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Do You Use A Sales Enablement Playbook For Our New Normal?
NOTE: Revenue Grid, Executive Vice President of Worldwide Sales and Marketing, Roman Shovkun, provides today’s story, Do You Use A Sales Enablement Playbook For Our New Normal?
Roman Shovkun
Use A Sales Enablement Playbook For Our New Normal
As the issue of COVID-19 continues to transform the world, we all must adapt.
Companies have found new ways to deliver value to their customers, and sales leaders drive their teams towards new goals. One of the most influential groups in this new world is the sales enablement leaders.
Sales enablement leaders must assist their teams in rapidly adjusting to the new environment and keeping pace with changing customer priorities. As we experience the new normal in the business landscape, it’s crucial to prepare appropriately.
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Here’s your guide (sales enablement playbook)
to the role that sales enablement will play in the new normal
The Current State of Sales Enablement
There’s no one-size-fits-all strategy for surviving this transitional period in the sales landscape.
To thrive, companies will need to consider the unique needs of their audience and their business.
Sales enablement is essential to the future of sales.
Sales enablement empowers your sales team with the resources needed to close deals and strengthen customer relationships. The goal is to ensure that every salesperson can draw on essential product guides, case studies, blogs, and videos to enhance the buyer’s journey.
As customers step nervously into this new environment, companies must find the right way to ease their concerns and guide them toward purchasing. Sales enablement helps with this.
Without sales enablement, a salesperson would start a call with a client, discussing the product’s potential advantages. Unfortunately, they don’t have the information to tie the use case to that client’s needs. The missing piece makes the pitch and the sales process feel fragmented and impersonal.
With a sales enablement playbook, your salespeople can begin each conversation already thoroughly prepared with the right resources. They’ll have the case studies shared with a customer and put their mind at ease. They can also deliver customer testimonials and statistics that make purchasing decisions a no-brainer.
The benefits of sales enablement are specific. However, the issue is that many corporate playbooks and guidelines are outdated. Companies need to figure out how to update their strategies as we emerge from this crisis.
Why Sales Enablement is Crucial
Sales professionals must work from a strategic plan that aligns with their goals.
You’re missing out on opportunities if you’re not working closely with your sales team to determine what’s working for your customers.
We’re all learning to connect more effectively with customers in this transitional period. Leaders need to adopt an agile strategy for consistently learning from every sale.
Sales enablement is crucial to any business’s “new normal” strategy. However, it’s important not to rely too heavily on the best practices and playbooks you used to use. As McKinsey notes in its latest study, team leaders need to learn how to operate in an agile and data-driven format.
Only with the right consistent information is it possible to:
- Navigate the roadblocks of the current crisis and discover new ways to reach your customers. It could include setting up remote working strategies and creating new offers.
- Plan for recovery with a focus on useful and relevant information. Collecting information on your customers and sales teams from your sales enablement platform will guide your future decision-making as you advance.
- Lead employees to a better future with new strategies based on critical data. Leaders can use the current data to build new playbooks specifically tuned to support the new normal.
A Buyer-Centric Approach Is Key To Success
Sales enablement tools are essential to the future of selling in the new normal because they provide a more in-depth insight into the customer journey.
When customers buy less and act more cautiously with their money, sales teams need to work harder than ever to close the deal. McKinsey predicts that customers could cut back on their purchases by up to 50%! To earn a reliable income for your business, you need to understand your audience and cater to their needs within the sales journey.
Identifying the critical moments in the buyer journey and understanding your customers will help you deliver the right messages at the correct time. It is crucial now that the sales journey has become more fragmented, with countless new digital channels to explore.
Use your engagement tools to gain better insight into how your clients can connect with your audience during this difficult time. Think about:
- The right channels: Will you get more responses to phone calls, or if your clients are out of the office, is it better to reach out over LinkedIn and SMS?
- The right messages: What kind of values and benefits are essential to highlight right now? Do you want to show your customers that you can help them maintain their revenue or reduce their risk of losing their end-users in this challenging time?
- The right timing: How frequently should you be connecting with customers right now? Your sales teams must be persistent, but your customers don’t want to feel you are hounding them for a purchase.
Once you’ve got those three pillars in mind, put together the tools and resources your teams will need to guide your customers through sales. Your sales enablement playbook is an essential ingredient for fourth come sales success. Include providing your employees with an engagement platform where they can continue to collect and leverage information about individual clients and their unique needs as they work.
For More Insights: Visit Elinor’s Amazon Author Page
“Communicate to Attract Interest”
Be A Story-Teller
As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto,
“Believe, Become, Empower“
” Nice Girls DO Get the Sale is an International Best-Selling and Evergreen Book – among the classics;
HIRED! Helped many to secure the job they desired.
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Today’s insights are provided to help you achieve the Smooth Sale!
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For More Insights: Visit Elinor’s Amazon Author Page
“Communicate to Attract Interest”
Be A Story-Teller
As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto,
“Believe, Become, Empower“
” Nice Girls DO Get the Sale is an International Best-Selling and Evergreen Book – among the classics;
HIRED! Helped many to secure the job they desired.
Related Blog Stories:
