Nowadays, companies use different methods and ways to increase sales. Some use HubSpot for sales, while others rely on sales enablement tools.
To help companies make the best use of these sales enablement tools, we’ve put together a list of do’s and don’ts to keep in mind while setting up sales enablement efforts. These sales enablement tools dos and don’ts will ensure your sales team has everything they need to create more effective marketing strategies going forward. So, without any further ado, let’s take a look at them:
Do set goals
- Set goals for your content strategy.
- Start with a content audit to see what you have already created and what is missing from the plan.
- Identify the needs of your customers through your research, interviews, surveys, etc., to be sure that you are creating relevant content for them.
- Use a variety of storytelling formats to engage readers in ways that are most likely to resonate with them (images, videos, social media posts).
Do identify gaps in knowledge
It’s no secret that the sales process has evolved. In today’s buyer-driven world, buyers do their research before reaching out to a company. This means that to help close deals, marketers have to find ways to work around these gaps in knowledge by creating content that helps educate buyers on the products they are looking for.
Don’t assume people are reading every email
Email is a great way to get in contact with your customers, but it’s important to remember that many people will only read the first few lines of your email. As such, it’s a good idea to write your email in a concise manner that grabs the reader’s attention right away. This can be accomplished through the use of images, brief subject lines, bulleted lists, and short paragraphs.
Do create lead scoring for different stages
It’s important to create a lead scoring system that takes into account different levels of qualification. One way to do this is to have three scores – one for low-level leads, one for medium-level leads, and one for high-level leads. Low-level scoring may be a 2 or 3 out of 5, a medium might be a 4 or 5, and a high might be a 6 or 7. By qualifying your leads in this manner, you can focus on nurturing the ones who are most likely to buy from you rather than wasting time on those who are not as good prospects.
Do ask your audience about their top pain points
Sales enablement is often a top priority for sales teams. It’s important to know what pain points your audience is experiencing to tailor content that will resonate with them.
These are some of the best questions you can ask potential customers to find out their pain points:
– What do you wish you knew about our product or service?
– What did you like about our competitor’s product or service?
Do keep it relevant – don’t send sales enablement emails too frequently
Sales enablement emails can be an effective way to provide your sales team with the content they need to sell effectively. However, sending too many sales enablement emails can reduce their effectiveness. To avoid this, marketers should send just one or two emails per week.
Don’t over-stuff your emails with information
It’s easy to want to cram as much information as you can into your emails, but don’t do it. The less a recipient has to scroll through the better. Include an introduction with a clear call-to-action at the top of your email (e.g., Watch this video now!). Use bullet points to keep things concise and easy to follow.
Sales enablement tools that have been successful in one industry can fall flat when used in another, and even more so if they are implemented incorrectly. The right thing to do here is to choose the best tool. For this, you can rely on Content Camel. It’s is termed as the most trusted and affordable Paperflite alternative that offers an array of functionality and diverse features. Give it a try!