Sales enablement software allows sales teams to consolidate and manage all materials and information from a central web location. These solutions enable your sales force to access and share resources with ease and on the go.
If a company has an endless supply of dedicated salespeople and an equally big stable of brilliant, hard-working product developers– plus a great marketing department and all the time in the world for them all to kick back and compare notes—cool!
But that’s often not the case. Even in those peak scenarios when companies have big budgets, big meetings, everyone hangs out, new products get introduced and some training even takes place along the eating, drinking, and catching up, it still doesn't guarantee that the entire force is aligned on the product messaging or is well-armed to sell the product when it hits the marketplace.
Learning on Your Laptop or in Your Pocket
A solution that helps teams across departments, and a sales force spanning across continents, get aligned on how to best sell a product is sales enablement software.
We developed Clerbo as a tool to help HR departments streamline hiring and employee onboarding practices. When Clerbo fulfilled its role as an onboarding tool with ease, we realized that there were (and are) many more ways the technology can be used.
On the HR side, the use cases have multiplied fast to provide a way to re-board employees after parental leave, facilitate employee training across a company, or track employee development milestones.
After some playing around, we discovered that Clerbo is an excellent tool for delivering microlearning courses and snackable learning modules via smartphone or on your laptop. It also provides a reliable review and testing process to make sure that lessons stick.
With Clerbo, there’s a built-in learning cadence that presents new material, reviews it, and tests for mastery in a learning loop that can be repeated until proficiency happens.
Because you’re the only person taking the training, the lesson progresses at a speed you’re comfortable with and lessons can be revisited until the material they present is firmly stored in your memory and installed in your mental toolbox.
There’s no racing to keep up with other course-takers and no boredom waiting for your fellows to catch up. You, the student, can pick the best time and place to study and the right time to take the final quiz. The sales enablement software is working to make your product learning easier and your sales calls more effective.
The goal of sales enablement is to make sure that everyone whose job it is to sell a product understands what it is, what it does, the marketplace it lives in, how to use your sales assets, who the competitors are and how to differentiate your product offering from theirs.
It’s important to speak the same language as your prospect and to understand their pain points. A big part of learning to sell successfully is learning what questions to ask a prospective customer, what objections to address, and what cases to make.
The Clerbo interface, and the information it delivers, is both your instructor and your ally as you learn what it is you’re selling, the work it does, the benefits it delivers as well as the nuts and bolts of the transaction after you make the sale. It introduces you to your sales assets and makes it possible for your team to track your progress as you master them and carry the new product into the marketplace.
How to Format and Deliver Sales Enablement Assets
Example from Y Soft's Marketing Department.
Ben Fitzwilliams, Partner and Sales Enablement Manager, Y Soft:
“I am clearly a Clerbo advocate, given that this is my 2nd statement on how this solution has improved my roles within Y Soft. Back in 2019, I was employed as a Coronial into Y Soft. Corona made sure I never made it to the head office in Brno for the 2-week-long customary onboarding meetings. Instead, Clerbo provided courses for me to become a Y Softer. Online meetings with new colleagues were booked, product information digested and training courses passed all from the luxury of my kitchen table.
Changing roles to the Sales Enablement Marketing lead in Y Soft, I looked to the Clerbo platform to help expand its use, from not just onboarding new employees, but to helping colleagues with continued education of new products introduced into our portfolio.
In April of 2022, Y Soft marketing introduced its first venture into using Clerbo to help launch Dispatcher Paragon Cloud. Learn all about that in part 2.”
Go to Part 2 here: Always-On Sales Enablement for Product Marketing