Leading research firm, Forrester, defines Sales enablement as a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the return of investment of the selling system.
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enable your direct sales teams in 12 easy steps!
To understand why a company engaged in direct sales needs sale enablement software, we need to look at some facts:
All of these point towards one fact: Sales enablement has become indispensable.
With buyers having too many options at their fingertips coupled with a shortened attention span, salespeople have to be on their toes, completely attuned to buyer behavior and preferences at every stage of the sales cycle. Accomplishing this without a sales enablement software is just impossible.
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True sales enablement involves complete enablement of your direct sales team at every stage of the sales cycle from the time an opportunity is created until the time the lead is closed, and sometimes beyond that. Key elements include guided sales processes, tools that take the guesswork out of what to say, when to say it and how to say it to a lead and the ability to reach out to leads at the right time, with the right message. An effective Sales Enablement Software encompasses all these, and more. In short, a next-gen Sales Enablement Software works to bring those elements together that make it easy for salespeople to sell.