Sales Process

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Gartner key take away sales enablement
Aligning sales processes with actual buyer readiness is an entirely new way to think about improving sales effectiveness and performance. Sales enablement leaders must work to eliminate the misalignment between what customers want and what sales does to create a more engaging buyer experience.

Understanding Buyer Readiness Will Improve the Traditional Sales Process to Become More Customer-Driven
Aligning sales processes with actual buyer readiness is an entirely new way to think about improving sales effectiveness and performance. Sales enablement leaders must work to eliminate the misalignment between what customers want and what sales does to create a more engaging buyer experience.

Use Sales Reps to Educate Buyers Who Aren’t Aware They Have a Business Problem
Marketing alone is not enough to reach “unaware” buyers: those who don’t know they have a problem and aren’t exploring solutions. Providers should use sales development reps for digitally driven outbound prospecting as a cost-effective way to proactively “jump-start” the buying journey.

Situational Awareness Will Become the Primary Context for a Customer-Driven Sales Organization
With customers taking more control of their buying processes, they become frustrated when the provider sales process is not aligned to their specific wants and needs. Building situational awareness into the design of sales organizations can positively impact customer experience and sales growth.

Four Ways Provider Marketing Leaders Can Improve the Effectiveness of Inbound Sales Development Reps
By narrowing the focus, delivering consistent training and enablement, leveraging data and analytics, and adopting broader success metrics, provider marketing leaders can increase the number of sales-accepted leads generated by inbound sales development rep teams.

Sales training doesn’t work in a silo!
Sales training CANNOT be separated from the actual enablement. There has to be a connection between what we’re training salespeople in, to what does a customer-focused conversation look like.

When it comes to sales content, less is often more!
We throw content at salespeople and just hope something sticks. This is time-wasting, lowers productivity, and means extra work for everyone involved. Try to develop the right content based on the needs and on what they actually use.

CRM integration is a must priority
It will give salespeople a reason to use the CRM as part of their client management process? And connect in all of the other pieces to ultimately help them drive through the sales process and track their own business.