Channel Sales Enablement
What is Sales Enablement?
Sales enablement is the process, content, and technologies used to empower sales teams with a more effective sales process. Ultimately, the goal of sales enablement is to bring marketing and sales teams together for a more effective process that works with modern buyers.
In an indirect distribution network, such as in building materials manufacturing, sales enablement is the process, content, and technologies used to empower the manufacturer’s distribution partners to sell more effectively. Instead of aligning internal teams like in traditional sales enablement, indirect distribution enablement is about aligning partners and manufacturers. In this process, the manufacturer are responsible for the development, training, and implementation of a sales enablement strategy in their network, but they’ll need the input from their distributors and contractors about what is and isn’t working well.
Why You Need Sales Enablement As a Building Materials Manufacturer
- Less time spent following up with poor fit leads
- Personalized conversations based on marketing content the lead has engaged with
- Stronger partner relationships by handing off more leads who are more likely to close
Sales Enablement Strategies for Distribution Networks
Documented Sales Process
A detailed, documented sales process helps enable distributors by showing them what the sales cycle looks like and what you’ve determined lead actions to mean. This helps distributors work with your leads and intervene with the right information at the right time.
Co-branded & Personalized Content
Not all distributors have the resources for high-quality content. Co-branded sales assets, like product guides and case studies, helps them build trust with their leads by offering expertly designed and excellent content.
Playbooks are roadmaps that include the sales process, buyer personas, customer journey maps, call scripts, email templates, and relevant content offers for each buyer’s journey stage. They help guide distributors through the sales process with an effective, proven strategy.