Sales enablement

What is a sales activation strategy?

Sales activation (or sales enablement) is the strategy that will help you improve your sales results. Thanks to integrated content, the capture of appropriate leads for your business, technology and training with the correct alignment between your marketing and sales representatives, we can teach you how to act in the different phases of the purchase cycle of your consumers, all at the right moment.

Why is sales activation important?

The activation of sales is a fundamental strategy that allows sales representatives to achieve results in a scalable, predictable and repeatable way: this means making inbound sales. This strategy provides the resources, tools, practices and knowledge necessary to succeed and achieve the company's objectives.

What are Inbound sales?

Nowadays, consumer’s behavior is characterized by its variability, this is the reason why traditional sales techniques are not effective anymore and sales representatives need to be aligned with marketing managers to carry out an inbound sales process with adequate resources and tools. This process is characterized by identifying the right leads, connecting with them through the best contents, exploring the suitability for sale and advising in a correct way our leads when they are about to make a decision.

Why is the conversion rate higher with Inbound sales?

The activation of sales through the Inbound methodology enables to personalize the experience of those responsible for sales, according to the context of the potential buyer; in other words, they can account each step of the purchase cycle. Since this is a user-centric methodology, our leads do not feel pressured (but, on the contrary, empowered) when making the decision, thanks to the content and information provided by the company.

How does Inbound sales improve business effectiveness?

A sales activation strategy only makes sense if supported by the analysis of the effectiveness of the resources used by sales managers, so that future efforts can be optimized. Among the available metrics to improve commercial effectiveness, we should consider the duration of the purchase cycle of company's consumers, the conversion quotas that lead to closure.