Sales is so much different than it used to be. No longer are people seeking out a salesperson to help with their buying needs. The Internet has empowered customers to go and find the information needed to educate themselves on their purchasing decision.
Customer reviews, product information and pricing is so readily available that the consumer is smarter than ever.
So what does this mean for businesses? Marketing is now at the forefront of your sales strategy. Creating content to educate your buyer in the early stage of the buying cycle is still no easy task. With an overload of information online getting your potential customers to the final stage of the buying cycle is more difficult than ever. There is a way to increase those conversions though, and it’s done through Sales Enablement.
OKAY, SO WHAT IS SALES ENABLEMENT?
“Sales Enablement is the technology, processes, and content that empower sales teams to sell efficiently at a higher velocity.” - HubSpot
In easy to understand terms, Sales Enablement makes it easier for salespeople to sell and buyers to buy. If you have ever been in sales before you likely have felt like you don’t have enough time in the day to do everything that needs to be done. You find yourself explaining a product or service but not getting through to the client fully. With Sales Enablement in place you could remove this issue by delivering a piece of content or resources to properly explain the struggle your potential customer is experiencing. This saves you time, keeps you on brand and provides more value to the potential client, in doing this they are feeling the love before they have even spent a dollar with you.
A salesperson should be focused on providing value during conversations instead of working on non sales related tasks.
This is what Sales Enablement is all about!