Sales Platforms

1. What is a Sales Enablement Platform?

Put simply, the definition of a sales enablement platform is a tool used to help bring people and technology together throughout the sales cycle. This may mean helping sellers stay organized in their day-to-day, aligning your sales and marketing teams, or even making onboarding smooth and easy. Sales enablement platforms are a great tool for companies looking to increase efficiency and close more deals.

2. What are their benefits?

3. What are the different types of Sales Platforms?

LeadManagerFX

LeadManagerFX provides your sales team with insights into your buyer’s journey. You can see when they became aware of your brand and the precise moment they converted.

When someone arrives on your website, you’ll have access to what pages they saw and which campaigns worked the best.

You can use this data to inform your campaigns, personalize emails and experiences, and kick-off calls.

LeadNurtureFX

LeadNurtureFX helps you use data to create workflows that lead to conversions. You can use LeadNurtureFX to provide your leads with the information they need to convert into paying, loyal customers.

PersonalizeFX

PersonalizeFX helps you create personalized web experiences for individual visitors. This tool uses user information, such as company name, location, and past actions on your website, to help you move your audience toward conversion.

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Our sales tool will help you with automation, personalization, lead nurturing, and much more.

What is a Sales Enablement Platform?

If you are familiar with the sales space, you probably know that one of the biggest buzzwords right now is “sales enablement”. However, do you actually know what sales enablement is? Did you know it is different from sales engagement? Sales enablement platforms are used to help improve seller’s performance. By aligning sales and marketing, allowing for a smoother onboarding, and guiding sellers into best practices, sales enablement platforms are the best way to help boost effectiveness and efficiency.

What is a Sales Enablement Platform?

Put simply, the definition of a sales enablement platform is a tool used to help bring people and technology together throughout the sales cycle. This may mean helping sellers stay organized in their day-to-day, aligning your sales and marketing teams, or even making onboarding smooth and easy. Sales enablement platforms are a great tool for companies looking to increase efficiency and close more deals.

Why you Need a Sales Engagement Platform

It Aligns Your Sales and Marketing Teams

West Coast vs East Coast, Microsoft vs Apple, and Marvel vs DC. All these are some of the biggest rivalries going today, but none compare to sales vs marketing. At least, this is how it seems in most organizations. Whether sales says marketing isn’t finding enough qualified leads or marketing says sales isn’t closing enough deals, they never seem to align. In order to be most effective, this cannot be the case. Sales and marketing need to work together, whether that is sharing data or content, in order to find more leads and close more deals. Sales enablement allows for this process to become much easier and helps provide the right content at the right time to the right people.

It Provides Smooth Onboarding of New Sales Reps

Research for Glassdoor found that “organizations with a strong onboarding process improve new hire retention by 82 percent and productivity by over 70 percent.” This is huge. Without proper onboarding, information may not be shared properly between departments, making the process not as effective as it could be. By having a place where all the onboarding information, such as scripts, sales playbooks, competitor overviews, client reports, and other information made to help SDRs, can live, the time to ramp up a new hire is significantly reduced. This means more time selling and closing deals.

It Informs Best Practices

If you were asked who your best seller is, I’m sure one person comes straight to mind. Think about everything that person does and what makes them stand head and shoulders above your other sellers. Now, imagine if they could teach the rest of your sellers all their tips and tricks. A sales enablement platform can accomplish practically the same thing. These platforms can help streamline and incorporate best practices and techniques to help increase effectiveness and efficiency when used right. By implementing the best parts of each seller across your entire team, just picture how much better the collective whole could be. Sales enablement can help you scale by letting you define an activity or series of activities you want your team members to follow and automatically triggering other activities based on certain outcomes.

What is a Sales Enablement Strategy?

Sales enablement strategy is all about how you use the platform. A sales enablement platform is only as good as you want it to be. If you want to use one to only set meetings, then you can. Or perhaps you only want to use one to share content between sales and marketing. That’s okay too. However, to truly get the most out of it, we suggest coming up with a sales enablement strategy. This is all about how the platform is set up, how you’re going to utilize all parts of it, and how you’re going to use it strategically to your advantage. Make sure you’re not wasting any parts of the platform, since if used right, it’s one of the most powerful tools your business can have.

How Do You Know if You Need a Sales Enablement Platform?

Sales and Marketing Teams are at Odds Even Though They Have the Same Goals

Everyone wants to close deals and increase revenue. They would be lying if they said otherwise. So, why does this seem to be an issue for some companies? According to research by Sirius, nine percent more growth occurs when a business aligns their marketing and sales departments to enable better communication. This is where the lightbulb goes off. The missing part for many is missing a sales enablement platform. A sales enablement platform can get both departments on the same page about content and cadence, resulting in more closed deals.

Sales Reps are Not All Following the Same Process

Sales enablement helps get sellers on the same page. These platforms can help create workflows that are consistent between your reps to ensure they are doing the same process and completing the same tasks. With the same workflow being used by everyone, it is easier to see what is working and what is not.

Sales Scripts are Inconsistent Across the Team

According to Forbes, 70 percent of the most successful US companies provide a consistent sales message throughout the entire buying journey, compared to just 37 percent of all the other companies. Sales enablement allows you to make sure you are delivering a consistent, reliable experience to your prospects and customers.

Conversion Rates are Down, Quotas Aren’t Being Met, and You Don’t Know Why

With the analytics in your sales enablement platform, you can identify areas needing improvement. You can tell which campaigns are most successful, when is the best time to call, which types of customers give you the best results, and more. Check out this post about the most important sales enablement KPIs.

After hearing all this, you may be wondering, “Great, where do I find the best sales enablement platform?” Shortly after this, you will realize there are many of these platforms available and become overwhelmed with them all. However, one that helps combat this stress and works as an easy to use and powerful sales enablement platform is Salesvue. Better yet, Salesvue lives natively within Salesforce, making everything even easier. We will touch on this later in the blog!

Sales Enablement Tools

No sales enablement strategy is complete without a range of sales enablement tools. While it would be amazing if there was one tool that did every perfectly, that’s simply not the case. So, give yourself the best chance to succeed by leveraging the best tools in their respective space. Here’s some of our picks for what you should consider when building out your sales enablement tech stack.

Tools for Content

Marketing isn’t the only group with lots of content and material to keep track of. These two tools help keep your sales enablement materials in order and so much more.

Seismic

Seismic is a sales and marketing enablement software that unites your marketing and sales teams in delivering the most compelling stories throughout your buyers’ journeys. AI-powered content recommendations, instructional design software and content curation tools make sure the right content is being created for the right moment. Plus, with Seismic’s insightful metrics that tell sellers when and how prospects are engaging with their content, you can improve the buyer experience resulting in faster deal cycles, higher win rates, and more efficient and effective content management.

Highspot

Similar to Seismic, Highspot’s sales enablement platform makes it easy for reps to locate content all in a single platform. It sports an intuitive UI, powerful search, and curated browsing experiences. With flexible ways to organize resources and keep them up to date and compliant, your reps always have access to the latest versions. It’s also versatile, supporting more than 80 integrations and over 40 content types so you can bring together decks, videos, and more.

Email Coaching Tools

Emailing effectiveness is a big part of sales enablement, so check out our choice for the tool that will take your efforts to the next level.

Lavender

Get real time AI-driven coaching on your emails or research your prospects. Lavender shows social data, calendar events, personality profiles, and more on your recipient so you can create messaging that engages them. It also tailors and personalizes your email messages using powerful AI that generates personalized intro sentences for you.

Data Providers

Gathering data that truly helps move the needle is essential for sales teams, so check out one that will help give your team the boost they’re looking for.

SalesIntel

SalesIntel is a global provider of high-quality data intelligence solutions, empowering revenue teams to accelerate growth. You can generate target account lists that match your exact ideal customer profile by filtering through millions of technographic, firmographic, and over 9,000 buyer intent data topics. With 95% accurate and human-verified data, sales reps spend less time searching for the correct contact information and more time on their selling tasks. You can also automatically update your prospect records through data enrichment, ensuring that only verified quality records are being reached through selling efforts.

Sales Engagement Platforms

Sales engagement platforms can help your sellers connect with the right people at the right time.

Salesvue

Salesvue is a Salesforce-native sales engagement platform that helps you bring synergy to the whole team. Because you and your data never leave Salesforce, sales and marketing teams have easy access to share and manage all customer and prospect data. With Salesvue, you get real-time insights into how your sales team is performing, what is being discussed in each call, and the effectiveness of your campaigns. Data analysis even shows you objection patterns, so you can manage the marketing message and the sales conversation better.

Sales Enablement in Salesforce

While you may be looking at that list and trying to think about how all these tools work together, there’s a simple solution. The easy answer, Salesforce. Salesforce should be your sales enablement hub, allowing you to use all these tools in a single user experience. Combine the power of tools like SalesIntel, Lavender and Salesvue to add leads to a campaign, craft the perfect messaging and reach your targets effectively all within a single system. 

4. What are the different types of users?

Four basic types of Users.

Socializers: 

those who use the product to communicate with other users. These users are social beings and love to get on a platform where they can meet like-minded people. Mostly extroverted personality types.

Achievers: 

those who focus on achievements within the product context. They use the product as a platform to showcase and often boost their achievements/glory. this is mostly to satisfy their alter ego. Most Influencers fall into this category.

Explorers:

 those who try to experience as much of the product as possible. They will go and explore each new update and help you with word-of-mouth publicity. These are curious beings who want new and interesting content from the app.

Players:

 those who see other users as competitors and aim to win. These users are highly competitive, they will work very hard for gaining new followers/a new badge, etc.

This is a broad category of Users and hence should be clubbed with other research works available in the public domain to identify the right users. The aim is to give seeds for thoughts for anyone working in the domain of design and technology to think about their user groups before building something which nobody wants to use!

5. What are the different types of sales?

Let's start off with the five primary sales categories:

• B2B sales (business-to-business sales)

• B2C sales (business-to-consumer sales)

• Enterprise sales.

• SaaS sales.

• Direct sales.

6. What are the different types of sales teams?

Here are 7 different types of sales roles explained:

•Inside Sales. As an inside sales rep, you would be responsible for maintaining existing client relationships. ...

•Outside Sales. ...

•Sales Support. ...

•Client Services. ...

•Lead Generation/Development. ...

•Business Development Managers. ...

•Account Managers.

7. What are the different types of sales goals?

4 Types of Sales Objectives 

There are a lot of sales objectives and metrics that a sales team can focus on. 

This makes goal-setting a daunting task for managers and executives who want to keep it simple. Fortunately, Jordan & Vazzana’s research found that sales objectives can be classified into four main types. 

1. Market Coverage

Market Coverage objectives target your sales team’s capability, tools and resources to cover the market. You may dominate a particular geographic location, industry among many others. 

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The target market coverage that you choose will determine the number of hires, budget or time allocated for sales calls.

For example, if you want to get 20% more customers in the upcoming year, you’ll need to improve recruitment efforts to cover a large base. You may also purchase new tools to improve the performance of your resellers, brokers or indirect sales agents and allot more time for sales calls. 

Here are some examples: 

•Number of New Hires

•Percent of Market Penetration 

•Number of Qualified Leads per City 

2. Sales Force Capability

Sales Force Capability determines the effectiveness of a sales team to close deals. 

You can improve it by actively seeking new opportunities and reaching out to more prospects. After all, sales is a numbers game. 

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It may also be improved by training resellers, brokers and indirect sales agents to learn more skills and strategies. Their capabilities to pitch and target partners and clients can be improved through coaching and mentorships. 

Here are some examples: 

•Total open opportunities by month/quarter

•Total closed opportunities by month/quarter 

•Win rate

3. Customer Focus 

Customer Focus objectives explore your sales teams’ ability to attract, boost and retain partners and clients. 

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A sales team could improve their sales funnel by using research-backed data and improving their personalized call patterns to appeal to prospects. They may also target partners and clients based on their location, social class, interests and behavior. 

Here are a few examples of customer focus metrics: 

•Customer Lifetime Value 

•Customer Satisfaction

•Customer Churn Rate 

4. Product Focus

Product Focus objectives determine the effectiveness of your indirect sales agents in selling products. 

Sometimes resellers and brokers must prioritize selling newer products as compared to older models. Meanwhile, other teams have different strategies per product. 

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For example, a product or service may be targeted for clients and partners that want to enjoy premium features regardless of the price. In contrast, a product or service may possess only basic features because it is targeted for consumers on a budget. 

Here are some examples of product focus metrics: 

•Revenue by product or product line

•Percentage of revenue from new products 

•Revenue by product 

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Choosing your objectives

It’s nice to know that sales objectives have been narrowed down into four main categories:

•Market Coverage - sales teams ability to cover the market

•Sales Force Capability - sales teams ability to close deals

•Customer Focus - sales teams ability to attract and retain customers

•Product Focus - sales teams ability to sell products 

You can set any type of sales objective, as long as it will help you fulfill your goals. If you don’t know where to start, you can even set objectives per category.  

The ideas in this blog post were inspired by the ultimate sales book titled, “Cracking the Sales Management Code” by Jason Jordan and Michelle Vazzana. If you don’t have time to learn his ideas, we’ve summarized the key learnings and findings in our ebook here. 

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Do you make your account plan work? We made this infographic to help you out. If you're interested to download some other questions or get some tips, feel free to download the BRM (=Business Relationship Management) poster. 

8. What are the different types of sales processes?

1. No Sales Process - such organizations do not have any process. It just means that, individual sales executives can decide their own process and practice at their own risk.

2. Sales Process, exists, not standardized - these type of organizations make an effort to create a process, document but not standardize. Therefore, some sales executives might practice it randomly while others don't.

3. Sales Process Standardized, not enforced and measured - organizations have a streamlined and standardized process. However, not strictly enforced, practiced or measured.

4. Sales Process standardized, enforced and measured - these organizations have got it right, enforce, and plug gaps in practices. They periodically measure the effectiveness of the process, gather feedback and make necessary changes. 

5. Continuous Sales Process improvement - in such organizations, following the process is mandatory and strictly practices by sales executives. A formal mechanism is used to gather continuous feedback, make improvements rapidly and yet remain flexible to adopt dynamically to changes in external environment.

As you can see, type 4 and especially type 5 organizations produce better sales results than others. Numerous research studies demonstrate this with empirical data. However, that is another topic.

9. What are the different types of sales tools?

11 need-to-know sales tools categories

1. CRM software

2.Sales intelligence

3.Sales acceleration

4.Data connectors and integrations tools

5.Sales analytics

6.Sales productivity

7.e-signature and document tracking

8.Marketing automation and ABM

9.Sales enablement and digital sales rooms

10.Customer success

11.CPQ

10. What are the different types of sales training?

There are basically four types of sales training: inside sales, field sales, service sales, and sales management. Sales training programs are usually grouped into each type. Although many sales training programs have different names and categories, they can usually be categorized as one of these four. Inside sales refers to selling via phone, email, or online, rather than traveling to meet prospective customers. This includes prospecting, referrals, and consultative meetings. Field sales, in contrast to inside sales, literally means selling out in the field where sales reps meet prospective customers at trade shows, conferences, and on-premises office meetings. Service sales is based on customer service and building customer loyalty, extending the lifetime value of existing customers. This may include consultative selling and storytelling. Sales management training helps sales managers become better sales development coaches and to build stronger sales teams that achieve business objectives through effective pipeline management.

Continue reading at https://www.saleshacker.com/best-sales-training-programs/ | Sales Hacker

Conclusion

Sales enablement is an essential part of any organization. It creates alignment, makes things easier and in turn, helps win more business. By assessing the problems you’re trying to solve through sales enablement and finding the right tools to help get you there, your team will be in a much better position.