Sales Enablement Practices that help you empathize with buyers

I came across a great article on by Abhishek Singh.  This is an excerpt from that article that I found as insightful information. It is important for small business to realize that they also benefit from Sales Enablement programs.

Gartner defines sales enablement as follows:

“The activities, systems, processes and information that support and promote knowledge-based sales interactions with client and prospects.”

Sales enablement is a concept that helps professionals in revenue generating roles to understand buyers’ needs through new sales prospecting techniques, sales training, leads analysis, as well as leveraging consumer-based technologies and multiple communication channels to target potential leads more effectively.

It is driven by three critical components—content, technology, and training.

3 Components of Sales Enablement
Source: GetApp Lab (

As market competition increases and buyers get more empowered, sales enablement helps professionals in revenue generating roles to target the right accounts, use sales and marketing content more effectively, have quality conversations with buyers, and most importantly, improve sales and increase the return on investment (ROI) of sales efforts.

Businesses that implement sales enablement best practices are 52 percent more likely to have a sales process that is closely aligned to the buyer’s journey.

But how do you implement these core components of sales enablement into your small business sales process?

  • Implement situational awareness of buyers’ sales cycles
  • Facilitate collaboration between sales and marketing to leverage high-quality content
  • Equip your business with the right sales enablement tools

To learn more contact Lori Johnston at Allied Exchange

Photo by Austin Distel on Unsplash