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the science of sales enablement

"Sales enablement" can be abstract and hard to grasp… until you break down the elements into systematic sense.
by

lisa stefany

on 18 February 2017

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Transcript of the science of sales enablement

s a l e s
DISSECTING
sa es en blem nt
[the variables]
PLAN
1.
Sales reps need planning tools that provide
VISIBILITY
across their pipeline and a clear, detailed picture of each opportunity. Visibility drives both
ANALYSIS
for effective sales strategy formulation and
PRIORITIZATION
for prudent time investment and resource allocation.
2.
PREPARE
Today’s buyers want real-time responses and customized content. Reps need the right
RESOURCES
at their fingertips, plus a way to quickly tailor and personalize for each persona and pain point. They need
GUIDANCE
, coaching tips from management and easy access to subject matter experts (SMEs). Lastly, an infrastructure for team
COLLABORATION
must be in place to promote strong value messaging and consistent branding.
3.
ENGAGE
Sales reps must execute all information
DELIVERY
with expeditious convenience and an appropriate, approachable tone. They need to engage buying teams with personalized
IMPACT
messages that provide a textured, rich-media experience and differentiate from the competition. They need
INSIGHT
into how buyers are responding to information they share – who’s opening, downloading and sharing what with whom.
th sc ence f
Full transcript