5 Step Sales Enablement Content Strategy

Creating a Sales Enablement Content Strategy & Program

27% Increase in win rate by companies using Sales Enablement Content compared with companies that don't

27% Increase in win rate by companies using Sales Enablement Content compared with companies that don't

Miller Heiman Group

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

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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