How do you navigate sales enablement at a startup that serves multiple sectors of the market and has limited resources?

Great question. As someone who's worked in a number of startups, I can definitely relate to the pain of trying to do too much at once.In terms of prioritizing your enablement development/rollout across sectors/personas, here's how I think about it:1. Revenue wins: Run the numbers on your serviceable addressable market. Basically, look at the sector population and your average deal size or customer lifetime value to stack rank the opportunity by potential $$. 2. Ability to deliver against custome ...Read More

It's really really hard to be in a startup with a small team and feel like you have to prioritize everything. I'm living it right now! Some people are just really good at ruthlessly prioritizing. But it can be hard to manage when priorities and strategies are changing fast, everything is being built from scratch, and multiple stakeholders are making demands. Don't I know it! What I try to do is: Prioritize which sector has the most juice to squeeze. There are a few vectors: existing traction (e. ...Read More

Are you perhaps stretched too thin with multiple/various buyers. Do you need to do a buying persona exercise vs accelerated sales enablement? Sometime Sales Enablement is over thought. Ultimately it is about facilitating/suppporting the selling process. If you are pursuing many varied buyers, what is the lowest common denominator that covers them and work backwards. For instance, can you get away with the same proposal template? Can sellers be trained at the same time? Is there a common use case ...Read More

If you have limited resources, the only thing to do is to prioritize. You cannot try to do it all at once, so focus on the ones that will make the biggest impact.  For instance, if you are moving into new sectors - chances are you already have existing enablement materials for existing sectors - so for a quarter or two, you can potentially just focus on the basic list of deliverables you need to get the sales team selling into the new markets. Figure out what is doable with the resources you do ...Read More