Creating a Sales Enablement Content Strategy & Program
27% Increase in win rate by companies using Sales Enablement Content compared with companies that don't
- Read time: 3 min
27% Increase in win rate by companies using Sales Enablement Content compared with companies that don't
Understand and qualify the value (impact)
that you create for your customers.
Understand your customers
Map the customer journey from your buyer’s perspective.
Understand how your customers want to buy today and in the future.
Understand and quantify the value (impact) that you create for your customers.
What do you want to acheive?
Set clear goals for your content strategy
Increase win rate for sales opportunities
Improve customer experience
Increase available selling time
Reduce sales cycle length
Decrease new person ramp-up time
Map all your content to the various stages
of the buyer journey.
Assess your existing content
Determine who creates all the content currently used by sales
Appoint one sales content responsible function
Map all your content to the various stages of the buyer journey
Identify the optimal Sales Enablement platform
for your needs and goals.
Develop and implement your strategy
Identify the optimal Sales Enablement platform for your needs and goals.
Develop the necessary new content – focus on communicating value.
Involve selected sales reps and managers in all steps of the process.
Test on a small group before full roll-out.
Use the data and content to continuosly improve
and align Sales and Marketing.
Measure, analyse, improve
From project to program
Measure, analyse, improve, repeat.
Use the usage and performance data from your Sales Enablement platform and content
Continuously improve and align sales and marketing, and sell more!
Remember, dare to try new things, it is a journey!
Final Thoughts
The organisations that have implemented a SE content strategy has increased sales by 27.1 percent. For an enterprise company with a revenue of USD 1 billion this would result in an increase in revenue of USD 271 millions. This is all done with the same people, same company, same products, by implementing a sales enablement content strategy.
Want to learn more?
If you want to learn more about how sales enablement can transform your sales, then join our sales enablement webinars.
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