Establish B2B sales enablement practices

New Ideas in MarketingEssential news for marketers, summarised by YouGov
March 19, 2021, 4:08 PM GMT+0

Sales enablement is an ongoing process of equipping all client-facing teams with the relevant and necessary content, training, coaching and tools.

A recent CSO Insights study found an effective sales enablement function can help companies observe two-digit improvement for quota attainment and win rates for forecast deals. Creating a sales enablement function to help client-facing teams better achieve sales targets and effectively meet business objectives.

While creating a sales enablement function, brands must create customer-facing content like blogs, whitepapers and infographics, to create awareness. At the consideration stage, businesses should offer webinars and product demonstrations. They can further create how-to videos for later stages of the sales funnel.

Brands should create customer personas, conduct competitor research and relationship mapping templates for effectively leveraging their content. They should also equip sales teams with social selling training to effectively target potential buyers through social platforms.

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