Sales enablement is the process of giving your sales team the right technologies and resources to make more sales and increase their productivity. Sales enablement means the right content, at the right time, in the right place. Create great experiences for potential buyers and customers with well-trained salespeople. Drive cross-enterprise collaboration through the use of sales and performance management technologies.
Sales reps need to leverage the latest technologies that help them guide customers through the complex buying process. Digitize! helps you create a vision for sales enablement that includes not only content, but also training and support.
Salespeople are incredibly busy. They have to meet quotas, learn about new products, and deal with many different types of customers and customer needs. Sales reps also have many conversations: conversations with customers, sales managers, product and marketing managers, and support teams. Sales enablement tools help salespeople set priorities. At the same time, they provide valuable insights into what information really adds value for the customer in the sales conversation, which allows product communication to be continuously optimized.
With Sales Enablement, sales reps enhance the buying experience for their customers. Sales reps have all the latest customer and product information at their fingertips. In addition to texts, charts, and documents, multimedia content such as images, graphics, videos, and 360° drawings can also be integrated directly into the sales pitch.
With Sales Enablement, sales professionals make the right product recommendations to their customers and submit offers that are tailored to their needs. Sales executives are able to guide customers concretely through their buying decision phases. In addition to accelerating the closing of sales, tailored advice can build trust and loyalty with the customer.
The collaboration functions promote and support cooperation within the sales organization. Various functionalities simplify not only internal communication but also individual workflow processes. Important documents on customer projects can be attached directly in the communication or shared on common platforms.
Many sales enablement tools offer the possibility of centrally integrating sales-relevant data from different enterprise applications in a single platform and visualizing them on the mobile device. Different interfaces to numerous PIM, CRM and ERP systems allow data to be connected holistically. At the same time, sales enablement tools reduce the administrative effort for sales employees by allowing them to work with a single interface instead of using different tools as before.
What content are your customers really interested in? Track the performance of marketing materials (images, videos, descriptions, 3D visualizations, product descriptions, etc.) during a sales conversation and adjust your communication strategy accordingly.
Marketing and sales should work together, not side by side. Using sales enablement, sales is able to give marketing valuable insights into what content is really helpful and useful for a sales conversation. Marketing, on the other hand, ensures that sales always has the latest and approved content at hand.
Is customer orientation practiced by all employees across all departments? Is all relevant customer and product information along the customer journey also available digitally?
How effective are your processes? Are you taking advantage of workflow automation opportunities? Sales enablement tools give the ability to automate repetitive tasks, reducing error rates and leaving more time for essential tasks. At the same time, cross-departmental collaboration is improved by having all employees refer to the same set of data.
Are your employees well trained and have excellent methodological skills? Do your managers see themselves as trainers and coach their teams in dealing with customers in a highly professional manner? Some tools offer the possibility to map training materials, courses and tests in the platform, ensuring the ongoing development of sales staff.
Do you already use PIM, MAM, ERP or CRM software in your company? Sales enablement tools give you the opportunity to integrate information from these third-party systems into your sales platform via APIs, so that you have access to all relevant product and customer data regardless of location.
