Sales Enablement Services for B2B Manufacturers
Start Here: The Strategic Foundation
Most companies start with the Go to Market Strategy Playbook to define their go-to-market strategy BEFORE implementing alignment, methodology, or process improvements. If you already have clear market segmentation, value propositions, and competitive positioning, skip ahead to the implementation services below. If not, this is your starting point.
Go to Market Strategy Foundation
The strategic foundation sales enablement is built on
The Problem: You can't effectively enable sales without first answering strategic questions:
- Who should we sell to? (ICP and segmentation)
- What value do we create for them? (Value propositions)
- Why should they choose us? (Competitive positioning)
- How do they buy from us? (Customer journey)
- What messages resonate? (Messaging framework)
Most manufacturers operate without documented answers to these questions. Sales and marketing make tactical decisions in a strategic vacuum.
Content doesn't work because there's no clear messaging framework. Training doesn't stick because there's no agreed-upon value proposition. Teams stay
misaligned because there's no shared strategy to align to.
This service creates the strategic foundation everything else builds on.
What's included?
STRATEGIC DEFINITION:
✓ Market segmentation and ideal customer profiles
✓ Value proposition development by segment
✓ Competitive positioning
✓ Market prioritization and growth strategy
GTM PLAYBOOK DEVELOPMENT:
✓ Customer journey mapping (how each segment buys)
✓ Sales plays by segment (how to engage, qualify, close)
✓ Marketing plays by segment (how to generate demand, nurture)
✓ Messaging architecture (language that resonates)
✓ Channel and coverage strategy
ALIGNMENT & ROLLOUT:
✓ Executive alignment workshop (get leadership on same page)
✓ GTM playbook documentation (strategy everyone can reference)
✓ Sales and marketing enablement on the strategy
✓ 90-day adoption support and refinement
Timeline: 90 days
Investment: $40,000 - $55,000
Typical results:
- Documented GTM strategy everyone understands and uses
- Sales and marketing operating from same playbook
- Clear market focus (stop wasting resources on wrong-fit customers)
- Consistent messaging and positioning across all customer touchpoints
- Foundation for all other enablement work (content, training, process)
- 20-30% improvement in win rates (targeting right customers, right message)
- Executive team aligned on how to compete and grow
If this sounds interesting - request a free assessment.
IMPLEMENTATION SERVICES
Once strategy is clear (either from the work above or existing), these services build the organizational capabilities to execute it:
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Sales Process & KPI Framework
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Sales & Marketing Alignment Sprint
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Sales Methodology, Training, and Coaching
Sales Process & Performance Framework
For companies with no defined process and no way to measure what's working or what's not working.
Problem: You have a CRM, but no real sales process. Deals move through stages randomly. Pipeline reviews are just "what's the latest?" conversations. Nobody knows which deals are qualified or why they're winning/losing. Meanwhile, you can't measure what matters. Is training working? Which content helps close deals? Where do deals actually stall? You're flying blind with no visibility into what drives performance. Without process and measurement, you can't coach effectively, forecast accurately, or improve systematically.
What's included?
- Sales process design (stages, activities, exit criteria for each stage)
- CRM workflow configuration (embed process so it's actually followed)
- Qualification framework (how to score and prioritize opportunities)
- Deal review structure (productive pipeline reviews, not status updates)
- Win/loss analysis system (learn from every deal)
- Performance dashboard design (KPIs that actually matter)
- Leading indicators identification (early warning signs, not lagging results)
- Manager coaching framework (how to coach to process and metrics)
- Reporting cadence and accountability structure
- 90-day implementation with adoption support
Timeline: 90 days
Investment: $28,000 to $38,000
Typical results:
- Clear, documented sales process everyone follows
- Pipeline accuracy improves 30-40% (better forecasting)
- Managers can coach to consistent criteria (not guesswork)
- Visibility into where deals stall and why
- Data-driven decisions about training, content, and resource allocation
- Improved win rate and lead conversion rate
If this sounds interesting - request a free assessment
Sales & Marketing Alignment Sprint
For companies where sales and marketing work in silos and don't work well together.
Problem: Your sales team ignores marketing's content. Marketing complains about sales not following up. Teams have different goals and KPIs. Nobody owns the customer journey end-to-end. Sound familiar? 78% of B2B companies struggle with this.
What's included?
- Current state assessment (team interviews, content audit, workflow/lead process analysis)
- Shared metrics and accountability framework
- Content feedback loop design (what sales needs, what's working, what's missing)
- Regular sync meeting structure (productive, not painful)
- Joint planning process for campaigns, launches, and events
- 30/60/90-day roadmap for sustained alignment
Timeline: 60 days
Investment: $18,000 to $25,000
Typical results:
- 30-40% increase in marketing content usage by sales
- 20-30% reduction in time reps spend creating their own materials
- Measurable improvement in lead quality and conversion rates
- Teams aligned on messaging, tactics, follow up, and KPIs
If this sounds interesting - request a free assessment.
Sales Methodology, Training, and Coaching Implementation
For companies where reps pitch product instead of discovering problems
Problem: Your reps lead with features and specifications. They jump straight to demos without understanding business challenges. Customers say "we need to think about it" because you haven't built a compelling business case or proven value.
96% of buyers research before talking to sales. If your reps can't ask better questions than Google can answer, you're losing deals.
What's included?
- Methodology selection and customization
- Discovery question frameworks for your products/customers
- Qualification criteria and scorecard
- CRM integration (embed methodology in your workflow)
- Rep training and certification (workshops + roleplay)
- Manager coaching framework (how to coach to the methodology)
- Deal review structure and cadence
- 90-day adoption support
Timeline: 90 days
Investment: $30,000 - $40,000
Typical results:
- 15-25% improvement in win rates
- 20-30% reduction in sales cycle length (proper discovery prevents stalls)
- Higher average deal size (selling value, not competing on price)
- More predictable pipeline (consistent qualification criteria)
If this sounds interesting - request a free assessment.
