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In a highly competitive and increasingly commoditized world, how you, as a sales person, engage with a prospect helps you stand out from the pack. If you have spent time on your Ideal Client Profile (ICP), you know what your best prospects look like and what keeps them up at night. Equipped with the right knowledge (and the paid version on LinkedIn, Sales Navigator), you can identify these people with pinpoint accuracy. It’s not the end-all-be-all of sales tools, but it’s a modern professional’s path to engaging in a whole new way.

The proper documentation of current processes, in addition to receiving input from a variety of users, is imperative to ensure that you capture all the correct steps is imperative to setting a good CRM foundation. It’s important to define the field name, what type of field it should be (currency, single vs. multi picklist or a lookup relationship) and add help text so that users know exactly what they are expected to enter. When first implementing, it’s a best practice to have a set bi-weekly meeting following the deployment so users can ask questions, walk through live scenarios, and introduce best practices and new functionality. Most CRM systems have mobile applications that allows users to enter details on the go and not spend a wealth of their time doing data entry.

There is a lot that has been written lately by Gartner (Buyer seller journey) and others like CSO insights (2018 Buyer Seller gap) that highlights how sophisticated the buyer is today. A company owes it to its sales personnel to provide the most up to date sales education on products and services coupled with sales training on best practices to execute on the buyer journey. Sales Enablement experts, whether they be internal or external, can help you pepper the latest and greatest selling approaches and reinforce them with ongoing sales coaching. Leveraging internal or external sales enablement experts can offer an outside perspective, leverage industry best practices, and provide a more competitive perspective on deals and opportunities.

We are excited to release the Fall issue of Sales Empowerment Group’s Magazine Accelerating Growth. Read how marketing and sales leaders can focus on accelerating revenue. Please download with the button below, and let us know if you would like to continue the conversation on how to hit your numbers in 2020. Have a great Q4!