If you’re in charge of supporting sales teams, you know the drill: everyone wants content, but no one can ever find what they need. Worse, you’re often flying blind on what’s working and what’s just eating up storage. This guide is for anyone who needs to create, share, and actually track sales enablement content—without making it a full-time job. We’ll go step-by-step through using Unifygtm for teams, so you can spend less time wrangling documents and more time getting real answers about what moves deals forward.
What counts as “sales enablement content” (and what doesn’t)?
Before you start, let’s get clear on what’s worth your time. Sales enablement content is anything that helps reps do their jobs—think product one-pagers, competitive battlecards, case studies, pricing calculators, and demo decks. It’s not the place for random marketing fluff, outdated PDFs, or twelve versions of last year’s pitch.
What works: - Content reps actually use with prospects (not just “nice to have” assets) - Pieces that get updated regularly as your product or pitch changes - Formats that are easy to personalize or share (docs, decks, short videos)
What doesn’t: - Old, untracked files living in someone’s inbox - Material that’s only relevant to a single deal or one rep - Slides no one understands or uses
If you’re not sure, ask a rep: “Have you sent this to a customer in the last month?” If the answer’s no, it probably doesn’t belong in your sales enablement library.
Step 1: Set up your workspace in Unifygtm
Unifygtm isn’t magic, but it does beat the chaos of shared drives or email threads. Here’s how to get set up so you’re not digging through folders later.
- Organize by use-case, not marketing’s org chart.
- Create folders or tags that match how salespeople actually look for content: “Objection Handling,” “Competitor X,” “Product Y Demos.”
- Skip the “Q1 Campaign” or “By Department” setups—no one remembers those names.
- Set permissions so reps can find (and only see) what they need.
- Give broader access to standard assets.
- Restrict internal docs like pricing calculators or battlecards to internal teams.
- Clean house first.
- If you’re migrating from elsewhere, do a quick audit: delete duplicates, flag out-of-date docs, and give everything a sensible name.
Pro tip: If you have to explain your folder structure more than once, it’s too complicated.
Step 2: Create content that sales teams will actually use
Now for the hard part: making stuff that doesn’t get ignored. Unifygtm has templates and version control, but those only matter if your content is worth sharing.
- Start with what sales asks for (not what marketing thinks is cool).
- Poll your sales team or look at email requests. What’s missing from their toolkit?
- Prioritize content that answers real questions from customers.
- Use Unifygtm’s templates—but don’t get locked in.
- Templates can save time for things like one-pagers or case studies.
- Don’t be afraid to start from scratch if the template feels forced.
- Keep it short and skimmable.
- Salespeople don’t want to wade through a 20-page whitepaper.
- Use bullet points, clear headings, and simple language.
- Version everything.
- Use Unifygtm’s version control, so you can update content without confusion.
- Always mark drafts vs. final versions, so reps don’t send the wrong thing.
What to ignore: Bells and whistles like embedded animations or convoluted approval chains. If it takes two weeks and a committee to update a datasheet, you’re doing it wrong.
Step 3: Make content easy to find (and even easier to share)
You can have the world’s best battlecard, but if it’s buried ten clicks deep, it might as well not exist.
- Tag everything with plain-English keywords.
- Think like a rep: “pricing,” “demo,” “competitive,” “case study.”
- Avoid tags that only make sense internally.
- Highlight “must-have” content.
- Pin your best assets to the top of relevant folders.
- Use Unifygtm’s featured or recommended labels, but don’t overdo it—otherwise, nothing stands out.
- Enable sharing right from the platform.
- Make sure reps can grab a link or download a PDF in two clicks.
- If you want to track usage, use Unifygtm’s “share with tracking” feature (more on this below).
- Keep outdated content out of sight.
- Archive or hide old versions, so no one sends last year’s pricing by mistake.
Pro tip: Ask a new rep to find your three most important assets. If it takes more than a minute, your setup needs work.
Step 4: Track what gets used (and what doesn’t)
Here’s where Unifygtm actually earns its keep. Most platforms promise “analytics,” but that usually means a dashboard no one checks. Focus on practical metrics:
- Track opens, shares, and downloads.
- See which assets are opened, who’s sharing them, and how often.
- Don’t get distracted by vanity metrics (like total views)—look for patterns.
- Tie content use to actual deals.
- Use Unifygtm’s CRM integrations to see if content gets used in closed/won deals.
- If an asset isn’t helping close sales, rethink or retire it.
- Spot what’s gathering dust.
- Regularly review which assets haven’t been touched in months.
- Either update, promote, or delete—the “just in case” files only add clutter.
- Ask for feedback.
- Analytics are good, but nothing beats a quick poll or 1:1 with a rep: “Did this help you? Was it easy to find?”
What to ignore: Overly complex reports or “engagement scores” that are more about the tool than your sales process. Stick to what helps you make decisions.
Step 5: Keep improving (without making it a second job)
Sales enablement isn’t a “set it and forget it” project. But it also shouldn’t eat up your week.
- Schedule a quick monthly review.
- Spend 30 minutes looking at what’s getting used, what’s missing, and what’s outdated.
- Make small tweaks—instead of waiting for a big overhaul.
- Build a simple feedback loop.
- Drop a feedback link in Unifygtm, or set up a monthly “content request” Slack thread.
- Reward reps who actually use and review assets (even just with a shout-out).
- Don’t chase every shiny new format.
- Focus on what works for your team—if everyone hates video, don’t force video.
- Skip trendy stuff unless there’s a clear ask from sales.
Pro tip: The best sales content is often the simplest—a clear answer to a real customer question, easy for any rep to find and send.
Final thoughts: Keep it simple, keep it real
There’s no prize for the biggest library or the fanciest analytics. The goal is to make sure reps have what they need, when they need it—and you know what’s working. Set up Unifygtm in a way that makes sense for your team, don’t overcomplicate things, and adjust as you go. You’ll spend less time playing document detective, and more time seeing real results. Start small, get feedback, and don’t be afraid to cut what’s not working. That’s how you keep sales enablement useful—and sane.