SellingBrew

Insights & Tips

Already a subscriber? Login

Become a subscriber and unlock an information arsenal focused on making your sales operation more effective.

4 Examples of Successful Sales Enablement Execution

Sales enablement responsibilities are vast, complex, and often vary from one organization to the next. There is no one-size-fits-all method for executing a sales enablement plan, yet there seem to be a number of ways that one can get derailed. But when done right, sales enablement yields incredible results for enterprise organizations, including higher win rates, shorter sales cycles, and increased revenue. Below are insights from four remarkable sales enablement executions that will help you plan and implement your own.

  1. Sales enablement can make your CEO’s year-end highlight reel
    As a sales enablement leader, you know that the value of sales enablement is real and measurable, but delivering the level of importance to the C-suite—especially your CEO—can be challenging. Applied Systems has built a robust sales enablement function that continues to expand its reach by driving corporate initiatives, not just those of the sales and marketing teams. Measuring the results of a sales enablement strategy starts with aligning processes and technologies and requires a concerted effort to guide them to full maturity.
  2. Structure, science and technology work together to support sales
    In a SaaS business model, the intersection of Sales and Customer success requires an enablement approach that focuses on the revenue and retention of the business. Procore’s enablement strategy combines a unique structure, technology stack, and content strategy, and has driven over 115 percent growth and a 95 percent customer retention rate for the past five years. In Procore’s SD Summit session last May, Procore described how anchoring your enablement strategy in technology adoption, analytics and sales development will gain insights into an integrated technology stack that drives sales and customer success.
  3. Align sales and marketing through content strategy
    Content drives sales. You read that right—and Earthlink can show you how. When Sales and Marketing have the right processes and systems in place that encourage cross-functional communication and collaboration, a culture is created that facilitates teamwork and drives revenue. This results from Sales being able to quickly find and access the perfect pieces of content in every situation—content that includes priority messaging created by Marketing and can be measured throughout the buyer’s journey.
  4. Revive your customer journey with personalization
    Today, research has shown that 80 percent of B2B marketers find personalized content to be more effective across all marketing initiatives. So why are sales reps and marketers alike still sharing impersonal, generic content with buyers? With the fleeting attention span of today’s prospects, it’s up to the sales enablement strategy to deliver a personalized, engaging customer journey for every buyer.

Get Immediate Access To Everything In The SellingBrew Playbook

Related Resources

  • Competitive Insights for More Strategic Selling

    For strategic selling, playing against your competitors' features, functions, and price-points isn't enough. This video guide explains how to win more often by gaining a much deeper understanding of your competitors.

    View This Guide
  • Conducting Whitespace Analytics

    What if there was a way to analyze all of your customers at once, identify the whitespace opportunities, and serve them up to the sales team on a platter? Learn the seven step process for doing just that.

    View This Webinar
  • Beyond the Hype of Marketing Automation Tools

    Marketing automation tools can be very powerful and beneficial. But are these toolsets really the answer to all of our lead generation woes? In this interview with Dan McDade, the author of The Truth About Leads, we cut through the hype surrounding marketing automation tools and discuss their proper role in lead generation.

    View This Interview
  • Being Fearless When Selling to Procurement

    Even the most seasoned sales professionals can be fearful of procurement. In this recorded and transcribed interview with author Chris Provines, we take an inside look at the goals and tactics of today's purchasing people.

    View This Interview