What is Sales Enablement Software?

Introduction

Sales enablement software offers a storehouse for sales playbooks and marketing collateral to supply sales reps with content that is opportune, useful, and productive during all stages of the selling cycle. With this solution, sales reps can find the right content, deliver it to leads, and monitor lead engagement with that content piece. Top sales enablement tools enable you to develop the content within the system, and organizations can utilize the content to onboard and train new sales recruits. These applications thus function as a marketing content hub that can be readily used by sales reps.

Sales enablement software helps to align sales missions and marketing initiatives. It presents relevant content to assist sales reps to be prepared during presentations and calls. The program should be leveraged in combination with CRM tools. It is included in the sales acceleration ecosystem along with other applications like outbound call tracking, email tracking, and sales performance management.

Features of Sales Enablement Software

Sales Training

Sales enablement software can be used by companies to onboard new hires and to train existing staff on sales best practices.

Outbound Call Tracking

Sales teams can use this functionality to engage prospects by quickly dialing them through the platform. These calls can be recorded and tracked to maintain extensive notes and also to monitor for quality, and ensure the calls deliver the right messages.

Email Tracking

Sales managers and team members can track both outgoing and incoming sales emails to maintain messaging uniformity. This allows them to easily capture analytics and data on the success and failure rates of email messaging.

Sales Performance Management

You can automatically track your sales team’s success and failure rates to learn who and what is effective for the team and who and what is not. The software provides this information in a transparent manner in scorecards form. Plus, this capability can deliver alerts on individuals and processes that need extra help.

Assets Database

This is a main feature of sales enablement programs which enables sales reps to access marketing tools and deploy them during their sales process. It also acts as repository for sales playbooks and best practice guidelines.

Benefits of Sales Enablement Software

Increases Transparency

With sales enablement software, all employees can view what the sales team, customers, and prospects are doing. Plus, managers can get more ideas, adaptations, and responses. The solution helps to make sales everybody’s business as in their purchasing journey, leads and prospects engage with account management, support, customer success, marketing, and other teams apart from sales.

Facilitates Quality Conversations

Sales enablement software empowers sales teams to improve the quality of conversations with important decision makers. It offers specialized dialers that help reps to improve engagement rates and productivity. These tools assist to automate the research into who to contact and what to say, and also optimize workflow. Plus, by automatically dialing leads from local area codes, reps can connect with many more leads.

Use Content in Context

Sales reps need to conduct conversations in context with buyers and for this they need relevant content. Purchasers need to justify their buying decision in their enterprise. Sales reps therefore need to support buyers in developing an internal business case. They can use scripted content obtained through sales enablement coaching as well as marketing-generated content and deliver them to the buyer to help them build their business case in their organization and derive value.

Helps to Target Promising Accounts

Sales teams need to use account-based strategies to identify promising prospects in their markets. Marketers can assist sales reps in this task and also provide them information about the right contacts in those accounts. Sales enablement programs present account-based selling features and data sets to help sales teams contact accounts that are likely to convert.

Empowers Sales Reps

Sales reps need to understand the core capabilities of their customers and territory. They require tools to make informed business decisions, including robust data sets in their CRM solution and features that automate important processes. Sales enablement software assists reps to analyze territories and businesses instead of merely cold calling leads and prospects every day.