Sales enablement: tools and best practices for the sales for

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In the world of contemporary marketing, the concept of sales enablement is now very widespread but it is often difficult to understand how to best put it into practice to achieve satisfactory performance. In this article we will try to give a definition of this strategy for accelerating the sales process, together with some practical advice. Read on to learn more! What is Sales enablement? Sales enablement strategies aim to provide the sales team with content, tools and information to comprehensively answer potential customers' questions during the sales process, with the ultimate aim of accelerating it. This strategy allows you to acquire tools to increase the closing of sales , decreasing the time that the sales team must dedicate to the individual prospect and increasing the overall number of completed sales. Download the ebook The best tool on which to base your strategy is content . This presupposes solid collaboration and constant alignment between the sales team and the marketing team: the former, thanks to direct experience in the field and in-depth knowledge of customers and their doubts, will be able to provide the latter with lines guide for content develop


ent, based on the most frequent questions that emerge during the sales process. Let's see what characteristics the contents developed for a sales enablement strategy should have. Content for sales enablement: advice As mentioned previously, it is essential that the contents of a sales enablement strategy are developed to answer the questions of potential customers and that they are functional to speeding up the sales process. This content is written by the marketing team as an answer to these possible questions, so that the sales manager can provide clear and comprehensive answers to potential customers, informing them. It is important to remember that this content must be able to b Australia WhatsApp Number Data e provided to prospects at any time, following a logic of correspondence between the type of content and the phase of the sales process in which they find themselves . To achieve optimal results, it is crucial to provide the prospect with the right content at the right time. Content types and topics There are different types of content that the marketing team can develop for a sales enablement strategy. The main ones are: blog articles video guides or ebooks product or service presentations FAQ (Freq



uently Asked Questions) successful cases The type of format chosen does not affect the topic of the content, but it is important to carry out an analysis to understand in which form the contents are most appreciated by your company's target audience. Not only that, it is equally important to understand which type of content can best adapt to the message and information to be conveyed , in order to guarantee the drafting of optimized content. Speaking of the topics covered, the starting point for content development should be the concrete experience that the sales team has when interacting with potential customers: what do they want to know? What concerns do they have about the product or service? Content is King card with colorful background with defocused lights-1Some of the most common topics are: Price : Potential customers want to know what price to expect and what factors may affect an increase or decrease Comparisons : Buyers would like to be able to compare different options to make more informed and clear decisions Sales Process : Prospects want to understand all the logistical processes behind the company's sales process Product or service issues or limitations : Potential customers want to be able to delve deeper into these aspects so they know what, if any, challenges to expect testimonials : buyers want to read and know real testimonials from other customers of the company to have proof of the good functioning and quality of the products or services. Usefu