The enablement imperative

Transcript

1. THE
   ENABLEMENT
   IMPERATIVE
   

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2. #RepsLoveHighspot
   Product
   Positioning
   Messaging
   Content
   Product?
   Positioning?
   Messaging?
   Content?
   PRODUCT
   MARKETING
   TRADITIONAL
   ENABLEMENT RESULTS?
   OUR PAIN IS REAL
   Ask the Expert
   Email
   Webinar
   Portal
   

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3. #RepsLoveHighspot
   WHY
   

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4. #RepsLoveHighspot
   CONVENTIONAL WISDOM
   Content
   CONTENT
   MANAGEMENT
   • Findability
   • Analytics
   • Governance
   

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5. #RepsLoveHighspot
   OUR REAL GOAL
   ELEVATE CONVERSATIONS
   TO WIN AND KEEP
   CUSTOMERS
   

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6. #RepsLoveHighspot
   OUR REAL GOAL
   CUSTOMERS HAVE HIGH
   EXPECTATIONS YOU WIN BY
   EXCEEDING THEM
   

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7. #RepsLoveHighspot
   ELEVATING CUSTOMER CONVERSATIONS
   WHAT TO KNOW
   WHAT TO SAY
   WHAT TO SHOW
   

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8. #RepsLoveHighspot
   HOW
   Content
   CONTENT
   MANAGEMENT
   Write Down
   What to Know,
   Say, Show
   

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9. #RepsLoveHighspot
   GUIDANCE IS ABOUT ACTION
   OBJECTION COMPETE CROSS-SELL
   UPSELL LAUNCH EVENT
   

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10. #RepsLoveHighspot
    v
    #RepsLoveHighspot
    EXAMPLE SALES PLAY
    

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11. #RepsLoveHighspot
    GUIDANCE IS A
    BRIDGE BETWEEN
    MARKETING AND SALES
    

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12. #RepsLoveHighspot
    GUIDANCE TURNS
    CONTENT INTO ACTION
    

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13. #RepsLoveHighspot
    WHO BUILDS THE GUIDANCE
    

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14. #RepsLoveHighspot
    ANALYZING PERFORMANCE
    v
    KNOW
    SAY
    SHOW
    Modern Analytics
    AI Inferencing
    Content Genomics®
    

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15. #RepsLoveHighspot
    Product
    Positioning
    Messaging
    Content
    Buyer Satisfaction
    Deal Velocity
    Win Rates
    PRODUCT
    MARKETING
    BUSINESS
    OUTCOMES
    GUIDANCE DELIVERS STRATEGIC ADVANTAGE
    CONTENT
    Renewal Rates
    

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16. #RepsLoveHighspot
    NOW WHAT
    GUIDANCE IS THE DIFFERENCE
    THINK DIFFERENTLY
    DIFFERENTLY
    WORK
    

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17. THANK YOU!
    Robert Wahbe
    Booth 15
    www.highspot.com
    

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