What Is Sales Enablement?

Sales enablement is the process of making
your sales team efficient by enhancing the content
that they have to work with.
What is Sales Enablement?

Before

Sales teams had to make everything from
scratch for every new client!

Under the old system, sales reps would
waste a lot of valuable time creating content and
doing administrative tasks.
Sales enablement improves communication with
content and cuts down on time spent doing admin work.

With sales enablement
they learn to…

Create templates!

Organize content for ease of access!

Connect with other departments
so everyone is on the same page.
No more losing content and customers during
the tradeoff between marketing and sales!

Use a CRM
(Customer Relationship Management system)

Sales enablement helps you
avoid problems like:
• Duplicating efforts
• Poor communication
• Unhelpful reporting

Don’t let the sales and marketing
teams make the same thing because
of a lack of communication.

Marketing should be able to nurture leads
and hand them off to sales for closing
without a breakdown in communication.

Sales enablement is about making
it easier for everyone to LISTEN to their
team and their prospects.

At its highest level:
Sales enablement should interconnect every part of
your company with the purpose of helping your sales team
close more leads with the insights they need.

It is about giving your team the power to stay
ahead of the prospect and lay down the path that ends with
your company as the final destination.

How it works

With blogs, whitepapers, case studies,
social messages, personalized templates, emails,
brochures, flyers, sales scripts, presentations,
and more...

...your sales team will have a plethora of content
to share with your potential customers to
convert them faster than they would have
been able to before they started.

Sample Prospecting Email Template
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Testimonial Video
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In-depth training on the tools that help generate
that same content will give them a leg up on making
content at a speed that leaves the majority of their
time free to connect with clients.

Knowledge on how to use a CRM and other
tracking tools informs the sales rep which content best
engages the customers they are most interested in.

A contact’s timeline can show all
marketing and sales engagement
activity for a prospect.

Notifications can alert sales
reps when prospects are
looking at website pages or
sales emails in real time.
This helps them be timely and
relevant with their outreach.

How it helps

It helps keep you in touch with potential customers
and educate them throughout their buyer’s journey.
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It helps provide valuable data that can be used
to enrich the customer’s experience.

It helps increase the quality of your conversions by
connecting your team with preferred customers.

It helps build long lasting
relationships with your customers so
that they always come back to you.

It’s easy to have more
natural closes when you do
sales enablement well.

When built right, proposal templates and reusable
pieces of sales and marketing content will enable the
team to create more contextual documents that
speak to the buyer’s situation and challenges.

With templates, the work is much faster,
which means more can be done in a shorter amount of time.

You want your sales reps out in the world,
where they can meet with clients face to face,
not spending most of their time doing administrative tasks.
Sales enablement lets them spend more time
working with your clients and closing new customers...

...not filling out data that some systems
can populate automatically.
...not filling out data that some systems can populate automatically.

After all, that’s the job they signed up for
and better for the business overall.

What Is Sales Enablement?

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