Examples of sales enablement in b2b companies
Posted: Mon Jan 27, 2025 9:08 am
One way to streamline sales and optimize sales processes is through Sales Enablement , which we could translate as sales team training. Sales Enablement consists of developing processes, technology and content through which a company's sales teams can perform their functions efficiently and quickly.
What is achieved with this strategy is that marketing and sales teams work together and in a coordinated manner, and this is achieved through DRV Sistemas' Smarketing or Sales Marketing services . Thanks to this, the client or potential client will be given the information they need at the exact moment they want it. In this way, sales will be closed and ROI will be optimized.
B2B Sales Enablement Strategies
Sales Enablement strategies and actions are always focused on optimizing commercial resources and marketing actions, and these objectives can be achieved with different types of services that we will discuss below:
Outbound Sales
One of the main strategies in Sales Enablement is Outbound Sales or commercial prospecting, a process that allows B2B companies to contact potential clients to generate interest and sell the company's products or services. This is also called: B2B lead generation .
And it is ideal for those companies that want to china whatsapp data gain clients in B2B sectors, becoming either a main source of sales or a one-off strategy.
There are various ways to carry out this procedure, although the most common is by using the resources, advantages and benefits provided by B2B telemarketing services , that is, direct contact with targeted leads , presenting a product or service and following up until obtaining feedback in some way, to then be managed as an MQL lead . One of the main advantages is direct contact with the correct interlocutor.
The first advantage we find with Outbound Sales is that it works in the short term, allowing us to rectify and respond more quickly to customers than with other strategies that work better in the medium-long term (for example, with Inbound Sales, which we will talk about later). In addition, it allows us to contact a broader audience more directly.
Hiring dedicated B2B commercial SDRs or inside sales is a modality widely used by many B2B companies to reinforce their outbound strategies.
Inbound Sales
advertisements in the press, radio or television as traditional media; advertising posters, whether on billboards, bus shelters or other more massive media; direct sales stands; online advertisements, such as banners or SEM or Display campaigns , which have a greater segmentation capacity.
Inbound Marketing , unlike Outbound Sales, is about capturing the attention of a target customer profile, targeted lead or buyer persona. If the strategy discussed above was a push strategy, this one is a pull strategy. And, instead of focusing on the sales process, it focuses on the purchasing process, satisfying the needs of the company's customers.
With this technique, when a lead arrives, the aim is to find out more information about them. Name and phone number, of course, but also more specific information such as their interests or needs. This allows the company to be closer to the customer.
Sales Enablement Examples
A good example of Sales Enablement is Starbucks, which, although it may seem like a purely B2C company, also provides vending machines to companies, thereby expanding its range of products and services and entering into different business models. In this case, the brand creates a community around itself. That is why it uses different means to attract and retain its customers, creating a group of people who have a carpe diem lifestyle, while managing to optimize short-term sales.
This is a clear example of how, thanks to a high level of personalization of products or services, and how these are made known and promoted through ABM marketing services , they achieve a penetration rate, not only in B2C, but also in companies, which has a direct impact on reaching a type of public that may not be a regular user of the brand.
Sales Enablement Services
In short, B2B Sales Enablement is a great strategy where the marketing and sales departments merge, working together and cooperating, allowing for better and detailed customer service. And, within Sales Enablement , there are various techniques, such as Inbound Sales and Outbound Sales. Depending on the company that wants to carry it out, and whether it wants it to be short or long term, it will choose one technique or another.
What is achieved with this strategy is that marketing and sales teams work together and in a coordinated manner, and this is achieved through DRV Sistemas' Smarketing or Sales Marketing services . Thanks to this, the client or potential client will be given the information they need at the exact moment they want it. In this way, sales will be closed and ROI will be optimized.
B2B Sales Enablement Strategies
Sales Enablement strategies and actions are always focused on optimizing commercial resources and marketing actions, and these objectives can be achieved with different types of services that we will discuss below:
Outbound Sales
One of the main strategies in Sales Enablement is Outbound Sales or commercial prospecting, a process that allows B2B companies to contact potential clients to generate interest and sell the company's products or services. This is also called: B2B lead generation .
And it is ideal for those companies that want to china whatsapp data gain clients in B2B sectors, becoming either a main source of sales or a one-off strategy.
There are various ways to carry out this procedure, although the most common is by using the resources, advantages and benefits provided by B2B telemarketing services , that is, direct contact with targeted leads , presenting a product or service and following up until obtaining feedback in some way, to then be managed as an MQL lead . One of the main advantages is direct contact with the correct interlocutor.
The first advantage we find with Outbound Sales is that it works in the short term, allowing us to rectify and respond more quickly to customers than with other strategies that work better in the medium-long term (for example, with Inbound Sales, which we will talk about later). In addition, it allows us to contact a broader audience more directly.
Hiring dedicated B2B commercial SDRs or inside sales is a modality widely used by many B2B companies to reinforce their outbound strategies.
Inbound Sales
advertisements in the press, radio or television as traditional media; advertising posters, whether on billboards, bus shelters or other more massive media; direct sales stands; online advertisements, such as banners or SEM or Display campaigns , which have a greater segmentation capacity.
Inbound Marketing , unlike Outbound Sales, is about capturing the attention of a target customer profile, targeted lead or buyer persona. If the strategy discussed above was a push strategy, this one is a pull strategy. And, instead of focusing on the sales process, it focuses on the purchasing process, satisfying the needs of the company's customers.
With this technique, when a lead arrives, the aim is to find out more information about them. Name and phone number, of course, but also more specific information such as their interests or needs. This allows the company to be closer to the customer.
Sales Enablement Examples
A good example of Sales Enablement is Starbucks, which, although it may seem like a purely B2C company, also provides vending machines to companies, thereby expanding its range of products and services and entering into different business models. In this case, the brand creates a community around itself. That is why it uses different means to attract and retain its customers, creating a group of people who have a carpe diem lifestyle, while managing to optimize short-term sales.
This is a clear example of how, thanks to a high level of personalization of products or services, and how these are made known and promoted through ABM marketing services , they achieve a penetration rate, not only in B2C, but also in companies, which has a direct impact on reaching a type of public that may not be a regular user of the brand.
Sales Enablement Services
In short, B2B Sales Enablement is a great strategy where the marketing and sales departments merge, working together and cooperating, allowing for better and detailed customer service. And, within Sales Enablement , there are various techniques, such as Inbound Sales and Outbound Sales. Depending on the company that wants to carry it out, and whether it wants it to be short or long term, it will choose one technique or another.