But Would Sales Actually Use It?

That was the big question.
After all, it’s easy to build a tool, harder to get people to want to use it.
So we asked. Informally. Repeatedly. Across regions.
And what we heard was consistent: they’d use it if there was real value inside.
That’s when I asked Maud Delbeke, then part of my team, to rebuild the pitch decks from scratch.
- Visual.
- Minimal slides.
- Aligned with the fresh campaign identity.
- And, crucially, co-created with the business.
By the time Andrea Leroux took over the project management from Maud, they had collaborated with key stakeholders across divisions to rebuild 95 strategic sales decks.
That level of stakeholder inclusion — and attention to quality — made the difference.

From Rollout to Real-Life Use

We began rolling out “Let’s Talk” gradually: first in 6 countries, then 9, eventually 13. But before expanding further, we paused to ask:

“Is this already good enough for our most demanding users, the Key Account Directors?”

So we made sure Lorraine Maillet, one of our European KADs, had early access. I gave her a brief rundown:

“Before your meeting, pull together slides you want, add quotes or supporting docs, and send it. The platform will tell you who opens it, who they share it with, and how often they view it.”

Two weeks later, I found Lorraine working late and asked, “So… what do you think?”
She told me:
- She had taken one of our major clients to dinner.
- During their discussion, she pulled out her phone and showcased the slides — instantly — and sent a copy over.
But the story didn’t end there.
Days later, she presented to a buying committee of 12 people. Only 2 spoke.
Afterwards, she sent the proposal via the tool. Over the next few days, she noticed two different people from the group repeatedly re-opening the document.
That’s when she realized: those were the real decision-makers.
Real-time data revealed what face-to-face could not.
Insight from usage. Value in motion. And a tool that didn’t just deliver content: it delivered clarity.