Sales and marketing enablement means giving employees access to
the right information, content, applications, and tools that can help them
perform their tasks efficiently. The aim is to help sales and marketing people
successfully attract and engage their buyer through the sales and marketing
process to boost conversion.
A significant part of sales and marketing enablement lies in
the information made available to your employees at the right time so they can
enhance their outreach campaigns and gain customers’ loyalty and trust while
offering them a memorable experience.
A sales force automation app, when developed from the
standpoint of both marketing and sales professionals, can be the cohesive force
between the enablement of both.
Why a Sales Force Automation App is Beneficial for Marketers
There are a few fundamentals where sales and marketing have
fused into each other, or, at least, the lines between them have blurred.
believe in the notion of an ‘ideal customer’ - Both sales and marketing people should have
a solid grasp on who their target audience is. They need to know what tactics
and strategies work best with various customer segments.
They work on value proposition - A good
value proposition is based on the pain points of your target audience to show
how your product or service can eliminate them. For this, you need a deeper
understanding of your customers and where they are in their journey.
They create compelling messaging -
Sales and marketing persons create customized and tailored messaging for their
target audience to establish trust and expand their customer base.
need automation - Both sales and marketing tasks have some degree of
monotonicity to them. Therefore, it is best that these low-level tasks be
automated to make space for the value-add jobs that allow these employees to
work at their best.
Since the line between sales and marketing is increasingly
getting blurred, sales and marketing enablement can be done cohesively through
a sales force automation app.
How an SFA Solution Creates This Enablement
There are several features in a credible sales force automation
app that work together to help salespersons perform at their best by
judiciously using the resources at hand- be it data, applications, or time.
Here are a few ways in which an SFA solution works toward sales
and marketing enablement:
Tedious Tasks - Salespersons cannot be forced to do
the monotonous and still stay productive at work. This is why an SFA solution
works to automate the tasks that take energy levels to the drain. These include
calls and email logging, serving content in context, reporting, and
forecasting, training and behavior management, appointment scheduling,
identifying sales effectiveness, measuring metrics, tracking performance,
delivering insights from process optimization, and so on.
Content Management - With an AI-powered sales force automation solution,
you can use personalized content and messaging to appeal to prospects.
Moreover, you can use a content management platform to build consistent content
from corporate branding to compliance. This helps salespersons carry out
productive conversations that lead the prospect more profound into the funnel.
In-depth Analytics and Insights - With a sales force automation solution, a
business can run comprehensive analytics and gain insights into their primary
as well as secondary sales cycle. Doing so, sales and marketing managers can
create customized campaigns and understand the depth and breadth of buyer behavior,
interests, reactions to messaging. These insights can help employees
course-correct strategies and accommodate customer feedback.
and Training Management - An SFA solution can also allow you to upload
documents and videos to the platform to help on-field salespersons and
technicians access the information they need when they need it. Product
knowledge can contribute to increased sales. And managing and automating
knowledge capture and sharing within teams can enhance product knowledge within
Employee Performance - An SFA solution can help you track employee
performance and incentivize customer acquisition, retention, or any other
metric important for your business. Employee adherence to best practices can be
the single most significant cause for the success or failure of your business.
Track employee activities and promote hard work.
More Visibility - When a company has no idea how their sales teams are
spending their productive time, there is no way for them to make the sales
process more effective. The best sales force automation app will allow managers
to gain complete visibility across the enterprise when it comes to employee
performance, KPIs, strategies, and more. You can track on-field employees in
real-time and measure the effectiveness of their visits and how they are
and Marketing Alignment - Harmony between the sales and marketing process
can mean everything to enhance a customer’s journey. With an SFA solution, you
can develop a centralized information system which acts as a single source of
truth, use tools for sales and marketing persons to collaborate, track content
that sales and marketing teams can use to create a unified brand experience for
By working at the intersection of sales and marketing, sales
force automation app can create solidified sales and marketing enablement. By
automating and enhancing the end-to-end process, you can help your sales and
marketing teams to achieve better conversion rates, close deals faster, work on
selling, and make more.
As a result, you drive more sales opportunities and sell
smarter with predictive intelligence, view first interactions across
touchpoints to create a consistent brand image, predict business outcomes and work
to improve them, increase collaboration, visibility, and transparency across
the enterprise, and unify ERP and CRM capabilities.
Sales and marketing enablement through a sales force automation
app can help you implement customer centricity and put the customer at the
forefront of initiatives.