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By Growth Marketing Firm

Sales enablement systems do exactly what they sound like: enable sales teams to do more of what they do best – sell products and services. 

For example, when our sales director, Will, is in conversation with someone who might be interested in our services, he can pull one of our blog posts, a case study, or a detailed testimonial from one of our clients to ensure he’s giving that person everything they need to make a decision. 

There’s more to it than that, but that’s one huge way that sales enablement works. 

Our marketing team stays close to our sales team at every turn to empower them with assets they need - which isn’t how sales and marketing usually work. 

What makes us different? 

HubSpot. 

A group of professionals fitting large puzzle pieces on top of each other to form an arrow with a few of them adding the arrow piece to the top while in space to depict the concept of sales enablement.

We share the same tools, the same data, and the same contact information across all teams, so there are no silos. Everyone at Growth can see what’s going on - and all of us are constantly on hand to help each other out. 

But setting up a sales enablement system for your teams isn’t as easy as it sounds – and it’s a bit more complicated as well. 

That’s another reason why there’s HubSpot! 

And we’ll get into that shortly, but first, let’s get you a quick overview of what sales enablement is and how it can serve your teams, your business, and your bottom line. 

Sales Enablement Super Quick Overview

Sales enablement is a strategic process that provides sales teams with the necessary resources, tools, and information to:

  • engage prospects effectively
  • shorten sales cycles
  • close deals

The goal of the sales enablement strategy is to align sales and marketing efforts to drive revenue growth and customer retention. 

Sales enablement includes a great many activities, but here are the biggies:  

  • content creation
  • sales training
  • CRM integration
  • performance analytics

And if you know HubSpot, you see where this is going – because HubSpot makes each of these tasks a zillion times easier and more time efficient. 

Here’s how. 

How HubSpot can help with Sales Enablement

 

A group of professionals fitting large puzzle pieces on top of each other to form an arrow with a few of them adding the arrow piece to the top while in space to depict the concept of sales enablement with a bulleted list of services HubSpot provides for sales enablement from Growth Marketing Firm.

In addition to everything else it does, HubSpot is also a powerful sales enablement platform that provides sales teams with the tools they need to engage with prospects and close deals. 

If you’re unfamiliar, HubSpot offers a suite of products that includes:

Let’s get into what HubSpot offers for sales enablement specifically:

  • Lead Generation
  • Sales Enablement Tools
  • CRM Integration
  • Sales Training
  • Performance Analytics

Lead Generation

The first step in the sales process is to generate leads, and HubSpot offers a range of tools to help sales teams do this with ease. 

HubSpot’s marketing automation platform allows teams to create landing pages, forms, and calls to action that can capture leads from their website, social media, and email campaigns. 

HubSpot’s lead intelligence tool helps sales teams prioritize leads based on their level of engagement with the company’s website and content.

Sales Enablement Tools

 

HubSpot’s Sales Hub offers a range of tools to help sales teams engage with prospects and close deals like:

  • email sequences
  • email tracking
  • document tracking
  • sales automation 

HubSpot’s email tracking tool allows sales teams to see when a prospect opens an email, clicks on a link, or downloads an attachment - which is perfect for alerting sales teams in real-time to follow up with a prospect and what content to send them.   

HubSpot’s document tracking tool allows sales teams to see when a prospect opens a proposal or presentation. This information helps sales teams know when to follow up with a prospect and what questions to ask them.

CRM Integration

HubSpot CRM is a powerful tool that allows sales teams to manage their pipeline, track their deals, and automate their sales processes because it helps sales teams keep track of and personalize their interactions with prospects and build stronger relationships.

It’s tightly integrated with the Sales Hub, Marketing Hub, and Service Hub - which allows sales teams to have a complete view of their prospect’s interactions with the company across all touchpoints. 

And it’s a data silo-busting combo that unites teams around any of your services and processes. 

Sales Training

A sales person and a marketing professional high-five during a meeting.

HubSpot offers a range of sales training resources to help sales teams improve their skills and knowledge. 

HubSpot Academy offers a range of courses and certifications for sales that cover topics such as:

  • sales prospecting
  • objection handling
  • sales methodology
  • and much more  

HubSpot’s sales blog offers a range of articles and best practices on sales enablement and sales management, and they constantly put out new articles to keep up with weekly trends in sales. 

Performance Analytics

HubSpot’s Sales Hub offers a range of performance analytics tools to help sales teams measure their success and optimize their processes, like: 

  • HubSpot Sales Analytics Tools
  • HubSpot Sales Performance Dashboards
  • HubSpot Sales Forecasting Tools

HubSpot Sales Analytics tool 

Allows sales teams to track their deal stages, win rates, and deal velocity. 

HubSpot Sales Performance Dashboard 

Shows sales teams their individual and team performance metrics in real-time. These are easily customizable for each team member. 

HubSpot Sales Forecasting tool 

Allows sales teams to predict their future revenue based on their current pipeline and historical performance.

Sales enablement as a strategic process works like a charm to provide sales teams with the necessary resources, tools, and information to engage prospects effectively, shorten sales cycles, and close deals. 

If sales enablement sounds like something your team (and your bottom line) could use, talk to us.

We not only build sales enablement systems in HubSpot, but we also consult businesses (and teams) ready to try something that works. 

We’re HubSpot Diamond Solutions Partners (in the top 2% of over 7K HubSpot partners for client services), and we’re sales software + systems experts. 

Give us a shout. We’re literally right here with everything you need to support your sales team. 

Learn about Sales Enablement Services from Growth Marketing Firm