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The Center for Sales Strategy Blog

How Sales Technology Can Strengthen the Human Touch in Selling

How Sales Technology Can Strengthen the Human Touch in Selling

From being quarantined in our homes to keeping six feet apart and avoiding handshakes, the way we interact with other humans has drastically changed. In the business environment, the normal behaviors and tactics that salespeople have relied on to drive their success are no longer available. We can no longer drop by to see a client, meet a prospect for lunch, or fly to another city for a face-to-face meeting. More and more selling is now being conducted over the phone and via email.

And this isn’t a short-term trend. The U.S. Chamber of Commerce reports that “a new normal has developed for businesses of all sizes across nearly all industries, with changes likely to endure even after COVID-19 is a thing of the past.” We may have lost a few tools from our sales toolbox, but we’re going to replace them with new ones that we can use to build relationships and advance the sale.

Topics: sales process sales enablement

Sales Enablement in Real Life [VIDEO]

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Sales enablement. Is it a buzzword or just a misunderstood word?

DEFINITION OF SALES ENABLEMENT: Sales Enablement encompasses the technology, strategy, processes, and content that empower sales teams to sell smarter and faster. It’s about providing salespeople with what they need in order to successfully and strategically engage the buyer throughout the buying process. Why wouldn't you want it?

Topics: sales performance sales process sales enablement

2019 Media Sales Report - Get Back to the Basics With Sales Enablement

Sales Enablement

Why is sales enablement important? Because buyers are more informed, and selling is more challenging than ever before. Our 2019 Media Sales Report found that some of the major challenges in sales today are that sales reps’ time is not actually spent selling and salespeople are simply not equipped with relevant materials.

Sales enablement is a strategy that aligns marketing, sales, and operations while lowering costs, increasing revenue, ensuring brand integrity, and ultimately closing more deals. Even the most talented sales reps can benefit from the right support, structure, and technology.

So, why did nearly 1 out of 4 sales managers feel that they don’t have the right sales collateral pieces to help their sellers in all stages of the sales process?

Topics: content marketing crm sales enablement media sales report

Do You Need Sales Enablement Tools and a CRM?

salesperson using sales enablement tools

Is your sales team running the same plays as it did ten years ago? Even five years ago? If so, there’s a good chance you need to update your sales playbook.

The way businesses buy and sell has forever changed—and to stay competitive, you need to change too. Yes, certain things are still essential such as:

  • Finding needs and pain points
  • Presenting solutions
  • Getting results

But how you interact with prospects and clients is different.

Topics: Sales sales enablement sales playbook

4 Ways Sales Enablement Tools Boost Business

4 Ways Sales Enablement Tools Boost BusinessSales enablement is a broad and powerful term that covers a lot of sales functions under one large umbrella. We define sales enablement as the strategy, content, technology, and training that empowers sales teams to sell smarter and faster. 

Sales enablement tools put the right resources and content in the salesperson's hands right when they need it. Businesses that are properly utilizing sales enablement tools quickly:

  • Improve sales productivity
  • Drive revenue
  • Increase customer alignment

Providing sales teams with the proper tools, knowledge, and processes to maximize every sales opportunity is invaluable. Effective sales enablement tools can significantly benefit your company – here’s how.

Topics: sales enablement sales playbook

What are the Benefits of Sales Enablement and a Sales Playbook?

Editor's Note: This post was originally published on the LeadG2 blog.

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Most managers and sellers have experienced this:

  • A seller is moving a new business prospect through the sales process.
  • All signs are positive.
  • The prospect goes silent, and will not respond to email, phone calls, letters, or stop-ins.
  • The seller goes to his/her manager and asks for advice.
  • The manager spends time listening to the seller, conducting diagnostic work, and providing advice to the seller (what to do to restart the stalled sale).

On the surface, this sounds like a good system, but in reality, it is not. Here’s why:

  • Managers work with multiple sellers—doing this for many sellers takes up a great deal of time and is often redundant (same problem… same solution).
  • Sellers might not have easy or timely access to their managers—this delays the sales process and allows the sale to get further off track.
Topics: sales enablement sales playbook

10 Reasons Salespeople LOVE the HubSpot CRM and Sales Enablement Tools

salespeople-using-hubspotAs a proud partner of HubSpot, we at The Center for Sales Strategy, as well as our sister company that focuses on lead generation and sales enablement, LeadG2, naturally have experience with the HubSpot CRM, and it might be easy to think that we’re biased about this tool because of our relationship with them. However, it’s important to know a bit more of the context to better understand why we’re not biased and how that shows up in what we do and recommend. 

Topics: HubSpot crm sales enablement

Has Your Sales Content Library Come Out of the Closet?

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What does your sales content library look like? Back in the old days of selling (the 1990’s), the sales library was a janitor closet with a few shelves to store corporate brochures, product sheets, and other printed sales material. Prior to going into the field for their appointments, the sales team would stock up on materials to hand out to prospects. Back then it was a long and cumbersome process to produce new material. It was also expensive to print, so refreshing and replenishing supplies was rare. Consequently, the content was written and produced in a way to be applicable to a large diverse audience and last a long time. Or in other words, the content was relevant to few, meaningless to many, and rarely had any impact on actually advancing the sale.

Topics: content strategy crm sales enablement

5 Things You Must Do When Shopping For Sales Acceleration Software

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By the year 2020, it’s estimated that there will be over 6 million inside and outside sales professionals in the U.S. alone. They represent an incredibly valuable resource for companies across a variety of industries, and it’s clear that sales leaders nationwide are continually searching for new ways to get the most out of their sales teams.

It makes sense then that the sales acceleration technology market recently reached approximately $13 billion in North America, as companies dedicate themselves to finding better ways for their salespeople to connect with customers and improve productivity. Almost every sales manager will be faced with the prospect of searching for acceleration software, and there are several steps that must be completed before, during, and after any such search.

Topics: sales management sales enablement

Give Your Salespeople the Tools for Success

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Supporting a sales team with the proper tools is equally important in every industry. For example, as a sales manager, your job isn’t dissimilar to that of a homebuilder. Only in this case, you’re supplying tools to strengthen the performance of your sales reps, rather than nail guns and paint. And in the end, you’re responsible for setting them up for continued success.

There’s no question about it: Outstanding sales performance begins with outstanding salespeople.

So, how can you help give your salespeople the tools for success?

Topics: sales enablement