Sales enablement
Not a training day, but tools for everyday work. Written around your pipeline stages, tested in real customer conversations, stored in your own systems.
Founder and Managing DirectorUpdated September 2026
In short
Sales enablement is everything a sales team needs to run every customer conversation equally well, from first contact to close: openers, discovery questions, proposal templates and agreed answers to objections. For SMEs in Switzerland, Glatt Digital delivers it as a fixed-price project of 2–6 weeks, with no mandate required. The materials follow the company’s own pipeline stages and are tested in real customer calls.
Each document belongs to a stage in your pipeline, so your team always knows what comes next in a deal and what to use.
Opener patterns for each trigger, such as a leadership change, a new role or a new site, instead of lines from the product sheet. Plus a template for emails written one by one and sent by hand. If you work with lead briefings from HeySali, the reason comes straight from them.
Questions for the first meeting and fixed criteria for when an opportunity counts as qualified. Shared criteria are the basis for a forecast built from the CRM.
A structure for presenting to the customer: their situation in their own words, your proposal, the next step. Built on examples from your own projects rather than slides about your company.
A proposal template with fixed building blocks, your pricing logic with discount limits and a sign-off rule: who may commit to which price? Where your system allows it, the templates can be stored in the CRM.
Agreed answers on price, timing, competitors and the status quo (“It works fine for us as it is”). Every answer ends with a question, not a discount.
A closing checklist and a handover to service or delivery: what was promised, who decides on the customer side, what is still open. Your customer never has to repeat themselves.
Made-up companies, real logic. This is how a signal becomes an opener that sounds like a reason, not a pitch.
Say you provide managed IT workplaces for SMEs. Your target accounts are manufacturers in German-speaking Switzerland.
An engineering firm from the canton of Aargau registers a branch in Lausanne. The lead briefing gives the date, the source (the SHAB, Switzerland’s official gazette of commerce) and who makes IT decisions at the company.
“I saw in the commercial gazette that you registered a branch in Lausanne in September. How are you setting up the workplaces there: with your own IT team or a local partner?”
No company profile, no product list, no request for fifteen minutes. The question shows you did your homework and lets the other person decide how much to share.
“Our own IT team” leads to a different follow-up question than “a partner”. The playbook covers both paths, each with a sensible next step.
The exact scope is set out in the proposal. A narrow brief, say proposals and objections only, sits at the lower end.
We listen in on some of your team’s customer conversations, read a sample of proposals and emails, and talk to management. That shows us how work really gets done today.
First versions for the stages where deals most often stall, in your tone and with your examples. Short enough to read in five minutes before a meeting.
Your team uses the drafts with real customers. Whatever does not hold up in conversation is cut or rewritten.
We work in the feedback and store everything where your team already works: in the CRM, on a shared drive, or both.
Training on your own deals, not textbook cases. One person on your side then owns keeping the materials up to date.
No percentage promises. Just five habits you can see in the pipeline review and read in every proposal.
The first sentence names a documented reason for getting in touch. The product only comes up once the customer has described the problem in their own words.
Everyone asks the same questions. An opportunity at stage 3 means the same thing for everyone, so the forecast becomes comparable.
Same structure, same pricing logic, clear sign-off. Management reviews the exceptions instead of every proposal from scratch.
When a customer says “too expensive”, everyone knows which question comes next and where the discount limit sits. Nobody improvises on price.
New hires run their own conversations sooner instead of shadowing for months. That matters in Switzerland: by law, probation lasts one month, or up to three by written agreement (Art. 335b, Swiss Code of Obligations). By then you want to have seen the person in front of a customer.
Sales enablement does not fix everything. Here is when it does not fit, and what it does not include.
Playbooks assume a clear offer and pricing logic. If both are missing, we sort that out first, for instance under a mandate.
Materials without leadership end up in a folder. You need management that asks for them in the pipeline review, or a head of sales who does.
Within the project, we coach to the extent set out in the proposal, typically during the test phase. Ongoing coaching in customer meetings is part of a mandate: from CHF 2,990 per month for a weekly block of 7 hours, excl. VAT.
Sales training teaches methods. This project produces materials for your offer, your customers and your pipeline stages, tested in real conversations. The result is a lean sales playbook; CRM templates are one part of it, not a substitute.
In Switzerland, automated bulk advertising by email generally requires consent (Art. 3(1)(o) of the Federal Act against Unfair Competition, UWG). According to the Swiss Fairness Commission (decision no. 172/20), automation is what counts, not volume. Our templates are meant for individual emails sent by hand. Guidance only, not legal advice.
A fixed price after the first call, no subscription, no commitment afterwards. Once paid in full, you may use and adapt the materials for your business without time limit; see usage rights to work results (GTC, clause 9.1). Anything of ours built into them you may use too, but not pass on (clause 9.2).
Sales enablement means giving a sales team everything it needs to run customer conversations equally well, from first contact to close. That covers openers, discovery questions, proposal templates, agreed answers to objections and a clean handover to service. For SMEs in Switzerland, Glatt Digital delivers it as a fixed-price project of 2–6 weeks, with no mandate required.
Sales training teaches methods, often in a workshop, and leaves the team to apply them on its own. Sales enablement delivers the materials for that day-to-day work: playbooks and templates for your offer and your pipeline stages, tested in real customer conversations. The training session at the end works with your own deals, not textbook cases.
A sales playbook is a team’s written guide to selling: every script and template, organised by pipeline stage. An SME does not need a thick manual. It needs one page per stage that someone can read in five minutes before a meeting. As soon as two people run customer conversations, that pays off. Otherwise everyone tells their own version.
A good opener names a documented reason and asks an open question about it, with no product pitch. Example: a company registers a branch, and the opener asks how it is setting up the new site. Swiss commercial register entries only take effect towards third parties once published in the SHAB, so date and source are verifiable. It fits into two sentences.
Typically 2–6 weeks. Narrow briefs, such as a proposal template and objection handling only, sit at the lower end. A project across every stage from first contact to handover, tested in real calls, sits at the upper end. We quote a fixed price after a free, no-obligation 30-minute first call. No subscription, no commitment afterwards.
Three things help. The team tests the drafts in real calls before they are final. The materials live where people work, such as the CRM. And management checks the agreed criteria in the weekly pipeline review. If that leadership is missing, an external head of sales can take it on under a mandate, from CHF 2,990 a month for 7 hours a week.
30 minutes, free and with no obligation. Tell us how your team runs conversations today. You get a written assessment and, if you wish, a fixed-price proposal.
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