Salespeople deliver content to prospects at a critical time in the decision making process and effective modern sales teams need to be equipped to sell to modern buyers. Buyers value responsiveness highly, awarding deals to the first company to respond 35-50% of the time. Obviously reps with the right sales materials, tools, and resources at hand convert more leads, close bigger deals, and drive morerevenue for an organization.
(noun) | /sālz eˈnāb(ə)lmənt/
using technology, processes, and content to empower sales teams to sell faster and more efficiently.
Sales Enablement is the process of assuring that salespeople have the proper sales materialsavailable to maximize the outcome of theirefforts. As experienced inbound marketingexperts, CEA Marketing knows first-hand thatcontent creation is critical in attracting andconverting prospects into customers. We train our clients in creating and maintaining SalesEnablement programs to maximize their abilityto sell in competitive markets.
We document sales processes, audit available sales content, develop necessary key salescontent components, organize and centralize materials, and train sales staff on their use. We create customer case studies, white papers, email templates, product demo decks, videos, presentations, and competitive intelligence briefs to populate an easily accessible salescontent library.
Customer Case Studies
Nothing speaks as strongly for a business as a previous customer’s success.
Demonstrate expertise in your prospect's industry with relevant white papers.
Besides phone contact, email is the most effective way for sales reps to connect with prospects. Standardized email templatesdramatically increase productivity.
Product Demo Decks
Not every sales person is a PowerPoint wizard. Customizable Demo Decks save time and improve outcomes.
Buyers prefer video 300% over written content. Video case studies and product demos perform far better than traditionally formatted versions.
Competitive Intelligence Briefs
The biggest hurdle to closing sales is the direct competition. Arm your sales staff with information to take them on.
Read Kelly Bosetti's recent article on Sales Enablement published on salesandmarketing.com
4 Ways to Reach More Qualified Leads by Uniting Your Sales and Marketing Team
Salespeople deliver content to prospects at a critical time in the decision making process and effective modern sales teams need to be equipped to sell to modern buyers. Buyers value responsiveness highly, awarding deals to the first company to respond 35-50% of the time. Obviously reps with the right sales materials, tools, and resources at hand convert more leads, close bigger deals, and drive more revenue for an organization.
THE DIGITAL CONTENT STORE
Effective Sales Enablement Programs rely on a well-organized digital content store ordocument library to ensure the sales team can always easily find and use the most current, relevant piece of content available. Since compelling content only works if it gets used, CEA Marketing builds content libraries on a variety of tools from Google Docs, internal WiKis, or CRM systems.
THE ROLE OF AUTOMATION
Making sure the sales team has the right material instantly accessible is only the first half of the opportunity Sales Enablement provides. With a robust CRM and a document store filled with tailored digital materials, CEA can create custom templated email outreach messages and dialogue sequences targeting prospects in specific stages of the buying process. We automate the tracking of when and how emails are viewed, clicked, and interacted with and craft custom follow-up messages delivered by a trigger-based automated system. CEA can even implement chat bots to engage website visitors, provide answers to common questions, and transfer to a live sales team member when the time is right.
WHAT'S THE FIRST STEP?
CEA Marketing makes establishing a SalesEnablement Program and implementing Sales Automation incredibly simple. We provide planning, sales consulting,training, and digital automation tools companies need to nurture leads and boost sales.
We do the work to seamlessly integrate existing systems into the new process to maximize the effect with minimal headaches.
Successful Sales Enablementin Action
S.M.A.R.T. Goals — We help customers design a set of Specific, Measurable, Attainable, Relevant, and Timely goals to lay a foundation for sustained sales success. We hold S.M.A.R.T. goal review sessions with sales and marketing teams quarterly, monthly, or annually as needed.
By working backwards from goal completion to goal setting, we determine which parts of our clients' sales processes are effective, identify what can be eliminated, and list new tactics that should be developed.
Through automation software, we simplify and streamline our clients' sales processes while ramping up their sales volume.
Creating email templates and sequences for sales teams to utilize is only the beginning. We help our clients create and follow an editorial calendar for new content creation. We teach the tactics to make multiple useful sales tools from a single piece of content.