The company had new customer-facing sales collateral built around published clinical studies. Getting the field team up to speed was the problem. Account managers spend their days driving between hospital systems and clinical accounts. A PDF doesn't work in a car. The information needed to travel in a format that matched how the team actually moves.
The Challenge
New collateral.
A team that's always on the move.
The Approach
The rep's voice,
not the manager's memo.
The client came in with a recorded internal call where the sales team had discussed the new collateral and road-tested their approaches. That recording, plus the collateral itself, was the source material. The internal call contained something more valuable than a briefing document: actual account managers working through the material in real time, surfacing objections and flagging which customers this would and wouldn't land with.
The script was built to reflect how a field rep thinks, not how a marketing deck reads. Clinical evidence was present and accurate, but the episode was structured around the sales conversation rather than the research itself. When a rep hears it on the way to an account, they're not reviewing a document. They're running the playbook.
What we delivered
- Full script from transcript and collateral review
- Professional narration, recorded and mixed in-house
- Structured episode with intro, transitions, and outro
- Integrated representative voice clips throughout
- Final delivery as MP3 for internal distribution
Why it worked
- Built around real sales conversations, not marketing language
- Format matched how the audience actually consumes information
- Evidence was present without being the lead
- Peer voices gave the content field credibility
- One call and one document. No additional briefing required.
Results & Impact
Clarity the Deck Couldn't Deliver
The marketing team noted that the episode communicated certain sales concepts more clearly than some of their own reps had. The format forced precision that a slide doesn't.
Built for the Field
A PDF gets forwarded and forgotten. An MP3 goes with a rep to the next account. The episode was designed from the start to live in the same environment as the person using it.
More From Less
The entire episode was produced from existing materials: one call, one document. No shoot. No additional research calls. Finches translated what was already there into a format that could actually move.
Have materials
your team won't read?
We take what you already have and produce something your audience will actually absorb. Tell us what's sitting in a folder somewhere that should be in people's ears.