Cracking sales conversations and closing deals with a new breed of ‘informed’ prospects on the other side just got more difficult. Cold calls don’t work for sales anymore. Unprepared sales reps get a blunt feedback in one-on-one meetings and presentations as they take away crucial minutes of the sales prospect’s daily schedule.
Doing sales is a tough job these days. Sales reps are expected to predict, speak, present and convince the customers with insights they want to hear rather than a scripted run-down of a PPT.
Here, an intelligent sales enablement tool comes to the rescue. It plugs-in this communication gap between your sales talk and customer’s expectation with a suite of sales technology features that makes your life easier to win customers.
Here is how you can choose the best sales enablement software that is most-suited for your business.
- Market trend – The new ‘sales enablement stack’: Top sales professionals are using digital as their secret weapon to steal deals. According to the State of Sales 2016 survey report by LinkedIn Sales Solutions there are a variety of new tools that sales professionals are spending most of their time on. In addition to CRM,there are sales intelligence tools, social selling tools, productivity apps and email tracking tools that are popular among sales professionals. This new sales enablement stack promises to fine-tune sales team & their activities and drive performance.
- Need analysis – What do you want the software to do?: What is ailing your sales performance? It could be non-availability of updated sales collateral, mobile-unfriendly content, scattered & outdated data, tracking content usage and many more similar reasons that you need to make a list of. Do a thorough check on your sales team and get these requirements list ready. Also, scope an enterprise solution that manages most of your requirement in one software. The idea of enablement is to make it easier and not tangle sales reps on multiple platforms.
- Existing sales tools check: There are many tools and software that must already be in-use by your sales teams both – official and provisional. You need to make an inventory of all these tools with a feedback on what works and what doesn’t for sales. This is an eye-opener activity that usually goes on back-burner in the month-on-month race for sales targets.
- CRM integration & social selling: Customer Relationship Management (CRM) software remains to be at the heart of sales organization. Ensure the sales solution easily integrates with your existing CRM without any technical glitches especially data storage and data security. The addition of social selling tools has gained popularity in stages of prospecting & lead nurturing especially, you should also cross check with vendor if the enablement software supports similar tools.
- Scalability – Does it grow with my team/business/customers: An ideal business partner or service provider should grow and keep the business ahead of the competition. Be ready with a scenario for higher users, more content volume, multiple locations and complex implementation scenario in your organization. Therefore, the sales enablement software should be agile to create repeatable and scalable sales support.
- Content management – How is it more effective than my existing systems: You may have hired the best talent in your sales team but without right content ammunition, they will always under perform. The enablement software should improvise your current way of doing sales. To organize, automate updates and deliver relevant content/info anytime, anywhere on-demand. These include lead generation content – blogs, whitepaper, case studies; internal sales support content – sales scripts, product sheets, competitor comparison; sales conversion content – email templates, PPTs etc. Cross check for multimedia support of videos, animation etc that may be used in product briefing etc.
- Co-shared spaces for sales & marketing conversations: Sales & Marketing need to collaborate all the time. Most of them are requests for relevant, updated versions or creation of new sales content. It gets complicated to keep up with communications across different mediums of email, chat, telephonic and face-to-face. The enablement software should align sales & marketing by bringing them together in co-shared spaces. This will put the pedal to metal for teams to connect, communicate, store and share sales content on-demand.
- Content Usage Analytics: Follow-up is the thumb rule in sales prospecting. An agile sales team is one that minimizes the ‘waiting time’ on feedback. Don’t be in the dark on your sales content usage, use the power of content analytics in the sales enablement stack that helps you track prospect’s touch points on your sales content. Find out open rates of your brochures, PPT and other sales content with analytics plugged in your sales content.
- Device Agnostic Mobile Ready: We are living in a mobile-first world. And with sales teams always outdoors, mobile-friendly sales content is always on their wish list. Opt for an enablement software, which is device-agnostic that delivers all your sales communication seamlessly across devices anytime anywhere on-demand. A cloud-based software is the most suited technology that fits the bill.
Worried about the ROI of the sales enablement software purchase decision? Skeptical if your sales team will perform better with the new sales tools stack? The above checklist will ensure you get the best ROI from a sales enablement purchase and powers your sales force with full steam. Talk to us to get aggressive on sales. Go from enablement to executionwith Docketzoom – A mobile-first sales enablement solutions for powerful customer experience.
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