Impact:
better customer experience,
larger deals
The pandemic allowed me to enter Salesforce's "Sales Enablement" world, creating a 30-minute enablement "show" and a competitive field communications program.*
best show ever
Best Show Ever (BSE) was an "unapologetically funny," weekly, 30-minute "zoom show" created at the start of the pandemic to provide account executive (AE) enablement about Salesforce "create and close" sales motions.
Jody
If you're new to Best Show Ever and wonder what in the world we're doing, let me tell you. Our goal is to enable you on the latest positioning, products, and key tenets that you need to know to be successful at Salesforce.
The underlying principle was to create an entertaining and funny show to keep AEs engaged. We built it like a morning radio team with three hosts: EVP of Enablement, Jody Kohner, and EVP of Product Marketing, Shannon Duffy, and their trusty sidekick, "Producer Jared," aka VP of Enablement, Jared Litwin.
competitive enablement comms
who says ae's don't open email
I created "email journey" campaigns providing AE's competitive selling content. As the AE updated the customer record and progressed through the sales process, they received the email relevant to them at each point.
This is great intel. Well worth digesting this evening before prospecting tomorrow.
This is really good! And thanks for sharing this with me just in time for my call!
These campaigns' open and click-through rates exceeded Salesforce's overall employee email rates. However, the actual proof of success was the increased deal size for AE's who opened the email and used the content.
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AE's do open -- and read -- email.
73% opened
71% for other company email
7.5% CLICKED
6.8% for other company email
92%
larger
Deal size than AE's who didn't open the emails.
* A note about confidentiality: the bulk of my work at Salesforce is covered by an NDA and cannot be published. Excerpts shown are non-confidential or have been altered for display.
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