Your Ultimate Sales Enablement Wingman

Enablement is the engine that powers a high-performing sales organization. It is how organisations ensure their GTM team is prepared, aligned, and empowered to execute consistently and win more deals. An effective Sales Enablement program is THE competitive differentiator.

Wingman Enablement offers a variety of Seller Enablement services including

Value-Based Selling Enablement

• MEDDIC/MEDDICC/MEDDPICC masterclass

  • What is MEDDICC and How it helps (Sellers, Leaders, Customers and Partners)

  • The elements of a great deal

  • Operationalizing MEDDICC

• Train and operationalize your team on the value framework / or your sales playbook

  • Building and utilizing Value Pyramids (including the power of AI)

  • Developing a Pain Hypothesis for stakeholders in your ICP (Ideal Customer Profile)

  • Creating compelling customer facing 3 Whys (Why Anything, Why <Your Solution>, Why Now)

  • Influencing and executing PoVs (Proof of Value) to showcase Technical Differentiation

  • Positioning, creating and presenting executive level, defensible BVAs (Business Value Assessments) to demonstrate Economic Value

• Master Your Message. Corporate messaging certification for First Meeting Deck, Executive Buyer Playback, Elevator Pitch etc

• Sales execution Skills

  • Pipeline Generation best practices (Research, Messaging, Leveraging AI)

  • Discovery and Qualification Skills (leveraging frameworks such as BANT, SPIN and SCIPAB)

  • Influencing Decision Criteria using an outcome-centric lens to align problem with a differentiated solution

  • Champion Plans (Identification > Build > Test > Leverage)

  • Securing Executive Alignment to drive deal velocity

  • Negotiation and Objection Handling Skills

  • Building a reverse timeline to develop a Mutually agreed close plan

• Deal Simulations and Scenario based workshops

  • Sellers learn by doing not from slideware. Immerse your team in real world scenarios with actionable coaching so they develop the repeatable skills needed to excel, as an account team.

• Value Seller Micro-learning

  • Consumable soundbites that fit around the sellers other time commitments.

• Deal Clinics

  • 1:1 and group deal coaching sessions leveraging whiteboarding to identify deal risks and perform live MEDDPICC coaching.

  • Coaching reps to focus on solving big problems that lead to business outcomes, not product.
    
    

Skill / Will Analysis

• Interview-based, observational or data-driven analysis.

• Identification of ability to execute gaps due to enablement or motivation deficiencies.

• Formal recommendations on 'Whats in it for me?" messaging, coaching plans and measurable enablement goals.