Your sales team has the potential for more growth. What’s standing in their way?

These statements are red flags

They mean your reps are putting up barriers to your sales enablement program. But good news: Each one has a fix. Tap to see.

  • “If my boss doesn’t care, I don’t care.”

    Show them:
    Leadership insists

    If the leaders are behind it, the team will follow suit. Our Single Slide Strategy® framework helps your leadership articulate their viewpoint, mission, vision, and standards.

    Result: Accountability

  • “What are my customers going to think about this selling approach?”

    Show them:
    Customer expectations are set

    Prime those prospects before your reps get there. Our Position X® framework helps you define positioning that’s believable, ownable, desirable, and supportable.

    Result: Demand

  • “Why should I learn all this? I do well enough already.”

    Show them:
    Everybody benefits

    It’s better for reps. Better for customers. Better for the company. Our 4Cs framework conveys these benefits in a way that’s customer-centric, clear, compelling, and controlled.

    Result: Buy-in

  • “These customer profiles don’t help. They’re stereotypes.”

    Teach them:
    Who to talk to

    You sell to a person, not a persona. So our 1on1 research gives your reps more than direction. It gives them Primary Perspective™ — deep insight into individual hearts and minds.

    Result: Efficiency

  • “We’re too focused on products. We need to be focused on problems.”

    Teach them:
    How to recognize opportunities

    If they can’t see it, they can’t sell it. So we take a visual approach. Help your reps Picture The Potential™ — with diagrams, videos, infographics, and more.

    Result: Confidence

  • “It’s going to take more than this to close a deal. I need examples, comparisons, data.”

    Teach them:
    How to convince the customer

    Arm reps with winning arguments. Our Total Toolbelt™ methodology employs everything from calculators to case studies to conversation starters.

    Result: Effectiveness

  • “Yet another program that marketing just throws over the fence.”

    Give them:
    A sense of ownership

    Our Play A Part™ approach allows sales to be heard and influence content. Their perspective and participation gets them on board even before the materials arrive.

    Result: Enthusiasm

  • “Has anybody been successful with this?”

    Give them:
    Role models

    It’s encouraging when people see the top performers being part of the effort. We interview them for insights, then share Peer Practices™ — so you can raise everyone’s game.

    Result: Teamwork

  • “I used the stuff for a little while. But then I got busy and forgot.”

    Give them:
    Constant reminders

    Even the best programs can be quickly forgotten. Our Ongoing Strong™ effort builds you a campaign and a calendar, to ensure that your plan is always top of mind.

    Result: Consistency

Get expert help to ensure adoption

Strategy. Internal comms. External comms. And reinforcement. Through these, you can address the 9 needs of adoption. And addressing all 9 gives you the highest probability for success.

What You Get

Needs Addressed

Strategy

Single Slide Strategy®
Position X®
Ad campaign

Leadership insists
Customer expectations are set

Internal comms

Theme
Playbooks
Onesheets
LMS content
Podcasts
Diagrams
Video
Transcripts
Events
Webinars
Intranet

Everybody benefits
Who to talk to
How to recognize opportunities
A sense of ownership
Role models

External comms

Presentations
Calculators
Leave-behinds
Emails
Social
Web
Video
Events
Webinars
CRM content
Trade shows

How to convince the customer

Reinforcement

Calendar
Meeting talking points
Emails
Newsletter
Contests
Swag
Feedback loop
Success stories

Constant reminders

Next steps… toward sales enablement adoption

Download the ebook

  • See the results When you address the 9 needs, you’ll impress your leadership with some impressive numbers.
  • Take action You may have some needs covered, others not so much. We’ll help you diagnose and decide.
  • Download the ebook Make yourself smarter. Get an in-depth understanding of the 9 needs of adoption.
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“This was the largest increase in the history of the program. We directly attribute it to the materials update because that’s the only element that changed.”

-Ginny S.