Fun fact: 80% of your revenue comes from 20% of your customers.
Pareto’s principle states that 80% of outcomes are derived from 20% of its causes. This means that if you focus your efforts on the right things, it’s easier to predict the outcome. And when it comes to sales, focusing on the right things is the secret to winning. Unless you know what majority of your prospects want, there’s no way to conduct effective sales calls. With the right resources and tools, you focus on serious prospects, resulting in more deals won and revenue. One way you can achieve that is with effective sales enablement.
In this article, we’ll go over the concept of sales enablement, why you need it, and AI-guided sales enablement tools to create better experiences for your prospects.
What is sales enablement?
Sales enablement is about giving your sales team the tools and resources they need to have better conversations with their prospects. In other words, you’re enabling them to do their job better. For instance, if members of your sales team struggle with prospect calls, you might use a tool to train them on how to handle objections. They can tailor their pitch to the prospect's specific needs—improving their win rates. It’s important to note that sales enablement is a cross-team function. It typically involves the marketing team too, as they’re responsible for creating relevant sales content assets.
A list of sales enablement objectives that sales teams typically prioritize regularly
When they have the right resources, sales people learn the art of selling well. When you enable members of your team to excel, the whole organization benefits.
9 best sales enablement tools to streamline the process
Investing in sales enablement tools can streamline the sales process, increasing efficiency, sales productivity, and revenue generation. Here's a curated list of sales enablement platforms that serve different purposes—but aim to simplify the entire sales process for you.
1. Supernormal: For note taking
Supernormal is an advanced sales enablement tool that helps account executives exceed their quotas by up to 25%. It is powered by OpenAI’s GPT-4 technology (the same technology that powers ChatGPT).
With our AI note-taker, there's no need to take notes manually and the software ensures you can maximize your time engaging with clients. It summarizes pain points, goals, action items, and other critical information in a bullet format—helping you focus on things that matter.
For instance, if you’re on a sales call and need to know exactly what the prospective client said, use the “Sales Pitch” template. It’ll give you a summary of the call’s discussion and a customer summary. So, you don't have to spend time figuring out what they said—you have a list that gives that information to you.
There are 16 templates available, and you can change them based on your call type:
Meeting templates that Supernormal offers
A list of action items that Supernormal generates when you use the “General” template.
It can integrate with platforms like Google Meet, Zoom, and Teams meetings. Plus, the data is stored securely using AES-256 encryption so teams can be sure their information is safe. All in all, sales teams have a handy automated note-taker for every call they step into—removing the need to take and organize notes manually.
2. ChatGPT: For a variety of purposes
You can leverage ChatGPT, an artificial intelligence (AI) powered chatbot, as a sales enablement tool. It uses OpenAI's latest large language model—GPT-4. As a result, it understands natural language commands, making it an effective tool for brainstorming new ways to engage with customers.
You can program ChatGPT to gather information about potential customers, train your sales team, or even help you write sales emails. It's one of the few tools that is not purpose-built—which means it can fit right into your workflows.
Here’s an example of how it surveys the internet to give you a comprehensive overview of two commonly used sales enablement tools:
On the other hand, if you’re looking to train your sales team, give the chatbot a prompt to give you an objection-handling script. Here’s an example of one:
Its main benefit is that it offers a range of examples for different use cases like sales training and customer engagement. If you want to automate a process, give it a well-written prompt, and it’ll provide an output based on that.
3. HubSpot: For customer relationship management (CRM)
HubSpot's Sales Hub is a sales suite that acts as a comprehensive sales enablement tool for businesses. It offers a sales engagement platform and analytics in one easy-to-use interface. Sales reps may not have a complete view of the buyer’s journey, leading to missed sales opportunities. Using tools like HubSpot, they can get real-time insights into customer needs and cater to them quickly. Plus, sales reps need more visibility into their own or team's performance and don't have access to actionable insights that could help them improve. A robust sales analytics solution can remove that bottleneck—helping them optimize their sales strategies.
Sales reps can be more effective and efficient by providing a 360-degree view of their contacts, companies, deals, and activities. Its data-driven approach helps reps prioritize the most promising leads and engage with them accordingly.
4. HighSpot: For content management
Highspot provides businesses with an all-in-one platform that combines intelligent content management with training, contextual guidance, customer engagement, and actionable analytics. Sales reps often need help finding the right content for their sales calls or presentations and spend a lot of time searching for relevant content across different platforms. Centralized content management systems solve this issue and help them access the content at the right time.
Sales teams can discover the right content at the right time using a centralized content management tool like HighSpot. They can determine which content assets are driving pipeline progression so that they can hone in on those assets. It also offers tools for training, sales performance tracking, and feedback to improve individual performance.
5. LinkedIn Sales Navigator: For prospecting
LinkedIn Sales Navigator, a Microsoft product, empowers sales teams to establish meaningful relationships with prospects. The product combines LinkedIn's massive professional network with powerful sales-focused features like lead recommendations, tracking, and real-time alerts.
This capability makes it easy for sales reps to access essential insights and customer data to help them find and engage with the right customers. Plus, they can use advanced search filters to segment and prioritize their outreach, narrowing down leads by industry, geography, company size, or decision-making power.
6. Outreach: For email automation and forecasting
Outreach is one of the few advanced sales enablement solutions that help sales reps create and close more pipeline. It provides several AI-powered automation capabilities like deal management and forecasting. You can also create email templates for future use. Sales reps often struggle to collaborate effectively with other team members, such as marketers, product managers, and customer support. An integrated solution resolves that issue and facilitates better cross-team alignment.
Outreach uses real-time customer engagement data to predict when to take action. For instance, it alerts you when it's the right time to send a personalized follow-up or set meetings. The goal is to combine multiple functionalities like sales engagement, sales intelligence, and revenue operations in a single platform.
7. Dropbox Sign: For signing documents
Every sales rep needs an e-signature to finalize the deal. Dropbox Sign, previously known as HelloSign, helps them do just that. It has several robust signature features, like robust admin controls, document tracking, and enterprise-grade security features, to facilitate the process. It also has automated tools such as tracking and reminders to increase document completion rates and shorten the sales cycle. Plus, with features like templates and data validation, users can send agreements fast without worrying about tedious manual processes.
8. Spekit: For sales training
Spekit allows sales teams to remain productive and agile when navigating new processes and technologies. It sits on top of any web-based application and integrates with popular tools like Salesforce and Outreach so that they can access information in one click. It ensures they get the guidance and training they need when they need it. For instance, you can upload a digestible sales playbook so sales reps can access it when they have specific questions. Plus, you can update these playbooks and monitor how it's impacting the sales pipeline. Over time, it improves your organization’s sales-readiness.
9. Tome: For sales presentations
Tome is an AI-powered presentation maker that helps sales reps create engaging presentations for their prospects and internal teams. You can transform your documents into presentations in a matter of seconds, making it easier to convey complex information to potential customers. Plus, it offers an image creation tool called DALL-E tile to create compelling visuals that bring your ideas to life. This can be especially useful in situations where visuals are needed to help explain complex concepts or to create a more engaging sales presentation.
Why you need a sales enablement software with CRM integrations
As a sales rep, it's crucial to use AI-powered tools that do the heavy lifting for you. These tools automate repetitive tasks, removing any manual effort on your part. As a result, it gives you more time to focus on your prospects and their needs. But there's only use for such tools if the data is stored in the right place. This is where CRM integrations come into the picture. Supernormal integrates with popular sales CRM tools like HubSpot and Pipedrive, allowing you to enrich the contact card with insights from a live conversation. You spend less time on note taking when transitioning from call to call, and it ensures you have the correct data where you need it.
All you have to do is enable and connect your CRM account with your Supernormal account, and you’re good to go. In addition, you can also share these meeting notes with relevant stakeholders using a shareable link.
Capture critical sales meeting notes with Supernormal
If your goal is to empower your sales team and help them make more data-driven decisions, invest in the right sales enablement tools. As your pipeline grows and sales reps become overburdened with the number of prospects they have to handle, these tools will save you time, money, and upfront effort. Plus, it gives you reliable resources to base your decisions on—and make more accurate and profitable decisions in the long run.
Supernormal allows you to streamline the prospect discovery, solutioning, and onboarding process. With its AI-powered note-taker, you can stay on top of critical sales conversations and move forward with the right prospects at the right time.
Never miss a detail and reach your sales goals faster with Supernormal's AI note taker. Sign up for free today.