Sales Enablement – Beyond Lead Generation for Business

Keywords – Sales Enablement

I came across a great line recently.

In an article on Forbes, Krystle M. Davis said ‘Stop sounding like a Marketer’.

And, this got me thinking. 

Actually, this idea of not sounding like who you are applies to almost every job, especially when it starts annoying people over time.

I will let you do your thinking here of how you are annoying your target market. Here, my favourite case is sales.

And, there is a whole process behind remaining unannoying as a sales person.

Lead Generation

I have heard this term way too many times – ‘Lead Generation’.

Businesses treat lead generation as the key to solving all sales problems. When you ask the same businesses their conversion rates, the answers are usually grim.

We have said this before – if you are talking to too many people, you are not talking to anyone. And, that’s the case with lead generation too.

In reality, lead generation is just the beginning. And, if you are chasing shadows, it will not get you anywhere in business.

The greater possibility here is giving up. No one’s going to be happy at that point.

So, you need to find a way to optimise your lead generation process.

Sales Enablement

If you have a sales department that is not performing well, your overall environment is partially the problem.

Either you do not have the correct mechanism to gather the right data or you are not providing it to your sales team. In other words, you don’t have a sales enablement process.

The said data can be in the form of information, content, or even tools that help enable sales in your organisation. (Some of these tools are paying Google £25 per click for their PPC campaigns).

Let us clarify one more thing here. Sales enablement doesn’t just mean training. That is just a fancy way of calling basic training that you provide everyone in an organisation.

Sales enablement is the correct mix of customer information, sales best practices, and beyond.

For example, in the case of digital marketing, we have learnt over time that our recurring services work best for organisations that have more than 10 employees. 

In addition, the organisations we target show an ambition to get on page one of Google. And, we measure this ambition through the kind of language used by the people representing these businesses. Our understanding of Digital Psychology helps here.

So, if these conditions are not met, there is little value in generating random leads for us.

And, by following these conditions, we do not actually sell. In reality, we simply show the value of our services to the target audience to pull sales.

Bottomline – We do not sound like sales people.

To learn more, get in touch with us today.

And, to learn more about our views on sales, check:

  1. Driving Sales through Social Media? Think Again
  2. Real Estate Digital Marketing – How to Tackle the Hard Sales
  3. The Unspoken Side of Sales Management – Dealing with Customers
  4. How to Use Classical Conditioning in Marketing & Business? Undertone Sales
  5. How to Increase Sales? The Making of an Effective Marketing Strategy

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