Organizations with a sales enablement strategy see a 49% higher win rate on their forecasted deals. That’s a massive jump in revenue generation. And you can just imagine how much more effective this can become if you use the right digital sales enablement tools.
We live in a digital age, and sales and enablement teams need to use tools that match their digital processes to achieve success. In this guide, we’ll uncover some of the best types of digital tools your enablement team can use and why they matter.
Understanding Sales Enablement
Sales enablement is all about giving your sales team the tools, resources, and knowledge they need to sell better. It’s like providing them with a toolkit designed to close deals faster and more effectively.
Sales enablement is a pretty big topic and can include things like training programs, customer relationship management (CRM) software, helpful content, and support from other departments. Whatever your enablement team does, their goal will always be to make the sales process smoother and more successful.
What Are Digital Sales Enablement Tools?
Digital sales enablement tools are platforms designed to help sales teams sell more effectively in the digital age.
Let’s say your business sells software. Your entire sales process is probably all done online, which means you’ll need to focus on digital sales enablement to help your reps close more deals. Various specialized tools exist to make this process more streamlined.
Digital sales enablement tools can include things like CRM software, which helps organize and track customer interactions. Content management systems (CMS) are used to store and share helpful sales materials like presentations, videos, and brochures.
Some tools offer sales analytics, providing insights into customer behavior and sales performance. And virtual meeting platforms enable sales reps to connect with clients remotely.
These are just a few examples of tools used for digital sales enablement. The overall idea is that these tools streamline the sales process and boost productivity for any kind of online sales process.
Types of Digital Sales Enablement Tools
Digital sales enablement is a pretty broad topic, and there are many different types of tools that you can use to optimize digital sales processes. Here are some of the main ones your enablement team should consider.
Customer Relationship Management (CRM) Software
When it comes to digital sales tools in general, a good CRM is essential.
These platforms help sales teams manage and organize customer data, track interactions, and streamline communication to improve customer relationships and sales efficiency. Your entire sales pipeline is based around your CRM data, so in many ways, this tool forms the backbone of your enablement and sales strategy.
Sales Demo Platforms
As you should know, your product demo is arguably the most important part of your entire sales process. And if you’re going to create winning sales demos, then you need to make them personalized and interactive.
Hosting demos isn’t necessarily a part of sales enablement. But the right demo platform can help you make the most of the content and knowledge that your enablement team provides. This is why your demo platform should be aligned with your sales enablement team’s efforts.
Digital sales enablement tools like Saleo can transform your demo environment by filling it with useful data. This can make an enormous difference in how you engage prospects and close deals.
Content Management Systems (CMS)
CMS platforms allow sales teams to store, organize, and share sales materials such as presentations, documents, videos, brochures, and battle cards. This ensures easy access to relevant content during sales interactions.
Again, this content should integrate well with your demo platform to improve the way you share this collateral with prospects.
Sales Analytics and Reporting Tools
Digital sales enablement needs to be based on data. In order to gather the right data and benchmark your sales metrics, you need to have the right reporting tools.
These tools provide insights into your sales performance, customer behavior, and market trends through data analysis. You need this to help sales teams make informed decisions and optimize their strategies.
Sales Training and Learning Management Systems (LMS)
A big part of digital sales enablement involves learning and sharing knowledge. While you can simply share learning content around, having a dedicated LMS platform will make your learning and sales training efforts a lot more effective.
LMS platforms can deliver training modules, courses, and resources to your sales teams. This helps them develop stronger sales skills, product knowledge, and selling techniques to help you close more deals.
Sales Enablement Content Creation Tools
These tools help you create interactive and personalized sales content, like interactive presentations, demo videos, and sales collateral. This content is important for generating leads, engaging customers, and driving sales conversations.
A massive part of sales enablement is focused on creating the right sales content and collateral, so having great tools to help you do this will make your processes a lot more streamlined.
Benefits of Digital Sales Enablement Tools
As is the case with any role, using the right tools can vastly enhance efficiency and results.
Here are some of the main benefits of using the right digital sales enablement tools for your organization.
Increased Productivity
These tools automate repetitive tasks, like scoring leads or sharing training content, allowing sales reps to focus more on selling and less on administrative work.
With the right tools in place, you can save time and reach a lot more prospects. Needless to say, the increased sales activity can help you close more deals.
Improved Collaboration
Digital sales enablement tools make it easy to share sales materials and information among team members and between different departments. This can help boost collaboration and knowledge sharing amongst your team. It can also help you achieve greater results with the sales collateral and materials you have available.
Better Customer Insights
A big part of digital sales enablement tools involves gathering data and using it to help sales teams perform better.
Sales analytics provided by these tools offer valuable insights into customer behavior, preferences, and trends. This enables sales reps to make smarter decisions and tailor their sales approach for better results.
Stronger Sales Engagement
As we mentioned, digital sales enablement tools can include tools for creating sales content.
Interactive and personalized content created and delivered through these tools can help your team to better engage potential customers. This leads to a stickier sales pipeline and better conversion rates.
Streamlined Sales Process
Many digital sales enablement tools centralize your customer data and sales materials. By doing this, these tools streamline the sales process.
A streamlined sales process is a more effective sales process – which means it should generate more revenue.
Allows for Remote Selling
Digital sales enablement means digital selling – which is done remotely.
With virtual meeting platforms and online presentation and demo tools, sales reps can improve the way they engage with clients and prospects remotely. This empowers businesses to use remote sales teams, which come with loads of unique benefits.
You Get Measurable Results
Digital sales enablement tools often come with built-in analytics and reporting features. This means sales managers can better track performance metrics and accurately measure the impact of their efforts.
If you’re not using data to guide every stage of your selling process, then you should start doing so. The right digital enablement tools can make a big difference here.
Conclusion
Using the right tools will help you streamline processes, save time, and sell more effectively. If you incorporate these tools into your digital sales enablement strategy, you should see your sales reps achieve better win rates and close on more forecasted deals.
If you’re looking to improve the way you engage prospects, consider optimizing your product demos with Saleo. Check out the platform for yourself to see how it can take your sales efforts to the next level!
