How to get results with sales enablement
Veritiv VPAK materials
Tactics
- 50 playbooks
- 36 podcasts
- 13 motion-graphic videos
- 38 Brainshark modules
- 52 one-sheets
- 5 PowerPoint presentations
Results
- 93.1% increase in online students
- 94.2% increase in online course enrollments
- 108% increase in online course completions
- 86% overall successful completion
- 10% increase in sales YOY
Situation
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.
Counterpart provided:
- Primary research
- Positioning
- Creative direction
- Writing
- Design
- Project management
- Print production supervision
- AV production supervision
Message strategy for sales enablement
How can you see similar success? With techniques like these:
Aiming at vertical markets? Need to enable your sales force?
This is well put together, and I’m extremely pleased with the content and depth as a sales person.
Jordan O. Sales
Jordan O. Sales
Sales loves the videos. One rep got a meeting with Lowe’s and kicked it off with the unboxing video. And he got the account.
David R. Marketing
David R. Marketing
Courses are very well put together, great job. Material is also excellent, very handy to retain. New industry reps will really benefit. Great refresher with some new learning as well for us more seasoned reps.
Matthew S. Sales
Matthew S. Sales
Everybody loves those VPAKs. Sales are up 10% YOY. We get some credit for that. It’s hard to attribute, but certainly training is a big part of it. Everybody asks, ‘Why are we doing so well?’… I say it’s because of the VPAKs.
David R.Marketing
David R.Marketing
