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What Are Sales Enablement Tools, and How Do They Work?

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Automation software can be greatly beneficial for sales and marketing professionals. Not only does it make sales processes and marketing campaigns easier to design and launch, but it can enable a sales team itself. A variety of sales enablement tools exist, each offering a different way to manage your sales and marketing team. Here’s how a bevy of sales enablement tools can help you gain real insight into your customers and empower your teams to sell.

Go Beyond Leads

Most sales and marketing departments use sales enablement tools for generating leads. Some go beyond that and use these tools to follow up with prospects, as well. But sales enablement tools have the potential to do more. In fact, using their data collection capability, you can gain insights on your buyer and mitigate a lot of legwork.

Gain Insight 

Sales enablement tools let you collect deep pools of data for developing buyer insights. You can find out who has buying power in a certain company, what their company challenges are, and what industry trends are influencing their behavior. This type of data, paired with market research, gives you the information you need to empower your sales team. Enablement tools like Amacus automatically collect and analyze data like this and display real-time sales analytics.

Stay in Front of Your Customers

Following up with your prospects and providing them with valuable content keeps you in the forefront of their minds. Content marketing is a great way to do this across a variety of channels. You can keep your customers up to date with social media, e-mail newsletters, and blog posts. However, some busy sales teams might not have time to dominate all these channels.

Platforms like LogicBay help you create and optimize multiple sales channels and manage individual leads. Likewise, Eloqua by Oracle is marketing automation software that optimizes both sales and marketing efforts. It analyzes prospect behavior and delivers it in a way you can use to launch new campaigns and improve old ones.

Manage Your Sales Team

Some enablement tools put everything you need to manage a sales team right in your hands. Help your sales team perform like they are meant to with coaching tools, best practice policies, call management, and playbook development. The PlayBoox platform, and other platforms like MindMatrix, let you manage the processes and tools you use to run your sales team efficiently. These platforms offer insight as to what material you need at any given point in the sales cycle, and they then help you develop them.

Using a combination of these tools, you can manage every step of the sales cycle. From lead generation to prospect nurturing and follow up, and even managing sellers themselves, sales enablement tools give you full control.

Sources:

http://www.docurated.com/all-things-productivity/top-54-sales-enablement-tools

http://www.customshow.com/sales-enablement-best-practices-solutions/

https://salesenablement.wordpress.com/2011/07/03/work-in-progress-list-of-sales-enablement-vendors/