CODE | 21 New Sales Enablement Strategy

Plug-and-Sell Sales Enablement Through SALES KITS©

Professional SALES ENABLMENT is the key to increasing seller productivity in the shortest possible time as well as developing the professionalism of the entire sales organization and speeds up the transformation process.

Competence Teams including representatives from sales, marketing and product management create specific conversation elements and tools to share them consistently throughout the entire sales force in order to ensure a high level of customer conversation. These SALES-KITS© are prepared to extend the classic product training by providing sales-relevant value argumentations and communication tools. The DIALOG-FRAMEWORK and its elements form the foundation of this process:

  • MESSAGING-TOOLS
    Designing and developing Corporate and Product Messages and Statements used in business development initiatives in order to achieve higher response rates. In this process, competencies and products are presented specifically from the perspective of the buyer highlighting the VALUE implied for him.
  • CONVERSATION-TOOLS
    Creating the Storyboards and Conversational Elements for different conversation models, in order to give sellers fluency and confidence in the critical stages of the sales process and enable them to handle conversations in an masterful and routine way. This also includes Visualization and Collaboration Tools for the engagement, presentation and proposal stage in order to strictly differentiate from competitors.

  • SALES INTELLIGENCE

    This PLUG-and-PLAY Approach for developing and implementing specific Sales-Kits© increases the performance in particular when:

    • You launch new products and expect quick results
    • You hire a new seller that you want to ramp-up quickly
    • You have or want to expand an international sales organization
    • You want your Channel partners to sell more effectively

    Through the use of a Sales-Wiki you make your know-how easily available. After having explained your sales methodology, you can continiously share new Sales Kits© with your internal and external sales force in order to build higher levels of Sales Intelligence within your Sales engine.

  • What does a Performance Initiative look like?

    See how a tailored up-skilling Programme could look like for your company, what the steps are to make it successfull and how the Sales Enablement tools fit into the global picture.

    Performance Initiative 4.0