The business landscape has shifted. Buyers now have access to more tools and information to aid them in the purchasing process. Salespeople are having a harder time closing deals and spotting opportunities than they have in the past.
We can help you in overcoming these obstacles. Our extensive sales enablement strategies help your business attract, convert, and close more customers.
At its most basic level, sales enablement agencies provide your sales force with the strategic resources they require to succeed, including the right tools, technology, content, and more.
Think of it this way. Even the world’s best golfers can improve their scores and rank by using better clubs, getting more training, sometimes from new and different coaches, and getting more information about the courses they play before they play them. The same principle applies to sales enablement, because even the most gifted salesperson can benefit from the correct help and structure.
B2B sales enablement solutions in the modern digital environment are frequently buyer-focused, with the underlying goal of assisting sellers in identifying the right buyers and engaging them effectively throughout the customer journey. It’s all about removing any impediments to effective interactions and a smooth buying process.
Given that selling currently has perhaps more intrinsic barriers than ever before, it’s simple to see why sales enablement is a top priority for businesses all around the world. And why partnering with the right sales enablement agency can make such a significant positive difference.
If we assume that most salespeople are competent in their roles and that what they’re selling is valued, then sales enablement is the clearest path for teams to acquire a competitive edge and capitalize on previously untapped opportunities.
Here are some of the main advantages of using a sales enablement strategy:
An organization becomes less reliant on conventional top performers to handle the load by uniformly equipping its sales reps with proven sales enablement tools. This assistance aids laggards in meeting quotas and accelerates average salespeople into the next tier.
With so much B2B trade now transpiring online, sales enablement technology has exploded in popularity, and many of these solutions focus on data – gathering, organizing, and activating it for salespeople. Buyer preferences, pain points, and buyer personas help salespeople reach out to prospects in a more personalized way, which is critical at a time when 64 percent of B2B decision makers say they won't engage with a salesperson if the communication isn't personalized.
This may be the most important goal for sales enablement efforts, and it is definitely a desired consequence. Sales professionals tend to have quicker access to what they need when they have better data and tools at their disposal, and greater insight leads to more strategic discussions. According to a survey conducted by Aberdeen a few years ago, sales professionals spend up to 43 hours per month researching, indicating that there is still room for improvement.
A significant component of the enablement equation is making the best use of supporting content during the sales process. When salespeople can supply prospects and leads with the relevant resources at the right time, they are more successful. As a result, a fundamental part of sales enablement is developing the relationship and collaboration between sales and marketing, which has many offshoot benefits of its own.
When a sales rep engages with a third party, they are representing the company and leaving a lasting impression on their behalf. It reflects positively on a company when salespeople are well-informed, responsive, and helpful.
Granted, providing a sales force with the tools they need to succeed is a wide and nebulous concept, but there are some general rules that can help you build an outsource sales enablement strategy in today’s environment.
Adoption of the correct sales enablement solutions helps B2B organizations keep up with the times in a world where Uber and Netflix are teaching users to expect personalised, on-demand experiences. It’s no longer about shoving leads down an antiquated sales funnel. This fundamental transformation should be the emphasis of any improvements to the sales process.
B2B selling is all about being prompt and opportunistic. Sales and marketing must collaborate to find touch points and triggers, and then engage with a message that resonates, because buying research is more autonomous than ever. This means you need a sales enablement content agency to get the right content built out.
Buyer data and insights, as well as your company’s own internal data, are used to power effective sales enablement. As a result, you can enhance and optimize by focusing on what works and changing what doesn’t.
Pearl Lemon Leads sales enablement programs are developed in collaboration with sales leaders at all levels. We design a buyer-centric framework to nurture sales leads efficiently because B2B decision-makers must be educated in order to make an informed decision. Sales teams may improve conversion rates and sales outcomes by having more meaningful, targeted conversations with prospects.
For growing businesses, Pearl Lemon Leads provides demand creation, sales enablement, lead generation, lead nurturing, and content marketing. Few other agencies can offer all these things ‘under one roof’, or as efficiently as we can.
Contact us today to get the conversation started.
The goal of sales enablement is to tie all aspects of the business together to optimize the user’s buying experience. This means ensuring that sales, marketing, HR, customer service/support and more are all working together cohesively to ensure the company meets their sales goals and other KPIs.
Sales enablement is usually handled between the sales and marketing teams. This is because the marketing team often knows the overall KPIs for the company and the sales team will have KPIs based on inbound and/or outbound sales. An outside agency can also be responsible for sales enablement to give an outside perspective on how to improve.
Sales enablement strategy is the strategy that a business puts in place to support and improve the effectiveness of their sales team. The goal is to get the sales team to improve and meet KPIs through a scalable approach that can still be used when the team expands.