Services

We can offer many different Sales Enablement services and resources and these are categorized below for reference.

We see ourselves as a 'boutique' Sales Enablement consulting practice where we are open and available to whatever project you may need, irrespective of size and budget. For any questions you may have please feel free to contact us or setup an introductory meeting to discuss your requirements.

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At its very essence, Sales Enablement is 'a consistent approach to increasing seller productivity, by supporting those sellers with the content, the training, and the analytics that they need to have more successful sales conversations'. Enabling sellers and the sales process should be ‘top of mind’ for any forward-thinking company sales executive, because of the benefits and the results that it can bring to the organization.

Benefits such as ...

Higher Revenues - Buyer behaviour has drastically changed the dynamics of the sales AND the buyer process. The reality is that less sales people are making their quota, and win rates are falling. This means that it is much harder than ever to engage and sell effectively. According to CSO Insights, effective sales enablement programs could result in higher revenues of 20% or more.
Improved Bottom Line - Today, organizations are realizing that ‘sales enablement’ is NOT better product knowledge! Shaving weeks or even months off the ramp-up time for new sales hires, compressing sales cycle times, and improving deal sizes and win rates for the average performer, can translate into millions of dollars for your bottom line.
Shortened Sales Ramp-up Time - Onboarding sellers has become a key success criteria for most organizations, as it can take from 9 to 12 months or more to fully ramp-up a new sales person. This investment coupled with annual natural attrition rates of between 20% to 25% makes shortening sales ramp up time a key area of focus.

Yet, some organizations still cling to outdated thinking and processes, as ‘that is the way it has always been done’.

According to recent studies by Sirius Decisions and the Corporate Executive Board (CEB), the dynamic between the Buyer and Seller has changed dramatically. They found that …

| Buyers’ are not engaging with sales people for 60% to 70% of their evaluation process!

That’s a frightening statistic for any sales executive, because it means that your sales people are no longer in control of the sales process. Further, you cannot control access to public information, or opinions and feelings towards your brand. Today’s consumers and buyers are more educated and informed than ever before, and they want to be in total control of their buying journey. This means that Sales is under even more pressure than ever to execute flawlessly in order to win the business.

At 1507 Enablement Consulting we focus on working with your sales people so that they can sell more effectively, understand what has changed in the market and how they may need to adapt and align to be successful.

This can take the form of ...

Program Management - Where we work closely with you on implementing specific, defined and tactical elements of your sales enablement strategy. These projects are scoped to deliver outcome-based results. Consider us to be an extension of your own delivery team ...
Sales Process Methodology and Strategy - We focus on Value Selling (Discovery process, workshops, analysis, creating Value models) , to Provocative Prospecting (working provocatively in the 'new' digital reality), to implementing modern Playbooks.
Sales Performance and Implementation - At the end of the day we are only successful if you are as well - our goal is to enable your sellers to be confident to have the most timely client conversation, with the right person, at the right time, and using assets and content that are relevant and up to date.

To be successful, sales people need access to the latest and most relevant sales assets, and this can put immense pressure on marketing and sales enablement teams to deliver content in a timely fashion. For assets to be relevant, content creators also need to understand what sales people are experiencing in the field, so that they can translate that into assets that work and are used by sales teams to progress and close deals.

At 1507 Enablement Consulting, we can be that 'extension' of your content development team/s. We are experienced in various tools used for presentations, creating videos, animating whiteboards and others - we can be your content creation partner.

Call us today to see how we can take some of the pressure off your team, by delivering content such as:

Sales Assets and Collateral - Positioning documents, Value Models, Competitive Battle Cards, Briefing Books, and more. We can also create graphic content (Images, Infographics, eBooks, etc) using InDesign and Photoshop.
Sales Playbooks - A sales playbook is NOT a 90-page PDF document with every possible detail a salesperson might need to know about a product, solution or industry. We have partnered with DSG Consulting (one of the leading providers of modern playbooks and playbook technology), to work on creating modern, interactive playbooks for customers that give their sellers clarity on what they're selling, who they're selling to, as well as the world of the customer audience in a way that's practical and creates focus. Properly structured interactive playbooks give sellers exactly what they need to KNOW, what they need to DO, what they need toSAY, and what they need to SHOW in any sales conversation they are having.
Presentations - External (Customer Briefings, Webinars, Infographics, etc) and Internal (Sales Kick-Offs, Partner Recruitment and Briefings, etc), all by default created in a PowerPoint format with appropriate talk tracks or slide notes.
Video and Animated Whiteboards - Using FinalCut Pro and other editing software, we can create professional sales related videos for your internal or external use. Anyone can and should be creating videos every day if possible - we already have the technology in the smartphones we all carry with us. We can guide and help you to elevate your smartphone videos with some quick and professional edits. Also, we can create animated whiteboards, which when done correctly can be truly memorable! When prospects and clients see your videos, they are more likely to remember you, your product, and/or your service. Using a video on your website attracts 3x more users, increases their browsing time by at least 2x, and increases the amount of exposure to your content by double digit percentage points. Shown below is a sample of an animation which can be created and delivered in a matter of hours!

Coaching is an opportunity to focus and progress your personal, professional, or organizational goals by exploring ideas and having a confidential and candid conversation with an unbiased 3rd party coach. While appropriate and relevant training may increase your effectiveness by 30%, it has been said that training followed by coaching could increase effectiveness by as much as 85%!

COACHING is about your future and not your past. Providing a confidential and supportive environment, coaching builds and fosters mutual respect and trust between you and your coach.
COACHING goes further than just hearing what you are saying, it also embraces the way that you communicate, the syntax that you use, the body language you display, and the tone of your voice.
Key to personal growth and change, COACHING focuses on seeing the world through your lens, your perspective, but all in the context of your own goals, and driven by your own values.
Besides being focused on your goals, and a way to evaluate your progress in reaching those goals, COACHING helps to prioritize the challenges you are facing, and guides you through the decisions that you need to make to succeed.

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