Are you positioning your product as a verb or a noun? Paul Butterfield explains this critical perspective.
#salesenablement #salestraining #enableminutes #b2bsales #sales #selling #marketing #shorts
Transcript:
Training is a component of sales enablement. I think most people understand by now, sales enablement is not just training, but training is always core. So I look at training.
You've got skills training, and that's the sorts of things that you've probably come right to mind, right? Pitch certification, running an effective demo, actually managing your pipeline, right? Things like that. Then you also have product training, competitive intelligence training, and the things that go around the salesperson's ecosystem or in their ecosystem that are critical for their success.
And the one thing I would really like to emphasize is, when I talk about product training or when my team and I are building product training, there's nothing about these features directly. It is critical as sellers, because I still think of myself as a sales guy at heart, that we are talking about our products in terms of use cases.
Or another way to look at it is, we're talking about our product as a verb, not a noun. And features are static, use cases are effective and you can tell a lot of stories around them.
