The End of Random Acts of Enablement

A talk by David Abramowski
Director, Sales Enablement Content, PayPal

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About this talk

There is no lack of product content and selling materials in most software companies. As a matter of fact, there is usually so much that sales teams are numb to it.

This results in sales folks doing what sales does...they figure out on their own how to get the job done to make their numbers. Sales people look at sales enablement as a service to build that next piece of content they need...immediately. Unfortunately this drives a wild series of content without a purpose that has a single purpose in a single point in time.

As sales enablement professionals we stop the RANDOM ACTS OF ENABLEMENT by being strategic and determining how content can fuel a repeatable and predictable sales cycle. In this session, I'll share my experience on reigning in the content monster of a global organization and how content maps can be used to identify gaps, build repeatability, and ensure that thousands of sellers know exactly what content to use at what point in the journey.

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