Today’s business reality is rapidly changing: even the way buyers evaluate offers and make purchasing decisions is forcing companies to evolve.In this article, you will get to know about the tops 5 sales enablement benefits that you should be concerned about.
More than 70% of modern buyers prefer to engage in dialogue with salespeople, who are the first to share their values and fully understand them. To do this, your sales reps must have all the necessary resources (cutting-edge software tools, personalized and effective content, deep knowledge, and information) to convert leads.
There’s a modern answer for that, and it’s Sales Enablement — the consistent iterative method of providing an organization’s sales team with all resources they need to close more deals faster. Sales Enablement is a vital part of maintaining healthy, successful sales operations that offers businesses multiple benefits.
Let’s delve into what is sales enablement and what benefits it can bring to your company.
- Maintains and improves income growth
A study from Aberdeen found that companies with good sales promotion strategies saw a 13.7% annual increase in deal or contract value. Sales teams benefit from ongoing support and training on understanding more about their customers and the message that will appear to be the most effective one for this audience.
With a sales support program, companies offer their salespeople a permanent resource for training and support, rather than trying to make occasional training meetings.
Of course, it is important to know what software the company uses for its Sales Enablement campaigns. Technology is rapidly evolving, its features are constantly enhancing, and your company grows so you have to make sure your Sales Enablement tool can keep up!
You can try various existing Sales Enablement software tools like HubSpot, Zendesk. Highspot, Outreach, Seismic and many others. But keep in mind that there’s no one-size-fits-all solution on the market. And if you want to leverage the power of an advanced solution, you should definitely try Revenue Grid, a Global Innovator among Sales Enablement Providers 2020 by Aragon Research.
Using Revenue Grid as a single Guided-Selling platform for all your Revenue Generation needs allows you to:
- automatically make your CRM data complete;
- nurture easy to use campaigns;
- guide your sales teams to repeatable revenue;
- build more accurate forecasts;
- see what drives your best sales reps to success;
- leverage the astonishing power of AI.
And if Sales Enablement is about supporting your sales team, there’s one more thing you should be concerned about, and it’s Sales Engagement. It is a process that implies cultivating and optimizing company’s customer interactions by improving the relationship between buyers and sellers through effective strategic communication, precise data, and customer feedback.
And, again, Revenue Grid sales engagement platform is the best choice for that, since it helps you to:
- build effective campaigns: Engage with your prospects via email, calls, texts, and social media, create automated sequences wit maximum personalized approach;
- leverage AI to automate and set rules for crucial actions like stopping a sequence after a reply;
- automatically log all prospects events to Salesforce with the unique Salesforce-native sales engagement platform;
- get 46% higher open rate, 27% higher reply rate and 15% more meetings.
The successful combination of Sales Enablement and Sales Engagement approaches can help you to scale the sales processes and ensure that every single rep perfectly knows how to make the most of every customer interaction across the whole buyer’s journey.
- Shorter sales cycles
A 2015 study found that sales reps can spend up to 43 hours each month finding the information they need to complete a sale. Sales support reduces productivity loss and can even shorten sales cycles by allowing sales teams to focus on talking to prospects rather than researching case studies and finding product pages.
- Allows sales and marketing maximally consistent
Organizations with high-quality sales and marketing alignment have a 36% higher customer retention rate and a 38% higher sales win rate. However, many companies strive to fill the gap between sales and marketing.
Sales promotion helps to do that by creating a collaborative environment for marketing in order to understand sales needs, as well as educating sales reps on how to use research and content marketing. Sales support platforms also provide data about what content is being used, providing instant feedback to the marketing department on the quality of their sales promotion materials.
- Relevant, personalized touchpoints
Sales reps dealing with a long sales cycle need to establish multiple points of contact with a prospect without having to call or email the same information over and over again.
Sales support provides relevant content for every part of the buyer’s journey, so sales reps can stay connected by providing content that brings the prospect closer to the deal. Sales support also makes it easy to personalize reach by providing a library of content for different people and industries.
- Consistent brand message
Enabling sales also ensures that the messages the potential customers read when interacting with the website and the messages they hear on the phone are the same.
Given that a consistent brand, the message is associated with a 23% raise in revenue, marketing and sales leaders should take this advantage seriously.
Where to start?
The first step would be to define a sales target. Since this is a buyer-centric method, you will have to identify your target audience. Ask yourself – who needs your product or service? Create marketing characters to define the buying habits, traits, income and expectations of your potential customers. (Your marketing team may have them ready to go, by the way).
Then determine what information the sales representative will need to attract the customer. What information does your team need (about your company, its products, mission or background)? How do you start an initial conversation? What will motivate a potential customer to become a buyer?
In today’s digital world, the most successful companies do this through compelling storytelling techniques such as blogs, research articles, webinars, and other high-quality commercial content. Remember that sales and marketing are very close to each other!
Sales and marketing consistency helps ensure that you can create effective content strategies that meet the needs of both teams and ultimately empower you in brand consistency.
To begin with, you need to evaluate the following:
- Sales and marketing goals
- Roles in sales and marketing
- Intersection of software and processes.
Your sales team should be clear about when to use each tool. Educational seminars, training, best practice tips, and one-to-one coaching – all this should be conducted regularly to foster growth and success.