Sales enablement platforms are to feed sales executives with productive content and give them opportunities to sell products and services more efficiently.
It has become a necessity for sales enablement platforms to be implemented in a company. Businesses that utilize sales enablement software have seen their sales rise by 6% to 20%.
Sales enablement platforms act as warehouses for marketing collateral and sales playbooks.
Sales enablement tools empower sales executives that can select the correct content, turn it towards the prospective customer, and track the engagement that is occurring within that specific content. Unfortunately, sales individuals spend 66% of their day on administrative work.
Sales enablement tools must be utilized with CRM software, which helps in increasing the sales ecosystem with other martech tools. Numerous Martech platforms include sales performance management, outbound call tracking, email tracking, etc.
What is Sales Enablement?
Sales enablement is the iterative process of providing your sales team with the resources and content they require to close more deals. These necessary resources might involve new forms of content, martech tools, knowledge, insights, and information to effectively sell your brand’s product or service to potential customers.
Why Is Sales Enablement Important?
Sales enablement is important because a smoother sales process leads to enhanced sales Smarter buyers are happier buyers, and happy customers lead to higher customer retention and customer satisfaction. And considering that acquiring new customers is 6 to 7 times more expensive than retaining an existing customer, improving customer retention is possibly more important for your bottom line.
Sales enablement is also important because it can help in elevating B and C level sales executives up a tier to optimize their individual contributions to the company. In a traditional sales model, sales managers invest in their top 20% of executives that are delivering 80% of the sales team’s quota. The rest of the team is left to fend for themselves. With sales enablement tools and technology, every executive has access to content, articles, videos, etc. that can help them break free from ordinary sales performance.
Factors that make sales enablement important,
- Helps in Sales onboarding
- Optimizes Product marketing
- Promotes Sales coaching
- Focuses on Strategy and planning
- Boosts Data mining
Top 7 Sales Enablement Platforms for your 2021
Salesforce Sales Cloud
Source: Salesforce
Drive growth with Sales Cloud 360, the best-in-class sales solution that has empowered the best sales teams worldwide on the #1 CRM platform globally. Businesses of all sizes, geographies, and industries, realize value faster with Sales Cloud 360. Increase executive productivity with data-driven selling by quickly setting up industry-specific apps and best practice processes. You also get entry into 150,000+ sales organizations and a 2 million user-strong community that is passionate about sales optimization.
Lusha
Source: Lusha
Lusha helps business professionals in establishing a fast and true connection with their contacts, leads, and candidates. B2B customer engagement is based on trust. Lusha helps brands in building that trust by utilizing simple tools that empower you to enrich and verify business profiles. Today, more than 250,000 sales executives, recruitment managers, and marketers completely change the way they engage with their contacts, leads, and candidates by using Lusha on a daily basis.
- Outreach
Source: Outreach
Outreach fuses your marketing, sales, and customer success efforts so you can efficiently share insights and content cross-teams. The Outreach platform enables you to optimize your customer lifecycle to concentrate on engagement and collaboration at scale to effectively close deals.
- Salesflare
Source: Salesflare
Salesflare is an intelligent CRM & sales enablement platform, widely used by thousands of small and medium-sized B2B businesses who sell more with less work. It sends automated email sequences that help you in reaching out to your leads at scale in a personal way. It automatically fills your address book and tracks all interactions with the targeted customer you are in contact with. It also reminds you when to follow up. You just have to write the emails, make the calls and close the deal.
- Zoho CRM
Source: Zoho
Zoho CRM is an omnichannel platform with AI-powered features. It helps sales teams with lead information, sales funnels, lead pipeline management, workflow automation, potential lead data, performance dashboard, AI-powered conversational assistant, task managers, managing marketing campaigns, sales forecasting, etc. It also seamlessly integrates with 500+ popular business applications in a single business system.
- Seismic
Source: Seismic
Seismic makes it easy for your marketing and sales teams to effortlessly collaborate, this way, they can build and share various sales enablement content to effectively reach and convert their target audience into customers. Seismic utilizes artificial intelligence to simplify the entire sales cycle as much as possible for sales representatives.
- Zendesk
Source: Zendesk
Zendesk enables your executives to keep track of every interaction they have with a potential customer throughout the entire buyer’s journey. This makes it easier for sales executives to keep a track of which sales enablement resources and tools they utilize and which ones they could integrate in future interactions to close deals.
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ABOUT THE AUTHOR
Chandrima Samanta
Content-Editor at MartechCube
Chandrima is a Content management executive with a flair for creating high quality content irrespective of genre. She believes in crafting stories irrespective of genre and bringing them to a creative form. Prior to working for MartechCube she was a Business Analyst with Capgemini.