what is sales enablement?

What Is Sales Enablement?

Sales enablement is the process of making your sales team efficient by enhancing the content

that they have to work with.

What is Sales Enablement?

Before


Sales teams had to make everything from scratch for every new client!



Under the old system, sales reps would waste a lot of valuable time creating content and

doing administrative tasks.

Sales enablement improves communication withcontent and cuts down on time spent doing admin work.


With sales enablement they learn to…


Create templates!


Organize content for ease of access!


Connect with other departments so everyone is on the same page.

No more losing content and customers during the tradeoff between marketing and sales!


Use a CRM(Customer Relationship Management system)


Sales enablement helps you avoid problems like:

• Duplicating efforts• Poor communication• Unhelpful reporting


Don’t let the sales and marketingteams make the same thing because

of a lack of communication.



Marketing should be able to nurture leads and hand them off to sales for closing

without a breakdown in communication.


Sales enablement is about making it easier for everyone to LISTEN to their

team and their prospects.


At its highest level:

Sales enablement should interconnect every part of your company with the purpose of helping your sales team

close more leads with the insights they need.


It is about giving your team the power to stay ahead of the prospect and lay down the path that ends with

your company as the final destination.


How it works


With blogs, whitepapers, case studies, social messages, personalized templates, emails,

brochures, flyers, sales scripts, presentations,

and more...


...your sales team will have a plethora of content to share with your potential customers toconvert them faster than they would have

been able to before they started.



Sample Prospecting Email TemplateAWARENESS

CONSIDERATION

PURCHASE


Testimonial VideoAWARENESS

CONSIDERATION

PURCHASE

AWARENESS

CONSIDERATION

PURCHASE

In-depth training on the tools that help generate that same content will give them a leg up on making content at a speed that leaves the majority of their

time free to connect with clients.


Knowledge on how to use a CRM and other tracking tools informs the sales rep which content best

engages the customers they are most interested in.


A contact’s timeline can show all marketing and sales engagement

activity for a prospect.


Notifications can alert sales reps when prospects are

looking at website pages or sales emails in real time.

This helps them be timely and relevant with their outreach.


How it helps



It helps keep you in touch with potential customers and educate them throughout their buyer’s journey.

AWARENESS

CONSIDERATION

PURCHASE


It helps provide valuable data that can be used to enrich the customer’s experience.


It helps increase the quality of your conversions by connecting your team with preferred customers.


It helps build long lasting relationships with your customers so that they always come back to you.


It’s easy to have more natural closes when you do

sales enablement well.

When built right, proposal templates and reusable pieces of sales and marketing content will enable the

team to create more contextual documents that speak to the buyer’s situation and challenges.


With templates, the work is much faster, which means more can be done in a shorter amount of time.



You want your sales reps out in the world, where they can meet with clients face to face,

not spending most of their time doing administrative tasks.

Sales enablement lets them spend more time working with your clients and closing new customers...

...not filling out data that some systems can populate automatically.

...not filling out data that some systems can populate automatically.


After all, that’s the job they signed up for and better for the business overall.