B2B sales have dramatically shifted from traditional in-person interactions to a more digital, competitive landscape. Sales enablement has become an integral part of selling, helping sellers focus on effective selling by providing relevant information, engaging pitches, and interpreting buyer signals from their interactions with sales content.
Given that not all solutions are created equal, choosing the right sales enablement tool for your business is crucial. This guide will help you simplify this process, highlighting the critical elements to consider in selecting a sales enablement platform that meets your specific needs.
What you'll learn from this blog:
What Does Mobile Sales Enablement Solve?
People who are equipped with the right tools and resources for a task are more likely to complete it as efficiently and effectively as those who do not. You can apply the same principle to your team as well.
Among the common pain points you will encounter without sales enablement are:
Inefficient Access to Sales Content
Sales representatives may waste valuable time searching for the right information, documents, or sales materials, reducing their time spent engaging with prospects. This issue is magnified when sellers, unable to find up-to-date sales materials, resort to creating their own content.
This not only leads to inconsistencies and potential inaccuracies in the information presented to prospects but also detracts from the sales reps' primary focus on selling.
Inconsistent Messaging and Branding
Without a centralized source of updated content, your sales team might use outdated or inconsistent messaging, potentially harming your brand's integrity and customer perception.
Lack of Personalization in Sales Approaches
Your sellers may struggle to tailor their pitches to meet the specific needs and interests of prospects, leading to lower engagement and conversion rates.
Inadequate Training and Onboarding
New sales reps may take longer to become productive if they don't have structured sales training plan, materials and resources, delaying their ability to contribute to sales goals.
Limited Visibility into Sales Activities and Content Usage
Management might find it challenging to track which sales materials are most effective and how sales reps are engaging with prospects, making it difficult to adjust approaches and optimize strategies.
Poor Collaboration Between Sales and Marketing
Without sales enablement, there may be a disconnect between what your sales teams need and what marketing teams produce, leading to underutilized content and missed opportunities.
Difficulty in Measuring Content Effectiveness
Without analytics to track how prospects engage with sales materials, it's hard to know what content drives results and what needs improvement.
Reduced Sales Cycle Efficiency
The sales cycle can be unnecessarily prolonged due to inefficiencies in accessing the right materials at the right time, impacting the overall sales process.
According to G2, organizations with sales enablement report a 49% win rate on forecasted deals, compared to 42.5% for those without. This highlights the direct impact of sales enablement on improving overall sales outcomes.
If you're a sales leader, seller, or marketer in either a small business or a large enterprise, you might find yourself nodding in agreement with one or more of these common pain points. The good news? Sales enablement offers benefits across the board, regardless of your organization's size.
What are Common Features of Mobile Sales Enablement App?
Given the plethora of sales enablement tools available, it's easy to get caught up in unnecessary extras. At a minimum, any mobile sales enablement platform you consider should include the following essential features:
Sales Content Management
Sales content management is the most common yet important feature to evaluate in a sales enablement tool. Managing content should allow for ease of categorization into folders, and access control based on groups such as regions, products, personas, or sales stages. This organization is key to seamlessly integrating content into your sales process.
From the sellers' perspective, the tool should make finding content straightforward within the app, using keywords or tags for quick searches.
It should also allow you to synchronize all your updates across all devices. This ensures that all your teams have one trust-worthy source of content, where they can find only relevant and up-to-date content when they need it.
A mobile sales enablement app should enable sellers to easily pick and choose relevant content to create a tailored presentation that hits the mark.
It should be able to combine various file formats, from PDFs and videos to 3D renderings, to produce an engaging presentation. It should also allow you to incorporate on-brand templates with limited editing options to ensure that brand guidelines are being followed.
Choose a sales enablement tool that can integrate with your existing presentation tools so sellers can easily edit content effortlessly with tools they are already familiar with.
Sales Meeting and Presenting Features
A sales enablement tool should support your sellers precisely when they are engaging with buyers, acting as an extension of your organization with your brand's look and feel during presentations.
On top of that, consider one which your sellers can use on any device, equipped with interactive presentation features, such as draw, zoom, and annotation. For a much more memorable pitch, it should also support multimedia elements and smart sales tools they might have in their presentation.
With these capabilities housed under one tool, your sellers can deliver smooth, engaging sales pitches without the need to juggle multiple tools and tabs.
Another essential feature to consider is the capability to share content with prospects easily and securely, bypassing the constraints of email attachments, like file size and type limitations.
Opt for a mobile sales enablement platform that allows your sellers to distribute sales materials in a branded digital space (Digital Sales Room) with a single link. This gives buyers the ease to access any files without needing additional software.
It should also allow your sellers to set security measures by implementing custom PIN codes, setting expiration dates to links, restricting certain files to 'view only', controlling download permissions, and requiring an email address for access.
Analytics and Content Insights
Another key feature to look for is sales content analytics. This can be split into two categories: seller activity and buyer activity.
Content analytics is a crucial feature as it provides insights into how sellers utilize sales materials and its effect on their performance. This visibility will enable marketing teams to refine and focus on content that is actually being used.
Regarding buyer activity, sellers are able to monitor how buyers interact and engage with the shared content. This reveals not only the level of interest but also the involvement of new stakeholders, offering valuable clues for follow-up and engagement strategies.
How To Evaluate Which Mobile Sales Enablement Platform Is Right For You
There are hundreds of sales enablement tools available on the market, and the core of your evaluation should focus on your team's and business's needs. But beyond the tool's features and capabilities, there are additional critical factors to consider and include in your checklist:
1. Transparent Pricing
Transparency in pricing not only builds trust between you and the vendor, but also ensures you will not be paying for what you don’t need. Some platforms are packed with features that might never be used.
Be sure to carefully assess each subscription tiers, the features that come with them, and the amount of users you can have for each tier. This helps you to evaluate from the get-go whether a sales enablement tool is within your budget, so you can conduct a cost-benefit analysis and compare with other solutions.
2. Security and Compliance
Given that you're likely managing at least some sensitive information, choosing a sales enablement provider with stringent and up-to-date security measures is very important.
Opt for vendors that offer secure data storage and comply with GDPR and/or CCPA regulations.
Additionally, look for providers that support multi-factor authentication (MFA) and single sign-on (SSO) to maximize security.
3. Ease of Use
When choosing a mobile sales app, make sure that the app is easy to use. Prioritize the one that is intuitive and user-friendly as it can significantly reduce the learning curve, enabling your sellers to quickly become proficient in utilizing the tool to its full potential.
This is especially important in fast-paced sales environments where sales teams need to focus on engaging with clients rather than navigating a complex software. In a long-term perspective, ease of use also affects scalability of the tool, as it simplifies onboarding for new team members.
4. Onboarding and Training
A comprehensive onboarding and training program is another key aspect to consider from your sales enablement provider. Not only does this help with effective implementation, but the quality of onboarding and training can be indicative of the level of ongoing support and customer service you can expect.
It reflects the vendor's commitment to your success and their understanding of the importance of user experience. Sales enablement providers that provide thorough, engaging training resources, such as live sessions or self-guided materials, highlight their commitment to assisting you in meeting your objectives.
Such support is essential to navigate future challenges, adapting to updates, and scaling with the tool as your business grows.
5. Support and Customer Success
When evaluating a mobile sales enablement platform, consider the level of support and commitment to customer success offered by the vendor.
Reliable support minimizes downtime by quickly addressing your sellers possible issues, ensuring that sales activities continue without major interruptions or delays, which could otherwise lead to lost opportunities.
Moreover, a vendor dedicated to customer success demonstrates their commitment to a lasting partnership by working closely with you, understanding your objectives, and offering insights on best practices to fully leverage the platform's benefits to your overall business success.
6. Multi-language Support
If you work with teams and sellers scattered across the world, look for a sales enablement tool with a multi-language feature. Multi-language support positively impacts user adoption rates and overall satisfaction with the platform. When sales representatives can navigate and use the tool in their preferred language, it reduces the learning curve and increases their ability to leverage the platform's features fully.
Why Choose Showell As Your Mobile Sales Enablement App
Showell is a highly-rated sales enablement app with robust essential features and competitive price in the market, starting at $0/month per person for the free plan, with options to scale up features and support as needed. This makes it accessible for businesses of all sizes, from small teams to large enterprises.
Showell centralizes sales content management and distribution, making it easier for sales and marketing professionals worldwide to operate seamlessly. It can also be fully customized to reflect your brand. Moreover, Showell works across all devices through a web app or native app, which you can access even offline.
Showell fits into your existing marketing and sales tech stack and workflows, offering integrations with Google Workspace, SharePoint/Teams, Dropbox, and more.
If you’re looking for a modern, no fuss, and easy to use sales enablement platform to support your sales team, Showell is the tool you’re looking for. You try for yourself and get Showell Free, or book a demo with our sales enablement experts to see it in action.
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