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Using Sales Enablement to Capture Outbound and Inbound Leads

Aug 9, 2022

Take Control of Sales Engagement With Sales Enablement Tools

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by Nicole Stiverson
As a salesperson, you're always on the lookout for new opportunities. It's critical to track and manage leads and act on them quickly.
The only way to ensure your sales process is efficient and productive is by managing your leads effectively.
How do you do this? Using sales enablement processes and tools to capture your leads.
We'll explain.

What is the role of sales enablement?

In B2B sales, it's not just about the product. It's about the process.
Sales enablement is a set of processes and tools that helps your sales team get the job done and remove barriers to success—and it can have a huge impact on your bottom line. Sales enablement's role not only provides your , but also establishes standard operating procedures needed in order for your businesses to be successful.
Sales enablement tools can range from CRMs to training programs, but they all have one thing in common: they're designed to make it easier for your sales team to sell your product or service. When you support your team with the right tools and training, you'll see an increase in conversions and a decrease in time spent on the road--which means more time spent doing what they love!
Let's take a look at how you can use sales enablement to support your sales and prospecting teams, so they can be more successful in getting the leads they need.

What are the main challenges for sales enablement?

The most common reason why sales and prospecting teams fail is that the sales reps do not have the right tools and resources to close deals. They also fail because they don't have all the information they need about their prospects, which leads to bad communication between the rep and prospect.
Sales enablement tools can help prevent these failures by providing sales reps with all of the information they need about their prospects so that they can easily communicate with them, as well as helping them build relationships with them so that they feel comfortable buying from them.
Illustration of team working together to fix bad outcome.
You've got to take control of the connection with your leads with the help of sales enablement.

Take Control With Sales Enablement Tools

Illustration of sales team as gears working as one entity.
When it comes to , luckily there are plenty of efficient sales enablement tools to help you take control of your leads at any target stage. Here are some ways you can do this:
  • Manage your sales process: 
A good sales enablement tool will help you set up and manage a standardized, repeatable process for converting leads into customers. This is especially useful in B2B, where many steps are involved between the point when a lead comes in, and they become an actual customer.
  • Manage your sales pipeline: 
The right sales enablement tool will give you insight into how each stage of the funnel is progressing — or not progressing. This insight will allow you to make informed decisions about whether or not certain aspects of your business need attention—and if so, what kind of attention it deserves.
  • Address communication challenges that arise between all parties involved in the buying cycle:
Harnessing the proper sales enablement tools with predictive analytics based on past performance data can close the gaps between buyer cycles, , and sales teams. 
For example:
Your B2B company has a prospecting team who generates leads and sales representatives who convert those prospects into qualified buyers. Both the prospecting and sales teams can use sales enablement tools to build relationships with outbound and Inbound leads.

Why is sales enablement software important?

Sales enablement is a set of tools and processes that help your reps close more deals. Sales enablement aims to give you control over your inbound and outbound leads so that they can be converted into customers at the highest rate possible.
Illustration of business person controlling gears in sales enablement process.
Sales enablement lets you:
  • Track your sales opportunities in real-time using dashboards and to see what's working or not working for each rep. You'll always know where to focus your efforts on closing more deals.
  • Use lead scoring to keep track of the qualified leads who are most likely to buy from you, so they don't get lost in a sea full of unqualified leads.
  • Keep track of all your leads and opportunities by using CRM software that integrates directly with your email service provider (ESP). This way, your prospects won't get lost in an inbox full of messages from different people—they'll stay organized and easy to find!
  • Use templates and for repetitive tasks like sending emails or creating proposals that can be customized for each new customer or prospect. This reduces mistakes and saves time for everyone involved!
  • Keep track of meeting notes in one place so no one has to worry about remembering important details from every call or meeting they've had recently (or ever).

What sales tool is most effective?

Alright, so we keep talking about the tools, but you may be wondering what these tools actually are. We’ve got a few in mind that we love for our Denver boutique marketing agency and for our clients like HubSpot’s and
But, lucky for you, our partner HubSpot, wrote a great article on the seven best sales engagement platforms:.

How do you create a sales process for B2B sales?

Having a team of inbound marketing experts audit your current sales process and sales enablement tools can shed light on an entirely new area of leads that you’ve been missing.
Schedule a discovery call with Darby today to help your sales team find new inbound and outbound leads!

The best sales enablement tools are designed to help you connect with your inbound and outbound leads and keep track of their journey through the sales process. They also give you the chance to boost your productivity by streamlining every aspect of selling, from lead generation to closing deals.
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