This is a much more common issue than we initially thought and is why we have incorporated a sales enablement program into our range of services. We observed that many of our clients, that we have been generating a good quantity of leads for, weren’t able to report back acceptable conversion rates.
So what does this mean practically?
It is vital for businesses that we work with, to generate sales from our marketing strategies - we measure and track this metric as Return on Investment (ROI). Sometimes business manager’s lives are so hectic, that they overlook the most critical aspects of business. We have operational experience within the Search & Be Found Team that can facilitate the processes involved in sales growth. We enable sales……Sales Enablement.
💡 The lurking byproduct of sales enablement is the synergy that is fostered between Sales and Marketing. This closed loop reporting is a dynamic platform to build from.
We have many closing techniques and methodologies to help companies close sales. It is important to acknowledging the way in which consumers purchase, has changed in the last 10 years and the old playbook is broken and ineffective in today's world.
By recognising the shift in power from the seller's hands to the buyer's hands, we can unravel processes that work.
MQL is a marketing qualified lead.
SQL is a sales qualified lead.
The term Sales Enablement is yet to truly get a refined definition, as it means different things to different people. The best definition that I can source is from the The team at Forrester. This is what they came up with, when assembled at a roundtable session consisting of Vice President level executives from sales and marketing across a range of blue chip companies:
Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the return of investment of the selling system.
In recognition that the supplied definition may still be confusing, we have included an infographic below from our friends at Demand Metric that may be easier to follow.