Come 2022 and the term “sales enablement” has already started catching the attention of sales managers and executives everywhere. In the past year, sales enablement processes and platforms have been shown to be the biggest contributor to smoother sales and revenue growth.
Let’s take a deep dive into what sales enablement means and how it can benefit your business.
Sales Enablement Definition
At its core sales enablement means equipping your sales team with the resources and tools they need to excel at selling your product or service to customers.
In today’s digital setting, B2B sales enablement solutions are mostly buyer-focused. These solutions aim to help sellers target the right buyers and engage them effectively throughout their customer journey. In the process, sales enablement also helps to remove or overcome any barriers that may hinder the seamless interaction between consumer and product.
Sales Enablement Benefits
With sales enablement, skilled salespeople have the opportunity to grow further. It offers the clearest avenue for teams to gain a competitive edge and tap into the numerous unseen opportunities.
Here are 3 primary benefits of adopting a sales enablement platform:
#1 Stronger Sales Data
With so many digital B2B commerce platforms in the market today, sales enablement technology can help to tap into the data produced and harness it to provide customized insights for teams. With the help of insights such as buyer preference, customer personas, and problem areas, sellers can create a more tailored approach when communicating with prospective customers.
#2 Augmented Deals
While many sellers may see this as the only advantage of adopting sales enablement, it is also the foremost objective for sales enablement initiatives.
By equipping your teams with better data and tools, they will have more faster and seamless access to what they need and translate these into positive sales numbers. Sales enablement can improve your company’s performance by helping sales reps consistently engage with prospects and customers throughout the buyer’s journey.
#3 Better Alignment with Marketing
Sales enablement can act as the glue that holds the sales and marketing teams together. And when sales and marketing teams are aligned on strategy and goals, the following happens:
- Marketing teams get actionable data and make quality sales content.
- Both teams work in synchronization with one another to achieve the same targets.
- Increase in revenue given the decrease in internal setbacks.
Strengthening the collaboration between sales and marketing is a major aspect of sales enablement for businesses.
Empower your sales teams
When you empower your sales team with the right resources, materials, and tools, they will have the potential to sell more effectively and efficiently. This means your business will see a boost in revenue and an increase in customers and brand advocates at an exponential rate.