What is Sales Enablement and How To Do It

Sep 5, 2022

In a world where the buying process is constantly evolving, sales enablement has become a term, which gets thrown around a lot. But what does it actually mean? Today, we’re going to find the answers to the following questions: What is sales enablement? How can it help sales teams? What are some best practices for implementing it? Open your notes, we’re getting started.

The basics

Put simply, sales enablement (SE) is all about equipping and empowering salespeople with the tools and resources they need to work successfully and bring great results. This might include training, content, CRM systems, video meeting apps, like Whoosh, and more.

When done well, enablement can be a powerful tool for organizations. It can help them close more deals and increase efficiency within their sales teams. Additionally, SE can also help to enhance customer experience, as teams are better equipped to understand and meet client needs.

If you’re wondering whether your company could benefit from implementing this process, the answer is probably yes. Despite the fact that SE is a relatively new field, it’s already having a huge impact on businesses. If you’re not sure where to start, don’t worry – we’ve got you covered. Let’s take a look at the most popular tools that have already proven to be great solutions for growing your business and winning more deals.

Tools to try

Although enablement is a fairly new concept, there are a ton of tools on the market to start using in your company: from CRM software and proposal generation tools to sales intelligence platforms. And the list keeps growing. Let’s have a look at some great options:

CRM system

CRM is a must-have for any sales team that wants to be effective. It helps salespeople keep track of leads and customers, manage their pipeline, track stages of selling, and close more deals. 

The best apps on the market:

  • Zendesk
  • Hubspot
  • Zoho CRM
  • Freshsales
  • Salesforce

Sales intelligence software

This type of software provides employees with data-driven insights that can help them close more deals. It gives team members the ability to track their progress, see who their most likely buyers are, and understand what their competitors are doing. Additionally, sales intelligence software can help sellers focus their time and energy on the most promising opportunities.

The best apps on the market:

  • LinkedIn Sales Navigator
  • Hubspot Sales Hub
  • Apollo.io
  • Groove
  • Outreach

Content management system

When it comes to content, a good CMS (content management system) can become your team’s best friend. It allows for creating, managing, and publishing content quickly and easily. It can help employees keep their data organized, so they can find what they need when they need it. It also makes it easy to share the results with team members, so everyone stays on the same page.

The best apps on the market:

  • WordPress
  • Hubspot CMS Hub
  • WooCommerce
  • Joomla
  • Drupal

Email automation tools

This option is one of the most efficient ways to stay connected with your clientele. Using such tools, your team can send targeted, personalized letters to their clients without having to manually send each one. What’s more, email automation can help businesses automate other routine tasks such as email list management, email content creation, and email campaign tracking. This can not only save a lot of time and money but also improve open and click-through rates.

The best apps on the market:

  • Mailchimp
  • Hubspot Email Marketing
  • GetResponse
  • MailerLite
  • Sendinblue

Online meeting apps

One of the most important tools for sales teams today is online meeting apps. This type of software allows employees to connect with customers and prospects remotely, making it easier to build relationships, close deals, and provide all the necessary information about the company’s products and services. There are a lot of such apps on the market, each with its own set of features, but the most popular tools they offer are video and audio conferencing, screen and file sharing, cloud recordings, instant messaging, and various calling features. 

The best apps on the market:

  • Whoosh
  • RingCentral
  • Webex
  • Google Meet
  • Whereby

Best practices for sales enablement

There are many different ways to go about SE, but not all strategies are created equal. Hence, we’ll give you a rundown of some of the best practices to try implementing. By following these tips, you can make sure your team has everything they need to succeed.

Supply with the right resources and tools

Make sure your employees have access to the latest tools and professional resources. This includes all the software we’ve already mentioned (various CRMs, online meeting apps, CMS, and others), as well as product updates, pricing information, and anything else they need to know about your products and services.

Remember about training and development opportunities

You can provide SE training in many ways, but some of the best include online courses, webinars, and in-person training events. By offering a variety of learning options, you can cater to the different needs of your sales team and ensure everyone has the chance to develop their skills.

In addition to training, you should also provide development opportunities. By offering mentorship programs, shadowing opportunities, and leadership development programs, you can help your sales team members to reach their full potential. 

Align with the buyer

SE programs should be designed with the buyer in mind. To align the sales team with the buyer, businesses need to focus on creating buyer-centric content. This means content tailored to the needs and wants of the consumer. By creating this type of content, businesses can ensure that their sales teams are always providing value to the buyer and are not wasting their time.

To wrap things up

SE is all about providing sales teams with the tools and resources they need to be successful. It’s about aligning sales and marketing efforts to support the buyer’s journey. And it’s about creating repeatable processes and best practices that drive results.

When done right, sales enablement can be a major game-changer for your organization. It can help you close more deals, faster. It can help you win more complex deals. 

So why wait? Let’s enable your sales team to succeed!

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