B2B businesses almost always drive revenue via dedicated sales teams. They must understand an essential term: sales enablement. The specific definition of sales enablement can differ slightly between industries, but in general, sales enablement is collecting and using resources that are geared towards the purpose of improving the execution of sales activity. The following reviews the progression of sales enablement, and how sales enablement can be facilitated through content curation, distribution and subsequent engagement with the buyer .
Sales Enablement Five Years Ago
Five years ago, the definition given above in regards to sales enablement would probably have been spot on. Even more so, the definition may have included a snippet about providing sales reps with the resources and materials that they need to sell their product.
With the advent of constant Internet connectivity, that definition (and importance of Sales Enablement) has become much more pronounced.
Defining Sales Enablement Today
Today, the world is more technologically advanced and more connected than ever before. As such, the same sales reps from five years ago are now selling in industries where smartphones and tablets aren’t just a plus, they’re a way of life. Now, sales enablement has become much more precise – Don Peppers defines sales enablement in 2015 as “the ability, by any sales rep, to systematically deliver a personalized, one-on-one customer experience” (source: http://www.bizjournals.com/bizjournals/how-to/marketing/2014/06/what-is-sales-enablementand-why-should-we-care.html?page=all).
The Components of Sales Enablement
Delivering a one-on-one personalized customer experience might sound complicated. However, there are a number of components and strategies that can be implemented for sales enablement success. These strategies include (source: https://www.salesforce.com/blog/2014/08/infographic-what-is-sales-enablement-anyway-gp.html):
Focusing on the above high-impact areas can be key to improving your sales force. Of course, having a unified sales engagement platform, being able to share information instantaneously with a sales team, and being able to measure efforts are all critical as well.
Start Sales Enablement Today
While sales marketing has evolved rapidly in the past decade, the importance of sales enablement has remained a constant – if anything, sales enablement is more important than ever before.
At Genwi, we offer a sales enablement platform that’s designed for the post-PC era. We understand that sales enablement of the past doesn’t compete with sales enablement strategies of today; our mobile-friendly app-style format is designed to facilitate effective sales enablement through content curation and distribution. We promise to help you:
- Make the most of your investment in content;
- Improve your engagement strategies;
- Distribute unique content across different platforms;
- Create a more informed sales force and customer base; and
Combine our approach with your existing sales and marketing platforms, ranging from CRMs, Marketing Automation Systems, content repositories, websites and blogs.
You can optimize your sales enablement abilities with Genwi where information can be gathered and distributed quickly and efficiently, where content can be optimized, and where your engagement abilities with your buyers are enhanced. Your sales teams can create content packs directly from their mobile devices and share them with targeted buyers for specific selling situations. Buyers can access these packs from any device on any browser via a microsite delivered specifically for specific content pack. They can engage further with the sales personnel by initiating direct feedback from these microsites.
Aggregate content usage, sales team activities and buyer activities are all tracked to provide comprehensive view on content effectiveness and relevance in specific selling situation resulting in deeper buyer engagement and faster sales cycles.
If you’re ready to learn more about how we can revolutionize your sales enablement strategy today, contact us for a product demonstration now.