Sales enablement slide show on how to approach enablement and what groups need to be included.

1. Sales
Enablement in
a Salesforce
World
Broken down for
the rest of us

2. Presenting
• Doug Erb
• dougerb@Lanshore.com
• 832.466.8069
• Susana Gonzalez
• susanagonzalez@Lanshore.com
• 713.893.1676

3. Agenda
• What is sales Enablement?
• Team Engagement
• Right Conversations
• Right Content
• What can help you?

4. What exactly is Sales Enablement?
• There are many definitions out there.
According to Forrester:
“Sales enablement is a strategic, ongoing process that equips
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 problem-
solving life cycle, to optimize the ROI of the selling system”

5. Ok, what does that mean?
• In short, Sales Enablement means providing your Sales team
with the money, skills and tools for them to sell more and
more often.
Strategy vs. Function

6. What teams need to be bought in?
• Product Management
• Marketing
• HR/Training
• Sales

7. Product Management
• Create solutions collateral
• Produce demo environments
• Develop and provide ROI and
business cases
• Define RFP processes and
documents

8. Marketing
• Drive demand generation
• Review and Address market
requirements
• Be on top of corporate messaging and
presentations
• Write guides and playbooks – And keep
them updated!
• Manage knowledge internal and
prospect portals

9. HR - Training
• Hire the right people
• Make sure onboarding is a smooth
process
• Coordinate and maintain training
tools
• Coach on the right skills
• Offer professional development

10. Sales
• Provide a sales methodology
• Nourish the sales process
• Promote customer referral programs
• Sustain and manage accounts,
opportunities and forecasting.

11. Keep in mind
• You need to understand how deep
the enablement needs to go to be
effective
• It’s not just about content (although
content is key in today’s world)
• It’s not just an exercise, maybe
that’s why so many companies get
it wrong (you have to stick with it
and enforce)

12. What conversations matter?
• Customer Marketplace
• Real business case
• Does buyer understand how you can
solve his/her problem?
• What’s your competitive edge
• Up-selling and Cross-selling

13. What conversations matter?
• Offer customer your support
building a business case
• Overcome his objections
• Communication needs to be quick
and credible

14. What content matters?
Sales people don’t know everything
They need to be provided with:
• The right knowledge base
• Information specific to their current sales stage
• Right time and right place!

15. How to enable in real life
• Know your product/service and where to find the content.
• There are tools that are able to compile all sources of information,
training, guidance, and compliance in one place.
• Everyone needs enablement, from the new guy to the seasoned rep.
• Tailored tools manage constant change in regulations, internal
processes, products and services, customers, markets, etc.

16. This presentation will be
Uploaded to slideshare and
the video on Lanshore’s
Youchannel