Sales enablement software provides a repository for marketing collateral and sales playbooks to supply sales representatives with content that is productive, useful, and opportune during all aspects of the selling cycle. Sales enablement tools ensure that any sales representative can find the proper content, submit it to prospects, and track prospect engagement within that piece of content. Many sales enablement solutions offer the ability to build the content within the product, and some companies may use the content to coach, train, or onboard new sales hires. However, these products are primarily focused on acting as a hub for marketing content that is ready to be used by the sales team.
These products are implemented to ensure that marketing initiatives and sales missions are aligned. Relevant content provided in sales enablement solutions help salespersons be more prepared during calls and presentations. Sales enablement software can be similar to sales coaching and onboarding products, but sales enablement products are used for connecting marketing collateral and sales representatives, while sales coaching and onboarding products are specifically designed to improve selling tactics and pitches. Sales enablement falls into the sales acceleration ecosystem with other categories, including sales performance management, email tracking, and outbound call tracking.
To qualify for inclusion in the Sales Enablement category, a product must:
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