cbrock84 Sales enablement
Collateral gets used when it solves a problem the seller has in a live conversation. Everything else is filed and forgotten.
Know where deals actually stall
Before making anything, find where deals die: first call, after the demo, at pricing, at security review, at the champion's boss. Each stall has a different remedy, and building for the wrong one produces beautifully designed collateral nobody opens.
The core set
Pitch deck — a structure, not a script. Problem the buyer recognizes, why current approaches fail, what you do differently, proof, commercials, next step. Ten to fifteen slides, each with a takeaway headline.
One-pager — what the champion forwards internally to people you will never meet. It must survive being read with no context and no presenter. This is usually the highest-leverage asset and the most neglected.
Objection handling — the real objections, in the words prospects use, with responses that acknowledge the legitimate part first. A response that denies the objection reads as evasion and ends trust.
Battlecards — per competitor: where they genuinely win, where you do, the traps to avoid, and what to say when the prospect raises them. Cards claiming you win everywhere get ignored by sellers, who know better.
Case studies — situation, what changed, measurable result, in the buyer's language. One verifiable number beats a page of adjectives.
Demo
Demo the outcome, not the interface. Start where the value is visible, not at login and settings.
Tailor to the problem they told you about — a feature tour of everything demonstrates that you were not listening. Prepare for the three things that always go wrong, and know how to reach the value moment inside five minutes when time gets cut.
Maintaining
Collateral rots. Every asset needs an owner and a review date, and anything referencing pricing, competitors, or product capability needs checking every quarter. A battlecard describing a competitor's old product loses deals.
Never
- Build collateral before you know where deals actually stall. Ask the reps and read the losses first.
- Ship a deck or one-pager with no owner and no review date. Unmaintained collateral is worse than none.
- Order a demo around the product's feature list instead of the order the buyer's problem unfolds in.
- Count enablement as done at delivery. It is done when reps use it in live deals.