Course Overview
This 5-day course provides participants with the knowledge and tools to effectively manage and distribute sales content and collateral. Sales professionals will learn how to organize, centralize, and track the use of sales materials such as brochures, presentations, case studies, and proposals. The program emphasizes aligning content with buyer journeys, ensuring accessibility for sales teams, and leveraging analytics to measure content effectiveness.
Duration
5 Days
Target Audience
- Sales enablement professionals
- Marketing managers and content strategists
- Sales representatives and account executives
- Business development teams
- Organizations aiming to improve sales content effectiveness
Organizational Impact
- Centralized and efficient sales content management
- Improved alignment between sales and marketing
- Enhanced buyer engagement through timely and relevant content
- Increased ROI from sales collateral investments
Personal Impact
- Improved ability to manage and distribute sales content
- Stronger collaboration with marketing and sales teams
- Better understanding of content performance analytics
- Enhanced efficiency in delivering the right content at the right time
Course Outline
Course Objectives
- Understand best practices for managing sales content
- Learn to organize and centralize sales collateral
- Distribute content effectively across sales channels
- Track and analyze content performance
- Align content strategies with sales and customer needs
Course Modules
Course Modules
Module 1: Fundamentals of Sales Content Management
- Defining sales content and collateral in modern selling
- Importance of content in the buyer’s journey
- Challenges in managing sales content effectively
- Benefits of centralized content management
- Case Study: Streamlining content access for a global sales team
Module 2: Organizing and Centralizing Sales Collateral
- Creating a structured content repository
- Classifying content by buyer stage and persona
- Managing version control and updates
- Leveraging content management platforms (e.g., Highspot, Seismic)
- Case Study: Improving efficiency with centralized sales collateral
Module 3: Effective Distribution of Sales Content
- Sharing content across digital sales channels
- Ensuring accessibility for field and remote sales teams
- Personalizing content delivery for different clients
- Automating content distribution with digital tools
- Case Study: Enhancing client engagement with personalized collateral delivery
Module 4: Measuring Content Effectiveness
- Defining KPIs for content success (usage, engagement, impact)
- Tracking buyer engagement with distributed content
- Identifying high-performing vs. underused materials
- Using analytics to refine content strategies
- Case Study: Using data-driven insights to improve sales content ROI
Module 5: Advanced Strategies for Content Management
- Aligning marketing and sales for content creation
- Scaling content management across global organizations
- Ensuring compliance and brand consistency in distributed materials
- Building a sustainable content governance framework
- Case Study: Enterprise-wide adoption of a content management system
Related Courses
Course Administration Details
Methodology
These instructor-led training sessions are delivered using a blended learning approach and include presentations, guided practical exercises, web-based tutorials, and group work. Our facilitators are seasoned industry experts with years of experience as professionals and trainers in these fields. All facilitation and course materials are offered in English. Participants should be reasonably proficient in the language.
Accreditation
Upon successful completion of this training, participants will be issued an Indepth Research Institute (IRES) certificate certified by the National Industrial Training Authority (NITA).
Training Venue
The training will be held at IRES Training Centre. The course fee covers the course tuition, training materials, two break refreshments, and lunch. All participants will additionally cater to their travel expenses, visa application, insurance, and other personal expenses.
Accommodation and Airport Transfer
Accommodation and Airport Transfer are arranged upon request. For reservations contact the Training Officer.
Tailor-Made
This training can also be customized to suit the needs of your institution upon request. You can have it delivered in our IRES Training Centre or at a convenient location. For further inquiries, please contact us on:
Payment
Payment should be transferred to the IRES account through a bank on or before the start of the course. Send proof of payment to [email protected]
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