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Topics Covered: <a href='/resources/search/?query=sales team'>sales team</a> | <a href='/resources/search/?query=Sales'>Sales</a>
Sales Strategy
Feb 3, 2017 | Matthew Cook, SalesHub lock

If your sales manager just told your sales team that a sales enablement expert was coming in to change the way you sell, it’s expected that you would be a little nervous. Hesitant. Cautious. Frustrated.

Someone coming in and telling you that you’re doing everything wrong, and then telling you how you should be doing your job, doesn’t sound fun.

But the truth is, sales enablement is a necessity in business today. If you’re really honest with yourself, you could probably admit that you’re having trouble meeting your sales targets. That it seems harder to sell today than it used to.

Sales enablement can help you close more deals, so we recommend being receptive to the idea. Here’s how it’ll help you improve your selling in order to generate more sales revenue.

Sales and Marketing Alignment

We know, we know, you don’t want to work with marketing. You’re a lone wolf. And you can handle closing deals on your own. But what if we told you that aligning with the marketing department is actually a great way to close more deals?

Think about it. When you collaborate, you’ll finally have your voice heard. You’ll be in on the marketing meetings and you’ll be able to tell marketers exactly which marketing messages are working and which aren’t. You can tell them if they’re missing the mark. You will be able to tell them which pain points, needs, and challenges they should actually be focusing on. You will be able to tell them that the leads you’re given could be improved and how to do so.

Plus, once you align, you’ll be able to gain valuable information like lead intelligence, which will help you have better conversations. And you’ll have all of the sales content that you could ever need.

It turns out that aligning with marketing will actually help you close more deals, so it’s wise to be all for the idea.


You’ll Save Time

Let’s be honest. You probably spend way too much of your time on mind-numbing, tedious tasks, right? Like data entry. Report generation. Prospecting. Mailings. You know that this is a waste of your valuable time. You know that you should be out selling, which is where you want to be.

When you embrace sales enablement, you’ll gain a wide variety of sales tools and technologies that will able to save you time. CRM software, digital signing software, email tracking tools, prospecting tools—they’ll automatically do the work that you don’t want to do.

You’ll Learn Better Techniques

Learning how to sell effectively is tricky. A lot of it is trial and error. You try new strategies and see if they work and then do it all over again with other techniques. Over time, you find yourself with an arsenal of selling techniques that you use on any given day.

After all that hard work, it’s no surprise that you’d be hesitant to give up all you know and take on new strategies, just because a sales enablement expert tells you to.

But if you haven’t updated your selling techniques to match the way people buy today, then your strategies are not doing you any favours. In fact, they’re probably making selling a lot harder on you. Sales is constantly evolving and you need to keep up. Sales strategies that worked in the past just don’t work as effectively today.

A sales enablement expert will be able to offer you new strategies, such as how to get warm leads and how to be a social selling expert and thought leader, so that you can close more deals. These are the relevant sales techniques of today. They match the way buyers purchase and so your prospects will be more responsive to them.

About the Author:
Matt-Cook-SalesHubMatthew has over 20 years of sales and sales management experience. He is the founder of SalesHub, an inbound marketing agency that helps companies generate leads, boost revenue, and adapt to the new way customers buy. When he’s not helping companies improve their revenue, he trains and competes in half ironman distance triathlons to “relax”.

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

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