Sales enablement provides sales teams with the tools, content, and training to engage effectively with prospects and customers. This includes various activities, such as creating marketing content, providing sales training, and developing sales processes and methodologies. Organizations can improve their overall sales performance and drive revenue growth by providing sales teams with the resources they need to succeed.
A well-designed sales enablement strategy has several benefits. First, you will streamline your sales process, reducing the sales cycle and allowing your team to handle more prospects. Second, you will be able to identify more leads for new sales and upsells while enriching the profiles of these leads to help salespeople better customize their approach. This will also improve the customer experience overall.
Here are the core tools you will want to consider:
Start with a CRM
Your CRM is the central hub of your marketing and sales activities. It is often used to help sales teams improve their efforts by providing a single view of customer interactions, including emails, phone calls, web visits, and social media interactions. Some CRM systems also offer sales enablement features, such as document tracking and collaborative workspaces, that help sales teams be more efficient and effective. Tracking and organizing all interactions also serves as a single source of truth to guide business decisions. LTMG is a HubSpot Solutions Partner because it offers the broadest feature set to empower sales and marketing programs. HubSpot also integrates with most other tools, allowing your sales team to work entirely within your CRM instead of jumping between different tools.
Find more leads with prospecting tools
Your sales team likely spends a significant amount of time researching potential prospects, a tedious process when done manually. Tools like ZoomInfo, Apollo.io, and Seamless.ai allow you to filter vast databases and zero in on your target audience. They will also provide data points to help your sales team further qualify leads. These tools often automate outreach to fill your pipeline and educate your leads.
Automate your sales and follow-up emails
Manually tracking customer conversations and sending follow-up emails is time-consuming and error-prone. It can impact your sales if you miss a follow-up or email the wrong person at the wrong time. Using automated email workflows avoids these issues while enabling you to create personalized email campaigns for every stage of a customer's journey. The ability to send automated, personalized emails to prospects helps your sales team engage more effectively with leads and prospects while saving countless hours of manual follow-up.
Get more data to prioritize your sales activities
Lead qualification and enrichment can help you focus your time on the leads most likely to convert. You can identify the most valuable leads by gathering more data about your prospects. This data should include personal and professional details, social media activity, and engagement with your content on various platforms. To help with this process, you can use lead enrichment tools like DiscoverOrg, Clearbit, and Leadspace. These tools can provide valuable insights about your leads and help you prioritize your sales efforts.
Additionally, lead scoring tools show you which leads engage with your content and are highly motivated. In HubSpot, for example, you can track prospect activity across various channels and customize your scoring rules, helping you segment prospects and personalize engagement to increase the likelihood of conversion.
Organize all communication channels into a single conversation inbox
Ensuring your sales team can promptly respond to inquiries is especially important because, with today's multiple communication channels, such as a website, social media, and email, inquiries can easily get lost or overlooked. With a universal Inbox, your sales team can easily access and respond to customer inquiries from a central location rather than switching between channels, saving time and ensuring your customers receive consistent, fast responses.
Wow your prospects with direct mail
As much as we have all gone digital, receiving physical mail is still appreciated and can even set you apart. Tools like Sendoso allow you to streamline the offline process of sending handwritten notes, eGift cards, swag, and other items through its online platform that integrates directly with workflow automation products like HubSpot. With a few clicks, your sales team can reengage a contact who has gone cold, close a deal with a personalized gift, or connect with an existing customer.
Gain critical insight to make better decisions
Data is essential for gaining a competitive advantage in today's business environment. Sales organizations that do not have a robust data infrastructure often struggle compared to their competitors, who use analytics in their sales process. With data analytics, you can improve decision-making, target your marketing efforts more effectively, strengthen customer relationships, and streamline your operations to save money and increase efficiency. By leveraging analytics, you will make informed decisions that lead to better outcomes, fully understand your prospects' needs, and foster better client relationships.
Make sure the CRM you select allows you to collect data from all interactions, whether on your website, in communication with your sales team, or on social media. It should also allow you to qualify deals and provide attribution scores, so you know what contributes most to conversions, and you can build dashboards to gain the insight you need to drive growth for your business.