Top 3 pitfalls in sales enablement content 🕳
Three sales content experts, Djamel Toubrinet, Head of Sales Enablement at Cegid, Gareth Meredith, Manager EMEA, Bid & Proposal Team at 8×8, and Karla Rivershaw, Head of Marketing at Turtl, sat down to talk sales enablement pitfalls. Here are the top 3:
1. Too much content, but somehow never enough
Sales reps spend 12 hours a month looking for content. There's so much content out there, but none of it is the perfect fit for what's needed. The challenge: giving sellers high-quality content that they can repeatedly use with low amounts of tailoring.
2. Making internal content boring
Spending more time on customer content than sales rep content can only lead to one thing: a team of bored salespeople. Just as much energy should be invested in making the training process for sellers as enjoyable as for customers.
3. Being impersonal
The cocktail effect in psychology refers to how anyone saying our name immediately grabs our attention. By sellers adding personalization to their content, like customized videos, they can immediately engage their audience. More on overcoming these pitfalls here.