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We help recurring revenue teams achieve sustainable growth. Our scientific models and frameworks are used by high-growth Scale-Ups, startups, and Fortune 500 companies
In a modern recurring revenue business, it is impossible to scale without treating growth as a science. We apply proven frameworks and expose the math that underpins each step of the customer journey.
Uncover gaps and opportunities to optimize recurring revenue growth
Apply a universal methodology and process across your entire customer journey
Activate through defined processes and playbooks, implemented directly into your workflow
Arm your reps with the core skills for success, with a common language to unify as one GTM team
Provide your team with ongoing development to make change stick, gauge progress, and reach your goals
Sales Enablement Services
Sales, Marketing, and CSM teams are often the backbone of revenue generation for businesses. You can have the best product in the world or offer the highest quality of service, but without being able to sell and market your product, along with engaging with customers, you may not ever be able to reach your audience. This is why, next to the development of your products and services, developing your sales and marketing capabilities is essential for a successful business. One of the most significant ways you can achieve this is with the assistance of sales enablement services.
Sales enablement tools allow your business and sales team, in particular, to better utilize the resources available to you, analyze the data revolving around your sales efforts, and more effectively communicate your brand to customers. All in all, sales enablement services are a significant way to improve the effectiveness of your sales team with a knowledge-based approach, and the most effective way to include this in your business is with the help of a sales enablement specialist.
A sales enablement specialist or a sales enablement director can help implement these practices into your business and guide your teams on the best approach to improving their sales capabilities. Winning by Design is one such company that provides Sales enablement services to help uplevel your sales, marketing, and CSM team faster. To further explain how they accomplish this, let’s break down the meaning of sales enablement and provide some examples of companies, platforms, and training to perfect this practice.
Sales Enablement Meaning
To begin, we should answer the question, “what is sales enablement?”. While we discussed a brief definition already, we can include a more descriptive explanation so companies can understand why it is so important to emphasize in their sales teams.
According to Gartner, Sales Enablement is “the process of providing the sales organization with the information content and tools that help salespeople sell more effectively.” This is a pretty complete sales enablement meaning and gives a good description of what a company should look to improve with sales enablement services.
A strong sales enablement strategy will mean that your sales team has the content, training, and tools needed to improve their communication and especially selling skills. This leads to the next question we should answer: What are sales enablement tools?
Sales enablement tools are implemented to help your sales team understand their performance and use these analytics to improve their future tactics. Reflecting on your efforts is an important part of doing better in the future, so you want software that will allow you to analyze the work of your sales team and identify where improvements can be made and what areas are functioning effectively. A lot of sales enablement tools are focused on bridging the gap that can exist between sales and marketing. Ultimately, sales enablement vs marketing should not be a real competition. Your sales team and marketing team should look to better complement each other, and this can be a reality with the help of sales enablement services.
Sales Enablement Companies
The “right” sales enablement strategy will look different for every team. Your sales team may come with their own strengths, your marketing team may have a particular brand of content, and your customers may respond to their own specific tastes. This is why many different sales enablement companies have arisen to provide B2B sales enablement tools that can be applicable to many different business scenarios.
When deciding on the sales enablement role that you want a company to provide for you, you should first analyze your current information on your team and customers, and learn which sales enablement companies can offer you the most assistance with their software suite. A lot of the top sales enablement tools will offer some flexibility to appeal to many different businesses, but you may come across one provider that has the perfect feature that you are looking for.
Winning by Design, for instance, uses sales-ready messaging and enablement frameworks that are tailored to your specific needs. Their customer designs create a sales organization, sales process, and training program that is focused on the end customer, which is then further followed up by hands-on coaching. This is an example of a sales enablement company that is offering tools that can be directly adapted to the needs of the client company.
Otherwise, companies like Highspot and Hubspot can also fulfill that sales enablement role and are popular choices for many companies looking to provide their teams with sales enablement tools and trainings. And that is another thing to consider if training will come along with the tools and platform. You may find an incredibly powerful set of sales enablement tools, but without the staff support needed to implement them effectively in your team, you can fall short of your goals.
Sales Enablement Platform
If you want to find the most robust collection of sales enablement tools, features, and systems available, then a sales enablement platform will be what you want to look for. The sales enablement tools we mentioned before are often individual features that are combined under a more comprehensive sales enablement platform to offer a sales team a complete solution and system for addressing their sales enablement goals.
Sales enablement platform companies include Highspot and Hubspot, as we mentioned before, along with Winning by Design. A sales enablement platform comparison would be difficult to do here in such a focused guide and could honestly use its own very extensive post. This is because sales enablement software companies don’t all have to look to offer the same capabilities. There are things that will become standard in the industry over time, but a lot of the time you will stand out by what you do differently from your competitors in your field, and this is true for sales enablement companies as well.
If you visit Gartner’s website, you can find an extensive list of sales enablement software platforms and their reviews, even going so far as to share customer feedback about their experience. What you will want to look for when choosing your sales enablement platform is how the company is communicating their offerings toward your needs and how your partnership will serve your goals.
At Winning by Design, Revenue and Sales Enablement is approached more holistically, as they really want to get to know a team in-depth and see what will get customers more engaged with this business. This is why programs focused on the end customer, and extensive hands-on coaching for your sales team are emphasized so heavily by WBD. These features are what make the difference in providing long-lasting and effective sales enablement services.
Sales Enablement Training
After finding the perfect sales enablement platform and securing all of the right tools you think will make the most of your sales team, you need to make sure that you have a sales enablement training procedure in place. As with any tools in any industry, you need to understand how to use them to their highest potential. Otherwise, you are losing a lot of investment.
One of the big reasons why sales enablement exists as a concept in the first place is because of the common disconnect between sales and marketing departments. Marketing departments would analyze very relevant data and come up with what they felt was relevant content, but when it came time to hand it off to the sales team, the sales team was not able to communicate the meaningfulness of this content effectively.
Part of the importance of sales enablement training is to help your sales team better understand the analytics of their sales process and form a more cohesive unit with your marketing team. With the marketing team creating relevant and impactful content for customers, a sales team that is well trained in strong sales enablement practices can leverage this content for better customer engagement.
If you want to ensure that your company’s time is well spent in this sales enablement pursuit, then you can even take training further and seek out sales enablement certification. A sales enablement training certification will offer your sales team the opportunity to attend a more structured course where they have guided through the finer points of sales enablement so that they can share this insight for the better of the business.
These sales enablement workshops are usually intended to be frequented by sales and marketing managers so that they can pass this information along to their sales team and coordinate their own strategic sales enablement plan. The various sales enablement companies will have their own selection of courses, so you should consider who has a good track record and who you trust to instill your employees with the right guidance on sales enablement best practices.
While you could choose either your sales manager or marketing manager to attend these training certifications, it is a good idea to have both attend, as the sales team will obviously benefit from this information, and the marketing team can understand how to create stronger sales content examples for their team and clients.
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