TECHNOLOGY


EVOLUTION OF SALES ENABLEMENT INDUSTRY In response to this digital overload, the sales enablement industry is consolidating. Players are merging. Learning providers are adding content management capabilities and vice versa. Specialized, single-threaded tools will find it difficult to win. Comprehensive solutions rather than siloed tools are emerging as the smart choice. 2023 will be a very different year for sales


organizations. Budgets are being level-set or cut. Organizations need to rethink headcount, processes, and tools. Effective sales teams will use modern platforms offering learning, sales content, and virtual selling capabilities while rebalancing resources. Today you need to take a holistic approach to meet long-term needs. Innovative sales enablement technology can help you deliver a single interface to sellers for learning, content, collaboration, conversation intelligence, and virtual selling. With a comprehensive platform, multiple functions can deliver insights to drive results in the next normal—while lowering both cost and seller frustration.


HOW TO DO MORE WITH LESS: BENEFITS OF TECH STACK CONSOLIDATION Building the right tech stack is not an easy job, but the benefits are huge. You know from experience that the more complex the learning process is, the less likely sellers are to embrace it. A fragmented approach that relies on multiple tools for different training and enablement initiatives hurts adoption, leads to poorly trained sellers, and ultimately hurts your bottom line. Most sales enablement leaders are stretched


too thin to manage multiple systems. In addition to subscription fees, there’s the time and effort to maintain each platform.


Replacing siloed tools such as LMS, CMS, coaching, role playing, reinforcement, and call coaching with an all-in-one solution is a practical decision for several reasons. You gain system- wide benefits that you're not able to realize unless you have a comprehensive platform. With a holistic approach you can: 1. Gain a 360-degree view of behavior and


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content correlated with success, instead of making assumptions and drawing correlations based on the content reps share or the exercises they perform.


2. Reduce workload with a seamless administration of a single solution versus management of multiple separate platforms. 3. Increase user adoption with a frictionless experience for reps who can access, create, and share content, get training, and collaborate with their teams without switching tools. 4. Cut costs by eliminating subscriptions to redundant tools.


5 ESSENTIAL CAPABILITIES OF THE NEW SALES ENABLEMENT STACK But how do you know what tools to implement? Make sure you choose a solution that delivers the core capabilities to help your organization succeed. There’s a new breed of integrated learning


platforms that offer a holistic approach to sales enablement. These solutions accelerate the sales cycle, drive higher average contract values, and boost profitability in the sales organization. The five essential capabilities of the modern sales enablement tech stack are: 1. Onboarding and Training 2. Content and Messaging 3. Coaching and Collaboration 4. Product Launches and Rollouts 5. Virtual Selling


DELIVER NEXT-LEVEL SALES ENABLEMENT Imagine using a different tool to create documents, presentations, datasheets, and email. That’s what today’s sellers navigating multiple sales tools face in most companies. Anyone who still has that mindset for sales enablement technology will be at a competitive disadvantage within the next two years. With the uncertain economy and tightening budgets, making quota is tougher—and more critical—than ever. Sales enablement—when done well—is proven to drive results. Given its powerful impact on the bottom line, a comprehensive sales enablement solution is no longer optional. It’s a crucial element for survival, growth, and success in today’s ultra-competitive economy. 


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