Sales Enablement
Turn your salespeople into trusted advisors.
Enable your sales team for the digital age
Engineers conduct over half of their buyer's journey online before engaging directly with sales. When they do engage, technical buyers expect the salesperson to continue the conversation which was started on your website, offering technical advice and educating an often-diverse buying team. Sales enablement is a strategy designed to improve and support sales’ process of prospecting, qualifying and closing opportunities.
Sales Enablement Strategy
Pipeline Efficiency
Account-Based Growth
Too often when there are issues with a company's pipeline, marketing and sales react in silos. Work smarter with a buyer-centric approach with shared accountability for your pipeline that fosters teamwork.
Through sales enablement strategy development, sales and marketing work closely together to map out one seamless experience for the prospect. By aligning sales and marketing, you'll greatly increase your odds of meeting your revenue goals and deliver value and build trust with each touchpoint in the buyer's journey.

What is the definition of a qualified lead? What lead and opportunity stages mark the progression of a contact, from an unknown web visitor to a customer?
By having one shared definition for each stage in the pipeline, and measuring conversion rates from one stage to the next, sales and marketing can identify bottlenecks and team together to improve pipeline efficiency and velocity. And through documented processes and SLAs, both can ensure all leads have the attention they deserve.

A thoughtful value proposition with clear differentiators can make the difference between winning the sale and being passed over for consideration.
Pair your best writers with staff who understand the customer best to develop sales content assets such as presentations, email scripts and proposal templates.
Position your salespeople as trusted advisors through sharing expertise in social channels and at industry events.

Operating as one account growth team, sales and marketing leverage their respective skills and knowledge to achieve shared goals.
Tactics are vast and varied, from case studies, personalized content and online experiences to onsite events and executive-level partnerships. Account-centric data insights help to signal action and measure the impact of key account activities.

White paper
Are you frustrated with your current pipeline?
The internet has changed the way sales and marketing capture leads and close sales. In this white paper, you will learn how to bring your sales and marketing teams together to fill and manage your pipeline.
ACCESS Kit
Sales Enablement Kit
We’ve put together our top resources to learn how to optimize your buyer's journey.
Frequently Asked Questions
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What is sales enablement?
Sales enablement is a strategy across process, resources and technology that improves the productivity and performance of sales’ ability to advance leads through the sales pipeline.
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What is a lead conversion funnel?
A Lead Conversion Funnel visualizes how prospects interact with your company during the buyers journey, from an unknown website visitor to becoming a customer.
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How many leads do I need to support my revenue goals?
Map each stage of your pipeline and its associated conversion rate, from visits to leads to sales opportunities and closed won deals. Work backwards from your revenue goal to calculate how many leads are needed at each stage.
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What can sales and marketing teams do to fill their pipelines?
There are many inbound and outbound sales and marketing tactics which can be used to fill the pipeline. The key to demand generation starts with taking a buyer-centric approach, sharing your knowledge through quality content to get found and build trust.
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How can I write content for every stage in my pipeline?
Guide buyers through their journey with content aligned to each phase. For example, new visitors may look for information on best practices to solve a pain point, whereas marketing-qualified leads (MQLs) and sales-qualified leads (SQLs) seek specific information about your solution such as pricing, product specs or customer case studies. By knowing which stage someone is in, you can supply them with content that resonates.
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What CRM should my company use?
Selecting a CRM is a big decision for your organization. Each CRM comes with its own benefits. For larger businesses with sizable sales teams and the need to integrate many diverse applications, Salesforce is a great tool. For small-to-midsized businesses with smaller sales teams, the HubSpot CRM is a more approachable and affordable solution.
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What is lead nurturing?
Lead nurturing helps you educate your prospects and stay top-of-mind during their buying cycle through tailored content delivered in a prescribed timeframe. Lead nurturing produces "hand-raising" behavioral cues that show readiness for a sales engagement.