| Are you are a start-up, early or mid-stage B2B company and struggling to make your numbers? If so, it is often the result of poor, or non-existent, sales enablement process and associated assets (aka sales kit). I am not talking about mature companies with sales training programs, sales playbooks and established marketing infrastructure. I have worked for quite a few early-stage companies with revenues under $30 million and small sales teams. Companies this size typically don't have a well-defined sales process, sales training is defined as “as the job” and sales tools are provided on an as-needed-basis. Unfortunately they don't have a good handle on their sales efficiency. They don't know how many deals they missed, lost and why? But this is a topic for another day. For now, lets focus on enabling the sales team to improve their odds of finding and closing deals. | “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the return of investment of the selling system.” – Forrester Research |
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