You’re in marketing and sales enablement, and you say your team is sales enabled. Great! Let’s put that to the test.
I’m Tony Compton and welcome to Season Two of my marketing podcast.
At the end of every episode you’ll say, Now That’s a Marketing Podcast!
So… you’re enabling your team to go to market and crush it in and across any channel of sales performance. Great! We'll let’s ask. Here’s one of your team members now…
So, are you’re ready to go-to-market, to compete, and to win? Are you sales enabled?
Uh-huh… Great! Ok, so whatcha got there?
Content. Ok, content. I see some PowerPoint slides. Looks like a one-page handout. And what’s that… email copy. Great. So you’re enabled. Terrific!
Ok, so here’s my challenge.
I want you to put that stuff aside - that content aside - and sit in front of your computer, and its camera and its microphone. I’ll be your audience on another computer.
And tell me your company story. Your value prop. Anything you want! Make like I’m a prospect interested in what you’re selling. But no slides. No demo. Just you.
What’s that? Uh-huh.
But- but you said you’re sales enabled. Didn’t your enabler teach you and coach you about working with a camera for a live presentation? About working with your microphone for a live presentation?
Uh huh.
Oh… so, doesn’t your Sales VP work with you? And work with you on an on-going basis for effective personal sales communication?
Uh-huh. Oh. Your CMO? No. Your CEO? No. HR? How 'bout Training! Yes, great! Oh, but that was before the pandemic. And you didn’t work there. You didn't have that job and that was training four years ago. Ok, got it.
But you’ve got that content. It’s filling up your internal repository. I’m sure it’s great stuff. But you have to speak to that content.
Didn’t you do a sales kickoff this year? Great! I bet that was something! Yeah, oh, oh,
well I bet sitting in on those executive presentations for two days was, interesting. Didn't you get up and practice? You did! Oh, twice. For two minutes each time.
Content isn’t the most important part of sales enablement, nor any sales presentation. You are!
In a brand-new, post-pandemic era of multichannel sales communications where we’re all on-camera, behind microphones, on sales calls, in conference rooms, trade show booths, and so much more.
Your voice, your physical skills... you need those to compete across all of these channels.
We’ll get beyond content on my next podcast, which will be experienced, down to business, and right to the point.
Now That's a Marketing Podcast! I’m Tony Compton.