By Giles House
Vice President, Marketing Communications and Products

 

Earlier this month we attended Forrester’s Sales Enablement Forum in Scottsdale.  While enjoying the sunny weather, we had the opportunity to connect with leading analysts, sales enablement professionals, sales/marketing leaders, and strategy professionals.  Industry leading companies like CDW had the opportunity to share their best practices with the crowd.

For those of you unfamiliar with CDW, they are a leading provider of technology solutions for business, government, education and healthcare. Joe Levin, the Head of Sales Enablement is tasked with ensuring 4,000 sales people and partners are armed with the right information at the right time to close deals.

In his presentation, Is Your Enablement Portal a Treasure Trove of Well-Organized Content and Tools or Is Finding That Key Resource a Lengthy Treasure Hunt? Joe revealed CDW’s secrets to successfully enabling his team in three key areas:

  • Onboarding & Education
  • Productivity, and
  • Revenue Growth

The primary challenges he faced are similar to those of many sales teams. For example, there were four content portals with various types of information stored and 20,000 pieces of unmanaged content. The complexity of the system made searching across portals impossible - all of this resulting in a loss of $4 million in potential revenue.

Throughout his presentation, Joe reveals the six secrets he found most powerful in aligning their sales and marketing teams to ultimately increase productivity in a way that hit the bottom line.

6 Secrets to Creating a Powerful Sales Enablement Portal

  1. The integration process begins with shared goals that drive business results.
  2. Building alignment is as important as building the site.
  3. Listen. Give each stakeholder a voice.
  4. You need to build your case, understanding all the obstacles to overcome.
  5. It’s all about simplicity. And simplicity is the result of a lot of hard work.
  6. Feedback should be used as a road map for future development.

View the entire CDW Sales Portal presentation here.

If you’re interested in learning more from Joe, he’ll present again at our upcoming user conference, C3.  We would love to have you join. Learn more about C3 here.

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