Hit Your B2B Channel Sales Goals with ROI / Value Selling - Partner Marketing & Enablement
Four top goals for sales enablement
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Transcript of Four top goals for sales enablement
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Top Four Goals for Sales Enablement
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Sales Enablement
There are many definitions for the Sales Enablement function. At a matter of fact, leading industry analysts don’t quite agree on what sales enablement includes.
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Definition
“Sales enablement is a strategic, ongoing process that equips all client-‐facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-‐solving life cycle to optimize the return of investment of the selling system.” Source: Forrester Blog
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Definition
Sales enablement is “The activities, systems, processes and information that support and promote knowledge-‐based sales interactions with client and prospects.” Source: Gartner IT Glossary
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Enable sales to close deals
Definitions may be different, but everyone in the trenches can agree that sales enablement should do exactly what it says: enable sales to close deals. And how do they do that? By giving sales reps the content – the knowledge – they need to meet their goals.
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Top Four Goals
Essentially, sales enablement increases your sales reps’ working knowledge by connecting them to relevant information and expertise from across your organization. And more knowledgeable reps lead to more sales through:
• Increased win rates
• Reduced wasted time
• Fewer costly errors
• Amplified Best Practices
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Goal 1
Increased Win Rates
Winning a higher percentage of business is a goal of every sales organization. Having the right information, news, and experts at your reps’ fingertips increases the odds on every deal. Your reps should be able to easily:
• Find the latest, most relevant sales collateral
• Discover targeted information such as news articles about your prospects, your competition, and your market
• Find experts from across your organization
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Goal 2
Reduced Wasted Time
Studies show reps waste as much as 12% of their time on failed searches and re-‐creating existing content. That’s a lot of selling time. Sales enablement can help decrease this wasted effort by:
• Making the right information easy to find and use
• Onboarding new reps quickly by providing learning materials that are easily searched and consumed
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Goals 3
Fewer Costly Errors
Errors and omissions during the sales process are one of the most frequently cited reasons for competitive loses. Sales enablement should ensure reps have the right information at the right time.
• Ensure sales reps are using the most up-‐to-‐date content for critical information such as spec sheets, pricing, and licensing
• Promote your sales process by creating information areas – on your intranet, sales portal, etc – for each product, target, channel, stage, etc.
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Goal 4
Amplified Best Practices
Leveraging the closed won deals, sales enablement can establish and enforce a set of best practices to drive more revenue.
• Discover what information is being used and optimize accordingly
• Surface widely used and shared documents
• Determine internal subject matter experts through content usage analytics
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Summary
By focusing on the basics of the sales enablement function, you can more effectively help your sales reps – and your company – meet its goals. You should implement processes, develop content, and procure technology that will help your reps:
• Increase win rates
• Reduce wasted time
• Make fewer costly errors
• Amplify best practices
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Learn more
Learn more about Highspot in this video Sign up for a free account at www.highspot.com.
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About Highspot
Highspot is a knowledge sharing platform that lets business users implement play books, create portals, build knowledge bases, deliver training, and even track industry news. It handles all the ways a modern organization needs to share information.
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About Highspot
Highspot has two unique advantages. First, it is designed for business users so no IT development is required. Second, it uses machine learning to deliver great search results, suggest related items, discover new content, and generally connect people to the most relevant information.
Sign up for a free account at www.highspot.com.
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