As sales can often appear to be an enigma wrapped in a riddle, it's essential to familiarize oneself with the language used in the field. Just like deciphering the ‘who’ and ‘what’ of buyers and customers is critical for sales success, learning the ‘how’ and ‘why’ of basic sales enablement terminology is no less significant.
So, equip yourself by learning these ten essential sales enablement terms, which can help you navigate the complex world of B2B sales and enhance your overall sales performance.
The foremost term you need to understand is "Sales Enablement." In simplest terms, it's a strategic approach to equip salespeople with the tools, resources, and training they need to close more deals. It’s a continuous process and bridges the gap between strategy and execution in the sales process.
This term refers to a document outlining your sales process, including strategies, target customers, and common objections. It provides a roadmap for your sales team to follow, making it a useful document for onboarding new sales reps or reviewing current processes and strategies.
The "Buyer's Journey" is the process a potential customer goes through from the awareness stage to considering a purchase, through to decision-making and finally, purchasing. Understanding the buyer's journey is key to creating targeted sales strategies that address the buyer's unique needs at each stage.
An essential term in any sales department, "Lead Scoring" assesses the sales-readiness of a lead based on their behavior or interaction with your company, such as email engagement or content downloads. This process helps salespeople prioritize their efforts on the most promising leads.
A "Sales Funnel" is a visual representation of the buyer’s journey, from awareness to purchase. It helps sales teams visualize their sales process and understand where potential buyers are in the buying process, thus allowing them to tailor their sales approach and content accordingly.
Account-Based Marketing, or ABM, is a strategic approach wherein sales and marketing teams collaboratively target key accounts, rather than individuals. The goal of ABM is to tailor messaging and content to specific accounts, thereby treating them as 'markets' in their own right.
In a "Channel Sales" model, a company sells its products or services through third-party vendors, partners, or resellers. This model expands the company's reach and allows it to tap into new markets that may otherwise be difficult to penetrate.
CRM software acts as an organized repository for all your customer and prospect information, sales interactions, and other crucial sales data. It's a vital tool in coordinating and managing customer relationships and speeding up the sales process.
A "Discovery Call" is the initial call a sales rep has with a prospective customer. It allows the rep to understand the prospect's pain points, needs, and goals. It's an opportunity to qualify the lead and build rapport, laying the groundwork for subsequent sales conversations.
A "Sales Battlecard" is a document that provides a quick overview of how your products or services stack up against those of your competitors. It arms sales reps with key messaging and responses to common objections, equipping them to sell more effectively.
No matter your role in an organization, understanding these sales enablement terms will help you better comprehend the sales world's intricacies. It will enhance your ability to communicate effectively with sales reps and understand the processes used to promote sales success.
Finally, sales enablement is an area where AI platforms like Aomni shine, providing real-time account research, actionable competitive insights, and personalized sales content. This assistance saves time and allows you to focus more on building strong relationships with your clients and prospects.