WHY SALES ENABLEMENT NEEDS DIGITAL SELLING
So what is Sales Enablement?
Sales enablement is the process of providing the sales organization with the information, content, and tools that help salespeople sell more effectively.
Now on its face, this should cover all tools, systems, and processes that help our sales teams be successful.
However, this is not yet the case.
If we agree (and not everyone does), that our customers, prospects, and key contacts are now spending most of their time “Online” then it’s not a big jump to suggest we need to be “there” with them!
However, it seems old habits die very very hard. Most organizations are buying up every sales enablement tool they can find…but, they are missing the most important element.
The direct and Real-Time connection with their customers…
So I ask you…
WHERE ARE YOUR CUSTOMERS?
Like YOU…they are researching, researching, and researching some more before they make decisions…they are not reaching out to salespeople until they need to and in some cases not at all!
The research to support this is everywhere from Gartner to Forrester and many others but more importantly in your own customer data!
So, if we know this to be true then it makes sense that we need to get into their research activity path.
What are they researching? CONTENT, CONTENT, and more CONTENT
So clearly we need to be creating, sharing, and reaching out through online content!?
So let me ask you … Do your sales enablement tools and systems help your salespeople do this?
Hmmm, well you have a CRM and a robust marketing platform, that must do it?
Nope.
While that’s great and important, neither do the job of connecting your teams directly with customers and helping them to navigate all the content they can easily find online.
This is where a digital sales enablement tool that works with your CRM and other sales enablement tools comes in.
You’re not on the wrong platform (likely), you are on an incomplete platform!
A bridge across a river is not of much use if it’s missing a big section!
If you want to connect all of your tools and teams with your customers,
#ceo #leadership #digitaltransformation #salesenablement #sales
