Insights
Our experience has shown that many large companies had the topic of sales enablement on their plates several years ago. They might have even implemented a so-called sales enablement solution back then. However, these tools in place typically function more like a "document-sharing" platform. They allow for sales people and client advisors to get to their sales materials and presentations quicker than before — and, in an optimal case, with some function to present and share these materials with clients (e.g., on tablets).
A lot has changed in sales enablement technology. These older tools typically don't have any intelligence built into them. That means they simply provide material sharing and analytics features without really helping the sales rep in their preparation, information gathering, meeting execution, or follow up process.
Newer AI technology allows for much more support through all these steps in the sales process. This significantly simplifies a sales person's efforts throughout the selling cycle.
In our many discussions with large organizations that have very sizable sales and advisor teams, we generally see the same things:
Based on these mentioned pre-conditions at most companies we speak to, it is amazing to see the wow effect we get when we show our modern sales enablement platforms in our meetings. Our clients react so positively to these long-overdue key features. Finally, these solutions are really delivering "enablement" in its truest sense with features including:
As you can hopefully recognize, there is a huge jump from the older sales platforms to which many companies have become accustomed to these modern sales enablement platforms. And we strongly encourage anyone to get their understanding of sales enablement updated based on the amazing developments that we have seen in this space in recent years.
Managing Director & Deputy CEO, Member of the Executive Board
René has been working in the field of enterprise software for more than 15 years, eight of them as Head of European Business Development for a provider of license accounting software in London. Since 2014, René has been responsible for marketing operations, brand experience and content management as Managing Director at gateB, as well as Deputy CEO for Business Development of the gateB enterprise. He also has extensive experience in the evaluation and implementation of digital asset management (DAM), marketing resources management (MRM), enterprise content management systems (CMS), brand portals and marketing planning systems.
