Sales Enablement as a Service
Sales Enablement is a critical component of lead generation which connects the dots from marketing to sales. If you provide sales professionals with resources and ideas they need to convert leads, the company will grow its revenue.
At Witmer Group we consider Sales Enablement an integral part of the marketing effort. Sales enablement resources include content, tools, knowledge, and information to effectively sell your company's product and services.
Our Approach to Sales Enablement Strategy
Upon onboarding, we are available to align your current strategy with your inbound marketing and outbound marketing goals. This strategy is tailored to your specific sales team’s needs so they can target your audience and close more deals. It should include an analysis of the resources, tools, content, and information you provide sales with to ensure it’s helping them convert more leads and audience members into customers.
A key component of sales strategy is doing a full content audit. Many companies have high-quality sales content, but by centralizing all existing sales content in one location, you'll ensure your reps can find these resources to share with leads quickly. If the market position or competitive advantages aren't clear it's important to consider market research prior to spending dollars on resources and tools.
Sales Enablement Resources
Sales professionals require a variety of resources to effectively sell. The continual creation of marketing content includes the following types of resources and materials:
- Customer case studies
- White papers
- Product demo decks
- Pricing and discount information
- Competitive intelligence briefs
- Email templates
Ongoing conversations with the sales team can guide the needed content snippets, knowledge articles, email sequences, and product guides which support reps' interactions with potential customers.
Additionally, sales can communicate with marketing about which types of content and materials are missing for them to share with leads throughout their buyer’s journeys. This allows them to create and share those new materials with reps in order to reach customers and sell more effectively. If the company brand needs to be defined or realigned then a series of exercises may be required. Brand exercises such as brand discovery sessions, immersions, persona creations, and brand guideline creation will happen.
Technology & Automation
In order to make the most efficient use of your sales teams’ time and talents, automation is key. Sales automation for sales reps enables them to sell better and faster. The core components of automation include:
- Email Sequences
- Automated Prospecting
- Direct Messaging, Live Chat and
- Sales Enablement Software
Reporting & Analytics
Today’s sales pro is driven by data. But data overload can overwhelm sales reps and hurt productivity. We help you create a system to make data a true asset.
During this process we will review the sales process, standardize reporting, and help qualify leads. Businesses using a customer relationship management software (CRM) can qualify companies and leads. Prospects that are a bad fit are moved to a CRM queue that salespeople can pursue on their own time.