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One hour before a scheduled face-to-face sales meeting with a new prospect, spring the following questions on a high performing all-star sales rep. Chances are, they won’t know:

Whether making a sales pitch during a 60-second elevator ride, or engaging in a walk-up meeting, short sales call, or any unplanned selling encounter, the effective salesperson can use prepared content to turn a quick, surprise exchange into a high impact sales interaction using sales enablement tools. Here’s how.

The words we know and love require a vowel or two to function, and they most certainly do not include numbers. It’s no wonder that the majority of the Internet population takes a mental vacation when words like “HTML5” start cropping up.

Unless you’re one of those geniuses burrowed deep in an Apple store or you are otherwise technologically gifted (or burdened, depending), then you have likely decided that there’s no use filling your brain with technology terms that are thrown out every time you turn around. HTML5 might as well read, “skip this,” because you’re not listening.

The State of Customer Engagement

We are all learning to cope with the new normal: a perpetual state of input overload. Most of us have a LinkedIn to check, a text message to send, directions to follow, a phone call to answer, an email to forward, an appointment to keep, and, yes, that’s right, someone special sitting across from us at the dinner table, and they would just love to look into our eyes for one moment!

Marketers are continuously striving to roll out successful content assets for the Sales team.

There are two types of sales managers. Most behave like donkey-and-cart drivers, moving sales reps onward with a carrot of reward and a stick of punishment. These reps alternately entice and pummel sales reps into driving sales numbers forward. Stick and carrot sales managers are focused on the destination: they spend their time micromanaging results and obsessing over goals.

Every time a sales exec is asked to commit to a forecast number, all they wish for is that they had a crystal ball. “What’s the real deal with this customer? “How far are they in the sales cycle?” What are the chances that they would make a purchase decision in the next 2 months?” In reality, most sales execs end up guesstimating when a deal will be closed and end up applying fuzzy math to their forecasts.

Companies that haven’t yet adopted Sales Enablement are lacking the competitive advantage in capturing real-time analytics on buyer behavior. There are no answers to questions like:

The tablet has changed the game in the face-to-face interaction and it has changed the game for the sales rep, too. The moment that a sales rep leaves the office for a sales call, Sales and Marketing execs empower the sales force with Mobile Sales Enablement. Companies that harness the possibilities offered by Sales Enablement technology, in other words, the tablet, are succeeding in several areas, and one of them is by bringing a system of Mobile Content Management into place.

If you thought that you could repeat the same sales pitch to every customer that you come across, you must have been living under a rock for the past few years. The customer, today, is a lot more knowledgeable with readily available access to information around the web. For this reason, it is always beneficial to cater to each customer’s need individually and to provide them with information relevant only to them. This is achieved with the help of sales enablement apps. These apps are designed to equip your sales reps with relevant information and answers when engaging with a customer over a sales call. For example, if you are a manufacturing company, then your sales enablement software should enable your sales executives to share the right messages with the right customers at the right time.