Technology For Successful Sales Enablement Model
This article highlights the sales enablement model as it can be seen through the tools and technology that can be used to guide a prospect through a sales cycle.
For marketing, the following are used for lead generation.
Here are some marketing software that can be used for nurturing a lead.
• Eloqua By Oracle
• Righton Interactive
• Exact target
These tools are useful in qualifying a lead.
Forms: Wufoo and formstock are used.
Sales Collateral: Word and PowerPoint are useful.
Proposal Templates: Tinderbox is useful in achieving this.
Positioning: Forrester, Gortiner, Dun & Bradstreet and SiriusDecision.
Capturing Feed Back
This can be done through the use of surveys like SurveyMonkey and Polldaddy.
For sales lead generation here are some techniques used.
2. Social Selling
3. Cold Calling
Here are some tools used in this area of sales. For sales prospecting, the following prospecting tools are useful.
• Inside Sales
Web Conferencing: GoToMeeting and ReadyTalk
Presentation: Prezi and TinderBox
For proposal management, TinderBix comes in handy, for Quoting, BigMachines and Cameleon are ideal.
Closing The Deal
For contract management, TinderBox and for E-Signature, Docusign and EchoSign is ideal.
Here are some payment solutions that are available to sales reps.
Sales Cycle Stages
Here are the stages involved in the sales cycle.
This includes all leads from marketing and sales. At this stage, prospects are not qualified to be contacted by a sales rep.
Prospects are then sorted to know leads with highest potential. This is referred to as the filter process.
This is the stage were prospects who meet the qualifying criteria like budget, authority, need and timeline are identified.
At this stage, prospects have engaged with sales rep and have requested specific deals with sales reps.
This includes all close and won opportunities where the new buyer has accepted the opportunity and payments can be collected along with any other information.