About Sales Enablement
Our sales enablement research programmes can help to increase your win rates, improve customer retention, provide valuable feedback on your marketing messaging and insight into your product strengths and weaknesses. As with our other insight programmes, sales enablement research can be conducted as stand-alone studies to give you bespoke insight into your sales performance, which can highlight additional areas to explore.
What does Sales Enablement look like?
Our sales enablement research provides valuable insight into your sales performance. By combining and synthesizing your operational CRM data with first-hand voice of the prospect feedback, we identify where your sales process is performing well and where potential improvements can be made to increase your win rates.
Outsourcing your sales enablement programme enables you to gain unbiased feedback based purely on data and research findings, leading to open and productive dialogue with your teams. In addition, as the interviewers collecting the feedback are not already known to won or lost prospects, response rates are often higher than if conducted in-house and the feedback received is more open and candid.
The most effective sales enablement programmes are characterised by:
- Senior level commitment to the programme, support for constructive feedback and a willingness to promote this culture throughout the organisation
- Accurate and thorough capture of reasons for opportunity wins and losses within the company’s CRM system
- Continuous survey and interview data collection in order to build a robust base of thematic trends
- Regular reporting of synthesized results, tailored to different teams
- Formulation of action plans to implement change based on win / loss insight
Employee Advocacy Insight Process
The Benefits of Sales Enablement Insight
Improved customer satisfaction and advocacy
Prospects who have been involved in an engaging sales process are significantly more likely to become advocates of your brand and products.
Better understanding of the competition
Invaluable insight into your competitors, their pricing strategies, product strengths and weaknesses and sales tactics.
Valuable product development insight
Identify product strengths and weaknesses, not only in terms of feature content, but also the user experience when the product is demonstrated by your sales executives.
Targeting strategies for your prospect pool
Insight into the effectiveness of your targeting strategies in terms of the types of industries to which your products and service most appeal, the market segment(s) in which you have the most sales success, and the reasons why.
Our win / loss analysis and research provides powerful insight to help you to:
- Improve your product demonstrations.
- Achieve the right level of communication with prospects.
- Test your targeting strategy to ensure that decision-makers are being reached.
- Benchmark your product design and functionality against others in competitive pitches.
- Better align marketing campaigns with sales engagement opportunities.
- Benchmark and adjust your pricing strategies.