Key Elements of a Sales Enablement Strategy

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Sales enablement is made up of a variety of practices, methodologies, and approaches. Read on and we'll tell you all about it in more detail.

Strategic Alignment of Marketing and Sales Teams
The first step to implementing sales enablement and achieving results is to change the way we view marketing and sales departments as separate compartments with different objectives.

It is essential to begin to understand that these areas work towards a common objective, but at different stages of the process. For this reason, the first step is to define shared goals between both teams that are aligned, in turn, with the comprehensive commercial project.

Motivation is key: if you encourage collaborative uzbekistan business email list work, you can get the marketing and sales departments to work in the same direction to achieve better results.

On the other hand, it is crucial to have a well-defined buyer persona in order to correctly focus all marketing actions. This figure will serve the sales team as a guide to identify qualified leads.

In this regard, another important practice is to work on lead qualification. Both teams—marketing and sales—have to be able to identify whether prospects are quality or not.

To determine whether a lead is qualified, there are various rating systems that allow you to assign scores based on the user's similarity to the buyer persona.

Today, there are technological solutions that make this task easy so that sales representatives can invest their time in qualified leads.

One practice that helps to enhance collaborative work is to establish an agreement between both departments to work towards a common goal.

For example: “The marketing department will deliver 1,000 qualified leads ( MQL ) to sales each month and this area will process them within 24 hours of receiving them.”

This agreement encourages marketing to work on generating quality leads and sales to focus on closing them quickly.