Sales enablement. Sounds innovative and complicated – but it can be expressed in a very simple, logical way that anyone can understand:
Any task can be solved faster and more successfully if the appropriate means and right information are available.
Sales enablement for your business does just that, namely equipping your sales team with the tools, resources and insights they need. Sales enablement allows your sales reps to focus on “warm” leads, i.e. those who have already expressed interest and are more likely to become customers. This means that you can finally bid farewell to cold calling and now close deals with a much higher success rate.
The days when your sales reps could start a call with an unknown lead and successfully sell your product are well and truly over. In a world where anyone and everyone can do their own research on the internet, it’s difficult to tell a buyer something new. The right answer to this “empowerment” of your buyers is “enablement” for your sales team.
So, your best chance of landing a deal is to remain one step ahead of your buyers, know their preferences, behaviour and problems, and go straight to the contacts where you have a real chance of making a successful sale. Sales enablement doesn’t start with a sales pitch, but rather by combining marketing and sales through an effective CRM system.