Speaker 1
Tom Evans
Bio
TBU
Topic
Sales Enablement
Nothing Happens Until Someone Sells Something: Best Practices to Enabling Your Sales Channel to Effectively Sell Your Products
Too often, those of us in the product marketing role are not doing enough to help our sales team or sales channel be successful. Our typical approach to helping is to provide a new salesperson with some marketing collateral and a product presentation and then wish them luck as they look for prospects and try to close deals with anyone who listens. This approach is sufficient for the star salespeople as they intuitively know how to talk with the right potential buyers about their problems and then show these buyers how to solve these problems with their products or services. But unfortunately, this only represents about 20% of salespeople. The other 80% of salespeople need more training and coaching to be successful and we as product marketers need to help them be
successful. This is the process of “Sales Enablement”.
What happens when we don’t engage in the sales enablement process? Salespeople pursue opportunities that don’t fit well with your solution, speak with prospects who aren’t really decision-makers, sell solutions that you don’t really have and the list can go on. But the overall resulting impact is wasted time and effort in pursuing the wrong opportunities, confusion in the market place and poor sales results.
Speaker 2
Jordan J Woods
Bio & Topic
TBU