The decision to purchase a sales enablement platform is not one that should be made lightly. It’s not like you’re buying gum here, you can’t just waltz in and select whatever catches your fancy at that particular moment. Unless you’re the kind of person with very exacting gum standards, then that analogy kind of falls apart for you, but you get the point.
It’s no secret that a sales enablement solution has the power to radically transform an organization. Organizations that have implemented a sales enablement solution have seen a 350% increase in content usage, 275% boost in conversions, and 65% more revenue generated by new reps. Additionally, Aberdeen has found that organizations with a sales enablement platform experience a 13.7% annual increase in deal size.
Because of the way a sales enablement solution radically alters organizations’ sales and marketing teams, the buying and implementing process is a very thorough one. You can think of the process as having two distinct halves. First, the buying process. Then, the implementation process. Each of those processes has its own unique requirement and challenges.
You’re probably thinking to yourself, Wow that sounds like a lot of work! Sure is, bucko. But you don’t go around reading sales enablement blogs because you’re someone who doesn’t care about their job or improving their organization. And lucky for you, because you’re the type of person who reads sales enablement blogs, you’ve come to the exact right place to learn the steps for purchasing and implementing a sales enablement solution.
Well, not the exact right place because this is just a blog and you don’t go around giving everything away for free on a blog. You’re going to have to download our full Buyer’s Guide and Implementation Guide to get all the real secrets. But we’re generous folk here so below we’re going to outline the main steps you will be going through during both purchasing and implementation.
Buying a Sales Enablement Solution
The stages of purchasing a sales enablement platform are broken down into phases and they are as follows:
- Determine Your Readiness for a Sales Enablement Platform
- Build Your Team and Set Your Goals
- Research the Vendor Landscape
- Create a Shortlist of Vendors
- Issue a Formal RFP
- Build Your Business Case
Contained within those stages are additional steps that will be necessary to take before you purchase. Make sure you read the full guide to get a clear understanding of each phase.
Implementing a Sales Enablement Solution
There are three core pillars of implementing a sales enablement platform and they are:
Does all of that feel like a tantalizing tease? Do you wish there was more information to consume? Well golly, how about that, we just happen to have a couple of whole guides dedicated to these very subjects. So if you’re interested in learning more about buying and implementing a sales enablement solution go ahead and click the shiny picture below to have all of your wildest dreams come true. (Please note that only if your wildest dreams contain sales enablement solutions will they come true.)
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Author: Matt Ellis