Sales enablement software, also known as sales content management solution, provides a repository for marketing collateral and sales content to supply sales representatives with timely, productive, and useful materials during all aspects of the selling cycle. Sales enablement tools ensure that any sales representative can find the appropriate content, submit it to prospects, and track prospect engagement within that content.
These products are implemented to ensure that marketing initiatives and sales missions are aligned and content remains up-to-date and compliant. Tracking capabilities in sales enablement solutions provide reps with data regarding how and when a prospect interacts with the content and internal teams with data on how often and successfully the content is being leveraged. Relevant content provided in sales enablement solutions help salespersons progress the deal and may include case studies, pitch decks, videos, one-pagers, presentations, etc.
Many solutions in this space also offer sales training and onboarding software features to assist with sales readiness, while others integrate with these solutions. Sales enablement software should be used in conjunction with CRM software. Sales enablement software falls into the sales acceleration ecosystem with other software, including sales performance management software, email tracking software, sales coaching software, conversation intelligence software, and sales engagement software. Solutions in this category are segmented by a Best of Breed filter to differentiate between products whose core offering is sales content management and those that do not primarily focus on sales enablement and content management but meet the requirements.
To qualify for inclusion in the Sales Enablement category, a product must:
Act as a repository for a variety of marketing and sales content to be used by sales representatives
Provide tagging or search capabilities to ensure efficient discovery of content
Track engagement on content and sales pitches, such as prospect engagement or internal usage
Allow users to upload a variety of collateral or build and edit content directly within the tool
