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What is sales enablement?

Sales enablement builds consistency in the customer journey and provides sales reps with what they need to successfully engage the buyer during the buying process.

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Sales enablement FAQs

What is sales enablement?

Sales enablement includes all of the efforts your sales team goes through to close a sale and provides your reps with the (relevant) resources they need to close more deals. These resources can include content, tools, know-how, and information to effectively sell your products or services to customers.

In addition, sales enablement also comprises the internal best practices, research and tools that sales will use to close the deal; such as onboarding, training and development practices to improve sales techniques continually.  

 

What is the goal of sales enablement?

Sales enablement aims to make the sales process quicker and easier in order to free up more time for closing deals, and importantly, to make the sales process more effective. This helps your sales team to achieve their targets, which in turn will drive revenue growth for your business.

The idea is that your customer-facing teams should always have the right information (content) at their fingertips to execute their jobs in line with your commercial strategy.

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Why is sales enablement important?

Sales enablement helps to scale the organization, so that each sales rep has the know-how and information they need to sell more effectively. All salespeople (not just a few overachievers) should have access to best practices, knowledge, tools and resources required to be successful.

Having the right content at the right time, whether that's in remote or face-to-face situations, sales enablement can help your team deliver a highly personalized experience to your buyers, and engage better with them throughout the buyer journey.

 

When do you need sales enablement?

The reasons to implement or improve sales enablement techniques can be many. If your sales team is not performing as well as they could (or should) or if reps spend too much time on admin tasks, you'll want to look at ways to improve things. If your team turn-over is high and your organization has a hard time retaining sales people, it can be a sign that your sales enablement is (either non-existent or) not working. In this case, you need to focus your efforts on onboarding and training your people, which a good sales enablement tool can help with. 

Sales enablement can also help to close the feedback loop when your cross-functional teams are not working optimally together. In a best practice sales enablement scenario, your marketing, sales, CSM, services, support and field force teams feed into each other and share learnings along the way.

 

What do sales enablement tools do?

The main goal of a sales enablement tool is to empower your sales reps to reach full productivity, faster than ever before. A good sales enablement platform enables your team to get the right message (content) to the right audience, at exactly the right time. A sales enablement tool automates tasks for your sales reps, which reduces distractions and overall complexity thanks to less administrative work.

Your ideal sales enablement tool will provide your sales reps with an all-in-one solution, where all your tools are conveniently located in one place (using one dashboard or interface). This way, they don't have to work in different tools in silos.

Also, it will give reps access to the best compliant digital content in the right context, whilst you can track and measure how effectively your content assets are being used. It will deliver onboarding techniques, training, and coaching for products and services and enable the sharing of best practices Read on to learn more.

Sales enablement tools complement marketing automation, and allow you to personalize the customer journey from awareness through to purchase, with relevant content at the right time. 

 

Key benefits of sales enablement software

Impactful meetings

On-demand access to the latest targeted content ensures you have a greater impact in sales presentations. It also helps you to project your brand image in a more professional way.

Increased efficiency

Detailed information on prospects allows your sales team to plan meetings more effectively, reducing unplanned downtime and shortening time-to-purchase.

Competitive advantage

When salespeople are better equipped, they will have an edge over competition. With increased confidence and capability, they can leave a lasting positive impression on prospects.

In-depth reporting

Gather and analyze vital data showing how your sales and marketing materials are received by prospects. This will allow your marketing team to improve future versions.

Sustainability

Reducing carbon footprint by eliminating unnecessary travel and reliance on physical sales and marketing collateral helps meet corporate social responsibility goals.

Empower your sales and marketing teams

Giving your team the support they need to do their job right helps to build trust and drive engagement, thereby reducing staff turnover. Keeping talented professionals on board adds to the bottom line and builds a culture of success throughout the organization.

An intuitive all-in-one sales enablement solution 

Pitcher provides a single interface where you can manage all aspects of sales enablement, so there’s no need for your sales teams to keep up with multiple tools, managing several user accounts and passwords. 

The success of any sales enablement initiative hinges on adoption. That’s why you should provide salespeople with what they need to successfully engage your buyer at each step of the buying process. Intuitive, familiar and user-friendly UIs, coupled with integration with all operating systems and devices will help to successfully onboard your commercial teams. 

At Pitcher, we truly believe that intuitive technology is key to elevating customer excellence. Simple though it may be, if your people like it, they’ll keep using it!

 

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The Pitcher SuperApp for Sales Enablement

Significant ROI for sales enablement

Independent research conducted by Forrester found that implementing Pitcher to power sales enablement resulted in significant savings in time and costs.

 

  • 364% ROI on the Pitcher sales enablement solution

  • 45 minutes per day saved by each field rep on admin tasks

  • 71.5% reduction in annual print spend by digitizing marketing assets

  • 50%  boost in productivity for marketing teams creating content

An average organization moving to Pitcher could expect an ROI of 364% over three years with the solution becoming cost-neutral within 3 months (Forrester).

Pitcher Sales Enablement Solution - Key Features

Pitcher supercharges sales enablement, giving your sales team a one-stop-shop for everything they need to target customers and better personalize the buyer experience.

Access to a range of applications that give the user unlimited text, images, PDF, video, and content formats in just a few clicks.

Pitcher provides in-depth training, coaching and on-boarding processes for new employees. You can keep track of coaching records and leverage Pitcher Insight's reporting capability both online and offline.

Detailed analytics and real-time reporting, providing your marketing team with the insights they need to ensure the continual improvement of your sales collateral.

Enterprise-grade security, protecting your team and your prospects while maintaining confidentiality at all stages of the sales process.

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