Sales Enablement Content Playbook

These content pieces will align your offering with your customer’s business problem, assist them in building a business case and in procuring budgets, instill confidence in your offering and help them build an internal consensus.

The first and most important piece of communication that a salesperson should use to initiate a conversation with the prospect. Getting them right will motivate sales teams to reach out to new prospects.

An essential content piece that will help the salesperson leverage initial conversation to align the prospect’s problem-solving strategy with your offering and uniquely position you with respect to your competitors.

Enables your salespeople to engage the prospect without the delay or costs of scheduling a pre-sales resource and developing a customized product demonstration. This greatly accelerates your sales cycle.

An absolute essential to move sales cycle forward. Aggregates the organizational losses of not making a needed change. It presents a vivid depiction of the negative consequences for the company and each stakeholder group.

Navigates the prospect through the buying process by providing them guidance that positions your company’s offering as the “best overall” solution, builds a business case to procure budgets and mitigates the risks inherent in undertaking change.

Describes the journey that one of your customers took in solving a problem with your offering and establish that other companies have solved similar problems using your solution. That makes your solution seem less risky and its benefits more believable.

An unusual but very effective sales tool. A series of immersive, lean-back audio recordings of customer interviews to learn about how other successful customers selected and implemented your product to inspire your new prospects.

A game changing practice that enables a sales person to quickly assemble an engaging and personalized presentation that is perceived by the audience as highly relevant to their needs and retains their attention during the entire pitch.

Traditional sales proposals are the root cause of many lost deals. This new practice guides a sales team to summarize the buying journey and deliver a comprehensive proposal that retains relevance, positions you as a trusted partner and accelerates decision making.