Sales Enablement and Lead Generation in the IT Services Industry |
Posted: January 20, 2022 |
As a lead generation services provider, we have worked with various clients coming from different industries. Hence, we have seen how others have really struggled in empowering their sales force. If you’re an enterprise tech company, you’re probably familiar with the term sales enablement. The job function has become increasingly crucial for many IT services companies selling to large customers. Why? It helps salespeople during the sales process by providing them with the right resources and technology to effectively sell and, in return, increase revenue. If you don’t have sales enablement, you’re missing out on shortening the sales cycle. Canceled meetings and postponed events mean that sales teams everywhere are relying on marketing and enablement more than ever to help them hit quota targets. Let’s break down how IT services companies can set up an effective sales enablement and IT lead generation program that works. Get everyone on boardBefore you go setting up a sales development program at your company, it’s best to figure out why it’s important to your team. Your sellers must truly understand the value of sales enablement and how it can help them quicken the sales process. Help them understand why unique content is necessary for EACH buyer persona at EACH stage of the funnel. As they become more active social sellers, their need for content will increase exponentially because they’ll need to continuously share new content with the prospects who are engaged. Not only is content for selling important for your team, sales enablement offers so much more to the sales team, including onboarding materials, training videos, and ongoing coaching to help them improve in specific areas. To earn a commitment from the executive team, you’ll need to present current gaps and challenges your team currently has, and explain how a sales enablement team plans to solve those problems, and increase revenue and productivity. Related: Cross-border Expansion Strategies for Tech Startups
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