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How to select the best type of sales enablement software

4th March 2021 Print

As a successful sales leader, you want to make your sales team more efficient and equip them with the right sales content to seal more deals.

But, how do you achieve this?

First, sales enablement is the processes, technology, and content that prompts sales teams to sell more and efficiently. One of the ideal practices for sales enablement is to use its tools to assist you with that process.

In today's world, most sales solutions out there claim to be sales enablement software. But when you do your research, you’ll soon discover that there is so much that encompasses varying technologies.

You might be asking yourself, how do I choose the ideal sales enablement software for my business? Read on to find out.

To qualify at a sales enablement solution, the product must:

- Act as a repository for sales content that's to be used by sales reps

- Keep track of current and prospect customer engagement on sales pitches and content.

- Allow software users to build content directly within the tool.

- Help to prepare sale reps for pitches and presentations by having access to relevant marketing concepts and content

Let’s break this down:

1. Sales content management

With the sales enablement software, you significantly increase sales and marketing alignment. Most sales reps admitted that their lack of knowledge is the main reason they lost deals. Also, most content created by enablement is underutilized by sales reps.

For this reason, you need to put the relevant content in the way of your sales reps when they need it. To succeed in that, you need to guide them with intelligent and predictive content recommendations. Make it easy for them to access the right content to share from a centralized repository. That helps them to focus more on selling than searching for documents.

2. Sales content creation

Having effortless access to sales content is crucial. And the same has to be of high quality. Most sales reps want more content that will come in handy in helping them more sales or position themselves better.

For this reason, you need to choose software that makes it easy for your team to come up with memorable and engaging content that is tailor-made for your specific business.

3. Customer engagement

With sales enablement software, you get real-time notifications on various aspects. Such include if the customer received your document, whether they reviewed it or sent it to someone else. With such information, you get to know the perfect timing to do a follow-up, find out who's involved in the deal to see if you're getting close to the decision maker, discover what matters to your prospects and gauge their interest.

4. Presentation management

Situations can vary, and sometimes you may need to present your sales content rather than send it. Whether doing it in person or virtually, technology is essential. That may be the information of screen sharing, virtual reality, audio/video conferencing, etc.

The right sales enablement software has a built-in technology that integrates with your current presentation management solutions.

5. Sales onboarding, coaching, and training

A significant part of your success as a sales team depends on how well your train, onboard, and coach them. The right software helps newly hired sales reps to learn the sales process of your business, and improve their selling abilities and time-to-time productivity.

The right software helps the managers and sales reps to collaborate. And analyze sales emails and calls to come up with the ideal practices, refine techniques, and better sales close rates. Choose one that focuses on onboarding, training, and coaching.

6. Communication

Communication is crucial for every working relationship to thrive. You have to keep your sales reps up to speed, informed, and connected with information in all places. That should not be one way. The sales reps should have the capacity to share the same between themselves, their managers, and different relevant people.

For this reason, you need to consider a solution that aids mechanisms for enhanced communication within your business.

Author: Umesh Kumar Keshri

Umesh is a Director of the strategy, PR consultant and Founder of B2B TIMES and B2B TRIBUNE. He has over 6 years’ experience in marketing at companies ranging in size from start-ups to a Fortune 50 company. He really enjoys writing about himself in the third person.