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:

  1. Greatly improved lead management; no leads get left behind
  2. Increased sales pipeline conversion rates
  3. Faster deal velocity through the sales pipeline
  4. Larger deal sizes
  5. Improved visibility into the integrated marketing and sales funnel
  6. More efficient use of sales resources
  7. 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