How to get results with sales enablement

Veritiv is a distributor of packaging materials and solutions — the largest in North America. Their new marketing team brought a new approach: Focus on the most profitable vertical markets. Sales reps, however, were not used to being led by marketing. They were a mix of acquired-and-merged forces, old dogs set in their ways, and 400 newbies about to be hired. Our job was to give them the tools, confidence, and motivation to pursue the right customers. Fun twist: The company (originally xpedx) was sold, and everything was rebranded along the way.