From sales support to sales enablement
- Project Details
- Category: B2B
- Client: Zebra
- Download: Depth Case Study
Zebra needed support in moving their sales efforts from commoditised product to solution sales. This required educating the sales teams on the real value behind solutions - a move from sales support to sales enablement when it came to product launches, services offerings and more.
DirectionGroup developed Zebra Sales Lens as a flexible, repeatable framework for getting the right information and content tools into the handsof the sales guys, both internal and channel. The methodology was based on our E3 Sales Enablement Framework.
Educate: Skills and training, changing behaviours and beliefs about B2B buyers
Equip: Dynamic tools, aligned to selling situations
Enable: Content that supports meaningful customer engagements