Webcast: Nothing Happens Until Someone Sells Something

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Webcast: Nothing Happens Until Someone Sells Something

Too often, those of us in the product marketing role are not doing enough to help our sales team or sales channel be successful. Our typical approach is to provide a new salesperson with some marketing collateral and a product presentation and then wish them luck as they look for prospects and try to close deals with anyone that listens. This approach is sufficient for the star salespeople as they intuitively know how to talk with the right potential buyers about their problems and then show these buyers how to solve these problems with their products or services. But unfortunately, this only represents about 20% of salespeople. The other 80% of sales people need more training and coaching to be successful and we as product marketers need to help them be successful. This is the process of sales enablement.

What happens when we don’t engage in the sales enablement process? Sales people pursue opportunities that do not fit well with your solution, speak with the prospects that are not really decision makers, sell solutions that you do not really have and the list can go on. But the overall resulting impact is wasted time and effort in pursuing the wrong opportunities, confusion in the market place and poor sales results.

In this webcast, you will learn how to create a sales enablement program that will make your sales channel significantly more productive and close better deals faster for your products.

  • Why the typical approach to enabling sales doesn’t work
  • The key goals of a successful Sales Enablement program
  • The core tools you need to develop to effectively enable your sales channel
  • Best practices to make sure the Sales Enablement program is effectively implemented

When it's time, join the webcast from here:

Meeting URL: https://meetings.webex.com/collabs/meetings/join?uuid=MDXRF5U3O2CIET9ZN9GE1FAKTF-IJA7

Audio connection: +1-415-655-0001

Meeting number: 190 744 998

Access code: Access code not required.

About the Speaker
Tom Evans is Principal at CompellingPM and is an internationally recognized authority in product management, global marketing, business partnerships and entrepreneurship. In his extensive experience, he has helped start-ups through Fortune 500 companies create and launch winning products and has led business development efforts in the US and global markets.

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