1. Sales Enablement Strategy Development:
Designing scalable enablement programs that align with business goals.
Structuring onboarding processes to reduce ramp time and improve retention.
2. Prospecting & Pipeline Generation:
Teaching effective prospecting methods, including cold calling, email outreach, LinkedIn engagement, and video messaging.
Building tools-focused activities (e.g., Salesloft, Outreach, 6Sense, Demandbase, ZoomInfo, Sales Navigator) to streamline pipeline efforts.
3. BDR and AE Training & Certification
Developing certifications and ongoing training programs focused on prospecting, messaging, and meeting scheduling.
Coaching on pitch personalization and demo skills, using frameworks like your Demo Academy.
4. Sales Tools Optimization
Implementing and training teams on sales tools to improve efficiency, including Salesloft, Demandbase, and Regie.ai.
Auditing tool usage to identify gaps and optimize ROI.
5. Customized Messaging & Buyer Alignment
Guiding teams to create intentional messaging based on account prioritization and research.
Co-creating business cases and value maps that resonate with buyers' objectives.
6. Live Sales Events & Competitions
Organizing engaging sales competitions like your Pitch-Off event to boost morale and skill-building.
Creating scoring rubrics and peer-review frameworks to maximize learning outcomes.
7. Territory & Account Planning
Coaching teams on prioritizing accounts, identifying decision-makers, and organizing next steps for effective prospecting.
Teaching collaboration between AEs and BDRs for account planning.
8. Performance Measurement & Continuous Improvement
Setting KPIs for enablement programs and using data to measure impact.
Offering feedback loops through self-assessments and leader evaluations, like in your Demo Academy.
