Sales Enablement Technology

Summit Blog Sales Enablement Technology

The signs are all around us that 2023 and beyond may be a challenging time for sales organizations. Sales enablement technology from Salesforce andSummit can help you bridge the gap between quotas and realities.

Sales enablement tools and technology can increase close rates by as much as 35% on average. What does effective sales enablement technology look like? It consists of the tools that ensure any sales representative can find the proper content, submit it to prospects, and track prospect engagement with full visibility for sales management. But it is so much more than that. A robust suite of sales enablement tools provide learning tools, selling insights, centralized content, and sales team collaboration all in one place. Based on Salesforce’s recent benchmarking of companies that have implemented a formal coaching process for sales reps supported by technology, they often have the following components:

• Learning Tools: a learning environment to facilitate continuous learning. Training modules are available on topics such as product capabilities, competitive differentiation, purchase cost justification, etc., that salespeople can leverage as they engage prospects throughout the sales cycle.

• Selling Insights: technology-generated recommendations to supplement one-on-one coaching sessions. For example, analyzing a salesperson’s territory, selling insights could recommend which accounts to pursue first and what value propositions are most likely to resonate.

• Centralized Content: a centralized online repository that salespeople can easily utilize to get access to the information/sales tools needed to effectively engage prospects and customers throughout the sales process.

Sales Team Collaboration: a social network that supports data, file, and knowledge sharing among sales team members as they work together to pursue and close opportunities.

In the early days of sales enablement, these initiatives typically involved implementing point solutions that were loosely connected to CRM. Now Summit is seeing the emergence of sales enablement suites. The most recent example of this is the release of Salesforce’s Enablement, which provides functionality to cover all four areas mentioned above. It is fully integrated with Sales Cloud to optimize how sales professionals engage with prospects, customers, and other members of their team.

The pressure is on for sales leaders to create enablement tools and programs for their teams that make a real impact on revue goals with built in tools to measure how well it is working. Selling in a hybrid world is challenging and 58% of sales people say virtual selling is harder than selling from an office.

Salesforce’s Enablement provides:

  • Revenue Milestones
  • Tailor-made Templates
  • Insights and Analytics
  • Structured Enablement with Drag and Drop Building
  • Einstein Conversation Insights to Harness the Data and Power of Artificial Intelligence
  • Tools to Manage Change and Drive Adoption

With heightened uncertainty of what the buyer/seller environment will look like in 2023, sales management has no choice but to challenge the “status quo” around how they have been selling.

Summit and Salesforce are ready to drive success for your sales organization with outcome-based enablement. Are you ready for the challenge?

Reflecting on the above, the importance and value of optimizing sales coaching are clear. Sales organizations choosing not to do so will put their sales performance at a higher than necessary level of risk—at a time they cannot afford to do so.

Summit is ready to implement Salesforce’s Sales Enablement with your new or existing Salesforce CRM tools to provide an empowered sales force.

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Northwoods worked with Summit to help migrate our Microsoft Dynamics CRM system to Salesforce.  Mike and his team were extremely knowledgeable, thorough, and easy to work with.  They were able to help us configure the system to handle complex business processes while making the system easy for end users.  They were also able to migrate all our legacy Dynamics data to the new Salesforce system.  Summit helped train our technical team on Salesforce administration while keeping the project on time and under budget.  I highly recommend Summit for any Salesforce-related project.

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As a leader of a small non-profit aimed to scale rapidly and efficiently, I knew it was critical to transition from antiquated spreadsheets to a sophisticated CRM. We dabbled in Salesforce on our own the year prior. To put it mildly, I was terrified to go there again. Mike and his team at Summit met my apprehension with confidence and reassurance. They were timely, efficient and positioned us to utilize Salesforce in ways we hadn’t imagined. Every day I’m in awe of what Salesforce can do; to Mike’s credit for imparting his wisdom. Summit has positioned us for unprecedented opportunities at Walk with a Doc. Thank you!

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We went through 3 consultants before finding Summit. The difference was night and day, and the cost was very reasonable. They helped us get our Communities up and running in less than a week (after 2 other teams essentially dragged their feet for 9 months - yes, 9 months!). We are ecstatic! We also have Managed Services with them, for a few hundred bucks a month they are our go-to for anything Salesforce. The team is INSTANTLY responsive - like within 2 minutes. I have experienced other consultants and can tell you, there is no comparison. Hire Summit!

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Paige B.

We have primarily been using Salesforce for our sales team. Recently we decided to bring our support team on and Summit did an awesome job helping us get everything set up the way we needed.

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Great experience with Summit. They are very knowledgeable about Salesforce and their turn around is outstanding. I am looking forward to working Part 2 of our plan with them.

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Kay W.

The skill set and knowledge that Mike Leibrand has brought to this project far surpasses our initial expectation- especially since our initial contact with Salesforce corp. was challenged in regards to utilizing training videos to suit our scope and need. Mike has been helpful in supporting our team with a custom solution in order for us to be able to serve our community better. He is timely and professional, and eager to learn about the why before telling us the what.

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Matt S.

Mike and his team at Summit Tech made our Salesforce dream a reality. As a small non-profit on a limited budget with very specific CRM needs we were challenged to find a suitable Salesforce partner. Fortunately we were introduced to Summit Tech, and from day one they made the formidable task of implementing Salesforce doable (and even enjoyable!). Mike is a pro, from his accessibility and communication to industry knowledge and attitude, he never said 'no' to a request. When we encountered hiccups along the way he took the time to trouble shoot and make fixes, even when it was outside the original scope of the project. We didn't deviate from the project timeline or budget, which says a lot considering our custom needs for data collection/reporting, donor communication, and third party plug-ins. If you are considering implementing Salesforce or have any Salesforce needs, I highly recommend Mike and his team.

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