Modernizing The Sales Process
Enterprises rely on their sales teams to represent them in the marketplace. As a result, more sales managers are helping them is with sales enablement tools.
Your sales team should have the best technology possible. When this happens, you help them advance and close deals.
Companies make massive investments in new marketing campaigns only to see their leads consistently stall at the one-yard.
Why?
A big reason is old school sales processes.
What do we mean by old school? Outdated materials, poor training, and reps who lack confidence. And all of these spoil the customer experience and derail big purchases at the last minute.
If these issues sound all too familiar, you’re not alone.
Effective companies introduce Sales Enablement Tools.
Sales Enablement Tools enable sales reps to always advance a lead. As a result, these tools can take the form of a mobile and/or tablet application.
Here are four ways that Sales Enablement Tools can improve the efficiency and effectiveness of your sales team.
Deliver the right content at the right time
Behind every Sales Enablement Tool is a digital asset management system. A DAM delivers digital content like brochures, and spec sheets instantly.
A Sales Enablement Tool in the form of a mobile or tablet app helps your reps quickly find the right content using cloud-based technology. It’s like having an always updated, easily searchable library at your fingertips.
Move your assets to digital so you can save you enough in print costs so that a Sales Enablement Tool will pay for itself in the course of just a few years.
To customize is to modernize
Today’s customers can come to you at any point in the buyer’s journey.
Good Sales Enablement Tools are highly customizable to allow your sales reps to always have the ability to advance the sale.
Add custom features to any sales tool to account for special considerations.
A few examples include:
- Offline mode: help sales reps who frequently meet with customers in areas with questionable Wi-Fi connectivity.
- Product comparison calculators: showcase the best features of your products as compared to the competition.
- Product configurators: offer an unmatched resource for visually demonstrating products with many possible configurations.
See more Sales Enablement Tool features >
Guarantee consistent brand messaging
Your sales operations may be spread over a wide area. As a result, every last representative still needs to be working from the same playbook.
A Sales Enablement Tool powered by a digital asset management system (DAM) can help your organization move beyond the “it’s always worked this way” mindset.
For a channel sales team, the DAM system ensures that each rep has all of the latest information. A DAM system in the cloud offers both centralized management of and expanded access to all of your media. Efficiency improves and field reps become more effective.
With the move to digital files, companies can store, organize, retrieve, and share mission critical information. Then, sales cycle gets shorter because sales people spend less time retrieving data. With the new system, the latest data is at their fingertips at all times. And real-time access to product specs, financing options, and pricing promotions can make the difference.
Streamline sales rep training
The Internet can now bypass much of the early sales cycle.
By the time prospects reach a sales person, they have often already learned about you, your product, and your competition. This puts particular pressure on newer team members to learn products faster, maintain a consistent message, and move the sale forward.
In today’s digital world, first contact is less likely to be an exploratory meeting. Instead, new reps often confront complex custom requests, detailed questions about product specifications.
Newer team members can rely on your Sales Enablement Tool to reinforce training materials. This is why they can also have instant access to information experienced reps have memorized.
Not all of your sales personnel bring the same level of skill or amount of relevant experience to the job.
Fast, effective training is essential to your business.
See how a mobile sales tool helps Freightliner cut ramp-up by 50%
Embracing Sales Enablement Technology
Real-time technology accelerates the flow of information and impacts every relationship. This is why successful organizations need current product data to be in alignment with marketing strategy.
Moreover, a custom-built Sales Enablement Tool modernizes the sales experience for your customers, from browsing to comparison to purchasing.
Meanwhile, it makes organization and communicating value easier than ever for your sales team.
