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How can Marketing help sales reps perform better?
Yes, Marketing can help sales reps perform better!
And even more so with the tools we will present below!
Sales and Marketing alignment is one of the key issues in improving sales performance and achieving company objectives!
These 2 departments serve the same objectives, revenue growth, but do not work together enough (see 2019 CMIT, Nomination and ICM study:
"92% of companies believe that their Marketing and Sales departments are not aligned
Marketing department and Sales department: same fight!
There was a time, not so long ago, when trench warfare was commonplace.
In the past, many companies have had objectives that were not necessarily aligned between branding, volume, and volume margin.
Sales force incentives, competitions and bonuses did not necessarily reflect the alignment advocated by management and general management.
We are talking about the 80s and 90s. Fortunately, things have changed since then, with ERP and CRM having come to cross-reference the figures and data, and thus make people aware of the levers that should be activated.
On the other hand, in the not so distant past, and even today, few sales teams are perfectly aligned in terms of sales pitches, sales tools, and their ability to be up dated quickly.
Both upstream and downstream information must be perfectly oiled, aligned and delivered in near real time.
No more old paper Factbooks... no more Pdf files where you don't know if it's the latest version received by email.
We have (fortunately) entered the era of Sales Enablement.
What is Sales Enablement? How can it unite Marketing and Sales?
Sales Enablement is the set of processes and tools aimed at improving sales performance (saving time, better control of offers, increase in the number of appointments and the conversion rate...).
Sales Enablement is achieved through the digitalization of the sales force and allows for the alignment of Sales & Marketing.
And in particular thanks to the emergence of tablet or desktop applications that allow to provide information in real time, in a completely updated way, and even interfaced with the CRM
It allows to make that:
Marketing helps sales reps to be more effective by setting up an organization that creates a common dynamic and tools to facilitate exchanges between these 2 departments.
With notably:
- the implementation of new top-down and bottom-up information channels
- Reducing the time it takes to get information to the field and ensuring that it is in the hands of everyone.
- a better understanding of the needs of the salesperson during his or her meetings in order to design more engaging content that will facilitate transformation
What are the advantages of Sales Enablement to help Marketing sales reps ?
A Sales Enablement application will not only make it easier to access content in preparation for customer meetings, but more importantly during those meetings for increased persuasiveness.
The content will no longer be shared on a drive or sent by email but directly accessible in real time and at any time by the sales person in his Sales Enablement app.
Marketing teams will then be able to work on more adapted content:
- with storytelling materials designed to convince in meetings
- with more visual and multimedia content for an immediate impact on customers, the proof by the image
- Taking into account feedback from sales reps to adapt materials
Discover Sales Enablement with Salesapps! and Find out how Marketing can help sales reps
Our teams are at your disposal to give you a demonstration in person or remotely!
Other articles that might interest you:
- the implementation of new top-down and bottom-up information channels
- Reducing the time it takes to get information to the field and ensuring that it is in the hands of everyone.
- a better understanding of the needs of the salesperson during his or her meetings in order to design more engaging content that will facilitate transformation
What are the advantages of Sales Enablement to help Marketing sales reps ?
A Sales Enablement application will not only make it easier to access content in preparation for customer meetings, but more importantly during those meetings for increased persuasiveness. The content will no longer be shared on a drive or sent by email but directly accessible in real time and at any time by the sales person in his Sales Enablement app. Marketing teams will then be able to work on more adapted content:
- with storytelling materials designed to convince in meetings
- with more visual and multimedia content for an immediate impact on customers, the proof by the image
- Taking into account feedback from sales reps to adapt materials
Discover Sales Enablement with Salesapps! and Find out how Marketing can help sales reps
Our teams are at your disposal to give you a demonstration in person or remotely!
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