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What is Sales Enablement

Sales enablement guide

Sales enablement is the strategic use of people, processes, and technology to improve sales productivity and increase revenue.

Why do organizations need sales enablement?

Sales enablement is about providing salespeople with the right resources, processes, and technology needed to sell effectively and increase revenue. Sales enablement maximizes every point of engagement salespeople have with buyers and improves the experience they provide. Sales enablement technology unlocks insights into content engagement and how it affects sales performance. Salespeople have better conversations and act as trusted advisors which allow them to foster long-term relationships with prospects and customers.

80%

of companies feel their cross-functional team collaboration is informal, ad-hoc, or non-existent

78%

of executive buyers claim the quantity of content provided does not meet expectations

90%

of marketers don’t know how to measure ROI of content or the influence on deals from sales

Benefits of sales enablement

Sales enablement is about people and technology, and strategically aligning them both behind a common goal: sales successes. Sales enablement helps organizations streamline and shorten sales cycles by improving buyer interactions with relevant sales content that is tailored and personalized. When executed properly, sales enablement has a measured impact on time spent selling, win rates, and deal size.

Content management

A central, single-source-of-truth repository serves sellers the marketing-approved content they need to have the conversations that improve win rates.

Sales training

Sales-readiness features help sellers by focusing on the time leading up to those customer conversations through videos, coaching, and certifications.

Sales communication

Communication-focused tools empower reps with relevant knowledge and information from teams and departments devoted to their success.

Marketing insights

Teams have the information needed to know what’s advancing deals so the sales content creation process can improve and be even more effective.

How is sales enablement defined by industry analysts

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Sales enablement resources

The content you need to answer any and all of your sales enablement questions.

Sales Enablement for Visionaries
2021 GLOBAL BENCHMARK REPORT

Sales Enablement for Visionaries

Read the benchmark report to see takeaways, detailed charts, and data about how sales enablement Visionaries compare with Laggards.
Power Sales Enablement with a Charter
Ebook

Power Sales Enablement with a Charter

Organizations that have both a Sales Enablement program and a formal charter perform better. That’s because a charter defines the scope, responsibilities, and activities of the Sales Enablement team for long-term success and revenue growth.

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