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The trends ebb and flow affect every aspect of personal and professional life in all the possible ways. So, finding that they have a crucial role to play in the arena of sales in a blind should not come to a surprise.
Some of the most crucial scenes in every business are the things that directly clings to the sales cycle while others will be more broadly applied to accounts, marketing, finance, and other operational areas. Thus, making it challenging for the sales organization to carefully examine all such factors for optimizing the sales enablement program for the ongoing and sustainable success of their business in 2020 and beyond.
Here are the four sales enablement trends you shouldn’t miss in 2020-
Table of Contents
Rise of Guided Selling
Guided selling is not new in the market but has been around and in practice for at least a few years. The company’s account-based marketing through various interactions collects data regarding the background of a given sales prospect, including their livelihood of committing to a deal and how much the deal may be worth it. It is then used by the sales rep while interacting with the prospects categorized as lead scoring or opportunity ranking data. All this data constitutes a heavy personalization approach to guided selling.
The nature and role of AI expanding throughout various aspects of the sales funnel will broaden the scope and capabilities for this sales enablement strategy. Guided selling in the future is most likely to shift from a process centered around case-by-case to positive scoring to the tag text that would provide wide-ranging insights about the most valuable product or services to offer the prospect. Improvement in the guided selling techniques will help the sales team determine if there is a need to adjust pricing in some situations. It will provide them real-time insights into how sales efforts can be modified or improved at any point in the sales funnel.
Thus, it will be critical to make room for AI-based enhancements in marketing and the guided selling process.
Use of AI and Machine Learning in sales operations and sales enablement platform
A few years back, there was a considerable amount of anxiety among the workers of various industries around the world as to how much artificial intelligence would affect the labor pool. However, in no time, it was made clear that It would not replace human sales reps in a very long time.
AI and associated technologies like the continually evolving and cutting edge capabilities of machine learning will be of absolute used to sales organization. In various cases, they already are. For instance, there are chatbots used in retail as they provide buyers with a great deal of immediate assistance 24/7. Unlock the items that help to determine the product recommendations relatively complex and will only expand their capabilities through functionalities of machine learning that improves that accuracy over time resulting in customers notice, which subtly increases the level of trust in the brand.
However, a sales enablement platform finds itself mode radically transformed by AI than any other aspect of its operation. As stated by Forbes, the practical use of AI-enabled sales enablement platform would help marketing professionals identify the most promising leads and quantify them to auto-close on a deal. Marketers within integration with sales in a train platform delivers this information to the sales manager who goes further to the sales rep, increasing the chance of closing deals on their leads. In addition to this automated data, gathering serves as the best practices for the organization’s sales leaders as it provides them the insides to help further as sales enablement tools by incorporating them into onboarding and training models.
Effective alignment of sales enablement to the customer’s journey
At many times sales reps feel like a dog-eat-dog world, due to the tremendous pressure put on them to match the quota sets party sales leaders. During this time, sellers may have visions solely for the closed heels and want to push value sales enablement contents to the prospects aggressively. However, such a step can undo a sale that had a 65% chance of completion.
The customers are very well aware that the sales team wants to make the deal to help the company reach its bottom line but still want to agree on the firm values them. After knowing this, it is essential for a sales organization to aim to align the sales process with the buyer’s journey to converting marketing leads to satisfied customers. A study stated that the business organizations that adopted such an approach sawa 17.9% increase in their win rate and 11.8% uptake in quota attainment across the sales team.
This trend is gaining immense popularity among businesses; it is what makes your organization strongly consider to align your sales enablement strategy to the customer’s journey to get beneficial results.
Increases in departmental integration to foster sales enablement
You need a comprehensive view of data from every stage of that path to facilitate the progression towards sale success without hammering upon the customer journey. Therefore, your business unit must have cooperation and integration among them. This involves much more than merely having good connections with other departments in terms of approach. The sales enablement tool used by each team must be integrated for easy and immediate distribution of the relevant data from one department to the other.
The sales enablement platform you choose for your organization must be able to call marketing data as needed to determine if ongoing sales have a genuine chance of success. Also, it should readily share the data collected from all the departments of marketing and account management teams. For the more all the information and content gathered from such integration of teams should be put to use as insights for sales onboarding and training exercises when the department brings in new reps. In this way, you would have the best examples of successful practices from sales leaders at the start of their tenure.
Conclusion
The sales enabling platform you choose for your organization needs to thrive and have seamless integration with other teams CRM software and tools along with the capability to create or disrupt content vital to the sales training and coaching process. In short, the sales enablement platform must facilitate your ability to operate at your field’s vanguard.
With effective incorporation of the sales enablement trends for 2020, your company can thrive and prosper in 2020 and beyond.
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