Sales Enablement Services
People need tools to do their jobs. Carpenters need hammers and saws. Plumbers need wrenches and pipes. Salespeople need tools too. If you want salespeople to be successful, you need to give them access to the tools they need to do their jobs each day. They also need the training to use those tools effectively. They need access to a library of resources (articles, infographics, videos, and more) to answer any questions they may have at any hour. These tools will help your sales team do their jobs of converting leads and closing more deals to help grow your business. How do you give your sales team everything they need to do their jobs every day? The answer is simply what we call "sales enablement."
Give your sales team the tools they need
You need a sales enablement strategy to scale your business and stay profitable. A sales enablement strategy can help your salespeople close more sales from a pool of qualified leads. The perfect sales enablement approach is a custom strategy allowing your sales team to sell more products or services to potential leads who are already interested. A sales enablement strategy should include reporting and analysis, sales content optimization, technology and automation, and sales enablement software.
Data Reporting and Analysis
Sales Content Optimization
Technology and Automation
Sales Enablement Software
Your team can access all of your materials and content from a centralized location using sales enablement software. This software adds new materials and resources to your library automatically. You can modify or delete existing items at any time, and the information is shared with your entire sales team instantly. Your marketing team may also access this data at any moment, allowing them to collaborate on content with sales more efficiently. Some of the more popular sales enablement software offerings include HubSpot (it's free!), Zendesk, Highspot, Outreach, and Seismic.
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How is Sales Enablement Implemented?
- Be Customer Focused
- Create High-Quality Content
- Prioritize Sales Training
- Ensure Your Team Puts It Into Practice
Focus on the Buyer Experience
Given that sales enablement is focused on assisting your salespeople in engaging the customer, it's only natural that you'd center your efforts around the customer and their journey.
There are two aspects to this:
- Understanding who the perfect buyer is and where they are in the sales cycle.
- Utilizing sales techniques and training geared to the buying experience.
Answer Your Customers' Questions
Salespeople who don't have access to or understand the company's content strategy may miss opportunities to engage and educate prospects. Blog posts, white papers, and webinars allow your entire sales staff the chance to offer value to multiple clients in an efficient and controllable manner.
Salespeople can proactively use content to answer questions and eliminate objections.
Train Your Sales Staff to Sell More Effectively
Salespeople learn how to sell more effectively through training. Unfortunately, most sales education programs happen only once a year, if at all. As a result, salespeople forget everything they learned, including the knowledge, content, and tools covered in that one meeting.
Today, sales training should be ongoing, with a formal training session at least once a month. Additionally, other tools like newsletters and collaboration software keep the sale enablement efforts top of mind.
Help Your Sales Staff Help Themselves
Even the best sales enablement programs may wither and die if no one looks at how the sales team utilizes the sales enablement strategy. After the sales enablement plan is in place, management must ensure the sales team uses the content, tools, and best practices to improve the sales process.
Implementing the sales enablement strategy is a win-win for everyone. Salespeople easily close more deals. Management reaches company-wide goals more effectively.
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