Create an effective sales enablement programme
Sales enablement is the process of arming your salesforce with access to the insight, experts, and information that will increase sales. This is too important to be left to the random initiatives of Product Managers or Marketers, it needs a continuous, structured programme. The rewards for getting it right are significant: one of our clients reported a four-fold increase in sales leads, another grew sales revenue by 65% in one year.
But getting it right is not easy. Here are some resources that will help you create a sales enablement program that is right for your company:
Receive our white paper on “Successful Sales Enablement”
Benchmark your company with our sales enablement self-assessment tool
Learn how to sales enable your company
We have helped over 100 companies worldwide to enable their salesforce. The case study below describes one client we helped to get it right and the testimonials on the right hand side provide more examples.
Case study: Handset vendor creates sales enablement programme to address new market
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Business situation
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Category-leading mobile handset manufacturer
Wants to extend into the Small and Medium Enterprise (SME) market
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Opportunity
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Extend into a new market that is 10-times larger
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Challenges
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The SME sector needs a different sales approach
Sales will be through the SME sales teams of network operators and independent phone shops
The need to grab the attention of salespeople who also sell competitors' products
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Needs
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A programme to attract attention and win-over the channel salespeople
Tools to help salespeople sell to SMEs
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Solution
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SMEs buy on value for money and convenience, so the main focus of the Marketing Workshop was to monetize the business benefits
A Partner Sales Guide was produced that led the channel salesperson step-by-step through the sale
A return on investment tool was provided so salespeople could sit down with a business owner and talk them through the savings, moving the discussion from price to value
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Result
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Our client is now a major force in the SME market
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