Sales Enablement

To ensure that your sales team has the required tools to increase conversions and move more prospects through the sales funnel, you need Sales Enablement.

What is Sales Enablement?

Sales Enablement is a process of providing the information, resources, and tools to the sales team that can assist sales professionals in generating more sales.

Sales enablement has several factors that necessitate the assistance of those in and out of sales, mainly marketing and sales. Which gets us to an often posed question: who is in charge of sales enablement? 

Marketing and sales are both in charge of sales enablement in almost every organization.

Marketing supplies sales professionals with a variety of tools to help them deal more effectively. Here, videos, blogs, and product guides are common examples of these resources, which allow sales reps to communicate with potential consumers. Representatives share this information with leads or customers to assist them in making their minds about making a purchase.

Furthermore, both the teams can discuss the types of content or material is missing that can be added and shared with the leads. They may create and share new material, allowing them to reach out to clients and sell more effectively.

Because both sales and marketing are in charge of sales enablement, they have an impact on your company's overall sales enablement strategy.

What is a Sales Enablement Strategy?

A sales enablement strategy can be defined as an approach to making effective sales with the help of required resources, tools, and content. It can further be customized as per the sales team's demand so they can smoothly convert more leads.

Think about it- if you offer an individual a task and give them various resources to use while they work to finish it, it's safe to presume they'll complete it more quickly and effectively than someone who doesn't have those resources.

The same is true for your sales team- if you give them the information, tools, and resources they need to convert leads, they'll complete more deals and bring in more income.

Read more about Sales Enablement here:

reference
Sales Enablement: A Guide to Understanding the Need of Sales Enablement
reference
The Anatomy of a Sales Enablement Team
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Other Glossary Terms
  • Customer Lifecycle
  • On-Target Earnings (OTE)
  • Sales Development Representatives (SDR)
  • Break-Even Analysis
  • Sales Acceleration
  • Initial Public Offering
  • Cost per Impression (CPI)
  • Demographic Data
  • Smarketing
  • Forward Revenue