If you sell to facility or building managers, you may already know there’s a bit of a “science” with how these individuals make purchasing decisions. You can’t just pop a proposal down and hope they’re going to pick you, especially if you know you aren't the cheapest player in the game. You have to hit a few key pain-points and establish some proven value before they’ll sign on that dotted line.
Imagine two identical ice cream cones looking delicious in the hot Summer sun; one costs two dollars and the other costs ten. Which would you choose to buy? The answer is obvious, the cheaper cone because nobody likes to pay more than they have to, and in today's digital world customers can easily compare prices to get the best deal. They can tell when one vendor, product, or solution costs more than a competitor's, so how can you empower your sales team to navigate this hurdle?
Think about the last time you went to buy something, how did you go about it? In today’s digital age, the sales process has completely changed. Buyers now use the web to research, compare and buy products. Think about your last sales experience… did you want a sales rep always filling your voicemail with cold calls? Would you rather be educated on the information by searching for it on the internet and then talking to a salesperson when you are ready?
Sales enablement, it sounds self-explanatory, but if it is then why do so many businesses struggle with achieving it? Sales departments in every business no matter the size could benefit from a thoughtfully crafted and executed sales enablement strategy because it provides a repeatable method to reach sales quotas.