Sales Enablement

Set Sales Up Close

After “Demand Generation,” Sales Enablement might be the second most misunderstood term in modern marketing.

Here’s how some leading research firms define Sales Enablement:

IDC: Getting the right information into the hands of the right sellers at the right time and place, and in the right format, to move a sales opportunity forward.
SiriusDecisions: Ensuring that sales reps possess the skills, knowledge, tools and assets to maximize every buyer interaction.
Forrester: A strategic, ongoing process that equips client-facing employees with the ability to have a valuable conversation with the right stakeholder at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system.

At Intelligent Demand, we define Sales Enablement fairly simply: Giving your sales team what they need to close more business, more efficiently. Sales Enablement happens at the bottom of the funnel, during the consequential Decision stage of the customer journey.

An effective Sales Enablement program transforms the way marketing and sales work together to improve conversion rates, pipeline velocity, lead management processes and visibility into the funnel – resulting in an improved user experience through the customer journey.

42% of sales reps feel they do not have the right information before making a sales call.

— CSO Insights

ID’S APPROACH TO SALES ENABLEMENT

At Intelligent Demand, we understand that every company is at a different point in their Sales Enablement journey. One-size-fits-all solutions don’t work.

Our approach evaluates the current state of your marketing and sales alignment, and identifies the gaps and unmet needs within your sales process and sales team. This isn’t just discovery; it’s about creating a shared view and preparing the organization for real transformation.

Based on these insights, we create an integrated sales enablement strategy and phased roadmap that gives your sellers the insights, tools and training they need to have relevant, conversion-oriented interactions with your prospects and customers. Then we execute that strategy in a highly collaborative, agile way that uses real world data to improve everything from your revenue process to bringing marketing and sales into tighter alignment with each other and the customer journey.

ID Sales Enablement improves revenue performance in multiple ways:

Greatly improved lead management; no leads get left behind
Increased sales pipeline conversion rates
Faster deal velocity through the sales pipeline
Larger deal sizes
Improved visibility into the integrated marketing and sales funnel
More efficient use of sales resources
Better integrated user experience as leads move through the customer journey

Intelligent Demand’s Sales Enablement solutions cover the following:

Playbooks
Conversion Cards
Campaign Guides
Sales Accelerator Campaigns
Buying Cycle Campaigns
Sales-Triggered Campaigns
Sales Collateral
Sales-delivered Content
CRM integration
Marketo Sales Insight
Lead Scoring Models
“MA in CRM” Training
Service Level Agreements (SLAs)
Alignment workshops

Sound Interesting?

Choose one of the following to learn more:

Real Revenue Transformation™
A Healthcare Case Study

Find out how Intelligent Demand and Kaiser Permanente collaborated to deliver impactful ROI across complex, rapidly-evolving B2B and B2C healthcare-buying environments. Get your copy of this information-packed case study!