Do you have a weekly product training with the go-to-market team (marketing, SDRs, sales, and customer success)?
We did this at Oracle and Leadspace and it worked well. It's a weekly, 1 hour live training forum where we introduce product updates, new sales tools, and deep dive into customer use cases. At Oracle, over 350 sales reps joined the weekly meetings and they were recorded, so more people go to see the replay if they couldn't join live. For tech, any web conferencing software would do. But you have to be the one getting input from sales for training topics, setting the agenda, and, finding speakers.
Content will change depending on the needs of sales and where they need the most help. Content could be more messaging focused or product focused.
As a baseline, you should cover this:
- Targeting* - Who are your buyers, what do they care about, what problems are they trying to solve.
- Prospecting* - How to penetrate accounts, what's your 30 second elevator pitch, how to book a meeting.
- Discovery Questions* - What questions to ask prospects to uncover need.
- Pitch Deck* - How to pitch the product, what to say, how to communicate value in a 7 minute pitch.
- Product Demo* - See the product, communicate the value of the product with a live demo.
- Product Features* - Get deep into product features and functionality. What's the underlying technology.
- Use Cases* - How customers are using the product, what are the results.
- Competitive Differentiation* - How is the product different than competitors? How do you respond when prospects ask about a specific competitor?
- Pricing and Packaging* - How to price the product. What packages are available?
- Roadmap* - What's in the future for the product. The rhyme and reason for this schedule is thinking in terms of a sales process.
A sales rep is going to want to know who to target, what to say, how to differentiate, how to demo, and how to price - usually in that order. You'll cover all your bases, then you can figure out where your team is most "stuck" in the sales process and focus more on that - maybe do a repeat session on that topic.