David Braun

1. SALES ENABLEMENT + CUSTOMER
DISCOVERY=ЛЮБOFF
David Braun
2018

2. ЧТО ТАКОЕ SALES ENABLEMENT?

4. CURRENT SITUATION
Sales departments are typically
self-sourcing 55-90% of their own leads

5. CURRENT SITUATION
Sales representatives spending 59% of
their time on non-sales activities

6. CURRENT SITUATION
The hardest part of sales process -
prospecting

7. 7 STEPS SALES ENABLEMENT FRAMEWORK

8. 1. Key Insights
Why prospects need to change the
status quo?
7 STEPS SALES ENABLEMENT FRAMEWORK
Inaction is your top competitor

9. 1. Key Insights
Why prospects need to change the
status quo?
7 STEPS SALES ENABLEMENT FRAMEWORK
Inaction is your top competitor

10. 2.Our customers
Who they are? What is our value?
7 STEPS SALES ENABLEMENT FRAMEWORK
Ideal Customer Profile (ICP)
Buyer Personas

11. 2.Our customers
Who they are? What is our value?
7 STEPS SALES ENABLEMENT FRAMEWORK
Ideal Customer Profile (ICP)
Buyer Personas

12. 2.Our customers
Who they are? What is our value?
7 STEPS SALES ENABLEMENT FRAMEWORK
Ideal Customer Profile (ICP)
Buyer Personas

13. 3.Our sales process
Service blueprint of sales process
7 STEPS SALES ENABLEMENT FRAMEWORK

14. 4.Content & sales tools
What do we give to customers to
think faster?
7 STEPS SALES ENABLEMENT FRAMEWORK

15. 7 STEPS SALES ENABLEMENT FRAMEWORK

16. 4.Content & sales tools
What do we give to customers to
think faster?
7 STEPS SALES ENABLEMENT FRAMEWORK

17. 4.Content & sales tools
What do we give to customers to
think faster?
7 STEPS SALES ENABLEMENT FRAMEWORK

18. 5.Deal advancement plays
Stage by stage playbook for sales
people
7 STEPS SALES ENABLEMENT FRAMEWORK

19. 5.Deal advancement plays
Stage by stage playbook for sales
people
7 STEPS SALES ENABLEMENT FRAMEWORK

20. 5.Deal advancement plays
Stage by stage playbook for sales
people
7 STEPS SALES ENABLEMENT FRAMEWORK

21. 6. Expected metrics
What needs to be done each
month to succeed
7 STEPS SALES ENABLEMENT FRAMEWORK

22. 6. Expected metrics
What needs to be done each
month to succeed
7 STEPS SALES ENABLEMENT FRAMEWORK

23. 7. Marketing campaigns
Air cover to support our sales
efforts
7 STEPS SALES ENABLEMENT FRAMEWORK

24. 7. Marketing campaigns
Air cover to support our sales
efforts
7 STEPS SALES ENABLEMENT FRAMEWORK

25. HOW DO WE WORK?
7. Marketing campaigns
Air cover to support our sales
efforts

26. Тримаємось разом, бо ми того варті
t.me/saleshero