SALES ENABLEMENT

Tools that Actually Get Used

The best marketing content in the world is wasted unless Sales actually uses it.  The right sales tools will convince Sales that an opportunity is worth pursuing--and then help them succeed in capturing it.

SALES PLAYBOOKS

A Sales Playbook is essential for any new campaign or product launch.  It puts everything reps need in one place, with links to assets and additional ammunition.  Contents typically include:

  • Elevator pitch

  • Qualified buyer and influencer profiles and personas

  • Problems we solve

  • Our solutions (benefits and the features that deliver them)

  • Competitive advantages

  • Handling objections

  • Choosing and pricing the right solution for the buyer's needs

  • Links to resources for Sales along the buyer's journey

Business Partners at Work
Horse Racing

SELL-AGAINST TOOLS:  BATTLECARDS AND CHEAT SHEETS

Battlecards arm Sales not just with information on competitors but how to use your "silver bullets" against their vulnerabilities and neutralize the l landmines they plant--in a double-sided card that's convenient to carry.


Cheat sheets summarize (again, a double-sided card) not only the major points from battlecards for multiple competitors but should also include typical objections and how to overcome them.

SALES ALERTS

Sales Alerts are compact summaries that convey the need to know for using major new assets--or angling a pitch for any new opportunity.  In just 1-2 pages they highlight:​

  • What the opportunity is

  • Why pursuing it is good for the rep as well as the company

  • The qualified prospect

  • How to get the first meeting

  • Key messages (from assets, for opportunity)

  • Solutions messaging

  • Keeping the conversation going / upcoming events

  • Links to additional resources for sales

Lighthouse
iPad and Charger

SLIDE DECKS AND SLIDE SHARES

  • Clear, consistent value props

  • Proof-points that add credibility

  • Narrative that builds consensus in your audience

PARTNER "CONTENT IN A BOX"

A complete package that helps partners easily and successfully sell your products and services

  • Partner alert

  • Introductory Email

  • Sales Presentation

  • Solution Brief

  • Data Sheet

  • Sell-against Sheet

3D Boxes

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