To enable B2B sales in a virtual world, sales enablement solutions are a necessity and can enable both sales reps and stakeholders on the customer’s side.
While sales enablement solutions traditionally existed to support and enable the seller throughout the sales process, this is not really the case anymore. Or, rather, sales enablement is still about enabling the seller, but also about supporting and enabling stakeholders in the customer’s organization. A necessity, really, when B2B sales processes are oftentimes more complex than before, include more people and occur primarily via digital channels.
In other words, complex B2B sales require the right solutions that support sales rep and customer alike. Where it becomes important to not only think about sales reps’ productivity and results, but to also think customer experience – where your sales enablement solutions should allow you to customize, personalize and professionalize the interactions a customer has with your organization. In order for the process to be easier for everyone involved on the customer’s side.
Enable sales by finding and implementing the right sales enablement
Many companies are now focusing more and more on sales enablement, and planning to spend even more in the area. The question, then, is how to find and implement the right sales enablement solutions. Where a recent Forbes Tech Concil had some good ideas, from which we’ve handpicked a select few to expand on:
1. Assess your current needs and situation
The first step of finding the right solutions or tools is to look at your current situation and needs. What do you actually need from a tool, and where in your sales structure is there room for improvement? Here, it can be a good idea to ask for feedback and honestly evaluate your own processes – finding the ones that will benefit the most from a sales enablement solution.
2. Include different departments and areas
This will be especially important when adding a layer of customer experience. Where, for example, your current customer success team may have relevant info to share, and can let you know what your customers are looking for and how can you improve and personalize their experience to fit their wishes and expectations.
3. Deploy and test a solution
When you’ve gotten the information you need and found a solution to test, it’s a good idea to start with a pilot. Verifying a new solution’s potential and seeing so that the solution works with your processes and needs.
You may, for example, find an initial use case for your solution, with an initial pilot group who can apply it to an initial process. From where you can expand and apply the solution to other processes and use cases in your organization, as you grow comfortable and learn more about its potential.
Sales enablement today is not the same as it was. Now, B2B needs to enable sales by supporting the customer’s experience and their digital interactions with sales reps – and do so while simultaneously supporting the sales reps and helping them close more deals. Where the best sales enablement solutions do both, and help make sales happen in this virtual world of ours.
Are you looking for more tips on how to grow and close sales in a digital and remote world? Check out our Remote Sales Hub or contact us to talk to a Remote Sales Expert.