Sales enablement, the process of empowering your enterprise sales teams with the right resources to close more deals, just became a trending topic for 2021. This sudden jump in popularity is due to a rise in SaaS companies seeking to increase their revenue through better sales figures and the emergence of Artificial Intelligence-powered sales enablement as a viable solution to achieving this.
It is an understatement to say that AI has altered the sales pipeline. From initial prospecting to CRM, process automation, sales analytics, and other key sales processes, every stage has been affected by AI-enabled solutions.
The result is that sales teams need to be constantly tweaking their strategies to keep up with the latest sales enablement tools in the market. Especially given that not doing so implies that you’re conceding valuable market share to your competitor.
This prompts sales teams to often jump onto the sales enablement bandwagon without due research. There is N number of sales intelligence tools out there that claim to help ‘enable’ and ’empower’ your sales teams with actionable intelligence.
However, even a cursory glance reveals that most are promising what they cannot deliver.
Keeping this in mind, we have compiled a list of features & must-haves that every sales enablement tool should come pre-packaged with to provide your sales teams with cutting-edge sales ammo.
Understand your prospect’s account profile with AI-powered insights
Before approaching a prospect with your proposal, it is crucial to understand their geographical reach, business intentions, and long and short-term outsourcing profiles. This information will help you understand whether you should consider them as a hot lead, whether their business intentions align with your service offerings and whether you are in a position to deliver this solution.
While some of this information is readily available online, others like their business intentions and their outsourcing profiles need to be studied carefully to craft highly customized deals.
This is where the power of machine learning comes in. With the easy availability of data, AI-powered sales enablement tools like Draup can comb through huge volumes of data from disparate sources and identify this information for your sales proposals.
But this alone won’t be enough. At a more micro-level, sales teams should also keep track of organization-level executive movements.
Explore executive Psychology to pitch highly relevant deals
A key feature that most sales intelligence tools lack is insights into stakeholder executive behavior. What kind of deals are they amenable to right now? What are their likes & preferences? Do they have an individualistic mindset, or are they team-oriented.
Believe it or not, with the power of ML modeling, data analytics, and with help from professional psychologists, Sales Intelligence tools are providing sales teams with a never-before-seen level of data into their prospects.
This can include everything from Sales Engagement Guidelines, Personality Inference, Diagnostic Narratives, Skills Map, and their mentions in the media if any.
Armed with this information, sales professionals can craft highly customized pitches that will resonate on the same wavelength as the customer stakeholder.
Leverage Startups Insights to Gain Foothold in a New Ecosystem
Startups are a key segment that service providers target to win potentially long-term deals.
However, considering that there are over 55,000 startups in the world operating across industries, it can be hard for sales teams to narrow down on potential clients.
Another point to consider is that most of these new-age startups are operating at a cross-section of industries, see insure-tech, fintech, or even logistics for that matter. There is an increasing influence of technology across every industry and any deal pitched to stakeholders must keep technology value addition in mind.
It becomes important for sales teams to gain 360-degree view of the startups operation in their ecosystem of interest in this context.
Draup’s startup scanner application helps the users track the emerging and growing startups using proprietary metrics such as, ‘Momentum Index’ that helps users identify the upcoming startups. Draup’s deep-dive on startup profiles provides a comprehensive view of their:
- Digital tech stack
- Key acquisitions & partnerships
- Job postings & talent core demand
- HQ locations
- Latest funding period
By piecing together this information, sales teams gain a clear picture of the startup’s needs & pain points and how to solve them.
Combined with the powerful psychographic & account intelligence features, Draup features all the solutions required by a modern sales team to pitch with confidence and earn long-term deals.