Adopting a strong sales enablement approach will boost sales and help you put your best foot forward. From digital marketing to a consumer-orientated strategy, here are the ways you can accelerate your growth.
The outbreak of COVID-19 has brought upon unprecedented challenges, with nearly all business sectors having been affected, from hospitality, food and beverage, entertainment, and tourism, to supply chain and logistics. It’s not surprising, then, that many businesses are looking for new and innovative ways to increase revenues and jumpstart sales during and after the pandemic.
There are numerous ways to develop your company in the right direction, and before choosing one, it’s best to do some research online, as the Internet is full of trends and tips on how to make your business great again.
One of the best ways to increase sales results is to implement sales enablement best practices.
According to a report by research firm CSO Insights, sales enablement is “a strategic, cross-functional discipline designed to increase sales results and productivity by providing integrated content, training and coaching services for salespeople and front-line sales managers along the entire customer’s buying journey, powered by technology.”
Essentially, it’s a process that helps your sales team do their job – but better.
Here, we present five ways that you can introduce this winning strategy to your own business.
1. Go For E-Commerce and Digital Marketing
Let’s admit it – online marketing is the future. While it’s still good to invest in offline marketing, the pandemic has forced businesses to turn their attention to the Internet.
That’s why investing in digital marketing is a key factor in developing a successful sales enablement strategy. On top of that, a well-designed, user-friendly website can do wonders for your sales rate and profit.
There are many aspects of digital marketing that you should implement, if you haven’t already, from SEM and SEO to optimised content and social media strategies.
What’s most important, though, is to change your mindset and start being actively online. If you’re a user-friendly and customer-oriented company, it will inevitably be reflected in the boost of sales and profit.
2. Make Use of Artificial Intelligence
There’s no need to be scared of artificial intelligence. In fact, thanks to AI automating repeatable and mundane tasks, we humans will be freed up to focus on more complex and important tasks like sales strategy and customer satisfaction.
For example, a sales company today is likely to use chatbots, which are artificial identities programmed to answer users’ questions and develop conversations with them.
It’s been proven that chatbots save customer service operators huge amounts of time and energy, and when appropriately programmed, they can also boost conversion rates and sales percentages. To read more on chatbots and how to use them, click here.
3. Take Care of Your Content
Did you know that only 35% of sales teams record their content efficacy? Well-prepared and optimised content is another crucial aspect of developing a successful sales enablement strategy. Why? Not only does it help drive organic leads, but it also helps to drive targeted traffic to your site, and build that all-important trust with your customers.
But what does quality content look like? Well, to start, it should be original, concise, informative, actionable, and creative. Does this sound impossible? You’re not alone. If you’re interested in boosting the quality of your content, there are various courses and methods available, for example, here.
To make your content actionable, be sure to always include a “call-to-action“. It’s a method of writing in order to encourage the client to perform specific actions connected with your business – for example, adding a product to basket or subscribing to a newsletter.
4. Focus on the Customer
Sales enablement is a customer-oriented strategy. What does that mean? Well, many businesses might plan development with a focus on the business itself, i.e. its goals, employees, and possible profit,
Sales enablement, on the other hand, works the other way round, with a primary focus on meeting the customer’s needs. As the customer is the target and the key personnel in the sales process, all steps taken by the business are based around putting the client first.
But how do you put a customer-oriented strategy into practice? It’s essential to recognise the customers’ needs first – for example, through various polls and surveys, you can begin to know who your customers are and understand their needs and wants. It’s a great starting point for treating the customer as a priority.
5. Benefits from Remote Work
It’s safe to say that the ubiquity of remote work was a real shock for the majority of companies and workers at first. However, many have started to come around to it and have even found it beneficial for sales.
Research shows that employees who work from the comfort of their own homes tend to be more efficient, creative, and have a more positive approach to their responsibilities.
What’s more, thanks to various tools and programs, remote work no longer means that the team cannot meet up together, as organising a video conference at any time and place has never been easier.
Teamwork is a vital part of the sales enablement process, and sharing ideas, strategies, and observations is no longer a problem while working remotely. It may be even more convenient and motivating for the team. There are even a plethora of advantages that we’ve covered in our article on remote working benefits.
Conclusion
Sales enablement may sound like a complicated strategy, but it doesn’t have to be difficult, and it can positively impact your business’s bottom line. If you want to get an overall picture of what sales enablement is and what it can do for your company, be sure to check out SalesHood’s comprehensive guide on the subject.
By following the guidelines mentioned above, you’ll surely boost your profit and make your company successful and well-developed in no time.
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