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Mike Lieberman, CEO and Chief Revenue ScientistTue, Dec 6, 2016 4 min read

How to Increase Your Sales with Sales Enablement

{}If you want your company to grow, you need to know how to increase your sales. Customers come and go, but if you serve more people and companies, you’ll make more money and protect yourself against lost business. You may have an army of leads at your disposal, but if none of them ever convert into paying customers, you’ll never generate the revenue you need to stay afloat. 

Still, attracting new clients is easier said than done. Companies often waste significant portions of their time and their budget to implement outdated sales and marketing strategies. As consumer habits change, you need to institute inbound marketing and sales techniques to stay ahead of the curve. But no big shift happens overnight, and the right strategy requires significant investment from the planning stages all the way through to implementation. When you’re prepared to spend so much to revolutionize your methods, you need to be sure your efforts will succeed.

Sales enablement can give you this certainty. When a qualified inbound firm teaches your team to use the most recent sales techniques and software, they will handle the transition into the new way of selling with ease. If you still wonder how sales enablement can have an impact on your sales, read on.

Your Salespeople Won’t Alienate Prospects

The ways in which people buy products have changed significantly in the past two decades, yet many companies haven’t adapted their selling practices to fit this change. Cold calls and high-pressure pitches persist, even though these methods rarely work and often antagonize the recipients. Salespeople have often taken the “if it ain’t broke, don’t fix it” approach to new sales techniques, but anyone who’s ever had to sit through a seemingly endless cold call can tell you that these procedures broke a long time ago. 

Sales enablement can help your salespeople quit these counterproductive methods. Your team will learn to use inbound marketing and sales techniques, so they won’t have to pursue prospects in the same aggressive ways. Instead, potential customers will flock to your company through your website and social media profiles. This will make your prospects feel like they have more control in the sales process, and enablement will teach your team how to increase your sales by catering to this perception.

You’ll Be Able to Learn More About Leads

No salesperson ever lost a sale by knowing too much about a client. If you want to know how to increase your sales, you have to know how to learn about each unique prospect who expresses interest in your business. Part of this involves fostering communication between your sales and marketing departments, and while this may seem like a major shift, sales enablement can make it relatively painless. 

When your team uses inbound techniques properly, they can track a lead’s path through your website to gain a better understanding of their needs and desires. Your sales team can then craft buyer personas that estimate the traits of your prospects. Marketing gives sales the information about a lead’s path so they can craft a selling strategy, while sales gives marketing the buyer personas so they can understand who the ideal customer is.

You’ll Close Deals Faster

What happens when you create an audience of ideal prospects, use suitable sales techniques, and know what these leads want? You sell faster. Enablement gives you every tool you need to find clients who are already most of the way through the buying cycle. This will save time for your salespeople, allowing them to work on other projects.

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Mike Lieberman, CEO and Chief Revenue Scientist

Mike is the CEO and Chief Revenue Scientist at Square 2. He is passionate about helping people turn their ordinary businesses into businesses people talk about. For more than 25 years, Mike has been working hand-in-hand with CEOs and marketing and sales executives to help them create strategic revenue growth plans, compelling marketing strategies and remarkable sales processes that shorten the sales cycle and increase close rates.

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