Sales Enablement

Sales Enablement2019-02-07T19:21:48+00:00

Provide what your sales team needs at each step.

57% of the buying process occurs prior to direct contact—sales enablement is what you need to accomplish the last 43% in a scalable, predictable, and repeatable fashion.

IDC defines sales enablement as “Getting the right information into the hands of the right sellers at the right time and place, and in the right format, to move a sales opportunity forward.”

We bring best practices for establishing a content-based program, founded in buyer needs, that provides your sales team with the information and assets they need to have productive interactions across the buying cycle. To be successful, a sales enablement program must be jointly owned by marketing and sales. We have deep experience teaming with sales leaders to identify and develop the content, resources and training required for effective buyer conversations.

Create engaging content that meets buyers’ information needs throughout the sales process.

Our approach begins with defining your sales enablement program objectives and strategies, making the buying experience its cornerstone. We map the B2B customer buying process from the customer’s perspective and develop buyer personas so that there’s alignment on who the buyer is and what journey she is on. Only then do we identify the content needed at each sales stage.

Before we embark on content creation, we perform an audit to determine what high-quality content already exists within your organization and recommend a method for centralizing and making it easy to use. A needs/gap analysis illuminates what new content is needed and, working with sales, we set priorities for its creation.

Depending on your needs and budget, we can create a wide range of B2B content, including data sheets, whitepapers, ebooks, infographics, case studies, PowerPoint presentations, standardized email templates and video. To ensure the sales enablement program’s adoption and success, we work with sales management to develop and implement a sales training program and process for ensuring the program is put into practice. Finally, we design a feedback loop for ongoing understanding of which content is being used effectively and identifying any new needs.

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We’re friendly, flexible and ready to lead your business to new heights.

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