August 5, 2024- One of the biggest opportunities for companies that implement effective or comprehensive sales enablement is the ability to quickly solve problems and navigate challenges. Sales reps equipped with the necessary tools and resources can work around many of the challenges presented in a sales situation.
Repertoire Magazine recently spoke with Robert Fox, the director of global revenue enablement at Domo, Inc., about what sales enablement means, how organizations can use it to ensure the productivity of their sales teams, and the qualities of a good coach. Domo is a software development company that helps customers leverage data to drive better results for their business.
For example, your team can work through what a sales conversation with the prospective customer could look like. Fox said, “We can use different pieces of role-play content, which says that if you are a head of HR, if you are the head of operations, if you are X, here are your business challenges. This is how we as a company can help you achieve your goals.”
Cold calling a prospect is never easy, which is why sales enablement can be such a critical tool. Not only can this process give you a starting point for the conversation, but it can also help you to identify the pain points of the person or company that you are trying to reach.
Read more in the latest issue of Repertoire Magazine.