Sale Enablement Toolkit Sales Tool Planning and Development Roadmap Gerard E. Sample | Founder and CEO

2 ©2015 Third Wave, LLC Align Sales Tools to Desired Outcomes Gain Access Define Scope On Site Assessment Present Proposal Earn Credibility Confirm Requirements Initiate Demo or Proof of Concept Verbal Agreement Deliver Insight Align to Strategy Product Spec or Solution Accepted Agreement Signed In-Hand Validate Challenges Establish Shared Vision Coordinate Legal and Procurement Implement or Deliver Verify Prove Align Close 20%20%40%40%60%60%80%80% Customer Personas Internal Champion Commercial Buyer Change Mobilizer Decision Maker Enablement of Engagement Outcomes Requires a Standard Set of Sales Tools

3 ©2015 Third Wave, LLC Deliver the Right Asset at the Right Time VerifyProveAlignClose Justify Purchase Consider Evaluate Research Expand Optimize White Board Guide Demo Video Company SlideShare Blog Article White Paper Product Brief ROI / Value Calculators Solution Pitch Success Stories Customer Testimonial Proposal Content Competitive Matrix Interactive Assessment Business Review Advisory Board Buying Stages Sales Process

4 ©2016 Third Wave, LLC Sales Tool Roadmap Template Sales Asset TypeContent Level # per LOB Usage Scenario Buyer Audience or Target Persona Format and Template Adoption / Usage (Trend, Downloads) LOB = Line of Business

5 ©2016 Third Wave, LLC Sales Tool Planning Example Sales Asset TypeContent Level # per LOB Usage Scenario Buyer Audience or Target Persona Format and Template Adoption / Usage Goal (Trend, Downloads) Overview PresentationLOB, Solution~5Seller DeliveredAll StakeholdersCorp Template 200 hits/month avg Customer Success StorySolution, Product~10Leave Behind, Follow-Up Decision Maker, Business Influencer PDF, PPT Summaryunknown ROI / Financial CalculatorSolution~1Custom Deliverable Decision Maker, Business Influencer Spreadsheet, WebEvery sales opportunity Sales PlaybookLOB, Solution~1Sales Reference, DeliveryNon-Customer FacingPDF, Word SourceEvery sales opportunity Elevator Pitch / Call ScriptLOB, Solution, Product~4Sales Reference, DeliveryNon-Customer FacingPDF, Word SourceNeeds development

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