Scoping opportunities to drive out requirements and build the business case
Driven by a sales process mapped to a theoretical customer journey, with little flexibility
Recognition of wider number of stakeholders (obvious and hidden) through B2B sales process
https://www.linkedin.com/posts/futureofsales_sales-is-not-a-numbers-game-activity-6753083786944110592-A6tZ
Stakeholder management more important than ever
Supported through ‘value add’ content (insight docs etc) that go beyond basic sales materials
Same content will be guided by internal coaches
A highly structured series of prospect engagements, often pulling in technical resource
Personalised but generic, templated, one-size-fits-all collateral creation
Content outputs from these sessions often bland and uninspiring
Suggests a safe pair of hands but not exciting to work with
Discovery more important than ever – consultative sales content development is prime tool to differentiate against competition/pre-judged conclusions from prospect’s online research
Content becomes far more tailored to unique situations and requirments
In larger organisations, sales enablement platforms do the heavy lifting
The rise of mapping textbook sales processes by tool providers
Disconnect between how sales actually work in the field and what collateral they are served up by an enablement tool
Segmentation of machine-generated templates versus highly tailored orignal materials, based on opportunity size
Supporting a wide range of touchpoints
Provided tailored sales training and coaching to UK sales and SDR teams to help deepen questioning process, build understanding of needs and better tailor presentation of solutions, in order to grow business and secure new contracts.
Supporting the creation of an ROI calculator to be sent to customers during the sales process. Innovative build within Word to reduce 3 documents down to a single and easy to use document that could be sent to customers. Solution now shared globally and the in-house sponsor won an award for the project.