This slideshare highlights the key takeaways from an exclusive webinar on MarTech Advisor, where 3 industry experts share critical sales enablement best practices to compete effectively in the ‘experience economy.’

1. Are your sales teams set up to
succeed in an ‘Experience Economy’?
3 experts weigh in.
B2B Sales
Enablement
Best Practices
for 2020

2. This slideshare highlights the key takeaways from an exclusive webinar on
MarTech Advisor, where 3 industry experts share critical sales enablement best
practices to compete effectively in the ‘experience economy’
Roderick Jefferson
CEO
Roderick Jefferson &
Associates
SPEAKER
Jennifer Roderick
RVP of Customer Success
Seismic
SPEAKER
Jonathan Hinz
Sr. Director of Product Marketing
Seismic
SPEAKER
Chitra Iyer
Editor-in-Chief
MarTech Advisor
MODERATOR

3. ◼ Multiple buyers on the panel
◼ Buyers are well-informed
◼ Buying cycles are longer
◼ There are multiple components to the modern
sales ecosystem - multiple channels, sources,
influencers, tools and stakeholders
It is difficult to align all these moving parts to
focus singularly on the buyer’s journey!
The modern
B2B sales
experience is
more complex
than ever

4. What is Sales
Enablement?
Sales enablement is both - a
methodology and a set of
tools that power seamless
onboarding, training, content
access, and processes to
help the sales team sell
effectively.
Each buyer has a journey
Each journey is unique
Every organizational effort needs to be
aligned to facilitate that journey

5. What can sales
enablement do for
your business?
Cover the last-mile of content delivery across
multiple customer-facing touchpoints
Ensure individual teams are all aligned to the
buyer’s journey
Reduce operational tasks and let sales focus
on strategic customer engagement
Deliver on sales productivity, buyer engagement
and revenue outcomes
LEARN MORE FROM THIS WEBINAR!

6. Top 3 B2B sales enablement best practices
Convert EngageDisseminate
All customer-
facing functions
into one smart,
connected
network aligned
to the buyers’
unique journey
Consistent content
to customers,
when they want it,
where they want it,
to move them
purposefully
forward in their
journey
Beyond traditional
metrics - think
about creating
value for - and co-
creating value
with - customers
for meaningful
engagement

7. The role of content is
critical for sales
enablement
◼ Create a brand and sales story that is personalized
to each customer’s journey
◼ Weave the voice of the customer into that story
◼ Correlate content to ‘inflection points’ in the
buyer’s journey
◼ Avoid quantity and focus on quality of the content
◼ Recalibrate content performance metrics to
address engagement and outcomes

8. Invest in the right
sales enablement
tools
Invest in tools that can be a part of your journey:
◼ Give an overview of customer interactions
across the entire buying cycle
◼ Interpret behavioral analytics of customers
across each touchpoint and at each stage in
the journey
◼ Recommend the next best action based on
customer’s interactions with each touchpoint

9. THANKS FOR
READING!
For full details, you can view
the on-demand WEBINAR on
MarTech Advisor
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