Table of Contents
A sales enablement platform allows your business to provide your sales teams with the best resources, materials, and content management in order to increase sales effectiveness.
Throughout the course of this article, we’ll cover the following topics in depth:
What sales enablement is
What a sales enablement platform is
What to look for when choosing sales enablement platforms
What your sales and marketing teams do during this process
Read on to learn more about sales enablement platforms and all that they can do for your sales team every single day.
What is Sales Enablement?
Sales enablement strategy involves providing your sales team any materials, resources, or content created specifically to help streamline the sales process.
Your sales reps are tasked with selling your products and smoothing out the sales funnel, so it is important for them to have supplementary materials to share with leads or refer to themselves.
Sales enablement software will help with customer relationship management, sales performance, and strengthening the sales cycle as well.
Technology designed to strengthen sales enablement and CRM will help, but there are a lot of tasks that should be completed manually for the sake of your sales team.
Monitoring sales productivity
Partaking in frequent sales training
Focusing on marketing alignment
Having your marketing teams create relevant sales content to ensure sales success
Focusing on customer engagement
Equipping sales teams with a content management system
Making graphics for knowledge based sales interactions
Some sales enablement tools will be better produced manually, and your marketing and sales teams will need to collaborate on necessary resources.
What is a Sales Enablement Platform?
There are a lot of items that make sales enablement important, but your sales organizations should be at the forefront of your strategy.
A sales enablement platform should help your business with the following:
Strengthening sales performance
Giving your marketing team clear tasks
Creating a specific sales enablement team
Giving you access to sales enablement professionals
Helping sales readiness
Aiding in sales communications
Helping align sales and marketing departments
Since sales enablement is an ongoing process, it is important to use a software platform that helps you keep track of your sales operations effectively.
Think of it this way: your software owns sales enablement, and it is up to your sales enablement leaders and sales reps to enforce and manage your strategy.
What to Look For In Sales Enablement Platforms
Ultimately, you need to find a sales enablement platform that supports the goals and vision of your business.
Your sales and marketing content will be created within your business, so make sure that you software supports other functions, like the following:
Analytics on each sales rep
Metrics on sales collateral
A designated sales enablement space for customer stakeholders and customer engagement
A spot for ongoing sales training
Support for the buyer’s journey
Samples of sales enablement content
Look for what extra help your sales enablement software can provide you.
Your marketing team will help with content creation, and your sales force will be selling and helping customers along the sales pipeline.
Focus on sales enablement services that are not as easy to complete in house, and work to have your software maximize sales enablement success every day.
Roles of Your Sales and Marketing Teams in Sales Enablement Process
Your sales and marketing teams are instrumental to the success of sales enablement, and can be considered the joint owners of your sales enablement.
First, let’s outline how your marketers can make this process as successful as possible.
Using sales enablement technology to create content
Owning content management and strategy
Working together with sales to accommodate their needs
Creating graphics and charts for leads
Helping strengthen social media presence
Helping to compile sales enablement resources for sales
Your marketers will be providing the majority of the resources for your sales teams, and this will involve collaboration and a clear content management strategy.
Frequent check-ins between marketing and sales teams will be useful to gauge the effectiveness of the content being created and to plan out future graphics.
After your sales reps receive this content, it is up to them to use it accordingly.
Your sales team is also in charge of the following items:
Optimizing sales performance
Using sales content properly
Speaking with sales managers to streamline sales operations
Using marketing materials accordingly
Using each sales enablement tool to aid sales engagement platforms
Much of the sales enablement leadership will fall to your sales team.
Since the process is rooted in aiding your sales teams, your sales reps are at the heart of this function.
Make sure that your sales enablement processes are benefitting your sales team above all else.
How Kennected Uses Sales Enablement
Here at Kennected, our sales force connects us with our clients and sells our products to eager customers every single day.
Our sales team is the lifeblood of the company, so sales enablement is a huge piece of what keeps our business thriving.
As a business, your sales team should be extremely important to the success of your overall venture.
Make sure you are taking the time to invest in your sales team and give them the best resources available for success.
Hop-On The Kennected Train
According to HubSpot, 61% of companies name their top marketing challenge is generating traffic and leads.
If you’re part of that 61%, keep reading because what you’re about to discover could be a game-changer for you and your business (like it has for thousands of people before you).
So many business owners & sales professionals that come to us are struggling to get ahead because they’re stuck relying on referrals, lead lists, or manual prospecting.
This is taking up too much of their time and isn’t creating the consistent income they’re looking for to fund the lifestyle they want for themselves and their families.
Four years ago, the founders of Kennected had the same struggles. They found that lead generation was way too complicated, expensive, and time-consuming, knowing there had to be a better way.
So they developed a new way of getting qualified leads that turn into new customers on the #1 platform for B2B lead generation… LinkedIn.
In the four years since we developed this lead gen strategy, we’ve earned a spot on the Inc. 5,000 list of Fastest Growing Companies in America.
And more importantly, it helped over 17,000 businesses get new leads and sales for THEIR businesses.
Want to see how it works?
Click here to see how you can use Kennected to fill your sales pipeline with qualified leads in less than 10 minutes per day.