One of the keys to a successful marketing initiative is to communicate the right message to the right audience via the right channel. Marketing Works frequently shares this concept with our clients and ironically, the definition for sales enablement used by many leading market intelligence companies is nearly identical.
To be successful as a business today, your sales team (whether it’s one person or 100 people), needs to have the right information, content and tools to sell most effectively. This is where the concept of sales enablement is becoming more and more important.
Most companies now have a Customer Relationship Management (CRM) tool to help them organize and collect prospect/customer data. They also have a tool to disseminate information such as an email (MailChimp) or marketing automation (Hubspot) platform. To take it to the next level of success, marketing and sales teams need to be aligned and marketing needs to provide the sales team with the right materials to empower them to close more deals, close them faster, have a higher win rate and hold more engaging conversations.
At Marketing Works, we believe there are eight key elements to effectively enable sales, which we shared during our latest Meeting of the Minds event at a private luncheon event held at The Refectory on August 29.
Key Elements to Sales Enablement:
1. Align Marketing and Sales
2. Define Your Ideal Customers
3. Map the Customer Journey
4. Build a Touchpoint and Message Map
5. Create a Lead Scoring Model
6. Arm Your Team with the Right Tools
7. Explore Social Selling
8. Invest in Sales Enablement Technology
We invite you to download a copy of the presentation, and if you’re interested in defining ways to enable your sales team to be most effective, please contact me at bill@marketingworks360.com or 614-540-5520 for a complimentary one-to-one strategy session.