An estimated 82% of marketers have a sales enablement strategy in place, but if they’re failing to implement sales enablement best practices then they won’t be achieving optimal results.
Modern day B2B customers want something different from B2B sellers. They want a more omnichannel, frictionless buying experience and less direct interaction with salespeople until later in the sales cycle.
In the digital era your buyers are performing their own research online before engaging with your salespeople. Your sales team is no longer the first point of contact, so it’s essential they adapt their selling techniques to fit in with the new customer journey.
Creating content that represents your brand and aligns with your buyer personas is crucial to sales enablement. Your marketing department is tasked with providing content for the top of the sales funnel as well as for your sales reps, as part of a sales enablement strategy.
According to Highspot, sales enablement adoption has grown 343% over the last few years. Now 62% of companies have a sales enablement program, function or person in place. Companies are using sales enablement to help them sell effectively in the digital age, supported by the right sales enablement software.
You’re probably well used to measuring data at the top of the sales funnel i.e. your leads, traffic and conversions. But in order to run an effective sales enablement strategy, you need to be tracking another set of key metrics: Sales enablement metrics. This is the data that’s directly tied to sales activity and...
Without the right individuals, roles and team structure in place even the best sales enablement strategy will fail. But you shouldn’t rush into building a sales enablement team without due consideration. There’s no ‘one size fits all’ solution – plus the roles within the team will be constantly evolving. Make sure...
By moving towards a sales enablement strategy you’ll not only help your sales reps sell more – but you’ll be solving a traditional headache for many companies: The misalignment between sales and marketing. This can be solved by embracing sales enablement meetings.
In a bid to reduce lengthy and costly sales cycles organisations are turning to sales enablement tactics. So much so that the market is projected to be worth some $2.6 billion by 2024.