SALES ENABLEMENT

How do we define Sales Enablement?

SalesTicks sees sales enablement as the strategic and operational process which prepares sales organisations with the right tools, content, information and support to sell successfully. It empowers salespeople to deliver an engaging experience for modern buyers who expect personalisation, effective automation, and overall innovation as part of the buyer's journey.

What can "enabled" salepeople do better ...

  • Understand buyer needs - including industry trends, common business problems and competitive options available to buyers.

  • Sell New Products - get up to speed rapidly on recently launched products and associated services.

  • Deal with objections - learn how to reasons to common objections with answers which have been proven to put the buyer at ease and change thinking about key issues.

  • Pitch with confidence - having the knowledge and tools they need, inspires confidence.

  • Produce faster - new salespeople start producing in less time with solid sales enablement plans.

  • Equip Champions - with content that buyers can use internally sell the solution for you.

 Our six core  focus areas, regardless of your business size 

Goals and Alignment

It’s important that marketing and sales teams have group planning sessions to create a joint strategy that is aligned when it comes to target markets, ideal customers, buyer challenges, and buyer objections. This strategy can build a pipeline of ideal customers and content that should help create qualified opportunities and close them faster.

Planning

It’s important that marketing and sales teams have group planning sessions to create a joint strategy that is aligned when it comes to target markets, ideal customers, buyer challenges, and buyer objections. This strategy can build a pipeline of ideal customers and content that should help create qualified opportunities and close them faster.

Content

Existing content and new content themes should be evaluated as a group, to ensure content gaps are identified. By having an open dialog, listening to sales challenges and existing bottlenecks, marketing can identify which efforts are working, and what needs to be created or adjusted to work more effectively.

The Buyers Journey

The buying journey is a critical part of enablement and we focus on mapping this out as a joint sales and marketing effort.  This would initiate through the lead, drive through the opportunity to signing the client and beyond.,  Then relevant content should be planned for all stages of the buying cycle. The key is for marketing to deliver relevant content at the right time to groups of buyers and for sales to have highly specialized, high-value content easily accessible and easy to find whenever they need it.

Technology

Most teams will have established CRM and marketing systems,  but for those who do not, we advise on which platforms are necessary to suit your business. The other key element is content or collateral, which is very often they are scattered between intranets, websites, and individual desktops. What we help you achieve is a technology environment where sales can easily search for the resource they need and along with other sales enablement elements and a strong CRM platform, your sales will improve dramatically.

Monitoring and Mentoring

Once all the relevant elements, components and processes are in place, it becomes critical to ensure a smooth take-up and operation through a period of monitoring and appropriate mentoring and coaching.  This period is designed to ensure the requisite buy-in and acceptance and should be as short as possible to allow your organisation to become fully operational.