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How to Use Sales Enablement to
Increase Pipeline & Drive Revenue
@PersistIQ@PandaDoc
@PersistIQ
Presented by:
PersistIQ and PandaDoc
@PandaDoc
1. What is Sales Enablement?
2. 6 Key Elements in a Sales Enablement Program
3. How To Measure Your Program’s Effectivenes...
Brandon Redlinger
Head of Growth, PersistIQ
Personalized Outbound Sales at Scale
The perfect balance between
Personalizati...
@PersistIQ
What is Sales Enablement?
@PandaDoc
@PersistIQ
“It’s all about providing tools, systems,
processes, training, coaching, and
development that ‘enables’ sales t...
@PersistIQ
Studies by Aberdeen reveal that sales enablement leads to:
● 62% higher team quota attainment
● 205% more reven...
@PersistIQ
6 Key Elements in a
Sales Enablement Program
@PandaDoc
1. The program is customer-centric
2. The right tools an...
@PersistIQ
Sales needs to know more about marketing,
marketing needs to know more about sales, but
what’s missing is the c...
@PersistIQ
2) Right Tools & Technology
There are a lot of great tools and technologies that
will help sales teams utilize ...
@PersistIQ
Sales enablement is a very hands-on role, as you
need to be talking to all the people who are
closest to the pr...
@PersistIQ
Having quick and easy access to content
(marketing collateral, playbooks, etc.) is
crucial for sales teams.
4) ...
@PersistIQ
Having tools that automate tedious tasks and
seamlessly integrate with all the other tools
reduces time spent o...
@PersistIQ
1) Collect the right data
2) Regularly report it
3) Analyzing and taking action
6) Access to Better & More Insi...
@PersistIQ
How To Measure Your Program’s Effectiveness
@PandaDoc
● 4 metrics to measuring your program’s efforts
● What to...
@PersistIQ@PandaDoc
According to a recent poll by Vantage
Point, only 40% of sales enablement
programs are measured.
That ...
@PersistIQ
Expressed as a percent.
How many of your reps are consistently hitting
or exceeding their quota?
1)Quota Attain...
@PersistIQ
Expressed as a Percent of a Rep’s Day.
How much time are reps spending actively
selling?
2) Active Selling Time...
@PersistIQ
2) Active Selling Time
@PandaDoc
Products like PersistIQ automate
tedious tasks, allowing you to
spend less tim...
@PersistIQ
Expressed in months.
How long does it take for an opportunity to
close?
3) Sales Cycle
@PandaDoc
Expressed as percentages.
What are your conversion rates from marketing
qualified leads to sales qualified leads?
What are...
Mikita Mikado, CEO of PandaDoc
Over 5000 sales teams trust PandaDoc with their sales
collateral.
Thousands of presentation...
Format
Impact on Individual
Performance
Impact on Your
Organization
1. Content tips
2. Implementation guide
The Sales Playbook
#1:
1. Faster onboarding
2. Better training
3. Narrower focus
4. Better time management
5. Happier reps
Sales Playbook Impact
...
Sales Playbook implementation:
1. Google Docs or Office 365 for up to 100 pages
2. Help desk software for FAQs
3. Wiki or ...
Case Study Library
#3:
1. Better understanding of the
buyer persona
2. Higher confidence
3. Higher credibility
4. Faster onboarding
Case Study Li...
Case Study Tips:
1. Host case studies on your website if possible.
2. Incorporate case studies in your sales process.
3. G...
Case Study How-To:
1-20 case studies: your website and/or some file storage
20-500 case studies: solution that allows to c...
Example:
www.pandadoc.com/clients
Presentation Templates
#4:
1. More time selling
2. Better presenting skills
3. Higher prospect engagement
Presentation Templates Impact
1. Brand cons...
1. Make marketing invest in the design of your decks.
2. Personalize every presentation.
3. Build a “slide bank” for reps ...
1-1000 slides: Google Docs and Office 365
1000+ slides: Invest in a sales enablement tool with strong tagging and content
...
Quote, Proposal, and Contract
Templates
#5:
1. More time selling
2. Less frustration
Document Templates Impact
1. Less errors
2. Shorter deal cycle
3. Alignment with ...
1. Use sales proposals over quotes or plain contracts.
2. Get a tool to eliminate copy-pasting in and out of your CRM.
3. ...
1-2 document per rep per month: do it manually, but use analytics tool to track
opens and views
If you have more than 10 p...
Example:
www.pandadoc.com/templates
Exit Surveys
#6:
1. Clarity on areas to improve
2. Alignment with a manager
3. Better sales skills
Exit Surveys Impact
1. Better sales proc...
1. Ask about reps.
a. Domain expertise
b. Speed
c. Helpfulness
2. Ask about your sales process.
3. Ask for reasons they bu...
1-10 deals (won or lost) / rep / month: manually
10+ deals / rep / month: integrated surveys with automatic reminders
Exit...
Battle cards
#7:
1. Confidence
2. Better sales skills
3. Faster onboarding
Battle Cards Impact
1. Increased closing rate
2. Increased deal ...
1. Include competitor comparison in proposals.
2. Have a short and long-form comparisons.
3. Add social validation to your...
Example
1. The playbook
2. Case study library
3. Presentation templates
4. Quote, proposal, and contract templates
5. Exit surveys...
PandaDoc
mikita@pandadoc.com
@mikitamikado
@PersistIQ
PersistIQ
Want to see how PersistIQ can
enable your sales team to be more effective?
Let’s talk.
brandon@persis...
@PersistIQ@PandaDoc
Thanks for joining us!
How to Use Sales Enablement to Increase Pipeline and Drive Revenue
How to Use Sales Enablement to Increase Pipeline and Drive Revenue
How to Use Sales Enablement to Increase Pipeline and Drive Revenue
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How to Use Sales Enablement to Increase Pipeline and Drive Revenue

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“Sales enablement has the most leverage in driving the productivity of your salesforce.”
-Matt Heinz, President, Heinz Marketing

Sales enablement is yet another hot new term that's been injected into sales lingo and it’s getting more budget allocated in high growth companies. These companies are deploying this role with incredible results as they jump on the opportunity to supercharge the revenue generating side of the business.

On this presentation, you'll discover:

The keys to an effective sales enablement program
How technology can help you drive revenue and shorten the sales cycle
How to track, measure and improve your sales enablement program
How Sales Enablement drives productivity and closes more deals
How marketing and sales can develop effective Sales Enablement content
4 types of content sales can use to close faster

Published in: Business
  • If you want to enjoy the Good Life: making money in the comfort of your own home with just your laptop, then this is for YOU... ➤➤ http://t.cn/AieXAuZz
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  • Perfect explanation. Currently in a trial with a sales enablement tool called Lucep (https://lucep.com/app/) that works on click to call technology and can relate to all the pointers. Thanks for the powerpoint.
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How to Use Sales Enablement to Increase Pipeline and Drive Revenue

  1. 1. How to Use Sales Enablement to Increase Pipeline & Drive Revenue @PersistIQ@PandaDoc
  2. 2. @PersistIQ Presented by: PersistIQ and PandaDoc @PandaDoc
  3. 3. 1. What is Sales Enablement? 2. 6 Key Elements in a Sales Enablement Program 3. How To Measure Your Program’s Effectiveness 4. Playbook 5. Case studies 6. Presentations 7. Quotes, proposals, contracts 8. Exit surveys 9. Battle cards @PersistIQ Table of Content @PandaDoc
  4. 4. Brandon Redlinger Head of Growth, PersistIQ Personalized Outbound Sales at Scale The perfect balance between Personalization and automation @PersistIQ@PandaDoc
  5. 5. @PersistIQ What is Sales Enablement? @PandaDoc
  6. 6. @PersistIQ “It’s all about providing tools, systems, processes, training, coaching, and development that ‘enables’ sales to be more effective and efficient.” From David Brock in The Sales Manager’s Survival Guide: @PandaDoc
  7. 7. @PersistIQ Studies by Aberdeen reveal that sales enablement leads to: ● 62% higher team quota attainment ● 205% more revenue growth ● 725% higher sales velocity ● 23% increase in lead conversion rate versus organizations without it The Power of Sales Enablement @PandaDoc
  8. 8. @PersistIQ 6 Key Elements in a Sales Enablement Program @PandaDoc 1. The program is customer-centric 2. The right tools and technology 3. Includes sales process development 4. Good content strategy 5. Access to better and more insightful data
  9. 9. @PersistIQ Sales needs to know more about marketing, marketing needs to know more about sales, but what’s missing is the customer 1)The Program is Customer-Centric @PandaDoc
  10. 10. @PersistIQ 2) Right Tools & Technology There are a lot of great tools and technologies that will help sales teams utilize content, execute strategy, and make sales reps more effective, like PandaDoc and PersistIQ. IMPORTANT: First know what you need. @PandaDoc PersistIQ PandaDoc
  11. 11. @PersistIQ Sales enablement is a very hands-on role, as you need to be talking to all the people who are closest to the problem. 3) Includes Sales Process Development @PandaDoc
  12. 12. @PersistIQ Having quick and easy access to content (marketing collateral, playbooks, etc.) is crucial for sales teams. 4) Content Strategy @PandaDoc
  13. 13. @PersistIQ Having tools that automate tedious tasks and seamlessly integrate with all the other tools reduces time spent on admin related tasks. 5) Integrated System @PandaDoc
  14. 14. @PersistIQ 1) Collect the right data 2) Regularly report it 3) Analyzing and taking action 6) Access to Better & More Insightful Data @PandaDoc
  15. 15. @PersistIQ How To Measure Your Program’s Effectiveness @PandaDoc ● 4 metrics to measuring your program’s efforts ● What to look for ● How to improve
  16. 16. @PersistIQ@PandaDoc According to a recent poll by Vantage Point, only 40% of sales enablement programs are measured. That means 60% of the teams that are implementing a program don’t empirically know if it’s working.
  17. 17. @PersistIQ Expressed as a percent. How many of your reps are consistently hitting or exceeding their quota? 1)Quota Attainment @PandaDoc
  18. 18. @PersistIQ Expressed as a Percent of a Rep’s Day. How much time are reps spending actively selling? 2) Active Selling Time @PandaDoc
  19. 19. @PersistIQ 2) Active Selling Time @PandaDoc Products like PersistIQ automate tedious tasks, allowing you to spend less time on admin work and more time selling.
  20. 20. @PersistIQ Expressed in months. How long does it take for an opportunity to close? 3) Sales Cycle @PandaDoc
  21. 21. Expressed as percentages. What are your conversion rates from marketing qualified leads to sales qualified leads? What are your conversion rates from opportunity to close? @PersistIQ 4) Conversion Rates in the Funnel @PandaDoc
  22. 22. Mikita Mikado, CEO of PandaDoc Over 5000 sales teams trust PandaDoc with their sales collateral. Thousands of presentations, quotes, proposals and contracts are sent via PandaDoc every day.
  23. 23. Format Impact on Individual Performance Impact on Your Organization 1. Content tips 2. Implementation guide
  24. 24. The Sales Playbook #1:
  25. 25. 1. Faster onboarding 2. Better training 3. Narrower focus 4. Better time management 5. Happier reps Sales Playbook Impact 1. Less meetings 2. Consistent messaging 3. Consistent process 4. Alignment with marketing and finance
  26. 26. Sales Playbook implementation: 1. Google Docs or Office 365 for up to 100 pages 2. Help desk software for FAQs 3. Wiki or specialized software for 100+ pages
  27. 27. Case Study Library #3:
  28. 28. 1. Better understanding of the buyer persona 2. Higher confidence 3. Higher credibility 4. Faster onboarding Case Study Library Impact 1. Higher close rates 2. Shorter deals cycle
  29. 29. Case Study Tips: 1. Host case studies on your website if possible. 2. Incorporate case studies in your sales process. 3. Get a few video case studies. 4. Make your case studies short, visually appealing and highlight data. 5. Measure your case studies, specifically, if they are being used and read.
  30. 30. Case Study How-To: 1-20 case studies: your website and/or some file storage 20-500 case studies: solution that allows to categorize and tag content 500+ case studies: buy a specialized solution that automatically suggests content to sales reps For analytics, use a document tracking tool (most of them are $10- $20/user/month)
  31. 31. Example: www.pandadoc.com/clients
  32. 32. Presentation Templates #4:
  33. 33. 1. More time selling 2. Better presenting skills 3. Higher prospect engagement Presentation Templates Impact 1. Brand consistency 2. Shorter deals cycle
  34. 34. 1. Make marketing invest in the design of your decks. 2. Personalize every presentation. 3. Build a “slide bank” for reps to copy & delete slides from. 4. Measure when presentations are opened and which slides prospects pay the most attention to. 5. Ensure marketing curates content based on client engagement. Presentation Tips:
  35. 35. 1-1000 slides: Google Docs and Office 365 1000+ slides: Invest in a sales enablement tool with strong tagging and content discovery features Presentation Templates How-To:
  36. 36. Quote, Proposal, and Contract Templates #5:
  37. 37. 1. More time selling 2. Less frustration Document Templates Impact 1. Less errors 2. Shorter deal cycle 3. Alignment with legal and finance 4. Brand consistency 5. Increased sales
  38. 38. 1. Use sales proposals over quotes or plain contracts. 2. Get a tool to eliminate copy-pasting in and out of your CRM. 3. Allow customizations but lock certain sections of your templates from editing (legalize, terms). 4. Streamline approval process. 5. Track opens and views for timely follow-ups. 6. Include videos and client quotes in proposals. Document Template Tips:
  39. 39. 1-2 document per rep per month: do it manually, but use analytics tool to track opens and views If you have more than 10 product configurations or need to calculate totals, get a CPQ tool Adopt eSignatures into your process Quotes, Proposals, and Contracts How-To:
  40. 40. Example: www.pandadoc.com/templates
  41. 41. Exit Surveys #6:
  42. 42. 1. Clarity on areas to improve 2. Alignment with a manager 3. Better sales skills Exit Surveys Impact 1. Better sales process 2. Better sales, product, and management alignment 3. Smarter business
  43. 43. 1. Ask about reps. a. Domain expertise b. Speed c. Helpfulness 2. Ask about your sales process. 3. Ask for reasons they buy or didn’t buy. a. Offer options to choose from b. Offer a free-form text box Exit Survey Tips:
  44. 44. 1-10 deals (won or lost) / rep / month: manually 10+ deals / rep / month: integrated surveys with automatic reminders Exit Surveys How-To:
  45. 45. Battle cards #7:
  46. 46. 1. Confidence 2. Better sales skills 3. Faster onboarding Battle Cards Impact 1. Increased closing rate 2. Increased deal size
  47. 47. 1. Include competitor comparison in proposals. 2. Have a short and long-form comparisons. 3. Add social validation to your statements (client quotes). Battle Card Tips:
  48. 48. Example
  49. 49. 1. The playbook 2. Case study library 3. Presentation templates 4. Quote, proposal, and contract templates 5. Exit surveys 6. Battle cards Right Content Leads to More Sales
  50. 50. PandaDoc mikita@pandadoc.com @mikitamikado
  51. 51. @PersistIQ PersistIQ Want to see how PersistIQ can enable your sales team to be more effective? Let’s talk. brandon@persistiq.com bit.ly/trypersistiq #MeasuringSalesMetrics @PersistIQ@PandaDoc
  52. 52. @PersistIQ@PandaDoc Thanks for joining us!

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