What is Sales Enablement?
In a nutshell, sales enablement provides a company’s sales team with the tools, insights, processes and training to help them to sell and close deals faster and more efficiently than ever before.
When done correctly, sales enablement can be a highly effective strategy for increasing the overall level of productivity and effectiveness of your sales team. By giving them access to virtually anything they need to convince a lead to make a buying decision, they can have more valuable conversations with better qualified leads.
Typical examples of sales enablement collateral include:
- Downloadable content, such as PDFs, white papers and case studies
- Blog content
- Testimonials and reviews
- Sales presentations
- The design of infographics
- Email marketing (design, coding and broadcast)
- CRM integration
- Sales funnels
- The design and implementation of customised landing pages
Kariba has taken this approach a step further and has bundled in web and eCommerce development, professional graphic design, SEO and Pay Per Click advertising services to the overall mix to offer end to end lead generation support for businesses with or without an active sales function.
While the building blocks of sales enablement is to empower salespeople by giving them what they need to successfully engage the prospect throughout the buying cycle, the process still starts with a strategy document that includes:
- Target markets
- Audience demographic
- USPs, differentiators and any guarantees
- Average order value
- Customer lifetime value
This formulates the sales and brand messages contained in any sales enablement collateral that’s produced.
If delivered strategically, a well thought out sales enablement solution results in a significant increase in conversions, more sales, and a measurable return on investment for businesses of all sizes.