92% of executive leaders say Sales Enablement improved their company's sales performance.
Leaders surveyed were from the tech, financial, and professional services industries.
Source: State of Sales Enablement Report, Sales Enablement Pro (2023)
How Do You Successfully Execute Your GTM Strategy?
A well-defined GTM strategy outlines your target market, messaging, and value proposition, but execution determines success. GTM Enablement transforms strategy into action by embedding best practices, driving behavioral change, and ensuring teams execute consistently at scale.
Accelerates Revenue
Equips teams to engage buyers effectively and shorten sales cycles.
Improves Customer Experience
Ensures prospects and customers receive clear, consistent value at every touchpoint.
Enhances Market Agility
Enables teams to quickly adapt to market shifts and competitive dynamics.
Decreasing Ramp-time by 20%
- Challenge
- Solution
- Results
As Zixi, a live streaming media software platform, scaled globally, the need for a consistent, scalable onboarding experience became urgent. Without a centralized learning and content system, Zixi’s onboarding was fragmented. Reps encountered outdated collateral, inconsistent training, and siloed processes that slowed their time to productivity.
Zixi evaluated and implemented a modern Learning Management System (LMS) and Content Management System (CMS) to unify onboarding content and streamline training delivery. This centralized approach enabled tailored learning journeys for different roles, simplified program administration, and created a single source of truth across global teams.
- Ramp-up time decreased by 20%
- Manager efficiency in administering the program increased by 50%
Award-Winning Innovation with Onboarding Chatbot
New Sales and Services employees at Akamai needed help completing the onboarding program on schedule. The goal was to pass their whiteboard presentation exams and start work in the field fully prepared. An assessment revealed that improved communication between new hires, mentors, and managers would facilitate guidance and accountability.
Akamai needed to enhance ongoing communication during a new hire’s onboarding journey, for reinforcement, resources, and scheduling reminders, as well as connecting new hires more efficiently with mentors and managers in a way that was easy and scalable.
New hires needed to be prompted regarding onboarding milestones and have key subjects reinforced to ensure they complete the program on time and with confidence.
We brought in an AI chatbot vendor to develop a chatbot designed to enhance the onboarding experience for new hires. The chatbot offers a convenient way for employees to connect with their managers and mentors from laptops and mobile devices. The Chatbot checks confidence levels, offers topic-specific resources, and ensures new hires are on track to complete the curriculum and pass their whiteboard exams.
New Hires who leveraged the chatbot during onboarding were 58% more likely to finish certification and, on average, did it in 20% less time.
Cross-Sell and Upsell WORKSHOP
Lightkeeper wanted to empower Relationship Managers to cross-sell new products and expand customer licenses. To succeed, the team needed a mindset shift, supported by trusted advisor frameworks, objection handling techniques, success story repositories, and structured practice.
We conducted a 4-week assessment and discovery to benchmark current skills and confidence, talking with leadership, managers, and top sellers, we developed a half-day workshop to drive behavior change and increase Cross-sell and upsell revenue leading indicators.
Participants attended a 4.5-hour session, working through a customized workbook with specific numbers, example scripts, and qualifying questions to guide them. They worked in breakout groups to role-play, discuss what worked and what needed improvement going forward. Online intranet repositories for objection handling and sharing win stories were created and updated during the weekly team meeting as resources and wins evolved.
The workshop delivered immediate and significant improvements across all measured competency areas:
- Cross-selling confidence increased by 36% on average across the team, with the most challenging product area seeing a 200% improvement in confidence scores.
- Demo readiness improved dramatically, with 85.7% of participants reporting they could independently lead client demonstrations post-workshop, compared to 71.4% pre-workshop.
- 100% participant satisfaction, with 71.4% reporting the workshop exceeded expectations and 28.6% indicating it fully met expectations.
MQL > SQL Efficiency
High-growth stage tech companies often struggle to qualify and contact marketing leads efficiently. Inefficient lead flows or a lack of actionable data can cause Reps to abandon hundreds of leads as they sit idle for weeks.
As a SaaS company scaling globally, Zixi was striving to improve its handling of Marketing Qualified Leads (MQLs) and convert them to Sales Qualified Leads (SQLs). The lead flow and integration with Salesforce could be improved with better automation and simplification for identifying high-potential opportunities. Reps need enhanced actionable data and guidance, as well as leveling up their lead follow-up best practices.
After conducting a quick assessment of the current workflow, tools, and processes, including input from the field, we work with Revenue Operations to streamline lead flow and automatically enrich contact data with the information reps were looking for. We automated weekly reports with clickable links to access deeper information or other platforms, reducing friction and encouraging action.
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Time to outreach was reduced by more than half to 24-48 hours for 98% of all MQLs routed to the field.
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Uncontacted leads dropped by approximately 96% from the triple-digit backlogs.
Zixi optimized its marketing spend while minimizing the manual effort required from the field to lead with action.
Platform Adoption
Datto relied heavily on its partner network to drive sales, offering a free Marketing and Customer Relationship Manager (CRM) platform to fuel growth. Yet fewer than half of its 14,000+ partners actively used “MarketNow” to engage prospects. A targeted education and communication campaign was needed to boost adoption and maximize sales impact.
Do you struggle with platform adoption? Let’s discuss how we can help!
Industry Conference Readiness
At global trade shows, companies like Akamai and Zixi must empower their customer-facing teams to confidently articulate a unified value proposition, showcase key innovations and updates, and deliver impactful demos that align product benefits with real-world customer challenges.
Do you have an upcoming tradeshow or conference? Do you need to standardize your value proposition, enhance your presentation, or bulletproof your message? Let’s Talk!
