Alex from Procore and Marc from MindTickle explore:
State of the industry
Need for Sales Enablement
Sales Enablement and Sales Readiness at Procore
Best-in-class framework for Sales Readiness
This Mindmatrix presentation on sales enablement offers a step-by-step process for enabling your direct sales teams. Watch this presentation to learn-
-Why is sales enablement is so important?
-What does direct sales enablement involve?
-Why is it time to move beyond traditional marketing automation and CRMs?
-What are the 12 steps to holistic sales enablement
Dan Tyre talking about Sales Enablement at our virtual Solent HUG (HubSpot User Group) recently. It was great to see so many enthusiastic and engaged attendees at the webinar.
The feedback so far has been fantastic.
We look forward to inviting you to the next one in due course and we plan to run them at least quarterly.
Please visit our chapter and keep an eye on upcoming events:
https://bit.ly/39DyZN6
#SolentHUG
Best wishes
Sam (Solent HUG team).
IDC provides an overview of the key issues in sales enablement and sales productivity. While sales enablement is a key cornerstone of sales productivity in this challenging economy, IDC finds that most organizations still do not understand the basics of sales enablement or the operational issues that deliver good sales enablement.
We explain what is a sales playbook and the topics that are covered in our sales playbook creations to help you train your sales teams for success, from sales enablement and channel enablement experts, The Sales Way.
Sales enablement is essential if you’re serious about taking your team’s sales performance to the next level, but it can also get complicated and messy. This presentation will walk you through which traps to dodge (no matter how tempting they look!), process and structure basics, and what good enablement looks like.
This Mindmatrix presentation on sales enablement offers a step-by-step process for enabling your direct sales teams. Watch this presentation to learn-
-Why is sales enablement is so important?
-What does direct sales enablement involve?
-Why is it time to move beyond traditional marketing automation and CRMs?
-What are the 12 steps to holistic sales enablement
Dan Tyre talking about Sales Enablement at our virtual Solent HUG (HubSpot User Group) recently. It was great to see so many enthusiastic and engaged attendees at the webinar.
The feedback so far has been fantastic.
We look forward to inviting you to the next one in due course and we plan to run them at least quarterly.
Please visit our chapter and keep an eye on upcoming events:
https://bit.ly/39DyZN6
#SolentHUG
Best wishes
Sam (Solent HUG team).
IDC provides an overview of the key issues in sales enablement and sales productivity. While sales enablement is a key cornerstone of sales productivity in this challenging economy, IDC finds that most organizations still do not understand the basics of sales enablement or the operational issues that deliver good sales enablement.
We explain what is a sales playbook and the topics that are covered in our sales playbook creations to help you train your sales teams for success, from sales enablement and channel enablement experts, The Sales Way.
Sales enablement is essential if you’re serious about taking your team’s sales performance to the next level, but it can also get complicated and messy. This presentation will walk you through which traps to dodge (no matter how tempting they look!), process and structure basics, and what good enablement looks like.
In this on-demand seminar HubSpot and BrainSell provide actionable tips to create a Smarketing (Sales + Marketing) approach to automating your business and revenue growth.
How to Use Sales Enablement to Increase Pipeline and Drive RevenueBrandon Redlinger
“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
Developing a Sales Playbook is the optimal way to have your entire team follow the Best Practices required to have everyone perform as well as your best.
Building Blocks of Sales Enablement - 2018 SES ConferenceMike Kunkle
This are the slides from my presentation at the 2018 Sales Enablement Society Conference on "The Building Blocks of Sales Enablement: A Systems Thinking Approach to Sales Performance Improvement"
How to Create an Integrated Sales Enablement Strategy for Your Sales TeamSales Hacker
What You'll Learn:
- How to build and implement a powerful sales enablement strategy.
- What does, and does not, qualify as Sales Coaching Excellence.
- Which engagement data help improve the relevance and effectiveness of salespeople.
Top10 Sales Transformation Keys to SuccessDSG Consulting
We’ve watched hundreds of B2B organizations succeed as well as fail at Sales Transformation. Sales Transformation cannot happen in organizations where leaders underestimate the level of change required or underinvest in Sales. Here’s our Top 10 list of how to get change management with Sales Enablement right.
[MTWebinar] 5 Sales kickoff best practices that are proven to workMindTickle
Planning a sales kickoff? Keep these proven best practices in mind to make it successful. Our experts talk about how you can:
Evolve your kickoff strategy as your team grows from 20 to over 500 reps
Identify the right mix of celebration, provocation, motivation and education for your team
Ensure your event meets the needs of all your reps, across different roles, countries and levels of experience
Measure the effectiveness of your sales kickoffs
5 Steps to a Successful Sales TransformationMediafly
After executives make the commitment to invest in transformative endeavors to evolve their sales and business effectiveness, how you do you make sure these initiatives last through the years to come?
In this SlideShare by Mediafly CEO & Founder, Carson Conant, we look at the 5 behaviors that lead to a successful sales transformation within an organization.
Meagen Eisenberg, VP of Demand Generation at Docusign and Robert J. Moreau, CEO, Zyphias Group discuss sales and marketing alignment, the customer journey and key best practices with Docusign client examples and tips. Moderated by Chanin Balance, CEO of Mobilepaks.
Rethinking Sales and Marketing alignment: [How Marketing will help close deals]CRMT Digital
Better Marketing and Sales alignment improves profits, customer services and internal relationships. Most organisations have already realised that traditional business unit divisions hinder more than they help and are now seeking to improve internal relationships between departments. For successful alignment between Marketing and Sales, employees need to be empowered by technology.
MongoDB Webinar : Transforming Sales Enablement with Next Gen OnboardingMindTickle
After implementing an effective 30/60/90 day sales onboarding program, MongoDB chose not to rest on its laurels. The team evolved their onboarding program to increase the productivity of their sales reps and recruiting efficiency of their sales leaders using a milestone-based approach. Join us to learn what the evolution of sales onboarding means and how to leverage from the lessons learned by Jeremy Powers, Senior Director of Sales Enablement, to implement a similar program at your company.
In this on-demand seminar HubSpot and BrainSell provide actionable tips to create a Smarketing (Sales + Marketing) approach to automating your business and revenue growth.
How to Use Sales Enablement to Increase Pipeline and Drive RevenueBrandon Redlinger
“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
Developing a Sales Playbook is the optimal way to have your entire team follow the Best Practices required to have everyone perform as well as your best.
Building Blocks of Sales Enablement - 2018 SES ConferenceMike Kunkle
This are the slides from my presentation at the 2018 Sales Enablement Society Conference on "The Building Blocks of Sales Enablement: A Systems Thinking Approach to Sales Performance Improvement"
How to Create an Integrated Sales Enablement Strategy for Your Sales TeamSales Hacker
What You'll Learn:
- How to build and implement a powerful sales enablement strategy.
- What does, and does not, qualify as Sales Coaching Excellence.
- Which engagement data help improve the relevance and effectiveness of salespeople.
Top10 Sales Transformation Keys to SuccessDSG Consulting
We’ve watched hundreds of B2B organizations succeed as well as fail at Sales Transformation. Sales Transformation cannot happen in organizations where leaders underestimate the level of change required or underinvest in Sales. Here’s our Top 10 list of how to get change management with Sales Enablement right.
[MTWebinar] 5 Sales kickoff best practices that are proven to workMindTickle
Planning a sales kickoff? Keep these proven best practices in mind to make it successful. Our experts talk about how you can:
Evolve your kickoff strategy as your team grows from 20 to over 500 reps
Identify the right mix of celebration, provocation, motivation and education for your team
Ensure your event meets the needs of all your reps, across different roles, countries and levels of experience
Measure the effectiveness of your sales kickoffs
5 Steps to a Successful Sales TransformationMediafly
After executives make the commitment to invest in transformative endeavors to evolve their sales and business effectiveness, how you do you make sure these initiatives last through the years to come?
In this SlideShare by Mediafly CEO & Founder, Carson Conant, we look at the 5 behaviors that lead to a successful sales transformation within an organization.
Meagen Eisenberg, VP of Demand Generation at Docusign and Robert J. Moreau, CEO, Zyphias Group discuss sales and marketing alignment, the customer journey and key best practices with Docusign client examples and tips. Moderated by Chanin Balance, CEO of Mobilepaks.
Rethinking Sales and Marketing alignment: [How Marketing will help close deals]CRMT Digital
Better Marketing and Sales alignment improves profits, customer services and internal relationships. Most organisations have already realised that traditional business unit divisions hinder more than they help and are now seeking to improve internal relationships between departments. For successful alignment between Marketing and Sales, employees need to be empowered by technology.
MongoDB Webinar : Transforming Sales Enablement with Next Gen OnboardingMindTickle
After implementing an effective 30/60/90 day sales onboarding program, MongoDB chose not to rest on its laurels. The team evolved their onboarding program to increase the productivity of their sales reps and recruiting efficiency of their sales leaders using a milestone-based approach. Join us to learn what the evolution of sales onboarding means and how to leverage from the lessons learned by Jeremy Powers, Senior Director of Sales Enablement, to implement a similar program at your company.
Improve your revenue by engaging in true Sales Enablement. This can help you generate and close more leads, faster. Look for a Sales Enablement tool that provides you a 360 degree view of prospects and covers every aspect of sales and marketing including lead generation, demand generation, drip campaign, blogging and social media posting.
This presentation explains how investing in an integrated Marketing Automation and Sales Enablement solution can bring you more leads and close more sales.
Looking for promotions inspiration? You’re in the right place.
Above you’ll find tons of revenue-generating and database-building contest ideas from our 4th annual 30 Contest Ideas in 30 Minutes webinar.
To discover how to fill up your contest calendar and supercharge your promotions strategy, as well as find inspiration in a variety of success stories, flip through the slide deck.
Sales Onboarding - Accelerating New Hire ProductivityMindTickle
#1 Discuss components of a best-in-class Onboarding Program
#2 Measure and monitor key Performance Indicators of new hires
#3 Use best practices to improve Onboarding Effectiveness
This presentations discusses the importance for startups of starting with user acquisition activities before launch and introduces 7 low-cost, highly effective tactics:
- Contest
- Paid Advertising
- Social Networks
- Content Marketing
- Pre-Launch Platforms
- Offline Community Building
- PR & Influencer Outreach
Four out of five B2B decision makers start the buying process via a referral. Take advantage of this reality by automating a follow-up drip when your team closes a new customer.
It often takes more than one attempt to connect, qualify the lead, and turn it into a sales qualified opportunity. The best way to stay persistent is to set up a drip campaign that makes it easy for someone to agree to a call or meeting as soon as possible.
What's a winning growth strategy? There's no specific answer to this. But knowing how to hire the best talent in the industry, reduce ramp time, and set up processes that improve sales productivity can take you a long way in achieving your revenue targets.
How to Become a Thought Leader in Your NicheLeslie Samuel
Are bloggers thought leaders? Here are some tips on how you can become one. Provide great value, put awesome content out there on a regular basis, and help others.
Driving Marketing Automation Success Across the Enterprise: Marketing StrategyMarketo
Looking to build the business case for launching a marketing automation solution at your enterprise organization?
Join Marketo to hear best practices for building a business case and marketing strategy to ensure you get documented buy-in from all stakeholders. As with any new process or system, everyone’s goals must be aligned in order to be successful.
Attend to learn how to:
-Build a business case to identify your strategies and objectives
-Quantify the potential benefits of your marketing automation solution
-Justify the improvements you are predicting
How Sales Coaching Helps Maximize RevenueMindTickle
In this webinar, Nancy Maluso - Research Director at Sirius Decisions, Stephen Hallowell - VP Sales Enablement at MuleSoft and Mohit Garg - CRO and Co Founder at MindTickle discuss why Sales Coaching is imperative to a company's success and how it impacts revenue.
A Seat at the Revenue Today - Gwendolyn LefevreMarketo
Gwendolyn Lefevre, Director of Marketing Operations at Sungard Availability Services, discusses how marketers are able to help sustain and grow their businesses, the resources that marketers have available to them, and the optimum way to use these resources.
Affordable auto dealership management system software that offers unified solutions for proprietors, dealer networks, sales executive, spares supervisor, and OEM(manufacturers).
OGaraCo B2B Consulting, Workshops, Training & CoachingO'Gara-Co
OGaraCo, deliver consultancy, executive workshops, bespoke training and group coaching to over 100 people each year from nearly as many companies — with a 90%+ average positive rating.
Onsite or offsite — from half-day to one/two days — followed up with documented recommendations, coaching and support to ensure successful implementation and positive results.
Here is a sample of recently delivered programmes that can be tailored to your needs.
Contact adrian(at)ogaraco.com with your specific requirements or visit www.ogaraco.com for more information.
Durring this session at MarTech West 2019, Mediacurrent's Director of Marketing Adam Kirby shares his approach to transitioning a 2K person SaaS organization from almost no KPIs to a multi-touch attribution model supported by sales, marketing, and the technology departments. You'll learn from his mistakes and walk away with a clear set of next steps to guide your organization to marketing attribution.
Sales Enablement: What It Is, What It Isn't, and Where It's GoingAggregage
The biggest problem with Sales Enablement is that there is no one universal definition. If you were to ask 10 different people “What is Sales Enablement?” you would get 10 different answers, none of which would show the whole picture. Roderick Jefferson, CEO and top sales enablement consultant, is here to provide some much-needed clarity on the what, why, and how of Sales Enablement.
Allocadia Webinar: Win the Race for Marketing Planning Success: 5 Best Practi...Allocadia Software
Marketing is notorious for developing their plans in isolation. With increasing pressure to deliver business value, great marketing teams are laser focused on aligning their activities to corporate objectives and revenue targets.
In this webinar, we'll show you how best-run modern marketing organizations are able to align targets and drive growth while managing budgets within a few percent of target, and answer key questions like:
How are we planning our activities against our target? How can we ensure our marketing campaigns, programs and tactics are aligned with revenue growth?
Watch this webinar and learn:
- 5 best practices in marketing planning used by best-in-class enterprise organizations
- How you can build marketing plans aligned to business objectives and global campaign initiatives
- How you can measure the impact of marketing investments, and reallocate spend to high performing programs (including what-if scenario plans to determine investment priorities)
B2B marketing - Make ABM Actually Work: A Blueprint ForwardRollWorks
While the power of account-based marketing (ABM) isn’t a secret, successful campaign execution still remains a mystery to most. According to Constellation Research, only 19% of B2B marketers are confident in their ability to implement ABM.
Join RollWorks manager of demand gen, Jessica Cross, for her behind the scenes look at first-hand lessons learned, actionable tips, and a blueprint for ABM success. Whether you’re a seasoned ABM specialist or just starting out, there will be something for you in this comprehensive presentation.
At the end of this session you will be able to:
Understand why ABM is a sales + marketing lifestyle change
Realize the importance of executive support and tips to achieve alignment
Build target account lists and put your data to work
Measure success and build your metrics framework
Get first-hand results of ABM campaigns from RollWorks
Our Sales Enablement Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to help you develop a sales enablement plan that increases your win-rate, deal-size and % reps attaining quota.
Similar to The Secret to Building a Sales Enablement Powerhouse (20)
Maximizing the Impact of Sales Enablement with Content & LearningMindTickle
n this webinar, Jonathan Hinz from Seismic and Daniel Kuperman from MindTickle, will discuss:
How your sales reps can improve every aspect of their performance with the right sales tools
Insights into how the MindTickle <> Seismic product integration facilitates just-in-time learning for sales reps
Examples of how hyper-growth companies have leveraged integrated sales tools to win more deals
A number of fast growing companies, particularly in the tech sector, are getting ready to sprint to the IPO goal line. Most of these organizations, are looking to rev their sales engine to produce quarter on quarter top line growth.
This context is ripe for leaders of these organizations, especially the ones with complex sales cycles, to answer the question – what does it take to win the race?
But instead, it would serve most organizations to rephrase the question as – what does it take to win a relay race?
A relay race is relevant here because a healthy sales engine is often a great combination of sales engagement and sales readiness.
What is gamification? And how is Gamification different from Games, Sumulatio...MindTickle
Gamification is a framework for designing repeatable and agile business processes/ technology.
Gaming on the other hand focusses on deep interactions in game play, resulting in higher degree of customization but limited extensibility
Next Generation Onboarding - Social, Gamified and MobileMindTickle
• Why & How of Next Gen Onboarding
• Illustrations of the structure and process
• Examples success stories
• What’s the ROI, ways to measure it
• Summary
Gamification of online learning - Case study & Best practicesMindTickle
Gamification – A Case in Point/ The Business Case
• Why & How of Gamification
• Illustrations of the gamification process
• Examples success stories
• What’s the ROI, ways to measure it
• Pitfalls of gamification for the sake of gamification
Making a case for Gamification in Corporate Learning - People Matters Social ...MindTickle
Gamification – A Case in Point/ The Business Case
• Why & How of Gamification
• Illustrations of the gamification process
• Examples success stories
• What’s the ROI, ways to measure it
• Pitfalls of gamification for the sake of gamification
Gamified New Hire Engagement and Onboarding - Case StudyMindTickle
A case study of a new hire cohorts that were engaged using social and game mechanics over several weeks on the MindTickle platform. Write to info@mindtickle.com for more details.
2. Learn • Share • Network
Please Welcome
Alex Jaffe
Manager, Sales Enablement
Procore Technologies
Marc Wendling
VP of Sales,
MindTickle
3. @mindtickle #MTWEBINAR
Agenda
3
Plan for today
● Panel style discussion
● Agenda:
○ State of the industry
○ Need for Sales Enablement
○ Sales Enablement and Sales Readiness at Procore
○ Best-in-class framework for Sales Readiness
4. We will be taking audience questions throughout the speaker presentation
and answering them at the end. There will be audience polls throughout the
presentation.
Please send in your questions to the moderator via chat.
@mindtickle #MTWEBINAR 4
5. What We Will Be Talking About
Driving Business Impact Through
Next-Gen Sales Enablement
@mindtickle #MTWEBINAR 5
7. @mindtickle #MTWEBINAR
What is Sales Enablement
7
Sales Enablement is about improving productivity. Sales Enablement function should maximize yield
from every hour a rep works.
9. Role of
Enablement
@mindtickle #MTWEBINAR 9
So what does Sales Enablement do?
Functions
Sales Leadership
Product Marketing
Communications
Executives
Sales Ops
Peers
Initiatives
● Orchestrates
● Synthesizes
● Creates
Sales Onboarding
Product Training
Certifications
Content and Assets
Business Updates
Technology
Inputs
MeasureFeedback
Deliverables
10. Here are a few real-life examples of results achieved
Hyper-growth companies (including Procore and other tech giants)
achieved these results* by implementing a well-designed sales
enablement program:
@mindtickle #MTWEBINAR
*Source: MindTickle data – real results from a broad range of customers
10
• Reduced new hire ramp up time by up to 58%
• Reduced time to first $50K sale from 192 days to 85 days
• Improved win rates against competition
• Improved overall quota attainment ratio
11. What We Will Be Talking About
Procore:
Who we are and what we do
@mindtickle #MTWEBINAR 11
12. What We Will Be Talking About
@mindtickle #MTWEBINAR 12
Procore is the the world's most widely used construction project management
software. Procore helps contractors keep track of projects through the entire
lifecycle of a construction project, from bidding to closeout, and reduce errors and
cost overruns.
Procore was featured on Forbes Next Billion-Dollar Startups 2016, and reached
unicorn status on Dec 2016.
Headquartered in Carpinteria, CA, Procore has over 700 employees with 7 offices
across the United States.
What does Procore do?
13. What We Will Be Talking About
@mindtickle #MTWEBINAR 13
Answering the “Why”
1. Rapidly growing sales team across the country (new offices, field sales)
2. Keeping salespeople up-to-date on constantly evolving product, industry and
competition.
3. Need for alignment of messaging and process in hyper-growth sales team
(ramped reps + new hires)
4. Effective management and delivery of sales collateral to ensure consistent
customer experience
The only constant is change.
Sales Enablement at Procore delivers a structured and outcome oriented approach to
ensure the success of the sales team.
Why Sales Enablement?
14. Audience Poll. Please add your response to the chat window
Do you have a dedicated Sales Enablement team?
@mindtickle #MTWEBINAR 14
15. What We Will Be Talking About
Procore:
Our approach to Sales Enablement.
@mindtickle #MTWEBINAR 15
16. Sales Enablement at Procore
@mindtickle #MTWEBINAR 16
Sales
Readiness
Sales Enablement
Sales
Our Mission
Enable sales to sell more, faster, and easier.
Our Team
Sales Enablement is the facilitator to drive anything and
everything to ensure sales success.
Our Approach
Sales Readiness at Procore facilitates excellence in three
primary areas of sales
● Selling Skills
● Product/Industry
● Technology/Efficiency
Focuses on building knowledge, process and skills across the
three areas of excellence.
17. Sales Enablement at Procore
@mindtickle #MTWEBINAR 17
Our Process
Sales Enablement seeks to maximize core selling activities in order maximum the output of each rep.
The above is a representation from the SiriusDecisions Sales Enablement Model.
18. Sales Enablement at Procore
@mindtickle #MTWEBINAR 18
Our Team
Sales Enablement at Procore is structured into two distinct categories. All roles within the categories
function as a conduit between sales and the respective department (based on initiative)
1. Segment Based
2. Functional Based
Focuses on mapping out challenges, proposed solutions, and rollout. Structure will be heavily
dependent on your industry, size of team, stage of company, etc.
Segment Based Functional Based
● SMB, Mid-market, Enterprise, Install, Sales
Dev, Sales Eng, etc.
● Technology, Content, Communication,
Readiness, Product, Competitive, etc.
19. Sales Enablement at Procore
@mindtickle #MTWEBINAR 19
Quarterback
Receivers +
Running back
Offensive Line
Coaching
Staff
Sales Enablement, supports the
business sponsor, and pilot
groups through the process to
help drive a successful
completion of the initiative.
Business Sponsor, typically
member(s) with the most
passion for the initiative, or
whomever has the most stake.
Sales Pilot Group, typically a
small group of sales reps that
will pilot the initiative - focused
on identifying any changes, and
responsible for rollout to larger
group.
Sales Leadership Alignment,
the greater management team
to ensure full team alignment
and support of the initiative.
Business Sponsorship Analogy
Driving a successful initiative is very similar to executing a successful play. Sales Enablement is not the
business sponsor of sales initiatives - we function as a facilitator.
20. Sales Readiness at Procore
@mindtickle #MTWEBINAR 20
At Procore, we focus on three areas of excellence in sales.
Knowledge & Process
Training, Onboarding, Ongoing,
Coaching
Skill
Developed Over a Lifetime
21. What We Will Be Talking About
@mindtickle #MTWEBINAR 21
Sales Readiness
At Procore, we approach sales readiness in two distinct views:
1. Sales Onboarding
2. Ongoing Enablement
Sales Readiness at Procore
90+ Days0 - 90 Days
2. ONGOING ENABLEMENT1. ONBOARDING
22. #1 Sales Onboarding Overview
@mindtickle #MTWEBINAR 22
90+ Days60-90 Days5 days 5-30 Days 30-60 Days
FULLY RAMPED
Procore facilitates a structured, streamlined and outcome oriented onboarding process to
ensure the reps are set-up for success. The onboarding milestones are as follows:
Onboarding Approach
● Structured and outcome oriented
● Personalized by role and segment
● Blended learning and activities
Onboarding Buckets
● Bootcamp 0-5 Days
● 5-30 Days
● 30-60 Days
● 60-90 Days
23. #2 Sales Ongoing Enablement Overview
Ongoing Enablement
1. Equally as important as Onboarding.
2. Tailored to the ramped reps
3. Focused on new initiatives and updates to drive continuous sales success.
● Constant Reinforcement of knowledge and skills
● Regular Updates on knowledge and processes
● Periodic Re-calibration of processes and skills
@mindtickle #MTWEBINAR 23
Constant Reinforcement
90+ Days - Regular Updates
Periodic Re-Calibration
24. Audience Poll. Please add your response to the chat window
What are some of the key metrics you use to measure the
impact of your enablement program?
@mindtickle #MTWEBINAR 24
25. Impact of Sales Enablement at Procore
Measuring the Impact
1. Align to Global Sales Objectives/Key Results.
2. Identify leading vs lagging indicators.
Leading - Emails/Calls/Meetings/Pipeline Flow
Lagging - Closed, Won $, ASP, ASC
3. Define the success metrics with the business sponsor. Needs to be
measureable (ie. increase ASP, pitch training consumption, adoption metrics).
4. Measure it and be honest with the results.
@mindtickle #MTWEBINAR 25
26. Impact of Sales Enablement at Procore
1. Company: 100+% YOY Growth.
2. Sales: Average rep attainment is greater than 100+%.
3. Sales: 90+% of reps hit time to first deal target.
4. Sales Enablement:
90+% adoption metrics (content, tech, etc.)
Sales reps rate the overall program at 4.8/5 (internal NPS survey)
99% of sales reps recommend the program
@mindtickle #MTWEBINAR 26
27. What We Will Be Talking About
Attributes of a best-in-class Sales Readiness Program:
The Ideal Sales Readiness Framework
@mindtickle #MTWEBINAR 27
32. Knowledge
& Skills
Message Calibration
Process
TimeRequiredfromRep
Refreshing
Communication
Coaching/
Accountability
Common
Triggers
Readiness ProcessesKnowledge Baselining
Message Calibration
Ideal Sales Readiness Framework
@mindtickle #MTWEBINAR 32
After QBRs
After Sales Kickoff
After Product Launch
After Onboarding
New Product Updates
News About Competition
New Marketing Message
Sales Leader Podcast
Changing Competitive
Position
New Objection Handling
Manager Coaching as per
Local Needs
Changing Pricing
Strategy
Sales Onboarding
Product Launch
Company Acquisition
Changing Corporate
Strategy
33. Knowledge
& Skills
Message Calibration
Process
TimeRequiredfromRep
After QBRs
After Sales Kickoff
After Product Launch
After Onboarding
New Product Updates
News About Competition
New Marketing Message
Sales Leader Podcast
On The Ground
Performance Gaps
Insights / Analytics
On Gaps
Refreshing
Communication
Coaching/
Accountability
Common
Triggers
Readiness Processes
Changing Competitive
Position
New Objection Handling
Manager Coaching as per
Local Needs
Changing Pricing
Strategy
Knowledge Baselining
Message Calibration
Sales Onboarding
Product Launch
Company Acquisition
Changing Corporate
Strategy
Ideal Sales Readiness Framework
@mindtickle #MTWEBINAR 33
34. Summary
@mindtickle #MTWEBINAR
KEY TAKEAWAYS
1. Investing in Sales Enablement will separate great companies from good companies.
2. Reducing ramp time and time to first sale has had a significant impact on Procore’s growth story.
3. A structured sales readiness program will improve win rates, quota attainment and reduce attrition
rates.
4. Map enablement outcomes to business results - leading indicators (e.g. readiness) and lagging
indicators (e.g. revenue, quota attainment)
35. Learn • Share • Network
Questions?
Alex Jaffe
Manager, Sales Enablement
alexj@procore.com
procore.com
in/alexsjaffe
Larry Reeves
CEO
info@aa-isp.org
aa-isp.org
in/larryreeves
Marc Wendling
VP of Sales
marc@mindtickle.com
mindtickle.com
in/marc-wendling-0b1503
36. Learn • Share • NetworkTaking Inside Sales to the next level of professionalism & performance…
THANK YOU!
A replay of today’s session will be available in our Knowledge Center at aa-isp.org
37. @mindtickle #MTWEBINAR
A comprehensive sales readiness platform for inside sales, field sales, and partner
enablement — Onboard. Coach. Reinforce. Update.
Proven high adoption. Trusted as the strategic sales enablement partner by companies,
like AppDynamics, Cloudera, MongoDB, Nutanix, Procore, and many more.
Call us on 1(800) 231 5578 or email info@mindtickle.com to set up an appointment.
Schedule a call
with us for a deeper dive
into your Sales Enablement.