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What is Sales Enablement?

WISH YOUR SALESPEOPLE WERE SPENDING MORE TIME CLOSING NEW BUSINESS?

That's what sales enablement is all about... Giving your salespeople the right strategy, content, technology, and training so they can sell smarter and sell faster. It's about ensuring they are able to identify the best opportunities and close more deals. 

THE FOUR BUCKETS OF SALES ENABLEMENT

01 Strategy

We believe every organization needs a Sales Playbook to outline your strategy. It's the foundation that drives the rest of sales enablement. 

Your Sales Playbook will guide your entire team through the diverse sales scenarios they encounter day in and day out, as well as streamline the entire sales process to ensure they are following best practices.

02 Content

Ensuring your salespeople have the best content at their fingertips empowers them to more strategically and efficiently answer questions, overcome objections, build credibility and trust, and move prospects through their buying journey.

Whether it's case studies, proposal templates, one-sheets, email templates, videos, or eBooks, sales content is a critical part of sales enablement.

03 Technology

While you can have an effective sales enablement initiative without technology, it's the use of a CRM and sales enablement tools that will ultimately help increase sales velocity and conversion rates. 

Sales enablement technology includes email tracking and easy pipeline management to automated personalized 1:1 outreach and meeting schedulers.

04 Training

You need a training plan tailored to the different needs of the various members of your sales team in order to effectively roll out a sales enablement initiative.

The right training will enable you and your team to truly leverage the work you've put into your sales enablement strategy, content, and technology. 

Sales Enablement FAQ

Q. What parts of the four buckets can LeadG2 help with?
Q. Is sales enablement a marketing or sales initiative?

8 SALES ENABLEMENT SUCCESS TIPS

Keep it simple

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Start with a simple foundation that is not overly complex. Launch it and THEN figure out customization based on real usage and feedback. You will have many improvements and iterations along the way.

Involve key people in the process

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Ask managers, sellers, marketing leaders, client service folks, and others on the team their opinions as you're figuring out what is needed and how to customize.

Utilize (and really rely on) automation

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The more you can automate, without sacrificing needed personalization or quality, the better.

Be crystal clear (in writing)

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Share what your usage guidelines, expectations, and requirements are and then be sure to enforce them.

Create a tiered training plan

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Start with sales leaders and then sellers (and determine if you have subgroups within the sales group based on things like tech-savviness).

Create a system for feedback.

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This is crucial in the early stages but should also be ongoing. What's working? What's not? What could be better? What do you wish it did?

Keep it top of mind

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Create ways to use these tools and resources in internal sales coaching conversations or sales meetings. If leadership is using and referring to it, they will know they need to use it too.

Don't feel like you have to go it alone

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Whether it's expertise or time that might get in the way of creating and implementing a sales enablement initiative, knowing when to hire someone to support your needs to ensure the job gets done right is an important piece not to overlook.

Our Sales Enablement Services

Sales Enablement Strategic Planning

We are experts at diving into your business and existing sales process in order to create a unique and strategic plan that will help you reach your sales goals.

Sales Enablement Content Creation

Our team of content strategists, writers, and designers are skilled at creating sales enablement content that is effective and useful. We specialize in learning your business so we can create smart content that gets results.

Video Production

Video can be powerful and effective in the sales process. We create videos in a variety of styles ranging from simple, educational whiteboard videos to compelling case studies that will empower your salespeople to connect in new ways with prospects.

Sales Playbook

Just like every great sports team needs a playbook, we believe every great sales team needs a sales playbook. Our Sales Playbook service is one-of-a-kind and provides your team with everything they need at their fingertips in order to perform their jobs.

Standalone Category Sales Play for Connecting

For organizations who focus on specific categories of business, this could be the perfect project for you. We create detailed and customized step-by-step sales plays that help your sales team effectively understand and target categories of business using your sales process and best practices.

Sales & Marketing Alignment / Lead Flow

While incredibly important, generating leads is only half the battle. Creating strong alignment between sales and marketing which includes a customized plan for turning leads into customers is what makes us different from the other guys.

HubSpot CRM Set-Up & Training

Let our team take the guesswork out of getting set up on the HubSpot CRM and we'll handle all the details from customization to database importing and of course, thorough training to ensure adoption across your sales team.

HubSpot Sales Tools Set-Up & Training

We can get your entire sales team set up and running on the HubSpot sales enablement tools in no time. Our services include the set-up and customization, as well as the strategy and training.

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