How To Train Teams On Value Proposition Development

Partner enablement is often thought of as how we are enabling our partners. But sales teams are the frontline of revenue, and their success often hinges on understanding the value partnerships bring. Many organizations fail to equip sales reps with the tools and training they need to make the most of partner-driven opportunities. If you want your partnerships to truly drive impact, you must tailor enablement for your sales team. Here’s how to get started: 1. Sales reps need clarity on how to integrate partnerships into their process. Make sure your training covers: * The Partner Pitch: What’s the unique value of a partner-driven lead, and how should they position it to the customer? * Co-Sell Opportunities: How do they collaborate with partners during the deal cycle? Define roles and responsibilities for seamless execution. * Engagement Process: What’s the step-by-step process for involving a partner? Whether it’s looping them in for a demo or escalating technical questions, clear guidelines prevent delays and confusion. 2. Provide Easy-to-Use Tools: Sales enablement shouldn’t feel like homework. Create resources that are quick to access and easy to use, like * Quick-Reference Guides: Summarize partner value propositions, key metrics, and FAQs in a single document. * Cheat Sheets for Objections: Offer pre-written responses to common challenges when selling partner-driven solutions. * CRM Templates: Use CRM workflows to automate the partner engagement process, keeping it simple and repeatable. 3. Integrate Training into Sales Routines Don’t overwhelm your sales team with one-off workshops. Instead, embed partnership enablement into their day-to-day routines: * Add partner updates to weekly sales meetings. * Offer bite-sized training videos or guides they can review on-demand. * Celebrate wins from partner-driven deals to reinforce the value of collaboration. 4. Pair new sales reps with a “partnership ambassador” on your team to provide hands-on guidance during their first partner-driven deals. When sales teams understand how partnerships drive value, they become powerful advocates for partner-driven growth.

Great messaging & positioning mean nothing if your sales team can't execute on it. Most sales teams are armed with feature lists and competitive comparisons. But lack the tools to identify and address specific customer outcomes. The outcome-driven transformation: Before: Generic pitches about product capabilities After: Diagnostic conversations about underserved customer outcomes The new sales toolkit: - Diagnostic tools to identify which outcomes matter most - Segmented messaging for different customer types - Value proposition statements tied to specific underserved outcomes - Competitive positioning based on outcome satisfaction, not features Results - Sales teams can quickly: - Identify unmet customer needs (desired outcomes) - Demonstrate relevant value by pitching the best solution - and differentiate based on customer outcomes rather than features. When your sales team knows exactly which customer outcomes are underserved, every conversation becomes more relevant and compelling. Is your sales team equipped to identify and address specific customer outcomes?

Your sales training isn't working because you're training the wrong skills. Most companies spend thousands on objection handling workshops and discovery frameworks. Then wonder why their close rates stay flat. ↦ Reps can't explain ROI in business terms buyers understand ↦ They don't know how to navigate buying committees ↦ They struggle to create urgency without being pushy ↦ They can't differentiate from competitors beyond features ↦ They don't understand how to use AI tools effectively Meanwhile, your training focuses on "How to handle the price objection." "Seven steps to effective discovery." "Building rapport in the first five minutes." Your buyers don't care about rapport anymore. They care about results. They're not asking about price because they can't afford it. They're asking because they don't see the value. They're not avoiding your calls because they're busy. They're avoiding them because you sound like everyone else. The companies winning deals are training their reps on... Business case development Stakeholder mapping Value quantification Competitive positioning Technology leverage Skills that actually matter in modern B2B sales. Start teaching your team how buyers actually buy in 2025. Your competition already figured this out. — ♻️ Repost and follow for more insights Ready to train your team on skills that actually drive results? The Innovative Seller shows you exactly what modern B2B buyers expect from salespeople

In the past year we went from 6 Account Executives to 14 and 10 BDR's to (very soon) 18 We have no #salesenablement or sales trainer on our team. So how did we scale our teams while setting them up for success? We use a very simple three step process for all training we roll out. 👀 See it 🎧 Hear it 🗣️ Do it Every new product feature, process, or skill is rolled out with intention. The problem with a lot of manager-led training is it's often one & done. Over the course of three weeks, we teach the information in multiple formats. ✅ Week 1 (see it) - this is your traditional classroom setting type of training. Put a training deck together and explain what you're training on, why it's important, how it impacts your team, and the benefits your team will see from it. Have all your documentation ready to go including wiki's, talk tracks, and any other resources needed. ✅ Week 2 (hear it) - use real life scenarios to show the team how it should sound in practice. This can be live role plays between the SME's and/or recorded videos & calls showcasing the talk tracks. The team needs to hear what good looks like before they can implement it on their own. Create a Hall of Fame library internally for referencing later on. ✅ Week 3 (do it) - pair the team up and have them practice what was taught the previous two weeks together. Create a scorecard with success criteria so people can objectively know whether they've mastered a skill or new concept. The tools I use to get this done? Pitch for our training decks Guru for our internal knowledge base Loom for our training videos Workshop for all our post training emails and comms Attention for real time call intelligence and scorecards And a special shout-out to Erin Depa who brought this #salestraining concept to our team 2 years ago 🎉

💎 Marketing Gem: Empower Everyone In Your Business to Think Like Product Marketers I believe your business will thrive if everyone, in some capacity, can think like a product marketer. Not to an extreme extent, but in simple, actionable terms. I’ve invested time conducting workshops with teams across the board—from SDRs (Sales Development Reps) to SEs (Sales Executives), Customer Success, and even Product and Engineering teams. The focus has been on creating simple messaging canvases to better understand the needs of decision-makers, influencers and users. From there, we build value propositions that truly resonate. In the world of product marketing, crafting messaging can be complex. But for the average business user, a simple messaging canvas works wonders. It starts with identifying the persona and exploring their wants, fears, and needs. Once you have that foundation, you can articulate a clear value proposition—one that highlights the benefits for the customer rather than focusing on how the product works. As Simon Sinek puts it: Start with why. From there, you build an elevator pitch or value proposition supported by three core benefits with facts and features to back them up. Simple. Actionable. Effective. I’ve facilitated this live in workshops, recorded videos to share with teams, and even challenged them to create their own canvases. And in a collaborative, group setting, magic happens. This approach ensures everyone in your business knows how to articulate value—whether for an internal initiative or a product being pitched externally. Walking alongside your team in this process, rather than pushing value messaging down to them, makes all the difference. It’s a powerful way to build alignment and elevate how your business communicates. #marketing #marketingleadership #productmarketing #GTM