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Sales Enablement

The document discusses how to use sales enablement to boost sales. It outlines eight steps to an effective sales enablement plan including aligning sales and marketing, creating solutions-oriented content, adapting procedures based on top performers, establishing training, using chatbots to qualify leads, organizing prospects and leads, automating clerical work, and examining sales data.

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Lucas Smith
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18 views

Sales Enablement

The document discusses how to use sales enablement to boost sales. It outlines eight steps to an effective sales enablement plan including aligning sales and marketing, creating solutions-oriented content, adapting procedures based on top performers, establishing training, using chatbots to qualify leads, organizing prospects and leads, automating clerical work, and examining sales data.

Uploaded by

Lucas Smith
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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How to use sales

enablement to boost
your sales
Sales Enablement Plan

▸ Align Sales and Marketing to Accelerate the Customer Journey


▸ Create Easy-to-access, Solutions-oriented Sales-related content
▸ Adapt Procedures Depending on the Best Performers
▸ Establish a Culture of Training for Sales Enablement
▸ Use Chatbots to Qualify Leads
▸ Organize Your Prospects and Leads
▸ Automate Clerical Work that Needs to be Done.
▸ Using a Sales Engagement Tool, Examine your Sales Data.
▸ Align Sales and Marketing to Accelerate the
Customer Journey
Customers are looking for a seamless sales and marketing
1 experience and 43% of consumers agreeing that they feel more
authentic when they are recognized by a brand across every
touchpoint.

Marketing is among the most powerful sales-enabling


resources. In fact 87 percent of marketing and sales managers
agree that collaboration between these two departments is
essential to achieving growth for their businesses.
Marketing to Accelerate the Customer Journey

AWARENESS

Sales INTEREST

Enablemen EVALUATION
Marketing
t
Accelerat INTENT

e PURCHASE

LOYALTY
▸ Create Easy-to-access, Solutions-oriented
Sales-related Content
The content you create for sales enablement should give each

2
salesperson the necessary support to create business case
studies for prospective customers. Content for sales should
demonstrate the way your products or solutions solve various
issues for every target market.

For instance 36% of businesses employ testimonials from


customers as sales material to aid sales professionals close
deals. Likewise, 36% of companies are developing
demonstrations of products and 32% use them to increase
sales.
Solutions-Focused Sales Content

Sales content should show how


your products or services solve
different types of problems for
each target audience
▸ Adapt Procedures Depending on the Best
Performers

3 Your sales enablement team must be providing regular


coaching in order to ensure that your sales team up-to-date
on any new products or sales enablement practices that've
become relevant.

It's not just a way to ensure that sales representatives are


selling customers the most recent options, but it also allows
them to keep them current on the techniques for selling
that are most effective.
▸ Establish a Culture of Training for Sales
Enablement
Are you working with a sales leader on your team that's heads
4 and shoulders above other sales leaders? Utilize these top
performers as a guideline for your sales enablement plan.

Are they interacting with customers in a specific manner? Are


they modifying the customer experience? Are they able to select
and evaluate leads in a different way?

Develop your sales enablement training materials based on


these characteristics.
A happy team member brings in a

“ satisfied customer. The principal


goal in sales enablement would
be to make sure that each team
member is educated of
technology and the skills that will
help the business to grow.
▸ Use Chatbots to Qualify Leads

5 There are a variety of tools and techniques used to generate


leads, however majority of businesses prefer the chatbot
over other methods because it has the most benefits.

The use of lead generation chatbots could provide many


advantages to your company.
Use Chatbots to Qualify Leads

Automate sales Higher Return on Continuously Active


conversions Investment (ROI)
You could automate the sales Lead qualifier chatbots create new Continuously active around all hours Chatbots are
funnel by using chatbots that can business opportunities through the constantly on to provide customers with instant
prequalify leads by asking them creation of efficient chat responses to sales questions, which means you
specific questions, and experiences that your users enjoy. can determine leads' quality through asking
depending on their responses, They could be a worthwhile questions based on your business requirements
direct them to the appropriate investment to enhance and and understand the purpose of visitors and utilize
person to be further nurtured. differentiate the overall quality of it to help nurture leads.
your service.
▸ Organize Your Prospects and Leads

A well-designed sales enablement strategy should


incorporate the appropriate sales enablement technology to

6 assist sales teams in organizing prospects and keep track of


the customer's history.

This is the reason that the majority of sales teams utilize the
Customer relationship management (CRM) program. On one
hand, a CRM can help sales reps manage their customer
relationships by arranging and prioritizing prospects. This
way, sales reps constantly know where they are within the
sales cycle.
Prospects and Leads
▸ Automate Clerical Work that Needs to be Done

41 percent of sales representatives claim they are too busy


7 making follow-up tasks. Administrative tasks like this cut
up the time that your sales team must use to make sales.

By using the correct sales enablement software Sales


representatives can automatize many mundane tasks,
freeing their time to focus on more effective selling
activities to reach their sales goals. Actually, 66% of the
most effective sales teams automate mundane
administrative tasks, as compared to just 41% of the teams
with low performance.
Roadmap
Align Sales and Marketing Adapt Procedures
to Accelerate the Depending on the Best Use Chatbots to Qualify
Customer Journey Performers Leads

1 3 5

2 4 6

Create Easy-to-access, Establish a Culture of Organize Your Prospects


Solutions-oriented Sales- Training for Sales and Leads
related content Enablement
▸ Using a Sales Engagement Tool, Examine
your Sales Data.
70% of sales representatives complain that they are unable to
8 find meaning in the data on sales. Utilizing a tool to engage
customers can aid in this that is why 43 percent of sales
teams utilize one.

These tools can assist members of your team responsible for


sales examine your sales data to discover which strategies
are working and which ones don't yield results. Today 48% of
businesses employ sales data to determine patterns in the
closed or lost business.
Conclusion

Congratulations, you've gained the necessary knowledge to help you achieve your
success. Keep a note of your thoughts on the things you consider to be crucial or
pertinent to you in more detail and bookmark this page for when you are feeling
like you've forgotten something, you'll be able to easily refresh your memories.

The final tip before you embark on your journey of a lifetime is to stay focused on
your goal and to be sincere and respectful with the team. They make up the core
of your business, particularly your sales and marketing teams.

Find ways that you can empower your employees to get the most out of them,
and that in turn will drive the growth of your business. We would like to wish you
all the best success as you begin to start implementing your sales enablement
strategy!
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Want to know more
Visit - https://slidecast.com/sales-enablement

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