Sales Enablement

The customer journey has changed significantly over the past few years, and not least digitalisation means that as a seller, you have far fewer opportunities to influence decision makers and influencers before choosing to buy.

This means that the classic sales virtues such as cold calling, prospecting and product presentations are less effective today, as customers typically only want to talk to the seller when there is something they cannot find or research themselves.

Therefore, as a sales manager, you should rethink your organization so that you create value for the customer where the customer wants it. This requires a sharp prioritization in the sales strategy, segmentation and a rethinking of how to sell to customers. In other words, your entire sales philosophy.

The key is to create an organization in which the Sales, Marketing, Service and the supply chain pull in the same direction and contribute to a single customer-facing effort. And where knowledge sharing and streamlined sales processes make it possible to release resources from “operations” to a truly value-adding effort that aligns with customer expectations.