What Is Sales Enablement?
Sales enablement tools have proliferated the digital selling market, and while they have helped sales professionals reach customers in new ways, they have led to massive application overload and workflow interruption. Because of this, Aragon predicted that the fractured sales enablement category would consolidate into the sales engagement market.
Today, some sales enablement providers are now offering a complete digital selling platform—what Aragon calls a sales engagement platform (SEP). SEPs streamline and condense digital selling tools to make it easier for sales teams to generate leads, engage with prospects, and support their customers.
Sales professionals looking to turn missed opportunities into winning numbers will benefit from leveraging a sales engagement platform.
– Jim Lundy, CEO and Lead Analyst
How to Improve the Sales Process
Sales engagement platforms are fully functional digital work hubs that feature several key capabilities including advanced content analytics, task automation, facilitation of communications, and automatic logging of calls, email, and engagement. Combined, these features enable faster outcomes and promote a stronger sales pipeline.
We help our customers address the following sales engagement and strategy questions:
- Who are the vendors making a difference in sales technology?
- What criteria should I use to evaluate emerging sales engagement platform providers?
- How can enterprises prepare for and succeed with a digitally-enabled sales team?
7 Trends in Sales Enablement
The need for sales tools has never been greater than today. Sales enablement platforms–which combine sales content management and sales communications into one platform–have become the new digital workhub for sales teams. These seven trends will be key to follow and adapt to in the near future. This eBook will:
- Provide definitions for key sales enablement terms
- Walk you through 7 trends in sales enablement to pay attention to
Interactive Checklist for Remote SDRs
Sales development representatives (SDRs) are under pressure to find and qualify leads, even under the unique circumstances of COVID-19. Potential customers may be facing budget cuts as they navigate job security challenges, loss of business, and more, and this may make them more difficult to engage. It’s critical that SDRs have the appropriate tools, technologies, and strategies to sell remotely—especially as more and more businesses become increasingly digital. This assessment will help SDRs and their managers determine the gaps in their strategy.
The Aragon Research Globe for Sales Enablement Platforms, 2020
The Aragon Research Globe ™ for Sales Enablement Platforms covers the technology providers that allow an enterprise to manage all aspects and touchpoints of the sales process.
Hot Vendors in Customer Revenue Optimization, 2019
CRO, also referred to as ‘guided selling’, is a new category that makes sales methodology an automated process that can be integrated with a CRM platform. Aragon identifies 3 Hot Vendors who are making a difference in the market.
Hot Vendors in Sales Coaching & Learning, 2019
The need for better and more consistent sales performance has enabled the creation of a new category, sales coaching and learning. Aragon identifies 3 Hot Vendors who are making a difference in the SCL market.
Customer Revenue Optimization: Automate Sales or Get Left Behind
Sales executives with the organizational and intelligent support of a CRO methodology can improve their performance by leveraging feedback and guidance based on experience with real customer data.
New Year's Resolution: Put Customer Context First
Your customers expect you to understand their context first and foremost. Explore how certain customer expectations have changed in this new year, and what these changes means for your customer engagement strategy.
Sales Enablement Soiree 2019: Three Key Takeaways
The Sales Enablement Soiree is an annual event put on by Highspot at the Four Seasons in San Francisco. Client Success and Sales Manager James Lundy discusses his three key takeaways from this year's event.
Salesforce Launches Mobile App Trailhead GO
Salesforce has come out of the gates with an early announcement at this year's Dreamforce. myTrailhead, the sales coach and learning solution from Salesforce, has a new companion app—Trailhead GO.