“ChangeBEAT were a natural choice. Their approach ensured success.”
Logica
Logica
Who murdered sales enablement?
ChangeBEAT has discovered a crime that is draining the bank balances of technology companies and impoverishing their employees. Here are the case notes, from a recent IDC study, so you can be the judge
But despite this huge investment, sales professionals still struggle to climb the value chain, and be relevant to customers who are not interested in offerings, but just want value, on a plate.
So who are the suspects? Is it the CEO, in the board room, with the other priorities? Or the CFO, in the budget meeting, with the departmental blinkers? Or the product marketing manager, in the silo, with the product map? Or the marcomms professional, on the website, with the features list? Or the training manager, on the WebEx, with the PowerPoints?
Who killed sales enablement? All the suspects swear on oath that they are not to blame. They accuse the sales force, in the field, with the lazy attitude.
But when the sales people take the stand they say “We don't think our value propositions are clear or customer focused. We can seldom find the information we need to interest our customers’ executives. And please don't send us any more emails or make us go on any more Webinars. They don't address our customers’ business issues and are a waste of time.”
But ChangeBEAT is on the case. Using our forensic skills, best practice tools and testimony from expert witnesses, we have deconstructed the scene of the crime, we know the culprits and we have a rehabilitation programme!
If you want to find out who murdered sales enablement, and how to pick up the very, very large reward for resurrecting it, we will be happy to share our analysis with you.
ChangeBEAT has discovered a crime that is draining the bank balances of technology companies and impoverishing their employees. Here are the case notes, from a recent IDC study, so you can be the judge
- According to their customers 32.5% of deals are lost because of factors within the sales professionals' control.
- 80% of all materials produced by HQ for use by sales professionals are never actually used.
- 75% of what sales professionals do use is manually redeveloped from material shared informally with peers.
- 22 hours per week are spent by sales professionals looking for sales collateral, customer information or creating new presentations and documents.
- 80% of material produced internally is technology or product focused.
But despite this huge investment, sales professionals still struggle to climb the value chain, and be relevant to customers who are not interested in offerings, but just want value, on a plate.
So who are the suspects? Is it the CEO, in the board room, with the other priorities? Or the CFO, in the budget meeting, with the departmental blinkers? Or the product marketing manager, in the silo, with the product map? Or the marcomms professional, on the website, with the features list? Or the training manager, on the WebEx, with the PowerPoints?
Who killed sales enablement? All the suspects swear on oath that they are not to blame. They accuse the sales force, in the field, with the lazy attitude.
But when the sales people take the stand they say “We don't think our value propositions are clear or customer focused. We can seldom find the information we need to interest our customers’ executives. And please don't send us any more emails or make us go on any more Webinars. They don't address our customers’ business issues and are a waste of time.”
But ChangeBEAT is on the case. Using our forensic skills, best practice tools and testimony from expert witnesses, we have deconstructed the scene of the crime, we know the culprits and we have a rehabilitation programme!
If you want to find out who murdered sales enablement, and how to pick up the very, very large reward for resurrecting it, we will be happy to share our analysis with you.
Technology companies spend $135,000 pa on failed sales enablement.
Customers just want value... on a plate.