Modern sales reps need to deliver insights and articulate value to buyers to generate real opportunities. To do this, sales and marketing teams must work together to create dynamic content tailored to the buyer's specific needs. 86% of buyers find 10 pieces of content overwhelming, so focus on quality over quantity. Make sales presentations a dialogue about the value your solution offers and use tools like augmented and virtual reality to help customers visualize your product. Enable sales teams to be constant learners and iterate on the sales and marketing dynamic.
Sales enablement platforms can help sales and marketing teams collaborate to deliver a better buyer experience with more tailored pitches and customer-centered solutions. They also highlight process gaps and help identify what content works and what doesn't. With the right tools, processes, and KPIs in place, sales and marketing teams can work together to get what they need to drive stronger results for the company.
With buyers more in control than ever, the stakes and expectations are high for sales and marketing teams. To succeed, both teams must focus on quality content and create a personalized, convenient, and consistent sales experience. By leveraging data and tools, such as sales enablement platforms, sales and marketing teams can work together to help buyers make better decisions and drive results for the company.
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When potential customers see and interact with your brand multiple times, they become more likely to become interested in what you're offering. And when sales and marketing teams work together to make multitouch lead gen even more effective, the inevitable result is a boost in conversions.
Most salespeople are required to learn sales scripts before contacting prospects. And to ensure all the information is conveyed exactly as the company prefers, they're discouraged from adding anything to the script. Basically, they're hired to be human commercials. No wonder it doesn't work.
Sales enablement can feel worse than untangling a giant knot of half-burned-out Christmas tree lights. Luckily, a series of MarketingProfs articles undertook that metaphorical untangling. The lessons now unwound from that effort shine brightly as guiding principles of sales enablement.