The No. 1 Ingredient in Sales Enablement Success
Your sales enablement program is probably going to be less successful than you expect because, according to a decade of research, it’s highly likely that:
- More than 50 percent of your marketing and sales communications aren’t relevant to your customer.
- More than 70 percent of your marketing content isn’t relevant to your sales teams.
This summary data indicates that you can have all the right sales enablement components (people, processes, technology, knowledge and assets) in place and still have an underperforming program because the majority of words coming from your sales and marketing teams are not relevant and useful.
Enabling Sales Enablement
To address this substantial customer communications problem, organizations are using persuasive messaging as the core enablement tool because:
- It’s more highly correlated to the primary actions sales and marketing want the customer to take and to what the customer wants to know.
- It enables both sales and marketing to engage customers with more relevant and influential conversations and content.
What Is Persuasive Messaging?
Messaging is a summary answer to the prospective customer’s primary and secondary buying questions (i.e., the key points that must be communicated in order to convince a person to engage and buy). Messaging is integrated into content via the copyrighting/creative process and into sales conversations via the communicator. Content can be delivered in the form of documents, audio and video.
The two messaging styles are descriptive and persuasive. The categories of messaging can include company, solution, platform/product and market segment/role messaging. (See a typical customer communications model with these styles and categories of messaging.)
As an example, descriptive product messaging is the typical “what and how” content in a product brochure. It answers the customer’s secondary buying questions, such as:
- What does the product do?
- How does it work?
- What features are included/optional?
- What are the key benefits?
Persuasive product messaging is the “why” content that is typically missing from a product brochure. It provides clear, relevant, differentiated, provable, business-language answers to the customer’s primary buying questions, such as:
- Why should I consider your product? (for demand creation)
- Why should I meet with you? (for meeting creation)
- Why should I change from the status quo to a new solution? (for opportunity creation)
- Why should I buy this new solution from your company instead of your competitors? (for order creation)
- Why should I buy now? (for urgency creation)
As you can see, persuasive messaging is more highly correlated to key marketing and sales objectives than descriptive messaging, as well as more relevant to what the customer needs to know in order to engage and buy.
How Persuasive Messaging Enables Sales Enablement
Imagine a one-page persuasive battle card (see examples) or best-practice answer to some of the “why” questions above. These cards enable your sales team to be instantly influential subject matter experts (SME) in customer conversations. They help sales get and prepare for meetings, qualify, sell solutions, set landmines for the competition, etc. They are exactly what sales wants.
As one sales manager said about order creation or competitive messaging, “It has made our competitive information much more concise; it is information that the salespeople now use. It has taught them how to ask the right questions to steer customers our way.”
Imagine that a version of this same one-page persuasive messaging summary is also deployed into the majority of pre-sales marketing content, such as collateral, demand-generation campaigns, sales tools and sales support training. These cards enable each piece of content to be much more relevant and influential.
Without persuasive messaging-enabled content, sales is not likely return to the sales portal and is likely to return to their old ways. And given that 30–60 percent of the buying process occurs online, persuasive messaging-enabled content is also critical to the success of your content selling effort.
As one product sales manager explained, “Highly persuasive competitive messaging increased our products’ win rate by 30 percent and reduced the time we spent supporting the field by around 50 percent.”
Persuasive messaging is to sales enablement as octane is to gasoline. It makes all the words coming from your sales and marketing engines more effective. It’s a quick win with sales and a practical way to align marketing and sales. And it’s why persuasive messaging should be the no. 1 ingredient in your successful sales enablement program.
About Michael Cannon
Michael Cannon is an internationally renowned sales expert, dynamic speaker and bestselling author (with business gurus Brian Tracy, et. al.) of Create the Business Breakthrough You Want. An expert in working with B2B companies to increase sales, Cannon has assisted many companies, as big as SBC and as small as a one-person startup, to exponentially increase sales. He has years of sales, management and founder’s experience in the enterprise software, telecommunications, wireless, training and professional services industries and has held positions ranging from Account Executive and Vice President of Sales to CEO. He is the founder and CEO of the Silver Bullet Group and creator of the Silver Bullet Sales Messaging System.