Every sales team needs a strategy that skyrockets their growth to higher levels. Without a high-performance strategy in place, even the strongest sales teams fail to push business beyond a limit. It doesn’t matter how impressive your landing pages are or what offers you provide to your customers; as long as a sales team runs without a strategy, it will always be a challenge. Every B2B company needs a sales enablement strategy to survive in the modern-day competitive business ecosystem.
An effective sales enablement strategy allows sales reps to improve in a variety of areas, such as increasing lead-to-conversion rates, crafting perfect pitches, winning high-worth deals, and shortening sales cycles.
A solid sales enablement strategy will benefit your business in the following ways:
- Close high-worth deals
- Shorten the sales cycles
- Allow for more up-selling or cross-selling opportunities
- Reduce customer churn
- Reach larger audiences and markets
- Improve the customer experience
- Build deep, meaningful relationships with clients
So let us dive deep and explore the top sales enablement strategies you need in 2022.
Collect the Right Data and Set Targets
Most sales teams operate with obsolete and irrelevant data that diminishes their performance, considering the industries in 2022 are moving quickly. It is crucial for sales teams to have access to real-time insights and market intelligence necessary to beat today’s competition.
At the same time, it is also important to track key performance metrics (KPIs) from previous marketing campaigns and sales insights to understand what works in the market. By evaluating existing sales KPIs, companies can set specific targets to improve in areas that need development.
Provide the Right Technology and Tools
As sales teams push to win high-worth deals, they will need the right technology and tools to stay updated with the latest market trends. The right tech stack has the potential to save your sales team a great deal of time and let them focus on high-priority deals.
There are tons of high-performance sales enablement tools in the market today custom-built to suit your sales processes. These tools eliminate every sales challenge from prospecting to closing a deal and any sales pipeline gaps you couldn’t discover.
Understand Your Ideal Customer
Understanding an ideal customer’s unique buyer journey will establish a strong foundation for your sales enablement strategy. This process goes as further as discovering potential pain points, challenges, and motivators of your buyers throughout each stage of the journey.
However, a buyer’s journey isn’t only about discovering facts, it’s mostly about assessing behaviors and analyzing signals and trigger events, and this can take time.
Sales enablement tools like Draup take the weight off your shoulder by gathering, interpreting, and presenting real-time buyer insights. These insights are gathered and validated by over 52 Machine Learning algorithms and the support of AI, thus giving you the confidence to go after your lead.
Constantly Analyze Performance
Any sales enablement strategy can fail if it isn’t tracked and evaluated from time to time. Depending on the size of your sales team and the complexity of your processes, this could be yearly or even quarterly.
It is critical to evaluate the performance of the strategy against the targets set at the start. Doing this helps you make occasional adjustments to ensure your sales team is equipped to face the challenges of an evolving business ecosystem.
Organize Sales Content
Sales enablement content is the content required by sales reps to use throughout the selling process to help clients as they need it.
Sales enablement content covers the prospects’ needs product-related questions and offers a realistic view of how your product is better than the competitors.
It is important to gather all of the sales content and organize it into one central location that is easily accessible to each member of your team.
A complete content audit may be needed to understand what’s working and what doesn’t.
Examples of sales content to audit and organize include the following list.
- Case Studies
- Whitepapers and Ebooks
- Product Demo Decks
- Informative articles
It is important to have all of the content organized and in place, preferably in a sales enablement tool, to help your entire team get to the content faster.
Draup’s Sales Enablement Platform helps your team build hyper-targeted prospect lists that can segment accounts and stakeholders through comprehensive and real-time metrics.
Draup’s account management feature provides sales teams with a data-driven view of their customer and ecosystem to support micro-targeting. Vendors can discover companies that line up with their products/services solving customer issues using the Opportunity Index’s data-backed metrics.