Source of Infographic: MarketingTechBlog
Technology For A Successful Sales Enablement Model
It can be helpful to visualize the sales enablement model, particularly if it is seen through the lens of the technologies and the tools that are needed in order to propel the prospective relationship forward throughout the different sales cycle stages. The following article on technology for a successful sales enablement model will help you do this.
Lead generation through marketing involves events, PPC, a website and email. Lead generation through sales is gained through social selling, cold calling, referrals and, like marketing, emails as well. Emails are the common force in lead generation through both marketing and sales.
There are many great pieces of marketing software out there for lead nurturing. These include but are certainly not limited to: Eloqua, Right On Interactive, Responsys, Exact Target, Pardot and Marketo. Likewise, there are also many great sales prospecting softwares. These include ZoomInfo, LinkedIn, Jesubi, Inside Sales, InsideView and Data.com.
Once leads are generated, the first stage of the sales cycle is the Prospect stage. It includes all leads from both sales and marketing lead generation efforts through different channels. These prospects are general and have not yet been qualified by actually talking to the person.
Leads are qualified and Filtered (the second stage) through a number of different avenues. Formstack and Wufoo can be used to generate forms that can qualify leads. Word and Powerpoint identifies sales collateral. GoToMeeting and ReadyTalk can be used for web conferencing and TinderBox and Prezi are used for presentations.
Once leads are qualified, they enter the Qualify stage of sales. These have yet to be firmly confirmed. Sales support can be gained from TinderBox for proposal templates. Opportunities are gained through proposal management and quoting with BigMachines and Cameleon.
The fourth stage of the sales cycle is the Confirm stage. The Confirm stage includes every qualified prospect who meets all the sales criteria. These criteria can include authority, budget, timeline and need. An opportunity needs to exist and the prospect needs to have shown interest by engaging in sales proposals.
Forrester, Gartner, Dun & Bradstreet and SiriusDecisions are some analyst software products that help with positioning. Contract management and E-Signatures are aided with the help of TinderBox, EchoSign and DocuSign for closing the deals.
The fifth stage is the Negotiate stage. This includes all confirmed prospects within the final stage of opportunity. These people have engaged with sales reps and have requested specific deals and even a contract.
The Transact stage is the final stage of the sales cycle. It includes all closed and won opportunities. The new client will have accepted the contract by this phase. The last steps include collecting the payment and any other information that is needed.
Software that can help with this final stage are SurveyMonkey and Polldaddy for feedback surveys. Payment software such as PayPal, Sage, NetSuite and Authorize.net can be used for collecting payments.