Why is sales enablement important?
Sales enablement is no longer a luxury. It’s a necessity. So whether you own a mom-and-pop shop, e-commerce store, or a digital marketing agency — having a sales enablement plan is vital. Here’s why.
Increase conversions using personalization
More than 78% of consumers say they’ll only consider an offer if it’s been personalized to their previous engagements with the brand. If you’re delivering one-size-fits-all content, then you can expect problems with customer acquisition. With sales enablement, you can offer personalized content at each stage of the funnel. This allows your salespeople to deliver the right message at the right time, which helps improve customer engagement and conversions.
Boost sales productivity and revenue
If your sales reps don’t offer materials that can help educate and convince prospects to buy (or at least consider) your product/service, then your sales will continue to dwindle. Companies that use sales enablement are seeing an increase in win rates by 27.9%. And we also see that 59% of companies that surpass their revenue targets have a defined sales enablement function. About 72% of these companies exceeded their revenue targets by at least 25%.
Gain a competitive edge
Once prospects leave, where do you think they’ll go? Right to your competitors.
You can bet that your competition is using sales enabled content to drive qualified leads and convert them into paying customers. So the longer you wait to use sales enablement, the more it’s going to hurt your revenue and your competitive edge.
Warm leads to close deals
It's no longer cold call and cold email, it's warm call and warm email. Savvy businesses today are using content to warm up leads. In sales enablement, this comes in the form of industry decks, reports, etc. When your prospects are educated about their problems and available solutions, they become more susceptive to hearing about your product or service. This is because your content positions your brand as a leader and authority in your industry. In turn, this builds a trusted relationship with prospects. Then when it’s buying time, your brand will be on the top of their minds!