Automated sales enablement programs cannot move with any energy; cannot be versatile or flexible; cannot meet their ROI objectives, and generally, grind to a faltering halt unless the fundamental aspect of “engagement” is at the forefront of all their strategies. Engagement itself is a far-reaching concept that at least embraces two key players in the sales enablement scenario: the customer on the one hand, and customer-interfacing professionals on the other.
Sales enablement is in danger of becoming a cliché - a buzzword flying around that seems to attach itself to anything involved with enriching the sales team as it ventures into designated markets. The picture becomes more complicated when one considers the range of sales enablement platforms being promoted and the difficulty of discerning what works for you. In our view, understanding needs requires grassroots realism to give you a handle on this intriguing business innovation.
First off, there’s a dividing line in the sales enablement arena that separates reps looking for flexibility to manage their content on the selected platform (commonly referred to as Sales Asset Management) and preparing reps to have a meaningful conversation with their customers (commonly referred to as Sales Readiness). Consider this as part 1 of a 2-part exposure where we are going to focus on Sales Readiness only.
Financial services covers retail & commercial mortgages, equity investments, life insurance, bonds, and retirement planning (integrating all the prior-mentioned), etc., These markets are typically pounded by politics, regulation changes, price fluctuations, interest rate movement, and currency inter-relationships that can shift important indexes by huge percentages in seconds, and maybe many times in a day.
As a modern financial services rep, you need to embrace rapid change to engage your customers. You must be prepared to momentarily adjust your pitch to align with current data that may ruthlessly outdate yesterday’s projections without missing a beat. Turning prospects into new customers or maintaining established customers’ confidence in you is dependent on being able to anticipate their most difficult questions.
As the Millennials include themselves in Omnichannel engagement at a furious pace, gearing them to drive sales should be a priority
It is common sense that before you can engage your customers and convince them to buy into a meaningful value proposition, the sales team making that proposition has to be trained to do it in a compelling way. Turning prospects into new customers means first tuning into their wavelength, and a sure way of doing this is being attuned to the rep receptors that trigger the right reactions. Never is this principle more pertinent than when it comes to the millennials - an integral rep category for communicating effectively in the ever-prevailing virtual environment. They are indeed practically indispensable when it comes to empowering modern sellers, thereby shaping the future, and shouldn’t be ignored.
Sell smarter - onboard your reps quicker - deliver the right message for every conversation.
Let's face the hard facts: the Internet has turned our lives upside down. As vendors in this new virtual reality, capturing the attention of our B2B customers rests on perhaps a few seconds of hitting the collective audience between the eyes with a riveting message. Don’t stick your head in the sand; don’t pretend that a compelling majority of your prospective customers want you in their face all the time. Most (over 60%) opt to select their short list of vendors before the direct interaction, or indeed even hit their final preferences through digital navigation. Instead, embrace this paradigm to turn prospects into new customers quickly and seamlessly.
The struggle to drive prospect engagement with your digital content can be staggering, and as we all know, appearance is critical to your team’s delivery in sales. Appearance, however, does not simply extend to how well they are dressed and groomed; other factors will be linchpins in the customer journey. Preparation and your rep’s facility for quickly finding relevant facts, brochures, videos and other presentation materials will determine customer engagement as well. All of these factors, and more will inform your potential and future clients’ likelihood of engaging and committing to what you have to offer.
Mobile sales enablement platforms allow your sales and marketing teams to collaborate with each other like never before. Sales representatives can also work with their mobile devices and deliver interactive presentations with them. And when your reps are working primarily on their mobile devices, it allows them to focus on closing deals instead of loading presentations onto their computers. Your marketers can then learn about the outcomes of their leads immediately. With those real-time results, your marketers can continue with campaigns that are performing well and make adjustments to those that aren’t.
Back in 2014, Adobe announced a new trend in sales enablement: mobile. Their research shows that consumers, B2B and B2C, increasingly listen to pitches and make purchases when on the go. Subsequently, sales teams who invest in mobile sales enablement tools stand to benefit.
Closed-loop marketing (CLM) is a process where marketers create communication strategies and tactics for their sales teams. They strive to effectively reach their customers through multiple touch-points and loops of feedback in order to improve their overall communications approach. CLM helps companies understand their customers better. It results in personalized, meaningful messaging that delivers value-adding content to their customers.