Tools to improve your Sales Enablement

More and more companies are choosing to adopt a Sales Enablement strategy to streamline the efforts of their sales teams and increase their productivity. The goal of such a strategy is to sell better, which requires better qualification of leads, better communication between teams and the judicious use of powerful tools. According to a Sales Insights Lab study published in March 2022, 50% of the prospects approached by a salesperson do not correspond to the product or service he or she wants to sell them! 

Sales Enablement is designed to reduce this kind of disappointment, which is mainly due to poor or no lead qualification. Sales Enablement requires an investment in training, hardware and software. What are the tools that allow you to improve your Sales Enablement? The answer with Sweet Show!

Sales Enablement: a technique to improve sales

Sales Enablement is a way of looking at sales in a new light: the goal is toincrease team performance by focusing on training, process optimization and the implementation of sales support content. This sales strategy emphasizes quality:

• training of sales representatives;
  
• resources available to them;
  
• tools that concentrate these resources as well as customer and sales information.

Sales Enablement aims at concrete benefits, such as increasing conversion rates, retention rates and ultimately revenue.

How to improve Sales Enablement with software?

There are several tools available to support the implementation and monitoring of a Sales Enablement strategy in a company. Depending on the aspect of the process on which they bring added value, they intervene before the customer meeting, during the presentation or after it. 

Better preparation of customer meetings

To avoid the problem of a meeting that runs out of steam because the product or service presented simply does not correspond to the prospect the salesperson is meeting, lead qualification must be the first point to focus on. A Sales Enablement tool allows:

• better qualification of leads, which considerably reduces wasted time;
  
• a clear organization of the essential information that the salesperson must have in mind when preparing for a customer meeting;
  
• Automated generation of lead lists, adjusting criteria to distinguish between bad leads and those that lead to a potential customer
  

A valuable aid for business presentations

The other stage during which a Sales Enablement tool is useful is the actual customer meeting. In addition to concentrating the customer data in a single file, it allows the sales representative to organize it into a well-structured presentation that is pleasant for the prospect. The main goal is to avoid losing the prospect's attention in an interview that would be less of an exchange than a tedious presentation with many inappropriate slides. On the contrary, a Sales Enablement tool adds value to the presentation and allows the salesperson to better target the elements that will hit the bull's eye.

Finally, a system that takes into account available customer data to generate customized offers represents a real opportunity to improve the efficiency of customer appointments.

For an efficient follow-up of the customer relationship

Whether the commercial relationship was concluded by an acceptance or a refusal of the offer, the sales person must provide the essential information to the Marketing and Sales teams. Indeed, the notification of a closing or a lack of closing is not enough: it is essential for the Sales Enablement to know the reasons that pushed the prospect to accept or decline the offer! A customer follow-up enriched by this data allows to restart a sales cycle. 

Thus, the most efficient Sales Enablement tools offer functionalities that facilitate the initiation of another sales action with the customer. They also ensure a better follow-up of the customer relationship thanks to a synthetic organization of the data, which can be used for the next commercial actions with this customer. 

Sweet Show: an all-in-one solution for efficient Sales Enablement

If using a software help to boost your Sales Enablement seems a necessity, it is nevertheless recommended to choose a tool that assists sales people throughout their tasks: before, during and after the customer meeting. The Sweet Show application offers valuable advantages for all these stages of the sales relationship: 

• centralization and harmonization of prospect and customer information;
  
• more precise qualification of leads for more effective approaches during customer meetings;
  
• the creation of relevant presentation scenarios from pre-existing content bricks to personalize client meetings;
  
• A reduction in the average time it takes to complete the sales cycle.
  
• easier communication between marketing and sales teams.
  
• an efficient customer follow-up coupled with a data exploitationallowing to trace the customers' behaviors.

Sweet Show gathers in one application all the tools a sales team needs to optimize its Sales Enablement. Visit our website to learn more about how Sweet Show works!