Listicle: 5 Signs Your GTM Enablement Needs a Video Upgrade
Enterprise sales enablement programs are under pressure to deliver results in a digital-first world. If your GTM enablement strategy is falling short—whether through low engagement, slow onboarding, or poor communication of product updates—a video upgrade can unlock significant value. This article outlines the five most common warning signs and explains how video-driven enablement transforms performance and measurability.
Introduction
Go-to-market (GTM) enablement is evolving rapidly in response to digital transformation, buyer expectations, and the competitive landscape. For B2B SaaS organizations, the ability to deliver high-impact enablement at scale is crucial for driving revenue, fostering alignment, and maintaining a competitive edge. Yet, many organizations overlook the transformative role that video can play in modernizing enablement programs. If your team is still relying on text-heavy assets, traditional training sessions, or outdated onboarding, it may be time for a video upgrade. Here are five critical signs your GTM enablement strategy is overdue for a refresh—with video at its core.
1. Engagement with Enablement Assets Is Declining
Are Your Reps Ignoring Training and Playbooks?
Sales enablement content is only effective if it’s consumed and retained by your teams. If you notice that reps are skipping webinars, not opening new training documents, or treating playbooks as just another unread attachment, you are experiencing a clear engagement gap. In today’s fast-paced sales environment, attention spans are limited, and traditional enablement resources often get lost in the noise.
Data-Driven Red Flags: Low content analytics—such as declining page views, below-average completion rates for courses, and minimal interactions with enablement portals—signal disengagement.
Feedback Loops: When surveyed, reps may indicate that enablement materials are too lengthy, difficult to navigate, or not actionable.
How Video Solves This: Video content is proven to increase retention and engagement. Microlearning videos, quick scenario walkthroughs, and dynamic product demos allow reps to absorb information on their schedule and revisit key concepts as needed. Video formats are also more shareable and easier to embed directly within sales workflows.
2. Onboarding and Ramp Times Are Increasing
Are New Hires Taking Too Long to Hit Quota?
Prolonged onboarding cycles directly impact your revenue velocity and quota attainment. If your new sales hires are struggling to get up to speed or require extensive classroom-style training, this inefficiency can stall GTM execution. Traditional onboarding methods—PDF guides, slide decks, and lengthy orientation calls—are often overwhelming and quickly forgotten.
Metrics to Watch: Time-to-first-call, time-to-first-deal, and time-to-quota are all key indicators of onboarding effectiveness. If these numbers are trending upward, your enablement program may be falling short.
Manager Frustrations: Frontline managers may report that new hires ask repetitive questions or lack confidence in product positioning and messaging.
How Video Solves This: Structured video onboarding libraries can compress ramp times by delivering consistent, easily consumable, and visually engaging content. New hires can learn at their own pace, revisit complex topics, and see best practices demonstrated in real-world scenarios.
3. Product Updates Aren’t Landing with Sales Teams
Are You Struggling to Communicate Product Changes?
In SaaS, product innovation is constant. GTM teams need to be aligned with the latest features, roadmap shifts, and competitive differentiators. When sales or customer success teams are slow to adopt new messaging—or worse, are unaware of critical updates—your organization risks lost deals and inconsistent customer experiences.
Symptoms: Reps continue using outdated battlecards, miss key upsell opportunities, or provide inconsistent answers to customer questions.
Feedback: Teams report that product update emails are overlooked or that dense documentation is too time-consuming to digest.
How Video Solves This: Short, targeted video explainers and product walkthroughs can bring new features to life far more effectively than static documents. Animated demos, customer use cases, and expert interviews can clarify complex changes and ensure that every team member is speaking the same language in the field.
4. Enablement Isn’t Embedded in the Flow of Work
Are Resources Hard to Find When They’re Needed?
One of the most common pain points in GTM enablement is accessibility. If your content is buried in multiple portals, scattered across wikis, or tied up in email threads, reps waste valuable selling time searching for answers. This not only reduces productivity but also leads to inconsistent execution.
Warning Signs: Sales teams frequently ask enablement or product marketing for links to assets, or rely on tribal knowledge rather than standardized content.
Workflow Friction: In-the-moment coaching, objection handling, and competitive positioning are hampered by poor discoverability.
How Video Solves This: Video assets can be embedded directly within CRM records, sales playbooks, and chat platforms. Interactive video hubs and AI-powered search allow reps to instantly access bite-sized learning in the flow of work. This seamless integration boosts adoption and ensures that best practices are always at hand.
5. Measuring Enablement Impact Is a Challenge
Are You Lacking Insight into What Works?
The ultimate goal of GTM enablement is to drive measurable business outcomes. If you’re struggling to prove the ROI of your programs or tie enablement activities to revenue, your efforts may be misaligned with leadership expectations. Traditional formats like PDFs and static decks provide little visibility into consumption or effectiveness.
Challenges: Difficulty correlating enablement content to quota attainment, win rates, or pipeline velocity. Limited analytics on how and when materials are used.
Leadership Pressure: Revenue leaders want clear attribution between enablement investments and sales performance.
How Video Solves This: Modern video platforms offer granular analytics, such as viewer engagement, completion rates, and drop-off points. These insights allow enablement leaders to iterate content, double down on what resonates, and demonstrate clear impact on sales outcomes.
Conclusion: The Case for a Video-First GTM Enablement Strategy
As the B2B sales landscape becomes more complex and digital-first, enablement teams must evolve their approach to content delivery. Video is not just a trend—it’s a critical lever for driving engagement, reducing ramp time, improving knowledge retention, and providing measurable impact. If you’re seeing any of the five signs above, now is the time to invest in a video-driven enablement upgrade.
By putting video at the heart of your GTM enablement strategy, you empower your teams to learn faster, perform better, and stay ahead of the competition—no matter how quickly your market evolves.
Introduction
Go-to-market (GTM) enablement is evolving rapidly in response to digital transformation, buyer expectations, and the competitive landscape. For B2B SaaS organizations, the ability to deliver high-impact enablement at scale is crucial for driving revenue, fostering alignment, and maintaining a competitive edge. Yet, many organizations overlook the transformative role that video can play in modernizing enablement programs. If your team is still relying on text-heavy assets, traditional training sessions, or outdated onboarding, it may be time for a video upgrade. Here are five critical signs your GTM enablement strategy is overdue for a refresh—with video at its core.
1. Engagement with Enablement Assets Is Declining
Are Your Reps Ignoring Training and Playbooks?
Sales enablement content is only effective if it’s consumed and retained by your teams. If you notice that reps are skipping webinars, not opening new training documents, or treating playbooks as just another unread attachment, you are experiencing a clear engagement gap. In today’s fast-paced sales environment, attention spans are limited, and traditional enablement resources often get lost in the noise.
Data-Driven Red Flags: Low content analytics—such as declining page views, below-average completion rates for courses, and minimal interactions with enablement portals—signal disengagement.
Feedback Loops: When surveyed, reps may indicate that enablement materials are too lengthy, difficult to navigate, or not actionable.
How Video Solves This: Video content is proven to increase retention and engagement. Microlearning videos, quick scenario walkthroughs, and dynamic product demos allow reps to absorb information on their schedule and revisit key concepts as needed. Video formats are also more shareable and easier to embed directly within sales workflows.
2. Onboarding and Ramp Times Are Increasing
Are New Hires Taking Too Long to Hit Quota?
Prolonged onboarding cycles directly impact your revenue velocity and quota attainment. If your new sales hires are struggling to get up to speed or require extensive classroom-style training, this inefficiency can stall GTM execution. Traditional onboarding methods—PDF guides, slide decks, and lengthy orientation calls—are often overwhelming and quickly forgotten.
Metrics to Watch: Time-to-first-call, time-to-first-deal, and time-to-quota are all key indicators of onboarding effectiveness. If these numbers are trending upward, your enablement program may be falling short.
Manager Frustrations: Frontline managers may report that new hires ask repetitive questions or lack confidence in product positioning and messaging.
How Video Solves This: Structured video onboarding libraries can compress ramp times by delivering consistent, easily consumable, and visually engaging content. New hires can learn at their own pace, revisit complex topics, and see best practices demonstrated in real-world scenarios.
3. Product Updates Aren’t Landing with Sales Teams
Are You Struggling to Communicate Product Changes?
In SaaS, product innovation is constant. GTM teams need to be aligned with the latest features, roadmap shifts, and competitive differentiators. When sales or customer success teams are slow to adopt new messaging—or worse, are unaware of critical updates—your organization risks lost deals and inconsistent customer experiences.
Symptoms: Reps continue using outdated battlecards, miss key upsell opportunities, or provide inconsistent answers to customer questions.
Feedback: Teams report that product update emails are overlooked or that dense documentation is too time-consuming to digest.
How Video Solves This: Short, targeted video explainers and product walkthroughs can bring new features to life far more effectively than static documents. Animated demos, customer use cases, and expert interviews can clarify complex changes and ensure that every team member is speaking the same language in the field.
4. Enablement Isn’t Embedded in the Flow of Work
Are Resources Hard to Find When They’re Needed?
One of the most common pain points in GTM enablement is accessibility. If your content is buried in multiple portals, scattered across wikis, or tied up in email threads, reps waste valuable selling time searching for answers. This not only reduces productivity but also leads to inconsistent execution.
Warning Signs: Sales teams frequently ask enablement or product marketing for links to assets, or rely on tribal knowledge rather than standardized content.
Workflow Friction: In-the-moment coaching, objection handling, and competitive positioning are hampered by poor discoverability.
How Video Solves This: Video assets can be embedded directly within CRM records, sales playbooks, and chat platforms. Interactive video hubs and AI-powered search allow reps to instantly access bite-sized learning in the flow of work. This seamless integration boosts adoption and ensures that best practices are always at hand.
5. Measuring Enablement Impact Is a Challenge
Are You Lacking Insight into What Works?
The ultimate goal of GTM enablement is to drive measurable business outcomes. If you’re struggling to prove the ROI of your programs or tie enablement activities to revenue, your efforts may be misaligned with leadership expectations. Traditional formats like PDFs and static decks provide little visibility into consumption or effectiveness.
Challenges: Difficulty correlating enablement content to quota attainment, win rates, or pipeline velocity. Limited analytics on how and when materials are used.
Leadership Pressure: Revenue leaders want clear attribution between enablement investments and sales performance.
How Video Solves This: Modern video platforms offer granular analytics, such as viewer engagement, completion rates, and drop-off points. These insights allow enablement leaders to iterate content, double down on what resonates, and demonstrate clear impact on sales outcomes.
Conclusion: The Case for a Video-First GTM Enablement Strategy
As the B2B sales landscape becomes more complex and digital-first, enablement teams must evolve their approach to content delivery. Video is not just a trend—it’s a critical lever for driving engagement, reducing ramp time, improving knowledge retention, and providing measurable impact. If you’re seeing any of the five signs above, now is the time to invest in a video-driven enablement upgrade.
By putting video at the heart of your GTM enablement strategy, you empower your teams to learn faster, perform better, and stay ahead of the competition—no matter how quickly your market evolves.
Introduction
Go-to-market (GTM) enablement is evolving rapidly in response to digital transformation, buyer expectations, and the competitive landscape. For B2B SaaS organizations, the ability to deliver high-impact enablement at scale is crucial for driving revenue, fostering alignment, and maintaining a competitive edge. Yet, many organizations overlook the transformative role that video can play in modernizing enablement programs. If your team is still relying on text-heavy assets, traditional training sessions, or outdated onboarding, it may be time for a video upgrade. Here are five critical signs your GTM enablement strategy is overdue for a refresh—with video at its core.
1. Engagement with Enablement Assets Is Declining
Are Your Reps Ignoring Training and Playbooks?
Sales enablement content is only effective if it’s consumed and retained by your teams. If you notice that reps are skipping webinars, not opening new training documents, or treating playbooks as just another unread attachment, you are experiencing a clear engagement gap. In today’s fast-paced sales environment, attention spans are limited, and traditional enablement resources often get lost in the noise.
Data-Driven Red Flags: Low content analytics—such as declining page views, below-average completion rates for courses, and minimal interactions with enablement portals—signal disengagement.
Feedback Loops: When surveyed, reps may indicate that enablement materials are too lengthy, difficult to navigate, or not actionable.
How Video Solves This: Video content is proven to increase retention and engagement. Microlearning videos, quick scenario walkthroughs, and dynamic product demos allow reps to absorb information on their schedule and revisit key concepts as needed. Video formats are also more shareable and easier to embed directly within sales workflows.
2. Onboarding and Ramp Times Are Increasing
Are New Hires Taking Too Long to Hit Quota?
Prolonged onboarding cycles directly impact your revenue velocity and quota attainment. If your new sales hires are struggling to get up to speed or require extensive classroom-style training, this inefficiency can stall GTM execution. Traditional onboarding methods—PDF guides, slide decks, and lengthy orientation calls—are often overwhelming and quickly forgotten.
Metrics to Watch: Time-to-first-call, time-to-first-deal, and time-to-quota are all key indicators of onboarding effectiveness. If these numbers are trending upward, your enablement program may be falling short.
Manager Frustrations: Frontline managers may report that new hires ask repetitive questions or lack confidence in product positioning and messaging.
How Video Solves This: Structured video onboarding libraries can compress ramp times by delivering consistent, easily consumable, and visually engaging content. New hires can learn at their own pace, revisit complex topics, and see best practices demonstrated in real-world scenarios.
3. Product Updates Aren’t Landing with Sales Teams
Are You Struggling to Communicate Product Changes?
In SaaS, product innovation is constant. GTM teams need to be aligned with the latest features, roadmap shifts, and competitive differentiators. When sales or customer success teams are slow to adopt new messaging—or worse, are unaware of critical updates—your organization risks lost deals and inconsistent customer experiences.
Symptoms: Reps continue using outdated battlecards, miss key upsell opportunities, or provide inconsistent answers to customer questions.
Feedback: Teams report that product update emails are overlooked or that dense documentation is too time-consuming to digest.
How Video Solves This: Short, targeted video explainers and product walkthroughs can bring new features to life far more effectively than static documents. Animated demos, customer use cases, and expert interviews can clarify complex changes and ensure that every team member is speaking the same language in the field.
4. Enablement Isn’t Embedded in the Flow of Work
Are Resources Hard to Find When They’re Needed?
One of the most common pain points in GTM enablement is accessibility. If your content is buried in multiple portals, scattered across wikis, or tied up in email threads, reps waste valuable selling time searching for answers. This not only reduces productivity but also leads to inconsistent execution.
Warning Signs: Sales teams frequently ask enablement or product marketing for links to assets, or rely on tribal knowledge rather than standardized content.
Workflow Friction: In-the-moment coaching, objection handling, and competitive positioning are hampered by poor discoverability.
How Video Solves This: Video assets can be embedded directly within CRM records, sales playbooks, and chat platforms. Interactive video hubs and AI-powered search allow reps to instantly access bite-sized learning in the flow of work. This seamless integration boosts adoption and ensures that best practices are always at hand.
5. Measuring Enablement Impact Is a Challenge
Are You Lacking Insight into What Works?
The ultimate goal of GTM enablement is to drive measurable business outcomes. If you’re struggling to prove the ROI of your programs or tie enablement activities to revenue, your efforts may be misaligned with leadership expectations. Traditional formats like PDFs and static decks provide little visibility into consumption or effectiveness.
Challenges: Difficulty correlating enablement content to quota attainment, win rates, or pipeline velocity. Limited analytics on how and when materials are used.
Leadership Pressure: Revenue leaders want clear attribution between enablement investments and sales performance.
How Video Solves This: Modern video platforms offer granular analytics, such as viewer engagement, completion rates, and drop-off points. These insights allow enablement leaders to iterate content, double down on what resonates, and demonstrate clear impact on sales outcomes.
Conclusion: The Case for a Video-First GTM Enablement Strategy
As the B2B sales landscape becomes more complex and digital-first, enablement teams must evolve their approach to content delivery. Video is not just a trend—it’s a critical lever for driving engagement, reducing ramp time, improving knowledge retention, and providing measurable impact. If you’re seeing any of the five signs above, now is the time to invest in a video-driven enablement upgrade.
By putting video at the heart of your GTM enablement strategy, you empower your teams to learn faster, perform better, and stay ahead of the competition—no matter how quickly your market evolves.
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