B2B Sales: Enablement Tools for Sales Leaders

The strength of a modern sales team isn’t just defined by the quality of its talent, but also by its ability to empower and elevate this talent through sales enablement software and technology. High-performing sales leaders rely on emerging digital sales enablement tools to propel their reps into a new era of collaborative, insight-driven selling.

Studies show that companies using sales enablement programs enjoy a clear advantage compared to those who don’t. Research from CSO Insights found that teams adopting sales enablement enjoy higher win rates, and are more likely to be viewed as a trusted partner.

Sales enablement platforms are broad and varied in their capabilities, but all of them focus on helping deliver a seamless customer experience. For sales leaders, this means enabling sellers with the most accurate and actionable contact data available is simply not enough.

Modern sales enablement software systems like LinkedIn Sales Navigator allow sales leaders to improve the effectiveness of their team in many ways. Sales Navigator helps bridge the gap between sales, marketing, and support teams with technology designed to help them find, connect, and sell more effectively.

In short, sales enablement tools help facilitate a buyer-first strategy, letting business units across an organization share a consistent, single view of the customer experience and collaborate seamlessly to improve it.

Greater efficiency and productivity

Sales enablement tools make content and communications more accessible for reps, reducing friction so they can spend less time organizing and more time selling.
Higher-quality prospects and leads

By allowing teams to understand their prospects and manage their leads more effectively, sales enablement helps them qualify opportunities and determine where their efforts are best spent.
Superior internal & external alignment

Tools like CRMs, centralized lead databases, and shared content repositoriesdon’t just benefit sales teams by bringing them together internally. These tools also help the wider organization by allowing the sales team to better align with external business units like marketing and customer support.
Faster sales process

When sales enablement software is makes insights and timely content readily available to the sales team, reps are able to act on opportunities and timing triggers more quickly. This improved reaction time accelerates the rate at which deals enter and move through the pipeline.
More agility

When sales teams aren’t weighed down in processes and communication snags, they are able to stay more nimble and adaptive in a rapidly changing business environment.

Startup Grind

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Insight-Driven Outreach

Startup Grind uses insights available through Sales Navigator to identify and engage prospects for its entrepreneurial community. Equipped with key insights all in one place, the company’s reps were able to accelerate prospecting and save 2,300 leads over a six-month span, dramatically growing the pipeline for their client and partner ecosystem.

“It really makes the whole prospecting process so much easier, especially for my team”

–Lindsay Markel, Senior Partnerships Manager, Startup Grind
FM:Systems

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Insight-Driven Outreach

Visibility is a key aspect of sales enablement success, and FM:Systems finds it with help from LinkedIn’s sales enablement platform. Syncing Sales Navigator with their CRM provided the sales team with a 360-degree view of prospects in the pipeline, leading to a 4.6x increase in connections with decision makers, and 41% of revenue influenced by the platform. This helps them reduce what they call “pipeline fragility,” which refers to a tenuous link to the buyer’s committee within targeted accounts.

“We have a lot of deals that take 12 or even 18 months to close. We’ve never really had a great way of keeping in touch with the buyer’s circle throughout the sales cycle.”

–Christian Bogue, Former Digital Marketing Manager, FM:Systems
Percolate

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Better Alignment, Better Win Rates

As the provider of a leading content marketing platform, the folks at Percolate understand the value of reaching the right individuals with a relevant message. Sales Navigator helps them achieve stronger sales and marketing alignment so that reps have the right content to spark conversations and build relationships at their fingertips. By targeting prospects more accurately and customizing outreach based on deep insight, Percolate was able to increase win rates by 12-15%.

“We love to share relevant non-promotional content with prospects and customers, and our marketing team makes a huge effort to produce that content.”

–Irina Soriano, Director of Global Enablement & Training, Percolate

B2B Sales Enablement Tools

for the Modern Sales Leader

Why Invest in a Modern Sales Enablement Platform?

See what LinkedIn Sales Navigator can do for you

Sales Enablement Benefits for Sales Leaders

Sales Enablement Use Cases

See what LinkedIn Sales Navigator can do for you