Sales enablement is a term that has gained popularity over the last few years. However, many B2B organizations aren’t entirely sure what it is — or if they need it. In its simplest form, sales enablement is the process of providing your sales team with everything needed to be efficient and effective. Some of the tools that support sales enablement success include:
At FounderScale, we partner with B2B business owners who want to level up their sales enablement efforts. We develop customized solutions designed to:
- Increase sales and marketing alignment
- Maximize engagement
- Measure ROI
- Drive conversions (aka boost revenues)
Some of our team’s most significant sales enablement strategies include:
Training & Coaching
As sales leaders, we recognize that there’s no such thing as a “one-size-fits-all” coaching approach. Our team offers multiple ways to coach, train, and mentor sales professionals so they can deliver exceptional results. Each training style provides a unique experience for sales reps. B2B business owners can fit these styles into their organizations in different ways based on company size, sales management approach, and business model.
Sales software has quickly become a differentiator for B2B organizations. The technology used can be the difference between organizations that get the deal and those that don’t even get the opportunity to pitch. However, it’s not enough just to have the technology. To optimize their competitive edge, B2B businesses have to prioritize sales software utilization. At this point, CRM solutions are table stakes. B2B leaders use them to manage their sales team and analyze decision-making data. However, high-performing sales teams are quickly moving into sales engagement platforms. A system that offers auto-updates, prospect data services, and other tools makes a tech-enabled rep up to 10x more efficient than their traditional, non-technical counterparts.
Materials & Collateral
Even in today’s digital sales environments, collateral matters. Every sales rep needs updated, accurate materials that are immediately available whenever they engage with prospects.
Systems and Processes
When someone visits your website and fills in a form, does the established process ensure they have the best possible experience? If you’re unsure, it’s time to find out. Documented sales processes across your B2B business are crucial when training. Additionally, documentation offers clear rules on how things should be done in your organization.
Culture and Philosophies
One often overlooked (and potentially the most important) factor in sales enablement is empowering your sales team with an intentional sales culture and the philosophies required to be successful. Does your sales culture include reading the latest sales books and sharing insights with the team? Is it a culture that is always searching for new sales ideas with an open mind, or do they do everything the same way they have sold for 20 years? Instilling a culture and sales philosophies are the memorable and motivating parts of being part of a high-performing sales team.
Contact FounderScale today for more information on sales enablement strategies and solutions.
How to Increase B2B Sales Engagement by 667%
Engaging people on a human-to-human level to provide experiences and education is one of the few long-term sustainable lead generation methods that you can employ. Many other methods like contact and pitch may provide a certain level of results but the efficiency and cost are less than ideal. To maximize sales engagement platforms, you have a number of different options ranging from webinars to group lunch and learns which provide 667% higher engagement than cold outreach to set a meeting.