What strategies do you recommend for developing and implementing an internal approval process for sales enablement collateral? To make sure all relevant parties are involved but also to keep the process moving forward and getting pieces out the door?

Answer

4 Answers

Mike Flouton

Boxford Capital Managing Partner | Formerly Barracuda, SilverSky, Digital Guardian, OpenPages, Cybertrust • 8y

I've found a two tier, "silence = approval" system strikes a good balance between expediency, being respectful of people's time and facilitating a lot of visibility. First, agree on your review teams. Tier one should be people with whom you've got a close working relationship, close to the product. For example, you might pick your PM, an SE a sales rep, an SDR and someone from corporate marketing. This will vary a lot by organization, so I'm not making any attempt to come up with an exhaustive ...Read More

764 Views
Justin Gabriel

Luna On-Demand Physical Therapy Marketing • 8y

We host an internal sales training prior to the launch of new features and products. During this time, we cover: Why the updates matter to the sales team and the prospects What's new + demo How to access the new feature/product for demo purposes Additional resources (videos, help articles, screenshots etc.) Additionally, we have a checklist (this includes deliverables from product, marketing, sales, success = key for keeping momentum and accountability) and weekly GTM meeting where a sales repre ...Read More

582 Views
Kimberly Blight

ActiveCampaign Director, Product Operations • 8y

We use the Agile framework and have all approvals go through our review board. Keeps everyone aligned and in the same workflow!

1,283 Views
Hien Phan

TigerData Head of Marketing • 6y

I have kept it simple when it comes to an internal approval process for sales enablement collateral. (1) A meeting for Sales & CS leadership approval/outcome is sales and cs leadership assigned their highest performing reps to get them to test collateral (2) Meet with key high performing sales reps to go over collateral and timing of the test. (3) Meeting to intro to the greater sales team and get any last-minute feedback (4) Rollout All the above can be done virtually via Zoom or an LM ...Read More

755 Views