In my last post I shared how teams want to fix common sales problems they need to break free from the prison of out dated sales processes. We shared how to determine if your sales process is out dated and how voice of the customer work helps understand your buyers, how they buy and what they need to buy today. Sales enablement is about strategically giving your buyers the right content at the right time in the right format to help sales close faster and at higher gross margins.
I received emails and calls from past clients wanting to learn more about the topic of Sales Enablement since it has such a large impact on increasing sales revenue and having a greater ROI on the marketing assets you create.
Below are 10 resources I found particularly useful on the topic of Sales Enablement.
9.Use Buying Process Exit Criteria to IncreaseYour Sales Effectiveness
10.GARTNER’S MARKET GUIDE FOR DIGITAL CONTENT MANAGEMENT FOR SALES
Sales Enablement is about providing the right information, in the right format at the right time in the buyers buying journey.
When your team does your voice of the customer work to understand the buying process and criteria your buyers must have, and implement a sales enablement business development strategy your team will experience:
Sales revenue increases
Gross profit per sale increases
Increase in sales close %
Higher customer satisfaction
Sales will close faster
Increase in engagement in your sales team
Improved retention of sales top performers
Sales will hit forecasts
Increase in Brand value
New product launches that meet or exceeds ROI targets
Open new profitable markets
If you have found other useful articles and or EBooks and web sites that share useful Sales Enablement information please share the links in the comments below.
Has your team implemented a sales enablement strategy?
What impact has it had for your business?