Sales Enablement Consulting Services
Sales enablement consulting services equip your salesforce with the knowledge, tools, technology, and support needed to deliver overall greater value to buyers. It is “the process of giving your sales team everything they need to close deals“. This is crucial, given that today’s buyers prefer minimal, if any direct discussions with salespeople. When they do engage, they seek meaningful interactions that demonstrate the product’s capabilities or provide insight that will be beneficial in decision-making.
Our sales enablement consulting is not limited to the in-house sales team, we empower both direct and indirect sales channels. Equipping your entire sales force with the most current knowledge about products and services, competitors’ offerings, and current market conditions. Along with powerful tools that accelerate sales cycles and enable your team to sell more.
Increase close rates
Shorten sales cycles
Increase qualified leads
Sales Enablement Consulting Objectives
Our approach to sales enablement consulting is product and market-focused. We make sure that all of the sales channels your business uses can present as product “experts”. First, we train and coach sales teams about products, market conditions, and competitors. Then we identify target audiences and the challenges that your product or service solves, as well as develop reference tools and cheat sheets, as a backup. Ensure that buyers can clearly see your sales force adds valuable knowledge that deserves direct interaction.
Our goal is to inform your sales channels and ultimately buyers, about your products and services. To make it crystal clear who the target audience is, why this product is the right choice, exemplify why it’s better than a competitive offering, and knowledgeably answer questions. Ultimately making it simple for the buyer to realize this is the right choice, minimize the importance of price, and accelerate the sourcing process.
- Difficulty getting the right information in front of the right audience
- Indirect sales channels are not selling much of your products
- Lack of product marketing materials or sales tools
- Regularly losing opportunities to a specific competitor or discounting price
- Launching a new product or service
- Poor use of technology in sales process
How We Help
- Develop impactful messaging that clearly expresses benefits to target audiences
- Implement marketing automation to help with lead nurturing and follow up
- Provide training, reference materials, and digital tools to ensure product knowledge
- Provide Competitive Intelligence and Identify Opportunities
- Stimulate indirect sales channels and develop loyalty
- Train on Product-Specific Sales Tactics
Our sales enablement consulting will equip your sales teams with the best tools to do the job efficiently and effectively. Tools that provide valuable knowledge and compelling content, to help the prospective client appreciate your products and services.
- FAB summaries (Feature-Advantage-Benefit)
- Competitive intelligence
- Battle cards
- Product cheat sheets
- Demonstration content
- Market conditions
- Frequently Asked Questions (FAQs)
- Talking points
- Ideal customer profile
- Discovery questions
- Success summaries (case studies)
Coaching and Training – Sales Enablement Services
Knowledge is power when it comes to selling products and services. Buyers generally avoid salespeople like the plague. When they do engage with them, they want to acquire knowledge. They expect reliable answers to their questions, ideally the right answer, immediately. The salespeople that take on a “product expert” mentality tend to excel. A true expert will have deep knowledge of competitors offerings, as well as their own.
We go beyond sales enablement consulting with coaching services. An Astute Marketing Coach will train your sales force to provide a deep understanding of market trends and expectations, along with competitors and their offerings. Most importantly, they will know how and why. How your products are better, and why it matters to that target audience. Helping make it clear to clients that your products as the right choice.
Lead Nurturing and Qualification
When and how your sales force engages with a lead is critical, and challenging. Especially with so much of the purchasing process being completed “online”. We help you make the most of digital interactions with your brand through automated lead nurturing and scoring.
Once a lead is identified, it takes an average of 8 interactions to close a sale. Automate some of those interactions and track behavior to gauge the level of interest and forecast with greater accuracy.
How we help
- Improve sales productivity
- Nurture and qualify leads
- Customize content by behavior
- Convert prospects into clients
Sales Channel Enablement
Rely on our sales channel enablement services to stimulate direct and indirect B2B channels and help increase sales. Your sales force will have all the resources they need to close more sales and eliminate excuses.
If your sales force included indirect channel partners, we will develop resources and training specifically for them. So that they fully understand and appreciate your brand and its products.
- Sales team
Sales Enablement Services – Technology
Technology has and continues to change the purchasing process. Technology also provides an opportunity to gain a strong competitive edge. Website, CRM, Marketing Automation, and other digital tools are powerful resources that can provide tremendous benefits. Utilized effectively, they will help your business gain a deep understanding of clients, sales trends, and so much more. To ultimately sell more with greater efficiency.
We can help with your digital marketing strategy and the implementation of CRM and marketing automation systems. These systems can be overwhelming, given the plethora of features and capabilities that are available. We will save you from the stress and frustration caused by trying to understand what is beneficial and what is a waste of time.
Align Products With Markets to Sell 10X More
Our client developed a product so innovative, it was patented. Yet sales were dismal, although the product was highly promoted and a lead offering on sales calls. We researched the market and directly spoke to lost opportunities and current customers to gain insight. Then we had independent testing done to qualify benefits. With that information we identified the ideal market segments, developed targeted messaging, and properly positioned the product line as the best in class offering for target markets. Then we enabled the sales team with the right tools and market knowledge to drive 1,000% (10X revenues) growth in just two years.
Close More Deals with Less Effort
When is a lead considered qualified? One client used a “one-size-fits-all” lead nurturing process. A process that included, an immediate autoresponse email, then a follow up email the next day, and a phone call on day three. The call often pushing the opportunity away. Sales people dreaded making the calls and prospects disliked receiving them. We implemented automated lead nurturing and scoring which resulted in approximately one third the number of calls being made, and an 80% increase in lead close rates.
Fractional CMO Services - Strategic Marketing Expertise
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