It’s no secret that B2B salespeople have quite an arsenal of tools at their disposal to help them sell these days. From mobile apps, automated email activity alerts, LinkedIn, sales enablement software to customer relationship management platforms like Salesforce.com…B2B sales is no longer as simple as a prospect picking up the phone to say “I want to buy from you.”
The age of the internet has opened the door to sales 2.0 and buyers expect to be individually catered to, which means salespeople must use multiple technology tools on a daily basis to gather the needed intelligence on their prospects to succeed. The problem when organizations invest in multiple sales platforms for their teams is often each tool lives in its own silo, making them complicated to use in harmony.
Frankly, when a sales tool isn’t readily available and easy to use, it doesn’t get used. Organizations end up throwing money down the drain. Salespeople don’t meet quotas because they waste time switching back and forth between platforms and doing too much administrative work. Buyers in the sales cycle drop out because they don’t feel the salesperson really understands their needs.
It’s a vicious cycle.
That’s why it’s crucial for an organization’s sales enablement tools to integrate with the primary platform salespeople operate within – like Salesforce.com. Matching the organizations strongest assets, like testimony from your happy customers, as well as tailored sales and marketing collateral with the Opportunity characteristics and stage of the sales cycle, and putting it right in Salesforce.com’s regular workflows can ensure your salespeople are effective and your technology investment gets used.
Learn how RO|Enablement integrates with your instance of Salesforce.com and helps your salespeople be more effective. Schedule a demo with one of our team members today, or meet up with us at Dreamforce 2013 next week.