It is the practice of creating an ecosystem of information around the rep and the customer that advances the sale.
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It involves engineering the content to a specification that is built, based on sales behaviors or to meet strategic objectives.​
It offers both a system and a standard (like a checklist) that gives the practitioner a starting place and guidance to move forward.
PRECISE is both a standard and
a system
Referencing the diagram below, the PRECISE standard defines the characteristics of a solid Sales Enablement Framework.
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Contextual is at the core of the standard, specifying the important characteristics of the sales engagement itself.
What is the PRECISE Sales Content Engineering System?
The idea is to identify specific "sales profiles" or deal types, and fully enable the entire sales process
Enabling the rep to maximize their utility, as well as improving their conversational abilities.
Eliminating friction in the internal processes faced by the customer, and facilitating escalation.
The Sales Content Framework
needs to be designed to integrate
and optimize information at all customer touch points.
Where did it come from?
A whole lot of smart people.
In short, the system evolved from direct experience gained in many consulting engagements over the past 20 + years...
Combined with a synthesis of wisdom from every blog, webinar, leading sales books, and discussions with the smartest people around Sales Enablement. Enablement gurus, like
Mike Kunkle, are a very unselfish bunch, and share their wisdom with the world.
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The whole body of knowledge was systemized over the past 4 years and tested against real world enablement projects and further published materials.
CSE touches many of the building blocks in Mike Kunkle's 'system thinking' model.
If information is the fuel of the sales process, engineering the content for effectiveness is a critical ingredient towards achieving revenue targets
When does an increased focus on Sales Content Engineering make sense?
When you convert less than 50% of
your leads into active sales opportunities
When you have stages in the sales process that typically stall
When there's low utilization of content by sales
When too many deals are dropping-out late in the sales process
When you need to get more of your partner reps actively selling
When you have inconsistent alignment between marketing and sales