Imagine having a revolutionary product in your arsenal that has all the potential of solving your target customer’s pain points. Being able to sell this product to as many customers would be your primary goal. And that should be the primary goal of any business because no matter how brilliant your products it, your business can only grow if you can sell your products.
As a business, you would agree that selling a product is not easy and it’s even more difficult if you are still using the conventional methods of selling. Gone are the days when your salespersons used to reach customers through cold calls, texts, emails, etc. Over time the buyers have evolved and so have the selling techniques.
One of the newest addition to the sales process is known as sales enablement. So what is sales enablement and how it can help your business? Let’s explore all the answers.
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So let’s start with the basics. Sales enablement is an exciting new way to empower sales teams. With sales enablement, companies equip their sales teams with the tools and resources they need to succeed. This includes things like training materials, content, processes, and technology.
The goal of sales enablement is to help sales teams close more deals faster and more efficiently. It allows sales teams to be proactive, rather than reactive when it comes to sales. It also enables them to stay up to date on the latest trends and best practices, so they can provide the best service possible to their customers.
By providing access to the right resources and tools, sales enablement can help sales teams become more successful in their roles. So if you're looking for a way to power up your sales team, sales enablement is worth considering!
Now that we have described the sales enablement process, let’s throw some light on another leading technical aspect; automation. Now there are various tools available in the market today such as Customer Relationship Management software (CRM software) that can help in automating the sales enablement process.
But before any business would invest in automation such as CRM software, the thought might emerge about how automation can help the sales enablement process.
Therefore, here are five ways through which automation can help in sales enablement:
Digital sales enablement solutions offer the perfect way to augment your sales performance and devise more effective strategies. With this technology, reps can follow up with customers, and based on how often they've been contacted, if a proposal has been seen, which email format has proven successful, website visits, or other elements that can influence conversions, prioritize deals that are most likely to be closed. Therefore, automation can allow an intelligent, seamless, and highly profitable selling cycle.
Consumers nowadays demand a highly personalized buying experience. Businesses have to use modern tools for sales enablement to achieve that. These tools are designed to deliver customized outreach campaigns on a large scale with personalized content. Furthermore, features like rapid proposal creation, instant contract modifications, eSignatures, and communication on the client's chosen channel grant an uninterrupted customer journey. A consistent brand representation throughout the purchasing process is another essential attribute of these sales enablement tools as it boosts confidence in the brand. Also, appropriate follow-up conversations keep customers informed about every purchase step.
Gaining a better insight into prospective customers is crucial to transforming leads into paying clients. Automating the lead recognition process can assist businesses in recognizing who their prospective customers are and if they may be interested in their products or services. To do this, sales analytics is used to assemble customer profiles and capture their sentiments towards a certain product. This helps firms understand more about the customer's preferences and interests.
Tools like CRM can provide businesses with the opportunity to uncover new leads, get in contact with them, and consequently increase their conversion rate into customers. With a comprehensive knowledge of prospects' requirements, companies can customize their goods or services according to individual needs for greater success in acquiring clients.
According to an article published in Forbes, sales reps often spend around 64% of their time on administrative tasks and 75% of their day on non-core or internal activities. These distractions can include searching for sales collateral, manually entering data into CRM systems, scheduling meetings, creating emails, amending proposals, and chasing signatures.
Fortunately, sales enablement tools can help reduce these low-value, repetitive activities by up to 23%. This frees up time that would have otherwise been spent on mundane tasks, allowing sales teams to focus on more productive activities like closing deals, developing client relationships, networking, analyzing proposal performance, and moving on to the next lead.
Sales enablement tools streamline processes, automate redundant activities, and make it easier for sales teams to focus on tasks for that matter. With the right set of tools in place, teams can save time and increase their efficiency, giving them more opportunities to convert leads and close deals.
Sales and marketing teams that work together see customer retention at a rate of 36% higher, and close rates that are 38% higher. On the other hand, when sales and marketing teams fail to align with processes and technology, it costs companies 10% of their revenue per year.
According to Forbes, unfortunately, up to 65% of sellers forget to use content created for their campaigns, and up to 70% of content produced by B2B marketing organizations goes unused.
One of the most helpful ways to improve coordination between sales and marketing teams is through CRM software. This type of software allows teams to collaborate effectively and access the exact files they need anytime, from anywhere. With this tool, sales cycles are shorter, sales content is better, and conversion rates and revenue increase.
These are the five ways through which automation can help your sales enablement process and empower your employees. Technologies are changing rapidly in today’s time and businesses need to keep up with them to stay relevant. So if you are a business owner looking to get an edge in the market, this is the right time for you to invest in automation.
Tools like OneHash CRM can not only automate your sales & marketing efforts but can also boost your overall efficiency. To know more about how we can help you, you can contact us here!
