A sales enablement tool connects your content, marketing, and sales processes. It allows you to follow the sales path from start to finish, tracking analytics and content usage to determine what works best for your business. Think of sales enablement software as some kind of dashboard for your sales funnel where all your sales analytics, marketing, and content are easy to find, track, and cross-reference.
Such tools generally offer some capabilities in each area, finding one designed for your needs is crucial. The right instrument will affect the experience of your sales team, your customers, and ultimately impact your revenue.
There are hundreds of sales solutions out in the world. The first and most important step is to find out your company's unique needs. Once you have a good idea of your sales enablement strategy and what you'll want to focus on, you can check some tools by these parameters:
Try to choose the platform that can solve many of your challenges at once or can be easily customized. Also, think about training for your team because taking the additional time to master could pay dividends in the long run. However, if it's too complicated, you may be better off moving on to another platform.
Find the software that can report on the data you're interested in tracking. It's easy to get lost in the metrics that most sales productivity instruments deliver, and you don't need to know all of them. Think of your sales enablement strategy and determine which functionalities are the most important to your objectives.
CRM or customer relationship management software is designed to track new leads and store customer data. On the other hand, this tool provides an overview of the entire sales life cycle. The most comprehensive ones optimize training and content delivery at specific points in the cycle to close more deals.
Content is still king, and the right content at the right time can make or break a deal. Your sales enablement software should help you effortlessly organize and deliver relevant content. Also, some tools allow you to create new marketing content with ease. It can be especially valuable if you look to scale your impact and address the needs of new market segments.
If you want to make your sales department even more effective, try combining apps you already have with sales enablement apps. Many sales enablement tools offer a free trial and various pricing tiers. They're designed to scale with your business as it grows. If a sales enablement solution isn't in the company budget right now, you may be able to create a customized, affordable solution.
Lead qualification refers to determining which customers are most likely to make an actual purchase. It's an integral part of the funnel, which often takes in many leads but only converts a small amount of them.
Foundational readiness is all about creating a ready-to-execute onboarding plan for every role in the sales team. The main goal of the foundational readiness is to accelerate new agents' time to full productivity and improve knowledge retention across every possible sales role in the sphere.