The basic premise of sales enablement is simple: adopting the right processes and technologies to help sell more and drive revenue. However, implementing an effective sales enablement strategy which leverages the right sales enablement tools can be a difficult task.
A sales enablement strategy aims to provide the sales function with all the information, content, skill sets, and sales enablement tools that they require on a day-on-day basis. This comprises training, product-specific resources, technologies such as CRM, and an evolving strategic focus based on new and incoming data. Contrary to popular belief, sales enablement is more about the buyer than it is about the seller: for example, sales enablement content refers to collateral such as case studies, brochures, and fact sheets which directly communicate product value to the buyer.
Sales enablement is a top prio...
The basic premise of sales enablement is simple: adopting the right processes and technologies to help sell more and drive revenue. However, implementing an effective sales enablement strategy which leverages the right sales enablement tools can be a difficult task.
A sales enablement strategy aims to provide the sales function with all the information, content, skill sets, and sales enablement tools that they require on a day-on-day basis. This comprises training, product-specific resources, technologies such as CRM, and an evolving strategic focus based on new and incoming data. Contrary to popular belief, sales enablement is more about the buyer than it is about the seller: for example, sales enablement content refers to collateral such as case studies, brochures, and fact sheets which directly communicate product value to the buyer.
Sales enablement is a top priority for 37 percent of marketers. To know more about its four components, read our guide to sales enablement here.
How to Action Your Sales Enablement Strategy
It is important to remember that the ownership of sales enablement is shared between marketing and sales. Therefore, both functions must come together to:
In case you are not sure about investing in sales enablement tools, here are five signs to look out for.
Scroll down for more research, thought-provoking insights, actionable tips, and the latest sales enablement news on MarTech Advisor.
Robert Glazer Founder and CEO, Acceleration Partners
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