© 2016 DSG

A Playbook Approach to Sales Transformation

Strategy Implementation

© 2016 DSG© 2016 DSG

BUSINESS

STRATEGY

MARKETING

STRATEGY

STRATEGY

IMPLEMENTATION

PACKAGED

TRAINING

TECHNOLOGY

IMPLEMENTATION2

Implementing ‘Big Ideas’

Strategy Messaging

Process Leadership

© 2016 DSG© 2016 DSG

PLAYBOOK

DEVELOPMENT

CUSTOMIZED

TRAINING

REINFORCEMENT +

COACHING

3

Roadmap for Sales Enablement

© 2016 DSG

Process• Steps

• Best Practices

• Planning Tools

• Metrics

Leadership• Coaching Cadence

• Coaching Guides

• Dashboard

• Assessment

Messaging• Conversation tracks

• Insights

• Success stories

• Visuals

Strategy• Targeting

• Audiences

• Solutions

• Engagement Strategies

4

Sales Enablement Through Playbooks

© 2016 DSG

© 2016 DSG© 2016 DSG5

Manufacturing Technology Healthcare

Telco Business Services

Cross-Industry Experience

Financial Services

© 2016 DSG© 2016 DSG13

Sales Enablement Framework

• Sales Engagement

Strategy

• Sales Enablement

Strategy

• Sales

Transformation

Plan

Where to Go

• Corporate Message

• Solution Message

• Industry Message

• Partner Message

• Competitive

Message

What to Say

• Opportunity

Management

• Strategic Account

Development

• Territory

Management

• Partner

Engagement

What to Do

• Coaching

Framework

• Pipeline & Forecast

Management

• Sales Process

Reinforcement

• Sales Talent

Development

• Business Planning

How to Coach

Strategy Messaging Process Leadership

© 2016 DSG© 2016 DSG15

Change That Sticks

(proven change management approach)

1 + 1 = 3

Client-Specific Playbooks

(quality, depth & speed to deployment)

Your Best + Our Best

(your insight and success + DSG’s client experience)

‘Sales Ready’ Content & Tools

(ready for immediate application in the field)

Why DSG?