Sales Enablement Agency

Welcome to 235 Labs, your go-to sales enablement agency for service-based businesses. We’re not your typical stuffy consulting firm – think of us more like your witty, seasoned sales sidekick. With our finger firmly on the pulse of the latest in sales tech and tactics, we’re here to help you crush your quotas and leave your competitors in the dust. Whether you’re an accounting firm looking to land bigger fish, or a yoga studio ready to namaste your way to sales nirvana, we’ve got the chops to get you there. Our team of enablement experts will arm your sales squad with the tools, training and content ammo they need to close deals faster than you can say “revenue growth”. So if you’re ready to give your sales a serious boost, you’ve come to the right place. Let’s put our heads together and cook up a sales enablement strategy that’ll have your team smashing targets left and right. Welcome aboard the 235 Labs rocket ship – next stop, sales success!

Why Choose 235 Labs for Sales Enablement?

At 235 Labs, we don’t just talk the talk when it comes to sales enablement – we walk the walk. Here’s why savvy service businesses trust us to supercharge their sales:

We Speak Sales

Our team is stacked with sales pros who’ve been around the block a time or two. We know the challenges you’re facing because we’ve been in your shoes. This insider insight means we can craft enablement strategies that actually move the needle.

Data-Driven Approach

We don’t play guessing games when it comes to your sales success. Every strategy we deploy is backed by cold, hard data. By constantly measuring and optimizing, we keep your sales machine humming like a well-oiled engine.

Tailored to Your Business

Cookie-cutter doesn’t cut it for us. We take the time to understand the unique quirks of your business, then build a bespoke enablement plan to match. Whether you’re a boutique ad agency or a bustling dental practice, we’ll tailor our approach to fit you like a glove.

Tech-Savvy Solutions

From CRM to content management, we’re always up to speed on the latest and greatest sales tech. We’ll help you harness the power of these tools to streamline your sales process and arm your team for success. “At 235 Labs, we don’t just enable sales – we ignite them. Our secret sauce is combining cutting-edge tech with time-tested tactics to create an enablement experience like no other.” – Jason Diller, Co-Founder and Chief Growth Officer

Our Sales Enablement Services

Ready to rev up your revenue? Here’s how our sales enablement services can help:

Sales Training & Coaching

Give your sales team the skills to pay the bills with our hands-on training and coaching. From mastering the art of the pitch to navigating tricky objections, we’ll equip your reps to close with confidence.

Content Creation

No more crickets from your sales content. Our wordsmiths will craft compelling collateral that educates, persuades and primes prospects to buy. From battle cards to case studies, we’ve got your content needs covered.

Tech Stack Optimization

Is your sales tech stuck in the stone age? We’ll audit your current setup and recommend the right tools to streamline your process. From CRM to content management, we’ll build you a tech stack that’s stacked in your favor.

Sales Process Design

A well-oiled sales process is the backbone of any high-performing team. We’ll help you design a process that keeps deals moving smoothly from first touch to final signature. Say goodbye to bottlenecks and hello to efficiency. “Sales enablement is part art, part science. It takes a special mix of creativity and data-driven strategy to truly move the needle. That’s where 235 Labs shines – we bring both the right and left brain to the table.” – Ernie Butcher, Co-Founder and Chief Technology Officer

Industries We Serve

From CPAs to yoga gurus, our sales enablement expertise spans a wide range of service industries. A small sampling of the businesses we help:

• Accounting & Financial Services
• Marketing & Advertising
• IT & Software
• Healthcare & Wellness
• Real Estate & Property Management
• Business Consulting
• Education & Training
• Home & Professional Services

No matter your niche, we’ve got the industry insight to help you outsell the competition. Our team has walked a mile in your prospects’ shoes, so we know exactly what it takes to win their business and their trust.

FAQs

What’s the typical timeline for seeing results from sales enablement?

While every business is different, most of our clients start seeing measurable improvements in key metrics like win rate and deal velocity within the first 90 days. But we’re not about quick fixes – our strategies are designed for long-term, sustainable sales success.

How do you measure the success of your sales enablement programs?

We’re all about the metrics that matter most to your bottom line. We track everything from lead-to-opportunity conversion rates to average deal size to sales cycle length. By constantly measuring and analyzing this data, we can optimize your enablement strategy for maximum impact.

What makes 235 Labs different from other sales enablement agencies?

Two things: our people and our approach. Our team is a rare breed that combines deep sales expertise with serious technical chops. This allows us to not only devise winning strategies, but also leverage the latest tools and tech to bring them to life. Plus, we don’t believe in one-size-fits-all solutions – everything we do is tailored to your unique business needs and goals.

Do you offer ongoing support and training?

Absolutely. We’re not the type to implement a strategy and then ride off into the sunset. We’re in it for the long haul, offering ongoing training, support and optimization to ensure your sales team is always operating at peak performance. Consider us your sales enablement partner, always in your corner.

Ready to Accelerate Your Sales?

If you’re ready to take your sales to new heights, we’re ready to be your trusted co-pilot. With 235 Labs as your sales enablement agency, you’ll have the strategies, tools and support to leave your competition in the rearview. So what are you waiting for? Let’s put the pedal to the metal and get your sales soaring. Contact us today to schedule your free sales enablement consultation. Your quota-crushing future awaits!

50 Educational Industry Questions from Prospects

1. How can I improve my sales team’s performance?

Ah, the age-old question. Improving sales performance is like trying to solve a Rubik’s cube – it takes strategy, skill and a whole lot of patience. But fear not, intrepid sales leader, for there are proven tactics to get your team crushing quotas in no time. From honing their pitch to mastering the art of the follow-up, small tweaks can make a big difference in your team’s numbers. And let’s not forget the power of a well-timed fist bump or high five – never underestimate the motivational mojo of a good celebration.

2. What’s the best way to shorten our sales cycle?

Shortening your sales cycle is like trying to get through a Netflix series in one weekend – it’s all about efficiency and cutting out the fluff. The key is to identify and eliminate any bottlenecks slowing down your deal flow. Maybe it’s time to streamline your proposal process, or get more targeted with your lead qual. Whatever it is, a little optimization can go a long way in getting those deals across the finish line faster. And hey, shorter sales cycles mean more time for victory dances – and who doesn’t love a good victory dance?

3. How do I motivate my sales team to consistently hit their numbers?

Motivating a sales team is like trying to herd cats – just when you think you’ve got them all moving in the same direction, one rogue feline decides to veer off course and take a nap. But fear not, sales leader – there are ways to keep your team purring and producing. From setting clear, achievable goals to celebrating wins (both big and small), a little positive reinforcement can go a long way. And don’t forget the power of a well-timed pep talk – sometimes all it takes is a rousing “you’ve got this!” to turn a slumping seller into a commission-crushing machine.

4. What metrics should I be tracking to measure sales performance?

Metrics are like the vital signs of your sales org – they tell you if everything is humming along smoothly or if there’s cause for concern. But with so many numbers to choose from, it can feel like trying to read a medical chart with no medical degree. Fear not – there are a few key metrics that give you a clear picture of your team’s health. From revenue and win rates to pipeline velocity and deal size, these numbers are like your sales fitness tracker. Keep an eye on them, and you’ll always know if your team is in tip-top shape or if it’s time to prescribe some enablement exercise.

5. How can I ensure my sales team is following up with leads effectively?

Following up with leads is like watering a plant – do it right, and you’ll watch your pipeline grow and flourish. But neglect it, and you’ll end up with a sad, withered mess of missed opportunities. So how do you ensure your team is giving those leads the TLC they need? It all comes down to having a solid follow-up framework in place – one that includes clear timelines, touchpoints, and tasks for each stage of the buyer’s journey. With the right tools and templates at their fingertips, your reps will be follow-up masters, nurturing those leads with the perfect mix of persistence and personalization. And with enablement’s watchful eye, you can track and analyze their efforts, ensuring no lead gets left behind.

6. What are some best practices for creating effective sales content?

Creating sales content is like cooking a gourmet meal – it takes the right ingredients, the right techniques, and a whole lot of love. But with so many recipes out there, how do you know which ones will satisfy your buyers’ cravings? Fear not, aspiring sales chef – there are some tried-and-true best practices to guide your content creation. From understanding your audience’s tastes and preferences to seasoning your messaging with compelling stories and insights, the key is to craft content that’s equal parts delicious and nutritious. And don’t forget the presentation – a beautifully designed asset is like a perfectly plated dish, making your buyers’ mouths water before they even take a bite. [The remaining 44 questions would follow in a similar format]

10 Compelling Events Leading Prospects to Investigate Sales Enablement

1. Consistently missing sales quotas

There’s nothing like the gut-punch of missed quotas to get a sales leader searching for answers. It’s like realizing your go-to sales pitch is about as effective as a screen door on a submarine – time to try something new. When those quarterly numbers keep coming up short, it’s a flashing neon sign that your sales team needs a boost. Enter sales enablement – the trusty sidekick to help get your team back on track and hitting those targets with gusto.

2. Implementing a new sales methodology

Adopting a new sales methodology is like learning a new language – exciting, but also a bit daunting. You know it has the potential to open up new opportunities, but getting your team fluent is another story. That’s where sales enablement comes in – think of it as your personal Rosetta Stone for whatever new sales lingo you’re rolling out. With the right training and resources, your team will be speaking the language of your new methodology like natives in no time.

3. Launching a new product or service

Launching a new product is like sending your baby out into the world – it’s exciting, but also a little nerve-wracking. Will people love it as much as you do? Will it make friends and influence people? Will it remember to call home once in a while? Sales enablement is like the doting parent of your product launch – making sure your sales team is prepped and ready to sing its praises from the rooftops. With the right training, content and tools, your reps will be shouting from the mountaintops “have you met our new baby?!” And with enablement’s nurturing guidance, that new product will be the talk of the town in no time.

4. Expanding into new markets or verticals

Breaking into new markets is like being the new kid in school – you want to make a good impression and fit in, but you’re not quite sure how to navigate the social scene. It’s a delicate dance of being yourself while also adapting to new norms and expectations. Sales enablement is like your cool older sibling who shows you the ropes – pointing out the key players, sharing inside jokes, and helping you find your place in this new world. With enablement’s insider intel and strategic guidance, your sales team will be charming their way into new verticals and making friends left and right. New market, who dis?

5. Experiencing high sales team turnover

Losing salespeople is like watching your favorite band break up – it’s heartbreaking, disruptive, and leaves a gaping hole in your lineup. And when it keeps happening over and over, it’s enough to make you want to smash a guitar and scream into the mic. But before you go all rock-star diva, consider this – high turnover is often a symptom of a larger issue, like lack of training, support, or development opportunities. That’s where enablement comes in like a skilled sound engineer, fine-tuning your sales team’s experience to keep them engaged, motivated, and ready to rock. With the right mix of onboarding, coaching, and career pathing, you’ll have a team of loyal roadies who’ll stick with you through thick and thin.

6. Undergoing a sales team restructuring or reorganization

Restructuring a sales team is like playing a game of Tetris – you’ve got all these pieces to fit together, and one wrong move can throw the whole thing off balance. It’s a delicate dance of aligning roles, territories, and responsibilities, all while trying not to drop the ball (or the block). In the midst of all that chaos, enablement is like the guiding hand that helps you see the bigger picture. By providing the right training, tools, and support for each new role and structure, enablement ensures a smooth transition and sets your team up for success. And just like in Tetris, when all the pieces fall into place just right, it’s a beautiful thing – and your sales scores will soar. [The remaining 4 events would follow in a similar format]

10 Major Industry Trends Affecting Sales Enablement Prospects

1. The rise of remote selling

Remote selling is the new black – it’s chic, it’s efficient, and it’s here to stay. With more and more sales teams going virtual, having the right digital tools and tactics is non-negotiable. Sales enablement is like the fashion stylist of the remote selling world – making sure your team is dressed to impress and equipped for success, no matter where they’re working from. From video pitch tips to virtual demo best practices, enablement ensures your remote sellers are always on-trend.

2. Increased focus on personalization

In a world of generic email blasts and one-size-fits-all pitches, personalization is the secret sauce to sales success. Buyers want to feel seen, heard and understood – not just like another name on a list. Sales enablement is the master chef of personalization, serving up the insights and intel your team needs to craft bespoke buyer experiences. With the right data and content at their fingertips, your sellers can add that personal touch that turns prospects into raving fans.

3. Growing demand for data-driven insights

In the world of sales, data is the new currency – and everyone wants to be rich. With so much information at our fingertips, the pressure is on to turn all those numbers into actionable insights that drive results. Sales enablement is like the data whisperer – taking all that raw

information and turning it into sweet, sweet music to a sales team’s ears. From identifying top-performing content to pinpointing coaching opportunities, enablement knows how to make data sing. And when your team is armed with those insights, they’ll be hitting high notes and closing deals like never before.

4. Increased adoption of sales technology

Technology is to sales what a magic wand is to Harry Potter – it can make the impossible seem effortless. From CRM to automation to AI, there’s a tool for every sales challenge under the sun. But with great power comes great responsibility – and the need for enablement. Just like Hogwarts needed Dumbledore to guide its young wizards, your sales team needs enablement to help them harness the full potential of their tech stack. With the right training and best practices, your reps will be wielding those tools like true sales sorcerers – and the revenue will flow like butterbeer.

5. Shift towards virtual selling and remote sales teams

Virtual selling is like the Wild West of sales – it’s a brave new frontier, full of unknowns and opportunities. With more and more teams going remote, it’s like everyone’s blazing their own trail, trying to figure out how to close deals and hit quotas from the comfort of their own home office (or couch). But just like any good cowboy needs his trusty steed and lasso, virtual sellers need the right tools and skills to navigate this uncharted territory. That’s where enablement comes in like a wise old sheriff, laying down the law of best practices and equipping the team with the virtual weapons they need to win the day. From online pitch tips to remote coaching and collaboration, enablement is the key to taming the wild, wild web of virtual selling.

6. Growing emphasis on sales and marketing alignment

Sales and marketing alignment is like a power couple – when they’re in sync, they’re unstoppable, but when they’re out of whack, it’s like watching a celebrity divorce unfold. The finger-pointing, the miscommunication, the sheer drama of it all – it’s enough to make you want to hide behind a tabloid. But when sales and marketing are aligned, it’s like watching Bogey and Bacall – pure magic. They finish each other’s sentences, anticipate each other’s needs, and make beautiful music (or pipeline) together. And enablement is the glue that holds them together – the shared language, the common goals, the joint processes that keep them humming along in perfect harmony. When sales and marketing are one, the world is their oyster (or their target market). [The remaining 4 trends would follow in a similar format]

10 Key Questions for Prospects to Ask When Evaluating Sales Enablement Providers

1. How do you tailor your approach to my specific industry and business needs?

When it comes to sales enablement, cookie-cutter is so last season. You need a provider who can tailor their approach to fit your business like a bespoke suit – custom-fit and oh-so-stylish. The right enablement partner will take the time to understand the unique quirks and challenges of your industry, then craft a strategy that’s as one-of-a-kind as your favorite pair of limited-edition sneakers. If they’re not willing to get to know the real you, it might be time to swipe left.

2. What kind of results have you delivered for similar clients?

Sure, a sales enablement provider can talk a big game, but do they have the receipts to back it up? You want to see cold, hard proof that they’ve walked the walk and delivered real results for businesses like yours. A reputable provider will be more than happy to share success stories and metrics from their past adventures in enablement. And if those case studies have you nodding along and thinking “I’ll have what they’re having”, you know you’ve found a winner.

3. What does your onboarding and implementation process look like?

Starting a new enablement program is like embarking on a grand adventure – it’s exciting, but it can also be a bit daunting. You want to make sure you have a trusty guide to lead you through the unknown and help you avoid any pitfalls along the way. A good enablement provider will be your Gandalf – wise, supportive, and always ready with a handy piece of advice (or a fireworks display, if the occasion calls for it). They’ll have a clear, structured onboarding plan to get you up and running smoothly, and they’ll be there to lend a helping hand whenever you need it. With the right partner by your side, you’ll be conquering enablement mountains in no time.

4. How do you measure and report on the success of your programs?

Measuring the success of enablement is like trying to count the stars in the sky – it’s vast, it’s complex, and it can make your head spin if you stare at it for too long. But just like astronomers have their telescopes and charts, enablement pros have their metrics and dashboards. A stellar enablement partner will have a clear framework for tracking and reporting on the KPIs that matter most to your business – whether that’s revenue growth, quota attainment, or deal velocity. They’ll shine a light on your program’s performance, highlighting what’s working and where there’s room for improvement. With their expert analysis, you’ll have a clear view of the enablement universe – and a roadmap to reach the stars.

5. What kind of support and resources do you provide for ongoing optimization and iteration?

Optimization is like the secret sauce of enablement – it’s what takes your program from good to great, from bland to zesty, from “meh” to “mmm.” But it’s not a one-and-done kind of thing – it’s an ongoing process of tweaking, testing, and refining, always striving for that perfect flavor. That’s why it’s so important to have a provider who’s not just a flash in the pan, but a long-term partner in optimization. Someone who’ll keep stirring the pot, adding new spices, and serving up fresh insights and ideas to keep your enablement engine running at peak performance. From regular health checks and data deep-dives to proactive recommendations and roadmap planning, your provider should be your co-chef on the never-ending quest for enablement perfection.

6. How do you stay up-to-date with the latest trends and best practices in sales enablement?

Staying on top of enablement trends is like trying to keep up with the Kardashians – just when you think you’ve got a handle on things, something new and shiny pops up and throws you for a loop. But while you may not need to know every detail of Kim’s latest Instagram post, you do need to stay in the know about what’s hot and what’s not in the world of enablement. That’s where a truly plugged-in provider comes in clutch. They’re the ones with their finger on the pulse of the industry, always scanning the headlines and the hashtags for the next big thing. From attending conferences and webinars to devouring blogs and whitepapers, they’re like human sponges, soaking up knowledge and best practices to squeeze out and share with their clients. And they don’t just follow trends – they set them, pioneering new approaches and pushing the boundaries of what’s possible. With a provider like that in your corner, you’ll always be ahead of the curve – and the competition. [The remaining 4 questions would follow in a similar format]

4-6 Main Alternatives to Sales Enablement Services

1. In-house enablement

Ah, the classic “if you want something done right, do it yourself” approach. Building an in-house enablement team is like deciding to cook a gourmet meal from scratch – it’s impressive, but it’s also a lot of work. Sure, you have complete control over the ingredients and the final product, but do you have the time, resources and expertise to pull it off? If you’re ready to roll up your sleeves and play chef, in-house enablement might be for you. Just don’t be surprised if it’s a bit more “Top Chef” stress than “Rachael Ray” ease.

2. Sales training workshops

Sales training workshops are like a juice cleanse – they feel great in the moment, but the effects might not last long-term. A few days of intensive learning can definitely give your team a boost, but without ongoing reinforcement and support, those new skills can start to fade faster than your summer tan. Workshops can be a great supplement to a more comprehensive enablement program, but on their own, they might leave your team thirsty for more. Think of them as a tasty appetizer, not the whole meal.

3. Informal peer-to-peer learning

Peer-to-peer learning is like the sales equivalent of a potluck dinner – everyone brings something to the table, and you all get to sample a little bit of everything. It’s a casual, communal way to share knowledge and best practices among your team. The beauty of peer learning is that it taps into the collective wisdom of your sales squad – those battle-tested reps who have been in the trenches and have the scars (and commissions) to prove it. By encouraging them to share their experiences and insights, you create a culture of continuous learning and improvement. Just make sure to bring a dish (or a deck) to pass!

4. Self-guided learning resources

Self-guided learning is like a choose-your-own-adventure book for sales skills – you get to be the hero of your own development story. With a library of on-demand resources at your fingertips, you can learn at your own pace and focus on the areas that are most relevant to you. The key to making self-guided learning work is to have a curated collection of high-quality, engaging content that covers a wide range of topics and formats. From e-books and whitepapers to videos and podcasts, give your team a smorgasbord of options to sink their teeth into. Just don’t be surprised if they start quoting sales gurus around the watercooler.

10 Common Misconceptions About Sales Enablement

1. Sales enablement is just another word for sales training

Ah, the old “tomato, to-mah-to” mix-up. While sales training is certainly part of the enablement buffet, it’s not the whole spread. Enablement is more like a multi-course feast, serving up everything from strategy to content to tech. Reducing enablement to just training is like saying a car is just an engine – sure, it’s a vital part, but it’s not going to get you very far without the rest of the vehicle. Enablement is the whole package, souping up your sales machine from bumper to bumper.

2. Enablement is a one-time initiative

Treating enablement like a one-and-done task is like expecting a single workout to give you a six-pack – it’s just not realistic. Enablement is more like a fitness journey, requiring ongoing commitment and continuous improvement. You wouldn’t expect to hit your fitness goals by hitting the gym once and then never going back, right? The same goes for enablement. It’s a marathon, not a sprint – a long-term investment in the health and performance of your sales org.

3. Enablement is the same as sales operations

Confusing enablement with sales ops is like mixing up your peanut butter and jelly – they might go together, but they’re definitely not the same thing. While both functions support the sales team, they have very different flavors. If sales ops is the bread, making sure everything is structured and aligned, then enablement is the tasty filling – the skills, knowledge, and content that make the sales sandwich complete. You can’t have a satisfying PB&J with just the bread, and you can’t have a high-performing sales team with just ops. It takes both to make the magic happen.

4. Enablement is only for large enterprises

Thinking enablement is only for the big kids on the block is like saying ice cream is only for summer – it’s just not true. Companies of all sizes can benefit from the sweet, sweet goodness of enablement. Whether you’re a scrappy startup or a mighty mid-market player, enablement can help you punch above your weight and compete with the heavyweights. By arming your team with the right skills and tools, you can level the playing field and show those enterprise giants a thing or two. So go ahead, grab a spoon (or a sales playbook) and dig in – enablement is for everyone.

5. Enablement is a one-size-fits-all approach

Thinking enablement is a one-size-fits-all solution is like thinking every dog is a golden retriever – sure, they’re great, but they’re not the only breed out there. Just like pups come in all shapes and sizes, enablement comes in many flavors, each tailored to the unique needs and goals of the business. Trying to force a generic enablement program onto your sales org is like trying to put a chihuahua in a Great Dane-sized sweater – it’s just not going to fit right. The key is to find an approach that’s customized to your specific sales motion, buyer personas, and team structure. Whether you’re a scrappy startup or an enterprise heavyweight, there’s an enablement style that’s just right for you – and a good provider will help you find it (and make it sit and stay).

6. Enablement is just about sales training

Enablement and sales training go together like peas and carrots – they’re a classic combo, but they’re not the whole meal. Training is certainly a key part of the enablement feast, but it’s just one course among many. Enablement is more like a full-on buffet, serving up a smorgasbord of strategies, tactics, and technologies to help your sales team feast on success. From content and coaching to tools and metrics, it’s a veritable cornucopia of sales optimization goodness. So while training is definitely on the menu, it’s not the only dish – and focusing solely on it is like filling up on bread and missing out on the main course (and the dessert cart). [The remaining 4 misconceptions would follow in a similar format]

20 Common Questions from Prospects Early in the Sales Process

1. What exactly does sales enablement entail?

Ah, the million-dollar question. Sales enablement is like a secret sauce – everyone wants to know what’s in it, but the recipe is often a mystery. In a nutshell, enablement is all about equipping your sales team with the skills, knowledge and resources they need to crush their quotas. Think of it like giving your team a superhero utility belt – packed with everything from laser-targeted content to high-tech tools to intensive training. With enablement on their side, your sellers will be unstoppable prospecting machines, ready to save the day (and your bottom line).

2. How is sales enablement different from what we’re already doing?

It’s like the old saying goes – if it ain’t broke, don’t fix it. But sometimes, what you’re already doing could use a little tune-up. Sales enablement is like giving your sales engine a full diagnostic and upgrade. Sure, your team might be chugging along just fine with your current setup, but enablement is all about optimization. It’s about finding those little tweaks and enhancements that can take your performance from “good enough” to “great”. Think of it as trading in your reliable sedan for a shiny new sports car – same destination, but a whole lot more fun getting there.

3. How long does it typically take to implement a sales enablement program?

Implementing enablement is like planting a garden – it takes time, care, and a bit of patience to see the fruits of your labor. But with the right plan and the right partner, you can have your enablement flowers blooming in no time. The timeline for implementation varies based on factors like the size of your team, the complexity of your sales process, and the scope of your enablement goals. But a good provider will work with you to create a phased approach that delivers quick wins while laying the foundation for long-term success. They’ll help you sow the seeds of enablement, nurture them with best practices and expert guidance, and watch your sales garden grow.

4. What kind of content does sales enablement typically include?

Enablement content is like a sales rep’s toolkit – it’s full of handy gadgets and gizmos to help them get the job done. From pitch decks and demo scripts to battlecards and case studies, it’s all about arming your team with the assets they need to engage buyers and close deals. But just like any good toolkit, enablement content needs to be well-organized, easily accessible, and regularly updated to stay effective. A skilled enablement partner will help you take stock of your existing content, identify gaps and opportunities, and create a framework for ongoing creation and management. They’ll make sure your reps always have the right tool for the job, whether they’re prospecting, pitching, or closing.

5. How does sales enablement fit into our overall sales strategy and process?

Enablement is like the secret ingredient in your sales recipe – it’s the spice that takes your strategy from bland to grand, the sauce that makes your process really sing. But just like any good chef knows, you can’t just throw it in w

illy-nilly and expect magic to happen – it’s got to be integrated seamlessly into the mix. That’s where a skilled enablement partner comes in – they’re like the culinary mastermind who knows how to weave enablement into every step of your sales process, from prospecting to closing. They’ll work with you to map out your current flow, identify areas for improvement, and craft a plan that blends enablement best practices with your unique sales motion. The result? A sales machine that’s firing on all cylinders, with enablement as the secret sauce that ties it all together.

6. Can you give some examples of successful sales enablement programs you’ve implemented?

Asking for examples of successful enablement programs is like asking a master chef for a peek inside their recipe book – it’s a chance to see the magic in action, to taste the results of their culinary genius. And any enablement provider worth their salt should be more than happy to share a few of their signature dishes. From case studies and client testimonials to hard data and metrics, a seasoned provider will have a buffet of success stories to share. They’ll be able to walk you through the challenges each client faced, the enablement strategies they cooked up, and the mouth-watering outcomes they achieved. But they won’t just serve up a cold plate of numbers – they’ll give you the juicy details, the secret ingredients, and the behind-the-scenes scoop on what made each program a hit. By the time they’re done, you’ll be hungry for a taste of that enablement goodness yourself. [The remaining 14 questions would follow in a similar format]

20 Common Sales Pushbacks from Prospects

1. We don’t have the budget for sales enablement right now

Ah, the budget objection – the arch-nemesis of every sales superhero. When prospects pull out the “money is tight” card, it can feel like your deal is slipping through your fingers faster than a greased-up watermelon. But fear not, intrepid seller – this is where your enablement powers come into play. It’s time to put on your value-proposition cape and show them that enablement isn’t a cost, it’s an investment. Paint a picture of the ROI they can expect – the boosted win rates, the shortened sales cycles, the record-breaking revenue. When they see the potential payoff, that budget might just magically appear.

2. I’m not sure our team needs sales enablement

The old “if it ain’t broke” mentality strikes again. When prospects can’t see the gap between where they are and where they could be, it’s like trying to convince a fish of the wonders of dry land. But as an enablement aficionado, you know that there’s always room for improvement. It’s time to paint a vivid before-and-after picture – the struggling seller transformed into a quota-crushing machine, the stagnant pipeline suddenly overflowing with hot leads. When they see the potential for their team to level up, those doubts will start to evaporate like morning mist.

3. We’re already doing fine without enablement

The “if it ain’t broke, don’t fix it” mentality is like the sales equivalent of still using a flip phone – sure, it gets the job done, but you’re missing out on a whole world of possibilities. Just because your team is doing okay without enablement doesn’t mean they couldn’t be doing amazing with it. Enablement is all about optimization – taking what you’re already doing well and making it even better. It’s like upgrading from a bike to a motorcycle – you’ll still get where you’re going, but you’ll get there faster, with more power and style. So why settle for fine when you could be flying high with enablement?

4. I’m not convinced enablement will work for our unique business

Every snowflake is unique, and so is every business – but that doesn’t mean enablement can’t work its magic on yours. Thinking your company is too special for enablement is like saying you’re too one-of-a-kind for a tailored suit – it’s just not true. The beauty of enablement is that it’s not a one-size-fits-all solution – it’s a bespoke approach that’s tailored to your specific needs and goals. A skilled enablement partner will take the time to understand the nuances of your business, your market, and your buyers, and craft a program that fits like a glove. They’ll make sure enablement is working for you, not the other way around.

5. I don’t think my team has the bandwidth to take on an enablement initiative right now

The old “we don’t have time for enablement” excuse is like saying you don’t have time to sharpen your knives before a big dinner party – sure, you might be able to muddle through with dull blades, but everything will take longer and be a lot more painful than it needs to be. Enablement is like the whetstone that keeps your sales team sharp and slicing through deals like butter. Yes, it takes a bit of time and effort to get started, but the payoff is a team that’s more efficient, more effective, and more energized to tackle any challenge. And with the right enablement partner by your side, you’ll have a sous chef to help shoulder the burden and keep things running smoothly. So don’t let the bandwidth boogeyman scare you off – enablement is the key to making the most of the time and resources you have.

6. We’ve tried enablement before and it didn’t work

So you’ve been burned by enablement in the past – join the club. It’s like ordering a dish at a restaurant that looks amazing on the menu, but ends up being a total letdown when it arrives at your table. It’s enough to make you swear off that cuisine forever. But here’s the thing – just because you had one bad experience doesn’t mean all enablement is doomed to fail. It’s all about finding the right chef (or provider) who knows how to take those same ingredients and turn them into something truly delicious. A skilled enablement partner will take the time to understand what went wrong last time, what left a bad taste in your mouth, and what you’re really craving in terms of results. They’ll work with you to craft a new recipe for success, one that’s tailored to your team’s unique palate and preferences. So don’t let one bad apple (or enablement program) spoil the whole bunch – with the right approach and the right partner, enablement can be the most satisfying thing on the menu. [The remaining 14 pushbacks would follow in a similar format]

20 Common Questions from New Clients

1. How quickly can we expect to see results?

Ah, the age-old question of “are we there yet?”. It’s like being on a road trip with an impatient toddler – no matter how many times you explain that it’s a journey, they just want to know when they can get out and stretch their legs. With sales enablement, it’s important to set realistic expectations from the get-go. Rome wasn’t built in a day, and neither is a world-class sales team. But that doesn’t mean you won’t see progress along the way – think of it like a cross-country trip with plenty of scenic viewpoints and tasty snack breaks. Celebrate the small wins and milestones, and before you know it, you’ll be pulling into the revenue resort.

2. How much time will our team need to dedicate to enablement activities?

Let’s face it – your sales team is busier than a one-armed juggler at a circus. The thought of adding one more thing to their plate might have them eyeing the nearest exit. But here’s the thing about enablement – it’s not about piling on extra work, it’s about working smarter. Sure, there might be some initial time investment for training and upskilling, but it’s like learning to ride a bike. Once you get the hang of it, you can cruise along faster and more efficiently than ever before. And with all the time they’ll save with streamlined processes and handy new tools, they’ll wonder how they ever managed without it. Enablement is the gift that keeps on giving (and giving your team more time to sell).

3. What kind of support can we expect from your team?

When you partner with an enablement provider, you’re not just getting a vendor – you’re getting a whole team of superheroes ready to swoop in and save the day (or the deal). But what exactly does that support look like? Think of your enablement partner as your trusty sidekick – always there when you need them, with the tools and expertise to help you tackle any challenge. From regular check-ins and strategic planning sessions to on-demand coaching and content support, they’ll be your go-to resource for all things enablement. And if you ever find yourself in a sales jam, just give the bat signal (or the enablement hotline) a call – they’ll be there faster than you can say “close the deal.”

4. How will you ensure adoption and engagement among our sales team?

You can lead a sales rep to enablement, but you can’t make them drink (the Kool-Aid, that is). Adoption and engagement are the holy grail of enablement – the key to turning your investment into real, measurable results. But how do you get your team to buy in? The secret sauce is a combination of killer content, seamless integration, and a little bit of fun. Your enablement partner will work with you to create assets that are not only informative but also engaging – think interactive playbooks, gamified learning modules, and snackable video content. They’ll also make sure enablement is woven into your team’s daily workflow, not bolted on as an afterthought. And they’ll help you celebrate the wins and showcase the impact, so your reps can see the value for themselves. When enablement is this good, your team won’t just adopt it – they’ll embrace it.

5. How often will we meet to review progress and make adjustments to the program?

Regular check-ins are like the secret sauce of any good enablement partnership – they’re the key to keeping things fresh, relevant, and on track. Just like you wouldn’t let a pot of soup simmer on the stove without giving it a stir every now and then, you can’t set your enablement program on autopilot and expect it to stay delicious. That’s why a savvy enablement provider will insist on regular meetings to review progress, taste-test the results, and make any necessary adjustments to the recipe. Whether it’s a weekly check-in, a monthly deep-dive, or a quarterly business review, these sessions are like the mise en place of your enablement kitchen – they ensure you have all the ingredients you need, in the right proportions, to keep cooking up success. And if something’s not quite right, your enablement chef will be right there with you, tweaking the seasoning and adjusting the heat until it’s just perfect.

6. What metrics will you use to measure the success of our enablement program?

Metrics are like the proof in the enablement pudding – they’re what separates the fluff from the substance, the empty calories from the real nutrition. Without clear, measurable indicators of success, enablement is just a pretty garnish on the plate of your sales strategy. But what metrics matter most? That’s where an experienced enablement provider really shines. They’ll work with you to define a balanced scorecard of KPIs that align with your unique goals and objectives, from hard numbers like revenue and win rates to softer measures like rep satisfaction and content usage. They’ll help you set realistic targets, establish benchmarks, and put systems in place to track and report on progress. And most importantly, they’ll teach you how to turn those metrics into actionable insights – the secret ingredient that transforms raw data into real, flavorful results. So don’t settle for a provider who just serves up vanity metrics – demand a true connoisseur who knows how to make your enablement data sing. [The remaining 14 questions would follow in a similar format]

The Future of Sales Enablement

Trend 1: AI-powered enablement

The robots are coming – but don’t worry, they’re here to help. As artificial intelligence continues to evolve, it’s poised to become the ultimate wingman for your sales enablement efforts. Imagine a world where your content recommends itself, your training adapts to each learner, and your coaching is always on point. With AI in your enablement corner, it’s like having a superhuman strategist on your team, crunching data and serving up insights faster than a speeding bullet. The future is looking bright (and a little bit sci-fi).

Trend 2: Enablement as a company-wide initiative

Enablement is like the cool kid in school – everyone wants to sit at their lunch table. As more and more companies recognize the revenue-boosting power of enablement, it’s expanding beyond the sales team and into every corner of the org. From marketing to customer success to product, enablement is becoming a company-wide rallying cry. And why not? When every team is aligned and empowered to support the sales process, it’s like having a revenue-generating dream team. Enablement is no longer just a sales thing – it’s a growth thing.

Trend 3: Personalized, adaptive learning experiences

One-size-fits-all might work for hats and ponchos, but it’s not so great for sales training. The future of enablement is all about personalization – creating learning experiences that adapt to each rep’s unique needs, strengths, and goals. Imagine a world where your learning journey is like your Netflix queue – tailored to your interests, preferences, and viewing history. Where the content you see is based on your role, your skills, and your performance data. And where the system gets smarter with every interaction, serving up the perfect mix of courses, coaching, and reinforcement to keep you at the top of your game. It’s like having a personal trainer for your sales skills – without the protein shakes and 5am wake-up calls.

Trend 4: Increased focus on sales coaching and mentoring

In the old days, sales coaching was like a trip to the dentist – something you did once or twice a year, whether you needed it or not. But in the enablement future, coaching is more like brushing your teeth – a regular, essential habit that keeps your sales skills healthy and shining. As organizations realize the impact of continuous coaching on performance and retention, enablement will play a key role in making it happen. From virtual coaching platforms to AI-powered conversation analysis, the tools and techniques for effective coaching will continue to evolve. But the real game-changer will be the shift in mindset – from coaching as a check-the-box exercise to coaching as a core enablement function. When every manager is a coach, and every rep is a star pupil, the possibilities are endless.

Trend 5: The emergence of sales enablement as a strategic imperative

For too long, enablement has been treated like the garnish on the plate of sales strategy – nice to have, but not essential to the overall dining experience. But as the world of selling grows ever more complex and competitive, that’s all starting to change. In the future, enablement will no longer be an afterthought or a nice-to-have – it will be a strategic imperative, as critical to the success of the sales org as the steak is to the sizzle. CEOs and CROs alike will recognize that in order to hit their numbers and stay ahead of the curve, they need to invest in enablement as a core function, not just a support role. Enablement leaders will have a seat at the executive table, working hand-in-hand with sales, marketing, and ops to drive alignment, optimization, and results. And enablement will be woven into the very fabric of the sales culture, not just a thread in the tapestry. So what does this mean for the future of enablement? It means more resources, more respect, and more responsibility. It means a greater focus on strategic planning, change management, and continuous improvement. And it means a brighter spotlight on the impact and ROI of enablement initiatives. In short, it means enablement is finally getting the recognition it deserves – and the future is looking very tasty indeed.