Top 6 Sales Enablement Best Practices

Sales enablement continues to be a key driver in increasing sales performance.

B2B sales leaders must evaluate their sales enablement practices relative to their team being equipped to achieve goal. With best-in-class sales enablement practices in place, your sales team has a significant advantage to meet sales quotas and increase ROI.

We dissect the top 6 sales enablement best practices to help B2B sales leaders determine where to focus for increased sales productivity:

1) DEVELOP

When sales representatives are able to develop new selling techniques based on buyer behavior, not only are customers more effectively engaged by a sales rep but also the customer experience is improved, increasing purchase likelihood. The role of the B2B sales leader is to ensure proper sales training and the sales management infrastructure is in place to encourage utilizing the tools and customer intelligence people need to develop a more personalized customer experience.

For example, a sales rep is better equipped for a conversation when he/she has access to the intelligence that a particular customer has already had three touchpoints, one of which was downloading a white paper that is aligned with a purchase decision.

2) POSITION

Qe often find ourselves reinforcing the criticality of providing the "right message at the right time" to prospects. This is a crucial aspect of lead management. Sales reps must consistently and repeatedly reinforce your organization's value proposition to prospects in the right context for the buyer.

For example, a sales rep that reinforces the value of their products for a specific industry application is positioning the company's products in a way that is contextually relevant to that customer.

3) LOCATE

In order to execute on the remaining best practices, it is important to capture the customer touchpoints that are relevant for those in sales positions when having customer conversations. Marketing plays a particularly vital role in two things:

Implementing the platforms to elevate customer insights

Developing the resources for sales rep to equip sales to continue the conversation with a prospect.

For example, marketing can support sales' customer conversations by providing valuable customer insights such as what white papers and articles have particular prospects downloaded.

4) ALIGN

Perhaps the most complex of the B2B sales enablement best practices is the required internal organizational alignment. In order for a sales rep to fully understand the characteristics of their customer, marketing and sales organizations must align to share insights, manage leads and access resources.

"Businesses whose sales and marketing teams are aligned achieve 208% higher marketing revenue when compared to misaligned teams."

5) ENGAGE

For a sales rep to effectively close a deal, they must reach stakeholders involved in the purchase decision across a customer's organization. With access to these decision makers, those in sales positions should communicate the unique value of doing business with your organization in a way that resonates with each stakeholder personally.

As an example, once sales representatives know which stakeholders play roles in a purchase decision, they can effectively interact with each stakeholder, providing relevant product information for the given audience.

6) ASSEMBLE

It is critical for sales organizations to easily produce a high-quality proposal that reinforces the value proposition and that is aligned with the needs of the customer. This final sales enablement best practice requires seamless alignment with financial, accounting and legal groups to make this step less time consuming and significantly more efficient. Not only does this efficiency gain increase sales force capacity, but it also improves the customer's experience.

Contact Overground today at http://www.overground.com to learn how we partner with B2B sales leaders to implement sales enablement best practices to achieve revenue growth.


 By Eric Dudley


Article Source: Top 6 Sales Enablement Best Practices

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