Sales enablement

Candidly, by highlighting this area of service, we may see a decreased need in our other specialty segments. However, in addressing this link in the chain of partner relationships, all parties involved would see great benefit by way of adoption, user experience, and as you may have guessed...cost savings.

Sales enablement is the practice of providing the necessary tools and resources to business development teams in order to close a deal. While we have noticed structure to this end in some organizations, a vast majority of them seem to lack the direction needed to set up these teams for success. More often than not, the "throw it out in volume  and see what sticks," method is typically followed up with heavy documentation of failed attempts to reach decision makers into a CRM. 

Why is this an important call out for Corvus Strategic Advisors?

Current economic uncertainty has resulted in a need for doing more with less operational resources, and an increased focus in sales activity in order to generate additional revenue. In the event the efforts of a sales representative are rewarded with a closed deal, if they have not been provided the necessary tools to understand critical elements of their product that are relevant to sustainable business, delivery post implementation or product launch may struggle or fail. The disconnect between sales and delivery is a growing trend we have witnessed taking rise over the last few years, and ultimately disengages buyers from potentially wanting to try again.

So how do we address these issues? CSA has assisted organizations with:

• Evaluation and analysis on ROI of current KPI's to determine opportunities as well as lost deal markers
• Creating a full fledged sales cycle with activities and documentation (i.e., discovery questionnaires, pitch decks, qualification forms) to help guide the deal through to closure.
• Providing training to sales staff on messaging to ensure your team is not "walking back" a solution based on inability to delivery, or take on unnecessary cost.

The best measure of success for a sale is the renewal rate. It ensures your product will see a solid revenue stream for years to come. Corvus Strategic Advisors takes great care in providing your teams with what they need to be a subject matter expert that can overcome objections and create long-lasting partnerships.