Sales Channel Enablement Programs
Most sales and marketing organizations are familiar with the role that marketing plays in supporting the brand and demand generation, but they are typically less familiar with marketing’s role called “Sales Enablement”. In some organizations this role may be contained in the sales operation group, or components of it may reside in product groups. For companies with complex services and solutions, sales enablement produces the highest return on investments because 80-90% of the leads come from the channel.Sales enablement activities include equipping the sales force (and partners) with the right tools to help advance and close opportunities. Specifically, providing and/or giving them access to the right tool, for the right customer at the right stage in a sales cycle. In strategic accounts this may include things such as; dedicated customer Web portal, specialized pricing models, private customer events, etc.
MarketBridge Marketing Services designs, builds, and operates sales and partner channel enablement programs. The goal is not creating demand but helping the sales force and/or partners converting it. CRM can provide information about opportunity by stage but it cannot tell managers or reps why it is stalled and how to move it.
This is why we build impactful sales tools and programs that are organized by pipeline stage and are aligned by a lead qualification process called BANT (Budget, Authority, Need, Timeframe). Programs are customized by account, product/solution and channel.
