Salespeople directly feed your revenue performance, and sales enablement feeds your salespeople. But who in your company feeds sales enablement?
The answer is everyone.
Sales enablement is not:
Sales training programs
Marketing content
Sales process
Client insights
Market pulse
Sales enablement is all of these components working together as a well-oiled machine.
It is each department of your business preparing your salespeople to meet the client face-to-face with relevant messaging, specific insights and sincere solutions. It is the salespeople preparing themselves with better skills, deeper knowledge and more. When your salespeople are enabled by the collective strength of the rest of your company, they are able to find the “moment of truth” conversations and excel in those dialogues with your buyers. These are the conversations that land deals and sustain your company’s revenue.
And sales enablement is just part of the whole equation.
To best serve your clients, you must leverage the interdependent operational disciplines of:
Demand progression
Solution marketing
Solution management
Sales