Sales Enablement

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If you want to better enable your sellers and frontline managers, and transform your sales force to generate and win more opportunities, we can help. Our Sales Enablement Services include:

 

Sales Readiness Diagnostics 

Sales Readiness ensures sales reps and managers are prepared with the competencies and resources needed to engage with potential buyers and current customers, uncover opportunities, and manage those opportunities to a successful conclusion. That outcome is achieved through training, knowledge sustainment, skill development, skills transfer, coaching to mastery, the strategic use of content, and sound sales management practices. Our Sales Readiness Diagnostics allow you to evaluate the current state of your sales enablement practices to identify where you can increase effectiveness and better support your sales force.

 

Buyer Persona Development 

If your sales force doesn’t understand your market and buyers, they’re selling by superstition and luck, or pitching products and hoping for a connection. This is why so many opportunities stall or end in a No Decision status. Buyer Persona Development lays a critical foundation on which you can build your marketing initiatives, sales enablement programs, and sales playbooks. Buyer research details the problems, needs, and psychographics of each of your common buyers, including their buyer’s journey, decision process, and decision criteria. This allows you to partner effectively with your marketing team to construct effective sales messaging and buyer engagement content, and prepare your sales force to focus on uncovering, validating, and meeting the decision criteria that matter to your buyers.

 

Sales Playbook Development 

Do you need help getting your sales force aligned around your sales strategy and executing effectively? Sales Playbooks capture and codify your company’s background, buyer personas, products, sales process, sales methodology, and practices that are conducive to generating scalable, repeatable, and predictable sales. Your favorite sports team has a playbook. Your sales team should, too. We can help you select the elements of your strategy to document and guide you in the various ways to implement your playbook, engage and align your sales force, and achieve the potential of scalable, repeatable and predictable sales results.

 

Sales Enablement Support Services 

Readying and enabling your sellers and frontline sales managers is one of the most important things you can do. Do it well, and the resulting sales growth makes you a Sales Enablement Hero. Whether you’re just starting a sales enablement function or manage a mature team supporting a large sales organization, sometimes you just need an extra hand from experts who have been there and done that–and can lighten your load. Our sales enablement experts will guide you, support you, or do the work for you, as you implement systems, process, methodology, tools, training and projects, to better support your sales force and improve your organization’s sales performance.

 

Sales Enablement Advisory Services 

Readying and enabling your sellers and frontline sales managers is one of the most important things you can do. Do it well, and the resulting sales growth makes you a Sales Enablement Hero. Whether you’re just starting a sales enablement function or manage a mature team supporting a large sales organization, sometimes you need advice from someone who’s been there and done that– some third-party, expert perspective. Our sales enablement experts will advise, counsel, and coach you as you set-up or evolve your department into a high-functioning team of world-class sales enablers. We can help you determine which initiatives will deliver the most value and coach you as you execute effectively to better support your sales force and improve your organization’s sales performance.


What's Stirring in the
Brains Of Our Experts

Digital Transformation Specialist

Alan Lee

VP of Business Development- Storage/OS

My Technology Perspective

Alan’s focus has always been on creating successful partner/customer relationships by seeking to understand their issues and identifying business solutions to solve them. Through years of experience in working with technical partners using education and services as change agents, he brings a breadth of knowledge to bear on the digital business transformation requirements of today’s businesses.     

Digital Transformation Specialist

Kori Needham

VP of Business Development- Managed Enablement Services

My Technology Perspective

Kori is an experienced Business Development and Technical Sales Enablement leader skilled in empowering C-level executives to leverage industry-leading transformative technologies in order to achieve their expected business outcomes.  He excels at helping key stakeholders to fine tune their tactical and strategic objectives in order figure out which relevant technical solutions are required to achieve the intended business results. 

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Resources | Insights

Why are all the horses in the barn?

Rob Batten

Why are all the horses in the barn? I use this phrase often when working with sales management during transformational engagements.

Apr 11, 2018