A Sales Enablement Framework
Part of the Periodic Table of Marketing
The elements of sales enablement
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Data Enrichment
Data enrichment provides sales teams with a more complete view of their prospects, allowing for highly personalized and relevant outreach. This helps them prioritize leads and close more deals faster.
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Lead Assignment
Automated lead assignment instantly routes leads to the right rep, which dramatically improves speed-to-lead. This boosts efficiency and significantly increases the chance of conversion.
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Lead Scoring
Lead scoring ranks leads based a myriad of factors on their likelihood to convert, helping sales teams to prioritize their efforts on the most promising prospects. This ensures reps focus on the right leads at the right time. 🎯
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Lead Management
Automated lead management ensures every lead is captured, nurtured, and assigned consistently, which boosts sales efficiency by freeing up reps to focus on selling. This streamlined approach improves closing rates.
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Pipeline Attribution
Pipeline attribution connects revenue directly to the marketing efforts that influenced a deal, providing sales with crucial data on which channels and content are driving the most qualified leads.
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SOPs
SOPs provide a standardized, repeatable sales process that reduces errors and guesswork, improving team efficiency. This ensures every rep operates with a consistent, high-quality approach.
A framework for sales enablement
The Periodic Table of Marketing is a proprietary marketing strategy framework that enables organizations to:
- Audit the components of the marketing mix
- Identify marketing risks and opportunities
- Prioritize marketing tactics
- Optimize the marketing and sales funnel
This strategic marketing framework comprises 14 Tactical Groups, all representing a vital part of a high-performance marketing engine. Each group contains Marketing Elements, each a key component to tactical success.
Investigating and documenting the status, opportunities, and priorities of each Marketing Element provides organizations with a clear marketing roadmap, showing what they should do next to push the needle.
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Practical Use
The Periodic Table of Marketing framework is used to audit, document and prioritize marketing risks and opportunities. This typically starts with a full audit or a partial audit (limited to one or multiple Tactical Groups).Â
The audit provides a roadmap and a visual overview in a spreadsheet, showing the current status of each Element and providing practical recommendations to improve performance. The recommendations can be implemented in-house or through an agency.
As every component of the marketing mix acts as a multiplier, every improvement leads to a more effective and robust marketing engine, improving brand equity, conversion rates, and sales.
Give it a try!
A Google Ads account is a treasure trove of information, as it touches many parts of the marketing mix: targeting, messaging, KPIs, branding, budgets, CRO, and more.
Order your free Google Ads audit to see how the Period Table of Marketing can assist you in meeting your marketing goals.
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