When it comes to marketing in today’s go-go-go, always-on, like-worthy, re-tweetable, deeply digital world, there are people who get it, and those who don’t.
Matt Heinz gets it. And he’s really good at helping other people get it too.
Today, we have a treat for you. I was able to interview Matt recently about what it takes go get more out of sales enablement—especially for those just starting down the path of rolling out a solution—and I think you’ll find a lot of value in what he had to say.
Without further ado, here’s Matt!
What do most organizations miss when it comes to setting up sales enablement?
Well, a key theme that emerges when you start talking to people about this topic is that they don’t realize sales enablement is more than just creating content. Achieving sales enablement success is about having the right conversations, developing the right stories, and creating the right message for the right prospects. It’s more than just writing up more sales content like case studies or datasheets and tossing them over the fence to sales. It requires the successful rollout, implementation, and measurement which tactics and content devices work and don’t work, so that the next prospect gets a slightly better version of the material than the previous one and so that sales always has the best materials for the situation.
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