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Bridge The Gap Of Sales and Marketing
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This is a paragraph. Use this area to add any information you want to share with users. Just click "Edit Text" or double click here to change the text and make it your own. You can also adjust the paragraph's font, size and color so it fits your website’s theme. This is a great place to tell users a story about your website and let them know more about what you offer. You may want to share information about your company's background, your team, or the services you provide. Be sure to keep the tone and voice consistent throughout the site so users become familiar with your brand.
What is Sales Enablement?
Sales enablement refers to the processes, practices, technologies, and tools that improve the performance and productivity of the Sales organization.
It enhances the Sales team's ability to increase company revenue through Sales.
Are you providing your teams with the right tools and support for sales?
Our Sales Enablement Readiness Assessment helps you gauge how well you support your sales organization.
We measure your sales enablement capabilities around the following best practices to provide a readiness score
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Senior Management Commitment
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Digital Asset Management
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Content Management Process
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Sales & Marketing Alignment
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Systems & Technology
80-100
Ready
60-79
Developing
30-59
Poor
0-29
Not Ready
The Benefits of Sales Enablement
1
Improvement of Sales Team Performance and Productivity so that they are better equipped to:
Understand Buyer Needs – including industry trends, common business problems, and competitors
Selling New Products – and quickly learn about new products.
Deal with Objections –learn common objections and answers that will change customer thinking.
Pitch with Confidence –having the necessary knowledge and tools inspires sales rep confidence.
Produce Faster –new reps start producing in less time.
2
Alignment of marketing, sales, and operations so all teams work together to reach the same revenue targets.
Offers increased demand and lead generation opportunities to build a reliable lead pipeline.
Supports lead nurturing (Marketing) to reduce sales cycles by producing high-quality, closeable leads for Sales.
Reduces or eliminates “non-sales” work by Sales teams, including administrative work, research, and service calls.
It breaks the traditional barriers between teams and drives engagement.
3
Creation of Processes/Practices that Streamline the Flow of information to produce more revenue.
Identifies cross-selling opportunities.Performs analysis to understand the sales process.
Develops strategies that help the sales process.
Creates materials & assets to improve the sales team’seffectiveness
4
Equipping your Customer’s Internal Buyer Champions to:
Help buyers solve their problems using your company’s products/services.
Frame the evaluation criteria so that the competitors are at a disadvantage.
Justify the purchase and sale within his/her organization.
Use content that buyers can efficiently utilize to internally sell solution for you
The Sales Enablement Framework
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Implementing a well-structured framework can empower organizations' sales teams to achieve greater productivity, improve the buyer experience, and boost sales performance.
Based on their research, Tamara Shenk and Byron Matthews believe there are two critical levels of sales success: relationships and processes. Organizations with dynamic sales processes in place and high-impact relationship development achieve higher performance in terms of deals won, the percentage of salespeople achieving their quota, and revenue plan attainment.
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