positive. The most common question Merit hears in initial meetings now is: "When can I start?" 

Sales teams have found that customers already have a stronger understanding of the technology before meetings, thanks to the video. The 80% video does much of the initial groundwork, allowing the team to focus on deeper discussions. The interactive sales aid, often used on tablets, has been well received by customers, appearing to them like an intuitive app. 

Merit now has tools that make their sales process far more streamlined and effective, allowing for more productive, engaging conversations with their customers.