Sales Enablement Power Couple

Content amp Tools

2 Sales Enablement Power Couple | Content amp Tools

Introduction

Sales enablement is a hot topicand content and tools are the two core components of sales enablement They make it possible for your sales team to convert more leads and close more deals in a timelier manner In this guide wersquoll provide everything you need to know about the necessary content for sales teams

3 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales TeamWhy You Need Content

Content helps your sales team close deals Without utilizing different content types throughout the sales cycle your sales team wonrsquot have the needed information about your company and its products their roles and responsibilities and the different buyers yoursquore selling to While the consumer-facing content created by the marketing department is helpful the most valuable content for the sales team is created by sales professionals They will find information about what other sales team members are doing much more engaging While it is important to align your sales and marketing department in terms of communication your sales team should be generating its own content

4 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales TeamInternal Facing ContentCreating content for your consumer or external facing content is necessary But itrsquos also necessary to create content for your sales teams or internal facing content Here are the types of content that work well for sales teams

OnboardingOnboarding is how your new sales team members attain the required knowledge and skills they need to become the most efficient effective members of your sales team

Video mdash Many people today gain and absorb information via video and using video in your onboarding process has several benefits Video saves your sales team time by reducing the amount of live onboarding sessions they have to conduct each week allows senior management employees who normally donrsquot have the time a chance to speak to new hires lets new employees easily clarify or revisit information they received during the onboarding process and the company message is always consistently given

5 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales Team

Ongoing TrainingTraining is a long-term commitment You canrsquot spend a week training new employees mdash filling their heads with an excessive amount of information mdash and then expect them to be ready to hit the ground running and remember every minute detail you shared with them Donrsquot overload new employees with information Provide an initial training discussing the need-to-know basics of your company and their role and then provide ongoing training throughout their employment

Communication is key in all relationships and in todayrsquos world sales communications happen via phone calls in-person presentations and virtual presentations But it takes more than a well-versed sales rep to get the right message across Arming sales reps with the right content is how they can more effectively do their job and communicate the right message to each customer they engage with

Customer Testimonials mdash The customer is the most valuable resource for sales team members Hearing how and why customers use your existing product or service is the best way to learn the the value proposition

6 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales Team

Crowdsourced Training Content mdash The easiest way to create video content is through tapping into existing tribal knowledge Enabling and encouraging your sales team members to share best practices success stories tips and tricks with one another via a short video is one of the most effective sources of training collateral at your disposal Sales reps can easily upload this content and share it instantly with the team

Videos mdash Video is a go-to content form for sales teams and most consumers They can view it from their computer tablet or smartphone making video a particularly effective on-demand sales communication content type Reps can easily share presentation video links through social media channels and email

Scripts and Pitches mdash Sales reps talk to your customers and potential customers but before letting them jump right in have them use practice scripts to make mock phone calls Reps should continually practice and brush up on their knowledge and skills since theyrsquore going to make or break the deals

PowerPoint Presentations mdash Think back to your school days Listening to your teacher stand at the front of the class lecturing was boring you probably dozed off a few times Donrsquot put your customers to sleep When you give in-person presentations talk to them but also use a PowerPoint presentation effectively to add more life to your presentation

2 Sales Enablement Power Couple | Content amp Tools

Introduction

Sales enablement is a hot topicand content and tools are the two core components of sales enablement They make it possible for your sales team to convert more leads and close more deals in a timelier manner In this guide wersquoll provide everything you need to know about the necessary content for sales teams

3 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales TeamWhy You Need Content

Content helps your sales team close deals Without utilizing different content types throughout the sales cycle your sales team wonrsquot have the needed information about your company and its products their roles and responsibilities and the different buyers yoursquore selling to While the consumer-facing content created by the marketing department is helpful the most valuable content for the sales team is created by sales professionals They will find information about what other sales team members are doing much more engaging While it is important to align your sales and marketing department in terms of communication your sales team should be generating its own content

4 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales TeamInternal Facing ContentCreating content for your consumer or external facing content is necessary But itrsquos also necessary to create content for your sales teams or internal facing content Here are the types of content that work well for sales teams

OnboardingOnboarding is how your new sales team members attain the required knowledge and skills they need to become the most efficient effective members of your sales team

Video mdash Many people today gain and absorb information via video and using video in your onboarding process has several benefits Video saves your sales team time by reducing the amount of live onboarding sessions they have to conduct each week allows senior management employees who normally donrsquot have the time a chance to speak to new hires lets new employees easily clarify or revisit information they received during the onboarding process and the company message is always consistently given

5 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales Team

Ongoing TrainingTraining is a long-term commitment You canrsquot spend a week training new employees mdash filling their heads with an excessive amount of information mdash and then expect them to be ready to hit the ground running and remember every minute detail you shared with them Donrsquot overload new employees with information Provide an initial training discussing the need-to-know basics of your company and their role and then provide ongoing training throughout their employment

Communication is key in all relationships and in todayrsquos world sales communications happen via phone calls in-person presentations and virtual presentations But it takes more than a well-versed sales rep to get the right message across Arming sales reps with the right content is how they can more effectively do their job and communicate the right message to each customer they engage with

Customer Testimonials mdash The customer is the most valuable resource for sales team members Hearing how and why customers use your existing product or service is the best way to learn the the value proposition

6 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales Team

Crowdsourced Training Content mdash The easiest way to create video content is through tapping into existing tribal knowledge Enabling and encouraging your sales team members to share best practices success stories tips and tricks with one another via a short video is one of the most effective sources of training collateral at your disposal Sales reps can easily upload this content and share it instantly with the team

Videos mdash Video is a go-to content form for sales teams and most consumers They can view it from their computer tablet or smartphone making video a particularly effective on-demand sales communication content type Reps can easily share presentation video links through social media channels and email

Scripts and Pitches mdash Sales reps talk to your customers and potential customers but before letting them jump right in have them use practice scripts to make mock phone calls Reps should continually practice and brush up on their knowledge and skills since theyrsquore going to make or break the deals

PowerPoint Presentations mdash Think back to your school days Listening to your teacher stand at the front of the class lecturing was boring you probably dozed off a few times Donrsquot put your customers to sleep When you give in-person presentations talk to them but also use a PowerPoint presentation effectively to add more life to your presentation

3 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales TeamWhy You Need Content

Content helps your sales team close deals Without utilizing different content types throughout the sales cycle your sales team wonrsquot have the needed information about your company and its products their roles and responsibilities and the different buyers yoursquore selling to While the consumer-facing content created by the marketing department is helpful the most valuable content for the sales team is created by sales professionals They will find information about what other sales team members are doing much more engaging While it is important to align your sales and marketing department in terms of communication your sales team should be generating its own content

4 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales TeamInternal Facing ContentCreating content for your consumer or external facing content is necessary But itrsquos also necessary to create content for your sales teams or internal facing content Here are the types of content that work well for sales teams

OnboardingOnboarding is how your new sales team members attain the required knowledge and skills they need to become the most efficient effective members of your sales team

Video mdash Many people today gain and absorb information via video and using video in your onboarding process has several benefits Video saves your sales team time by reducing the amount of live onboarding sessions they have to conduct each week allows senior management employees who normally donrsquot have the time a chance to speak to new hires lets new employees easily clarify or revisit information they received during the onboarding process and the company message is always consistently given

5 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales Team

Ongoing TrainingTraining is a long-term commitment You canrsquot spend a week training new employees mdash filling their heads with an excessive amount of information mdash and then expect them to be ready to hit the ground running and remember every minute detail you shared with them Donrsquot overload new employees with information Provide an initial training discussing the need-to-know basics of your company and their role and then provide ongoing training throughout their employment

Communication is key in all relationships and in todayrsquos world sales communications happen via phone calls in-person presentations and virtual presentations But it takes more than a well-versed sales rep to get the right message across Arming sales reps with the right content is how they can more effectively do their job and communicate the right message to each customer they engage with

Customer Testimonials mdash The customer is the most valuable resource for sales team members Hearing how and why customers use your existing product or service is the best way to learn the the value proposition

6 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales Team

Crowdsourced Training Content mdash The easiest way to create video content is through tapping into existing tribal knowledge Enabling and encouraging your sales team members to share best practices success stories tips and tricks with one another via a short video is one of the most effective sources of training collateral at your disposal Sales reps can easily upload this content and share it instantly with the team

Videos mdash Video is a go-to content form for sales teams and most consumers They can view it from their computer tablet or smartphone making video a particularly effective on-demand sales communication content type Reps can easily share presentation video links through social media channels and email

Scripts and Pitches mdash Sales reps talk to your customers and potential customers but before letting them jump right in have them use practice scripts to make mock phone calls Reps should continually practice and brush up on their knowledge and skills since theyrsquore going to make or break the deals

PowerPoint Presentations mdash Think back to your school days Listening to your teacher stand at the front of the class lecturing was boring you probably dozed off a few times Donrsquot put your customers to sleep When you give in-person presentations talk to them but also use a PowerPoint presentation effectively to add more life to your presentation

4 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales TeamInternal Facing ContentCreating content for your consumer or external facing content is necessary But itrsquos also necessary to create content for your sales teams or internal facing content Here are the types of content that work well for sales teams

OnboardingOnboarding is how your new sales team members attain the required knowledge and skills they need to become the most efficient effective members of your sales team

Video mdash Many people today gain and absorb information via video and using video in your onboarding process has several benefits Video saves your sales team time by reducing the amount of live onboarding sessions they have to conduct each week allows senior management employees who normally donrsquot have the time a chance to speak to new hires lets new employees easily clarify or revisit information they received during the onboarding process and the company message is always consistently given

5 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales Team

Ongoing TrainingTraining is a long-term commitment You canrsquot spend a week training new employees mdash filling their heads with an excessive amount of information mdash and then expect them to be ready to hit the ground running and remember every minute detail you shared with them Donrsquot overload new employees with information Provide an initial training discussing the need-to-know basics of your company and their role and then provide ongoing training throughout their employment

Communication is key in all relationships and in todayrsquos world sales communications happen via phone calls in-person presentations and virtual presentations But it takes more than a well-versed sales rep to get the right message across Arming sales reps with the right content is how they can more effectively do their job and communicate the right message to each customer they engage with

Customer Testimonials mdash The customer is the most valuable resource for sales team members Hearing how and why customers use your existing product or service is the best way to learn the the value proposition

6 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales Team

Crowdsourced Training Content mdash The easiest way to create video content is through tapping into existing tribal knowledge Enabling and encouraging your sales team members to share best practices success stories tips and tricks with one another via a short video is one of the most effective sources of training collateral at your disposal Sales reps can easily upload this content and share it instantly with the team

Videos mdash Video is a go-to content form for sales teams and most consumers They can view it from their computer tablet or smartphone making video a particularly effective on-demand sales communication content type Reps can easily share presentation video links through social media channels and email

Scripts and Pitches mdash Sales reps talk to your customers and potential customers but before letting them jump right in have them use practice scripts to make mock phone calls Reps should continually practice and brush up on their knowledge and skills since theyrsquore going to make or break the deals

PowerPoint Presentations mdash Think back to your school days Listening to your teacher stand at the front of the class lecturing was boring you probably dozed off a few times Donrsquot put your customers to sleep When you give in-person presentations talk to them but also use a PowerPoint presentation effectively to add more life to your presentation

5 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales Team

Ongoing TrainingTraining is a long-term commitment You canrsquot spend a week training new employees mdash filling their heads with an excessive amount of information mdash and then expect them to be ready to hit the ground running and remember every minute detail you shared with them Donrsquot overload new employees with information Provide an initial training discussing the need-to-know basics of your company and their role and then provide ongoing training throughout their employment

Communication is key in all relationships and in todayrsquos world sales communications happen via phone calls in-person presentations and virtual presentations But it takes more than a well-versed sales rep to get the right message across Arming sales reps with the right content is how they can more effectively do their job and communicate the right message to each customer they engage with

Customer Testimonials mdash The customer is the most valuable resource for sales team members Hearing how and why customers use your existing product or service is the best way to learn the the value proposition

6 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales Team

Crowdsourced Training Content mdash The easiest way to create video content is through tapping into existing tribal knowledge Enabling and encouraging your sales team members to share best practices success stories tips and tricks with one another via a short video is one of the most effective sources of training collateral at your disposal Sales reps can easily upload this content and share it instantly with the team

Videos mdash Video is a go-to content form for sales teams and most consumers They can view it from their computer tablet or smartphone making video a particularly effective on-demand sales communication content type Reps can easily share presentation video links through social media channels and email

Scripts and Pitches mdash Sales reps talk to your customers and potential customers but before letting them jump right in have them use practice scripts to make mock phone calls Reps should continually practice and brush up on their knowledge and skills since theyrsquore going to make or break the deals

PowerPoint Presentations mdash Think back to your school days Listening to your teacher stand at the front of the class lecturing was boring you probably dozed off a few times Donrsquot put your customers to sleep When you give in-person presentations talk to them but also use a PowerPoint presentation effectively to add more life to your presentation

6 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales Team

Crowdsourced Training Content mdash The easiest way to create video content is through tapping into existing tribal knowledge Enabling and encouraging your sales team members to share best practices success stories tips and tricks with one another via a short video is one of the most effective sources of training collateral at your disposal Sales reps can easily upload this content and share it instantly with the team

Videos mdash Video is a go-to content form for sales teams and most consumers They can view it from their computer tablet or smartphone making video a particularly effective on-demand sales communication content type Reps can easily share presentation video links through social media channels and email

Scripts and Pitches mdash Sales reps talk to your customers and potential customers but before letting them jump right in have them use practice scripts to make mock phone calls Reps should continually practice and brush up on their knowledge and skills since theyrsquore going to make or break the deals

PowerPoint Presentations mdash Think back to your school days Listening to your teacher stand at the front of the class lecturing was boring you probably dozed off a few times Donrsquot put your customers to sleep When you give in-person presentations talk to them but also use a PowerPoint presentation effectively to add more life to your presentation

7 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales Team

Tips On Sales Team-Facing Content CreationThe right content is a key factor in winning the sale With a solid sales enablement system you can create useful engaging sales team-facing content in a cost-effective way that delivers the right information at the right time to the right rep - and gets you the sale

Wersquove gone through the different content types needed to train your sales team for success and now itrsquos time we share what qualities are needed to create a great piece of content

It tells a story People love stories because they are easy to connect with and quickly understand Create some content that tells stories about your company and your products but spend most of your time creating content that addresses your sales repsrsquo stories Think of it as selling a solution to your customersrsquo problems

Product Demos mdash A good product demonstration not only enhances your presentation itrsquos more often than not whatrsquos going to close the deal for you Film a demo and use it as a type of educational webinar And if you record a live product demo publish it on your website for other prospects to see

8 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales TeamItrsquos simple yet engaging Itrsquos rare for someone to read an entire blog post In fact 55 of people spend less than 15 seconds on an online page With a team of Millennial sales reps who are more comfortable watching a video on YouTube this rings true for internal-facing content as well Donrsquot make your content super text heavy break it up with headlines bullet points infographics images and videos People quickly skim content before reading (or sometimes instead of fully reading) so break it up so they get the main points of the content

Itrsquos easy to share You want your sales reps to find the content valuable and facilitate easy sharing among one another Include sharing buttons on the contentrsquos page to a handful of social media platforms so your audience can instantly share with their friends and followers with a simple click Itrsquos mobile-ready In America the mobile screen is viewed more than the TV screen these days Your sales team is no different They are always on the move and glued to their phones The internal-facing content needs to be easily viewed and engaged with via all mobile devices

Really the best content creation tip we can give you is simply this mdash your content begins and ends with the person consuming it Keep your efforts centered on your sales reps and your content creation efforts will be successful

8 Sales Enablement Power Couple | Content amp Tools

Content Plan For Your Sales TeamItrsquos simple yet engaging Itrsquos rare for someone to read an entire blog post In fact 55 of people spend less than 15 seconds on an online page With a team of Millennial sales reps who are more comfortable watching a video on YouTube this rings true for internal-facing content as well Donrsquot make your content super text heavy break it up with headlines bullet points infographics images and videos People quickly skim content before reading (or sometimes instead of fully reading) so break it up so they get the main points of the content

Itrsquos easy to share You want your sales reps to find the content valuable and facilitate easy sharing among one another Include sharing buttons on the contentrsquos page to a handful of social media platforms so your audience can instantly share with their friends and followers with a simple click Itrsquos mobile-ready In America the mobile screen is viewed more than the TV screen these days Your sales team is no different They are always on the move and glued to their phones The internal-facing content needs to be easily viewed and engaged with via all mobile devices

Really the best content creation tip we can give you is simply this mdash your content begins and ends with the person consuming it Keep your efforts centered on your sales reps and your content creation efforts will be successful

9 Sales Enablement Power Couple | Content amp Tools

Choosing The Right Tools

Sales enablement helps sales teams develop selling skills faster and allow reps to deliver the right content at the right time to the right prospects Causing more quality lead conversion closing deals faster and driving more revenue and business growth

But this strategy is only effective when your sales and marketing teams work together to increase productivity during the sales and buying cycles

Why It Matters

Nowadays there are several tools out there to help deliver the right message make sense of all the data you handle and start closing more deals Depending on your goals and processes the tools you select will vary

Available Tools For All Aspects Of Sales Enablement

10 Sales Enablement Power Couple | Content amp Tools

Choosing The Right ToolsBelow yoursquoll find the subset of sales enablement

Sales Recruiting Hirevue Sales Training Lurniture Sales Presentations Brainshark ClearSlide Citrix Sales Compensation Xactly CallidusCloud Gamification InsideSalescom Hoopla Leveleleven

Sales Intelligence Salesloft InsideView LinkedIn Sales Communications InsideSalescom Five9 Velocify Marketing Automation Pardot HubSpot Marketo Email Yesware ToutApp DataList Services ZoomInfo Datacom

Sales Quote and Proposal Tools Apttus Steelbrick Contracts DocuSign EchoSign Data Visualization Business Intelligence Domo Tableau Predictive Analytics InsideSalescom Lattice Engines Infer

10 Sales Enablement Power Couple | Content amp Tools

Choosing The Right ToolsBelow yoursquoll find the subset of sales enablement

Sales Recruiting Hirevue Sales Training Lurniture Sales Presentations Brainshark ClearSlide Citrix Sales Compensation Xactly CallidusCloud Gamification InsideSalescom Hoopla Leveleleven

Sales Intelligence Salesloft InsideView LinkedIn Sales Communications InsideSalescom Five9 Velocify Marketing Automation Pardot HubSpot Marketo Email Yesware ToutApp DataList Services ZoomInfo Datacom

Sales Quote and Proposal Tools Apttus Steelbrick Contracts DocuSign EchoSign Data Visualization Business Intelligence Domo Tableau Predictive Analytics InsideSalescom Lattice Engines Infer

11 Sales Enablement Power Couple | Content amp Tools

Choosing The Right Tools

With all the sales enablement tools out there it can be hard to choose which ones are right for you Each tool out on todayrsquos market offers various capabilities but there are certain ones yoursquoll want covered in the platforms and plugins you end up choosing Those must-have components are

Must-Have Components In Sales Enablement Tools

bull Intuitive user interfacebull Real-time prospect trackingbull Analytics and reporting toolsbull Buyer communication historybull Training tools for employeesbull CRM integrationbull Email and calendar integrationbull Enterprise-level security

bull Custom brandingbull Mobile-friendlybull Workflow automationbull Easily share information across

your organizationbull Instantly syncs any changes for all

users across all devices and sends automatic updates when changes are made

If the sales enablement tools yoursquore thinking of using cover all these components between them then you know yoursquove selected the right set of tools

12 Sales Enablement Power Couple | Content amp Tools

Conclusion The Long-Term Impact

Beyond creating fostering and maintaining relationships with customers through sales enablement yoursquore also building an unstoppable sales force Not only is your team knowledgeable they also have all the resources at their fingertips to gain and further their knowledge

Building A Stellar Sales Team

Essentially sales enablement gives you the ability to identify the qualities in your top sales performers and duplicate those qualities across the entirety of your sales force Furthermore those that master the qualities can aid other sales team members in their efforts Whether thatrsquos in a formal mentoring program or a more relaxed coaching plan sales enablement gives you the opportunity to coach and mentor your entire sales team

Coaching amp Mentoring

Sales enablement content means that yoursquore not only effectively building your assets but your firm is becoming a beacon of sales enablement ldquodone rightrdquo in your industry Is there a better recruiting tool than that

Recruitment Tool

13 Sales Enablement Power Couple | Content amp Tools

Lurniture is sales training software that accelerates sales with a personalized training experience for every rep Our modern training technology gives your team the power to learn faster collaborate more and measure success without ever having to leave Salesforce Bottom line We make it easy to love learningmdashand sell more

Deliver the right training at the right timemdashright within Salesforce

LEARN MORE

12 Sales Enablement Power Couple | Content amp Tools

Conclusion The Long-Term Impact

Beyond creating fostering and maintaining relationships with customers through sales enablement yoursquore also building an unstoppable sales force Not only is your team knowledgeable they also have all the resources at their fingertips to gain and further their knowledge

Building A Stellar Sales Team

Essentially sales enablement gives you the ability to identify the qualities in your top sales performers and duplicate those qualities across the entirety of your sales force Furthermore those that master the qualities can aid other sales team members in their efforts Whether thatrsquos in a formal mentoring program or a more relaxed coaching plan sales enablement gives you the opportunity to coach and mentor your entire sales team

Coaching amp Mentoring

Sales enablement content means that yoursquore not only effectively building your assets but your firm is becoming a beacon of sales enablement ldquodone rightrdquo in your industry Is there a better recruiting tool than that

Recruitment Tool

13 Sales Enablement Power Couple | Content amp Tools

Lurniture is sales training software that accelerates sales with a personalized training experience for every rep Our modern training technology gives your team the power to learn faster collaborate more and measure success without ever having to leave Salesforce Bottom line We make it easy to love learningmdashand sell more

Deliver the right training at the right timemdashright within Salesforce

LEARN MORE

13 Sales Enablement Power Couple | Content amp Tools

Lurniture is sales training software that accelerates sales with a personalized training experience for every rep Our modern training technology gives your team the power to learn faster collaborate more and measure success without ever having to leave Salesforce Bottom line We make it easy to love learningmdashand sell more

Deliver the right training at the right timemdashright within Salesforce

LEARN MORE