Why sales enablement?

The power balance between consumer and supplier has changed significantly. Due to the internet, the power has shifted in favor of the consumer, meaning that the supplier’s role has changed tremendously.

According to recent research, 70% of purchasing decisions have been carried out by the customer before they wish to be contacted by a supplier. When the customers finally reveal themselves, they are usually quite prepared and well-informed.

Though the good news is that the customers still wish to buy from trustworthy humans that can provide them with help. They basically don’t want to purchase before the time is right. However, if your sales reps are not prepared, you might have just lost a deal.

If you wish for your sales reps to remain productive and relevant to the customers and create profit for the business, it’s necessary to update their expertise and tools.

Sales enablement bridges the gap between marketing and sales

The gap between marketing and sales is a classic problem. The two departments often repel each other, going in opposite directions. Yet, the two departments could improve one another by finding common ground.

The optimization of the cooperation between the two departments is one of the cornerstones of the sales enablement’s work. The optimization enables marketing to support sales efficiently.