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AMA: Salesforce Former Vice President, Global Enablement, Roopal Shah on Sales Enablement
May 19 @ 10:00AM PST
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Salesforce Former Vice President, Global Enablement, Roopal Shah on Sales Enablement
Top Questions
Is there a framework for creating good sales enablement decks for new B2B products or training new sales rep on your product?
Eg: How do you structure it? I can imagine some standard sections such as Competition, Market Problem but are there standard "must haves" section that have worked well.
Roopal Shah
Snowflake Head (VP) of Global Sales Enablement • May 18
I'm a big fan of Nancy Duarte's work and her book Resonate. It speaks a lot to what a good narrative should be for any presentation. With that said, Enablement is a lot about teaching - so how you present to a customer is not necessarily how you present to a seller. For sellers, I put my tea......Read More
2606 Views
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Roopal Shah
Snowflake Head (VP) of Global Sales Enablement • May 18
Work with your enablement team! And like with a lot of things these days, you're competiting for their attention - why should they listen to you? What's in it for them as sellers? What do they get if they listen to you on this topic? Also, work with sales leadership and have some street cred ......Read More
1343 Views
1 request
Roopal Shah
Snowflake Head (VP) of Global Sales Enablement • May 18
Balance is always tricky. At the end of the day, it's about getting others to understand why you think this is important versus over the stuff and also understanding that bandwidth - whether it's yours as the content creator or the seller's as the content consumer - is finite, so prioritization i......Read More
1291 Views
4 requests
Roopal Shah
Snowflake Head (VP) of Global Sales Enablement • May 18
I love Agile practices for this...my teams have always followed a process of Intake prioritization, and constant backlog grooming to feed a roadmap. A roadmap typically is a combination of the absolute must haves (e.g. events like SKO or infratsructure projects like getting an LMS in place or ......Read More
1624 Views
1 request
Roopal Shah
Snowflake Head (VP) of Global Sales Enablement • May 18
Good question - to have to pick is tough but if I must, here are the main things I think every sales rep needs in their bag to be successful: (1) First Call Deck / Pitch Deck (2) Competitive Battlecard(s) (including how to place traps / how to arm against competitor's traps - shields/swords......Read More
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Roopal Shah
Snowflake Head (VP) of Global Sales Enablement • May 18
Your CMS (content management system) should have some sort of archiving parameters in place that should remind the PMM team when things get stale. With that said, all the reminders in the world won't matter if people ignore them, so I recommend you also have a "librarian" of sorts manage your c......Read More
2142 Views
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Roopal Shah
Snowflake Head (VP) of Global Sales Enablement • May 19
It depends on where you are in the growth journey. If this is a strategy change - in terms of no longer selling a product to selling a platform, it's more about messaging & the art of the possible with a platform. If you're further in the growth journey and have a complex product portfolio, ......Read More
1289 Views
1 request
What sales enablement changes do we need to make as we shift focus from selling to SMB and mid-market to selling to enterprise?
Our sales team is used to selling to SMB and mid-market.
Roopal Shah
Snowflake Head (VP) of Global Sales Enablement • May 19
While there are some common themes regardless fo the segment, there are some unique things down market: - Volume is much higher - reps have a 1000s of accounts versus handfuls so productivity is harder - Value selling is different - most buyers in those segments, especially SMB, won't have time......Read More
1067 Views
1 request
Roopal Shah
Snowflake Head (VP) of Global Sales Enablement • May 18
Value selling is a really tool you can have in your arsenal. I would do a few things here if you're focused on having them shift to higher selling things. (1) Articulate Value - what is the customer getting for paying more? What are the benefits they would gain with this? (2) Teach them to ......Read More
1752 Views
1 request
Roopal Shah
Snowflake Head (VP) of Global Sales Enablement • May 18
My biggest challenge is working with all the other groups vying for seller attention and helping them approach it with empathy and working for the greater good, versus what they think is best. But the responsibility here isn't all on them - enablement has a responsibilty to also present the full ......Read More
1502 Views
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