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ACADEMY · DRONICS-S

DRONICS-S Sales enablement: self-assessment

Give every seller the few assets that make the first three calls easier. Answer for your own company, as it is today. Be plain with yourself.

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We do this · 1 of 12

Make marketing make selling easier: case studies, comparisons and battle cards that serve both sellers and buyers.

We do this · 2 of 12

Talk to reps and partner sellers directly and learn what they need in the first three calls.

We do this · 3 of 12

Keep language simple and direct, and measure use and outcomes, not downloads.

We keep clear of this · 4 of 12

Do not send a whole catalogue of material.

We keep clear of this · 5 of 12

Do not claim a win or a comparison we cannot verify.

We keep clear of this · 6 of 12

Do not ask for sales effort before giving something useful.

We do this · 7 of 12

Be clear on goals, roles and expectations with each seller, and agree how use will be measured (PM6).

We do this · 8 of 12

Agree one narrow joint message sellers can carry, not a generic catalogue (PM3).

We do this · 9 of 12

Review leading indicators with the partner: joint calls held, meetings and pipeline that came back (PM7).

We keep clear of this · 10 of 12

Do not promise reach or leads nobody controls.

We keep clear of this · 11 of 12

Do not push the same kit on every practice.

We keep clear of this · 12 of 12

Do not imply the practice has agreed.

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