Understanding the Key Roles of Sales Enablement Better
Around half of the time that B2B sales teams use in prospecting is all a waste due to unproductive prospecting. In this day and age, businesses have become more focused on their customers. They have to utilize only the latest and the most effective sales methodologies and tactics. That is why the concept of sales enablement comes in. Thus, what is sales enablement and its role in the B2B scene?
If you say sales enablement, you are referring to a set of platforms, processes, and practices that will boost the overall performance of your sales teams. They work toward getting new customers so that your business will experience an increase in revenue. That is why you will see more and more B2B organizations that are in partnership with B2B agencies. These agencies will be evaluating the performance of these organizations in terms of their sales processes. After making the necessary evaluation, they will provide recommendations associated with new technologies and process optimizations. The things that they recommend are those that enhance the overall effectiveness and operations of the organizations. There are a few things that you need to understand about sales enablement so that you will find out more about its importance on your B2B organization.
One of the reasons why B2B organizations can benefit from sales enablement will have to be their role in marketing and sales alignment. If you look at plenty of B2B organizations, you will notice how misaligned their sales and marketing teams are. When it comes to the traditional funnel that a lot people are ingrained to, it starts with marketing that engages a lead and then proceeds to hand it over to sales representative. Unfortunately, you find 65% of sales reps that claim they cannot find any content to give to their prospects. This is a common complaint that you will notice among sales teams.
When this happens, it could be one of two things. First, the marketing team might have handed off leads to sales without ensuring that they are qualified and providing them sufficient education. Second, the sales teams might not have been existing what marketing assets they have so that they can push through with nurturing and educating their prospects into new customers. With the help of sales enablement, one can assess and identify this kind of breakdown. To bridge the gap between these teams, there will be recommendations of particular ways or methods. This guarantees that prospects will be engaged from awareness to revenue.
When it comes to demand generation among B2B organizations, sales enablement finds a way to build on them. Traditionally, marketing was only thought of as the source of activities required in B2B demand generation. It is vital, however, that one must also give credit to sales teams as they are part these activities too. With the help of sales enablement, sales teams have a role of equal importance as that of marketing teams in lead generation and nurturing.