Sales Enablement
Help your sales team sell more effectively, actively engaging buyers throughout the buying process.
Learn to provide your team with the information, content, and tools they need to sell more effectively.
What is Sales Enablement?
Enabling is really just another way of saying helping. Sales Enablement is the tools, tactics, and
support that empower your sales teams to excel.
Buyers now typically complete 70% of their research online BEFORE they even talk to a salesperson, and old tactics like cold calling are
becoming less effective. Your sales strategy has to change to accommodate the changes in buyer behaviour or you’re going to end up with problems like a dwindling lead supply.
For your sales team to do what they do best and sell more of your products or services, you need to provide them everything they need to be set up for success. Sales Enablement has 5 key areas that work together to help your sales team to improve performance and sell efficiently.
With clear sales processes, appropriate content or resource, the right technology, and sales training your team can be on their way to closing all those valuable lead your marketing activity has worked so hard for.
Why invest in Sales Enablement?
Its a more respectful approach for both sales teams and buyers. It allows the buyer to be educated and nurtured with engaging content and appropriate outreach, not badgered and pressured.
When you know what content a buyer is interested in, it elevates the types of conversations sale people can initiate because they have a far greater understanding of the buyer’s problems and challenges from the content they’ve been engaging with – rather than having to rely on a see-what-sticks approach.
A sales enablement strategy can help your business to:
- Provide value to buyers and align your sales process with the buying process
- Achieve sales targets in a scalable, predictable, and repeatable fashion
- Provide all salespeople with the best practices, knowledge, tools, and resources required to be successful.
- Align sales and marketing
- Understand team performance with standardised reporting
If you’re investing in marketing and you have a sales team, it makes sense to have them working together.
Establishing a sales enablement strategy that is ALIGNED with your marketing strategy
will super-charge your results.
What does Sales Enablement
look like?
A big part of sales enablement is creating content or tools that you can use during the sales process to add value to the buyer while moving the sale along.
Content includes anything you put on your website or send through email that addds value to the buyer or user of your services.
Content can include:
- case studies
- blog articles
- guides
- ebooks
- product demo decks
- pod-casts and the like.
The creation of this content often sits with the marketing team and is the perfect opportunity to align sales and marketing to really drive that growth you’re looking for.
Email marketing plays an important role in sales enablement. Salespeople can spend hours crafting the perfect email each time they want to communicate.
Standardized templates they can access directly from their email tool can save precious time and dramatically increase productivity as they don’t have to reinvent the wheel each email.
When you have the tools to automate responses or follow-ups can enable your team to be even faster.
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Conversational Tools
Conversational Tools
Other tools like online live chat or chat-bots can provide a real opportunity to engage with potential buyers right there and then – and even close them! These are a must-have in today’s world.
Reporting
A key part of sales enablement is Analysis and reporting. Agreeing on a standardized set of reports will help your sales team and your management team identifies areas for improvement by pin-pointing any disconnects.
Visibility over your sales team and process then help to address issues, whether they are company-related or training related.
Sales Enablement services
Our Sales Enablement Services typically include initial set-up related activities to support your internal sales teams, with on-going support as and when required.
SALES TOOL SET UP
- Sales Audit and Strategy
- HubSpot CRM Setup
- Install HubSpot Sales
- Sales & Marketing Alignment
- Reporting Setup
SALES ENABLEMENT
- Setup Conversations
- Setup Calling
- Setup Workflows and Automation
- Setup Messages Round-Robin Rotation
- Email Template Creation and Optimization
- Sales Document Creation
- Sequence Creation & Optimization
- Build Rep-Specific Landing Page (w/ Meetings
- Create a Customer Case Study
- Prospecting Support (Prospecting Tool)
- Reporting & Review
SALES REPORTING
- Reporting Dashboard Setup
- Sales and Marketing Funnel/Flywheel Analysis