It’s about developing marketing activities and programmes that support the sales department and drive revenue. You can achieve this by optimising marketing’s contribution to sales. From the customer’s perspective, it’s about making the process of buying easier, more efficient, and more educational by offering valuable content.
It leads to better end results, as well as better cooperation between marketing and sales. This avoids, what Forrester Research calls, ‘random acts of sales support’, which happens when too many people are trying to help the sales team with no real strategy in place. Sales enablement can help you close more deals by encouraging interaction and engagement between your company and your prospect or customer.
Start by developing a culture that rewards Sales and Marketing for working together. By encouraging a partnership between them, the customers will become the only group that matters.
Marketing and Sales will be more successful when everyone understands the needs of your leads and customers. Start by creating valuable content (e.g., articles, infographics, videos or e-books). Another way is to create proposals or get involved in RFPs. The key is to place the buyer in the centre of your approach and ensure that their needs are met.
There are many such tools you can use. But do you have the technology in place? We can help you select and implement the right sales enablement technology.
SPOTONVISION can help map the informational needs of your leads and prospects and create processes, plans, materials, and tools that resonate with their needs. This can help optimise cooperation, as well as evaluate and improve your customer and sales enablement strategy and execution. We’ll do this together with you. You’ll not just be involved in the process, you’ll learn how to improve your sales and marketing skills.
Shall we get together over coffee?