When it comes to sales tools, can you have too much of a good thing? If you have great tools that bring your team success, your first instinct may be to assume that more tools = more wins. But heaping on ever-expanding features and more bells and whistles can have the opposite effect, frustrating your B2B sales reps and confusing customers with needless complexities. Packing your sales enablement strategy until it’s bloated with unnecessary frills won’t provide the answer to your sales woes – it will only increase them.
In Search of Sales Enlightenment
Too often, B2B companies think in terms of their brand, not their customers’ experiences. In order to deliver cohesive, consistent experiences, they must see their company through the customer’s point of view. Taking the time to really understand the customer’s journey and the role your company plays in it will help you understand what makes your customers tick. In return, you can adjust your strategy and select tools that not only make the most sense for your organization, but also empower your salespeople.
Sales enlightenment is the preferred state of selling, where reps are focused on solving prospects’ challenges using a customer-centric approach. Unlike sales enlightenment, sales enablement merely automates the bad habits and price-based selling techniques that make your sales reps look unprofessional and consistently undercut your sales goals. In order to achieve sales enlightenment, your B2B salespeople need to be more than simply enabled.
Set the Stage with Sales Enlightenment Tools
Sales reps need tools that are designed to show the expertise of the company and themself. They also require great content that they’re able to find at the moment it’s needed. Don’t make prospects stand around waiting. In order to meet these conditions, B2B sales reps must have a mobile sales presentation system, such as StorySlab, that’s designed with a custom interface to add content, context and expertise to their conversations. Doing so helps reps answer each customer’s pain points and illuminate the necessary solutions.
To achieve these goals, the app design process should always include two parties: experts from your company and experts in app design. At StorySlab, we offer our knowledge and proficiency as part of the build – something you won’t find with a do-it-yourself program. With your team’s unique insights, we’ll be able to create a custom app tailored to the way your customers buy.
Not only is StorySlab a natural extension of your brand and how your reps sell, but your marketing team will also be able to use real-time analytics to see which content is being utilized and by whom, so they can also be enlightened. In return, they’ll know exactly what new materials to create that’ll help improve ROI.