PwC GMO
Client sector
Professional Services
Region
Global
Our services
Learning and development
The results
Seven mini-films were created and embedded in a three-hour virtual sales training workshop, which was distributed across all territories worldwide. Business development professionals — from manager to partner level — were given access to the programme.
As a result, account teams were aligned around a shared understanding of how to optimise the sales framework, enabling them to deliver a more consistent client experience and to identify new business opportunities with greater confidence.
The results
Seven mini-films were created and embedded in a three-hour virtual sales training workshop, which was distributed across all territories worldwide. Business development professionals — from manager to partner level — were given access to the programme.
As a result, account teams were aligned around a shared understanding of how to optimise the sales framework, enabling them to deliver a more consistent client experience and to identify new business opportunities with greater confidence.
PwC’s Global Marketing Office needed to bring consistency and clarity to how its complex sales cycle was understood and applied across territories. The brief was to capture each stage of the sales framework in a way that felt realistic, engaging and relevant — supporting a three-hour virtual sales training module rolled out globally within a tight seven-week window.
More about the brief
Juniper partnered with PwC’s US-based Global Marketing Office to design and deliver seven short films from scratch. Each film brought to life a specific stage of the firm’s sales cycle, reinforcing good practice attitudes and behaviours that support successful outcomes in a complex professional services environment.
Our approach
Our approach to the brief included the following steps:
1. Embedded partnership
Working closely with the client team, we managed the project end-to-end over seven weeks, coordinating with stakeholders and third-party providers to maintain momentum and clarity throughout.
2. Understanding good practice
We began by immersing ourselves in PwC’s sales cycle to establish what “good practice” looks like in real-world scenarios — grounding the content in lived experience rather than in theory.
3. Scenario and character development
We created characters and scenarios that reflected authentic sales situations. We then recommended and cast actors who could bring nuance and credibility to each stage of the journey.
4. Scriptwriting and direction
Scripts were written for each scene, covering topics such as building rapport, handling objections, negotiation, and value-based pricing. We developed directors’ notes and co-directed filming with a third-party production and editing team.
5. Thoughtful production choices
Together with the client, we determined which scenes worked best when filmed virtually and which benefited from in-person filming. We ensured the films felt realistic and engaging while staying within a budget that required all face-to-face filming to be completed in a single day.
Impact
The films have become a core part of PwC’s global sales training, supporting consistent understanding, a shared language and confident application of the sales framework across multiple regions worldwide.
When it comes to value, the Juniper team really do walk the talk. And by that I mean they really are a team. And that’s the great value. Value for me in that I know whoever I speak to, I will always receive the same high-level engagement, and my actor team all know and value the support that they receive at every stage of a client, event or project. And of course, in the end, it’s the client who gets that benefit.
Dan Long
Actor
Dan Long Associates
