Everything You Need to Know About Sales Enablement
Around half of the time that B2B sales teams use in prospecting is all a waste due to unproductive prospecting. In this day and age, businesses have become more focused on their customers. These teams must not be relying on ineffective and outdated sales methodologies and tactics anymore. For this reason, sales enablement has become very important. Now, what is sales enablement all about and its importance in your B2B organization?
As a way to improve the performance of your sales teams, you use sales enablement that is a set of processes, practices, and platforms. They help boost your revenue by acquiring new customers. If you look at a lot of B2B organizations, you will notice how they are partnering with B2B agencies. These agencies will be evaluating the performance of these organizations in terms of their sales processes. It will then be up to them to provider recommendations on new technologies and process optimizations. They do this to ensure that these companies will improve their effectiveness and operations. For one to further understand the importance of sales enablement in B2B organizations, a few important things should be highlighted first.
One of the key roles that sales enablement plays in B2B organizations is aligning its marketing and sales. If you look at plenty of B2B organizations, you will notice how misaligned their sales and marketing teams are. For many years, it has been deeply ingrained in the minds of business people that a lead has to engage with marketing first before they go to a sales representative. However, 65% of these sales reps cannot find any content to provide their prospects. This is one of the most significant complaints when it comes to sales teams.
When this happens, it could be one of two things. First, the marketing team might have handed off leads to sales without ensuring that they are qualified and providing them sufficient education. Second, the sales teams might not have been making the most of their marketing assets to continue nurturing and educating their prospects and turning them into new customers. With the help of sales enablement, one can assess and identify this kind of breakdown. There will be recommendations of methods too that will help bridge the gap that these two teams have created. This guarantees that prospects will be engaged from awareness to revenue.
Sales enablement also plays a crucial role in generating B2B demands. Over the years, marketing was the sole owner of all activities required in B2B demand generation. However, one must know that these activities are a shared one between sales and marketing teams. Through sales enablement, sales teams are given the same role as marketing teams in nurturing leads after generating them.