Sales enablement. Is it a buzzword or just a misinterpreted word?
MEANING OF SALES ENABLEMENT: Sales Enablement encompasses the technology, strategy, procedures, and content that empower sales groups to offer smarter and faster. Its about offering salespeople with what they require in order to successfully and strategically engage the buyer throughout the buying process. Why wouldnt you desire it?
DEFINITION OF SALES ENABLEMENT: Sales Enablement incorporates the technology, strategy, processes, and content that empower sales teams to sell smarter and much faster. Lets state youre a sales rep on the phone with a possibility. As the sales associate, youre elated to have an interested prospect! No requirement to think of, this is sales enablement. It uses both material and innovation to allow salesmen to speed up sales, improve quality, and complimentary up more time to sell.
A Real-World Scenario of How You Might Use Sales Enablement:
Lets state youre a sales rep on the phone with a possibility. The prospect reveals interest and asks you to send out an overview of how you work with your clients and what the procedure would look like if you worked together.
As the sales rep, youre elated to have an interested prospect! You guarantee them youll assemble an e-mail, even consist of some additional info, and theyll get it in the next 24 hours. Now you must discover time to compose this email and discover the stuff you wish to send over. You may even need to develop something to send out if there isnt currently something offered..
In real life, this takes place all the time. The seller needs to scramble, patch some material or PDFs together, and send out something that isnt their highest quality work. This can take hours!
In This Scenario, What is Sales Enablement?
Sales enablement is both the material and the innovation that empowers the seller and supports.
Image if you had an e-mail template already written for this exact situation, and all you needed to do was customize it?
What if you had a:30- 2nd explainer video, an infographic, or a 2-3 page Powerpoint deck that described what its like to do business with you and share how your process is different and the benefits of dealing with you?
Thats sales enablement material. The content that allows you to accelerate the sales process and makes it a lot better.
And, you could have another button to merely connect the files you desire (the content just gone over in the paragraph above), and they would connect as a link, and then send that to your prospect. You could get that material to the prospect extremely fast, and it would be much better quality.
Additionally, sales enablement technology permits you to read their digital body language since you would understand when they opened the e-mail, if they shared the e-mail with somebody, the length of time they invested viewing your PowerPoint deck, if they viewed the whole explainer video, and more.
If all of this existed inside your Outlook or Gmail, it would all take less than a minute. Think of how much better the quality would be, how much more responsive you might be with prospects (keep in mind, slow kills deals), and how much time you would save..
No need to think of, this is sales enablement. It uses both material and innovation to allow salesmen to accelerate sales, enhance quality, and free up more time to offer. * Editors Note: This post was initially written October 2019, and has given that been upgraded.