In Part 1 of our series, we dive into the specific go-to-market models for benefits providers as they face challenges. From employer-via-broker to direct-to consumer models, read on to see what’s happening and where things are going. We share strategies, imperatives, and foreseeable opportunities for benefits providers and their senior executives.
Reps are up to 200% more effective when they have the data, content, and support they need, when they need them.
It is easy to add new content, tools, and ideas to drive sales. Yet, this approach can quickly become counterproductive as sellers disengage and build their own workflows. What reps really want is simplicity and organization. This can be accomplished with tools that help them find value, and a streamlined set of content that matches buyer archetypes.
Insights From Us
Explore 2021 Sales Enablement Outlooks in Our Report
Learn how sales executives are thinking about allocating sales enablement dollars in the upcoming year across insights, content development, messaging, data, and technology.
Four Steps to Building An Agile Sales Enablement Roadmap
As customers enter the sales funnel later, sales enablement is increasingly critical to communicate positioning and value. Sellers who are armed with the right content for the right buyer function as brand evangelists, as well as revenue producers.
Optimize Sales Enablement Content with Our Framework
Producers disengage when too much content is spread across too many technology platforms. Effective enablement provides sellers with one message, in multiple formats, for each clearly defined MECE (mutually exclusive, collectively exhaustive) buying scenario.
Three Common Sales Enablement Challenges
Sellers are human beings; they must be empowered, not told what to do. Great sales enablement is about striking the balance between prescriptive “shoulds” and streamlined, organized resources.
“How can I empower sellers to prioritize their efforts, beyond setting compensation plans?”
Sellers are human beings; they must be empowered, not told what to do. Great sales enablement is about striking the balance between prescriptive “shoulds” and streamlined, organized resources. Let sellers be sellers. Sales reps get a lot of lists–usually too many. Instead of lists, think about a rich pivot table of prospects, accounts, and leads that allow sellers to find and identify value in their territories.
“What’s the best way to create and organize the content sellers need to be more productive?”
The pareto rule almost always applies to seller content: 20% of the content provides 80% of the value. Imitate what works and relentlessly prune what doesn’t—and make sure it all lives in one place.
“How can I superpower my channel / broker partners to drive sales?”
The indirect channel can be a cost-effective way to drive distribution, but only if they are targeting the right customers with the right message. Collaborative channel marketing, including data sharing, is a proven approach to driving measurable channel performance.
The Science Behind Our Work
Sales Enablement Based on Real Insights
Our big data / small data approach means that we always start with quantitative analysis and interviews with sellers, partners, and customers. This way, we fully understand the barriers and best practices producers face every day.
Less Technology, More of What Works
Most sales enablement companies are trying to sell software or widgets. We believe that there are more than enough apps, software, and data out there today. What’s missing is the smarts to prune it down, package it, and make it all work for real producers. That’s where we come in.
Story-Based Playbook Structure
Our playbooks put everything producers need in one document—archetypes, scripts, barriers, expectation setting, objection handling, and to-do lists. They are designed to be printed out and used with no logins required. Reps should be talking to customers, not remembering 12 different logins and passwords.
Specific, Last-Mile Impact
Selling strategies alone don’t help anyone. We take strategy to the last-mile by providing the specific language, product details, and account quirks. These details make it easier for producers and partners to break-through and get wins.
Speak with us about your sales enablement challenges and building the best sales toolkit.