Sales enablement trends, ideas and inspiration for trailblazing sales and marketing leaders.
After a quick google search it is clear that there are as many definitions for Sales Enablement as there are companies doing it. In short Sales Enablement is a company wide collaborative discipline that aims to increase sales by adding value in every customer interaction.
Today’s technology is very versatile: employees can do their work remotely, use train journeys to do work, and an F2F meeting can be topped off with a tailored presentation exceeding the client’s expectations – awesome! All of these bring new opportunities, but how else could we be more efficient and more productive?
Have you ever thought about how easy it is to buy something once you’ve identified what you need and all that is left is the choice between different alternatives? This is when a salesperson’s expertise comes into use. His or her detailed knowledge helps you to find the perfect “match” between the available options and your needs.
We are present on social media and other digital channels almost all the time. The never-ending flow of advertisements reaches us through direct and indirect marketing and our brains process messages that bounce around us both actively and subconsciously – whether we like it or not.
Sales reps have traditionally been motivated by money – the more you run, the more cash you get. Money does in deed work as a motivator up to a certain point. But only up to that point.
Ever heard the joke that starts “Marketing, sales and the customer had a meeting”? The joke obviously being that this never really happens.
The salesperson arrives in a customer meeting. He is well prepared: the shirt has been ironed in the morning and the beard is freshly shaven. He has even remembered to wipe off the slush marks from his boots. With the name of the prospect and the company’s field of business as a shining beacon in his mind, he strides in through the glass doors, signs in and awaits the arrival of the contact person. Well played? Let’s rethink.