Sales and marketing alignment for B2B technology teams

Move beyond lead generation and focus on full-funnel marketing support through sales enablement.

Sales Enablement Strategy

Sales enablement is arguably more important in the B2B software and technology world than in any other industry. Solutions are often complex and custom in nature, so the sales cycle can be incredibly long and sales reps are expected to be consultants.

To make sure sales reps are delivering a consistent message during bottom-of-funnel activities, we help tech companies develop sales enablement strategies that reps will actually be excited to use.

Our sales enablement strategies often include:

  • Education: setting up SLAs; training sales rep on brand positioning and messaging
  • Engagement: developing programs to keep internal and external reps engaged
  • Resources: providing on-demand marketing assets for sales reps
  • Technology: implementing software and processes to sync marketing and sales data

Writing + Design

To ensure sales reps stay on brand, we will create an on-demand “resource library” of collateral and other marketing assets. Some of these pieces will be static PDFs or email templates, but others can be customized to allow sales reps to add custom content.

Our writing and design capabilities for sales enablement often include:

  • Case studies
  • Product literature
  • Vendor comparisons
  • Email and phone scripts
  • Trade show materials
  • Presentation slide decks

Sales Enablement Execution

An important aspect of sales enablement is that it should be an ongoing effort—it’s not a one-and-done kind of thing.

We can jumpstart your sales enablement plans, whether you’ve attempted to approach strategically in the past, or if it’s your first time diving in.

And to ensure alignment between your teams, which is ultimately going to drive the success of the total program, we can help with regular workshops between your sales and marketing teams.

Measurement

Since sales enablement is about bottom-of-funnel effectiveness, we often measure success through KPIs trackable in a CRM, like average days to close or SQL-to-close ratio. That said, it’s also important to track long-term qualitative results, like sales team satisfaction and engagement.

 

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