Featured
State-of-Martech-eBook-Cover

The Martech Report 22/23

Martech is more important than ever, and despite a more challenging economic situation in 2022, martech budgets are continuing to grow. The global market for Martech and Salestech is estimated to be worth $508.9bn.

As our latest State of Martech report finds organisations face a number of challenges around marketing technology. The biggest one is finding the skills and talent needed to drive martech initiatives.

DOWNLOAD

Sales Enablement, Sales Operations & SalesTech Periodic Table

Our new periodic table brings together all the essential elements of Sales Enablement, Sales Operations and SalesTech excellence.

Sales-Enablement-Periodic-TableDownload a large, high resolution version of the Sales Enablement, Sales Operations & SalesTech Periodic Table by completing the form. 

Join our sales enablement sessions at AntiConLX Global in London this October, to get a deep-dive on this periodic table and other sales sessions.

 

How This Periodic Table Works

For the categories or groups of elements, we have extended our 5Ps of marketing technology to apply to the field of sales enablement.

Each of the Ps/categories has core pillars within it, which are the bold, full-colour blocks.

The individual elements contained within each group are the ingredients which combine to create the formulae for sales excellence.

This periodic table serves to identify what needs auditing and developing to advance sales enablement maturity at your organisation.

The Five Pillars

 

SALES - PLANNING & STRATEGY

Planning is defined as the stages to follow in developing and auditing your organisation’s sales enablement strategy.

From defining the sales initiatives and roadmap to ensuring they align to your customers, buyer journeys and business goals.

The core pillars of planning are the other Ps of the periodic table; process, people, platforms and pioneer. These are highlighted in the block colour. 

 

SALES - PEOPLE & TEAMS

This P is the process of auditing how well resourced your organisation is to deliver the sales enablement plan defined. And the extent to which your organisation can support sales enablement expertise development; recruitment, agency selection and training.

The process will involve auditing sales capabilities of the team and identifying where your organisation needs to upskill, reskill or recruit.  

Sales teams and structures differ from company to company, but the core types of sales/marketing function or role that make up exceptional sales enablement teams are common. These are highlighted in the block colour. 


SALES - PLATFORMS, APPS & ECOSYSTEMS

The stages and actions of this P are building and managing your organisation's sales stack to deliver on the defined sales enablement plan.

The process will involve auditing the sales stack and sales data flows from an integration, configuration, and management perspective. It will also span into vendor selection and team tool adoption.

While no sales stack is identical, the periodic table includes the salestech categories that make up a common powerful sales stack. These are highlighted in the block colour. 

SALES - PROCESS & SALES OPS

This P is made up of the sales and data governance, measurability, content planning, sales messaging and campaign process, that underpins your organisation’s sales strategy and sales enablement activities.

The core sales operations functions are highlighted in the block colour. 

SALES - PIONEER & PILOT

This P relates to the extent to which your organisation is up-to-date on market trends; able to react to changes in buyer behaviour and customer trends; able to assess and experiment with new sales technologies; and has the agility to adapt rapidly to new sales patterns.

To both transform to a modern sales function and gain a competitive advantage on what new technologies exist, your organisation needs to pioneer and pilot new sales techniques and tools.

The current emerging and disruptive sales technologies that your organisation should be watching are highlighted in the block colour. 

Download a large, high resolution version of the Sales Enablement, Sales Operations & SalesTech Periodic Table by completing the form.