Right now there's one big idea making waves is in B2B sales–revenue enablement.

But what exactly is that?

If you're a bit puzzled, you're not alone. Many people mix it up with sales enablement. But here's the scoop: revenue enablement is more than just about 'sales'.

Revenue enablement is about empowering all teams that interact with customers, giving them the tools they need to sell more and help the business grow.

This isn't just a buzzword—it's a game-changer in how companies plan sales and marketing to drive profits. Understanding revenue enablement is the first step to transforming your business for the better.

We'll dive into the key tools that help power a revenue enablement function, like digital sales rooms and conversation intelligence, changing up how sales are made, and ultimately how deals are closed.

Let's look at this in more detail 👇

First off, what is 'revenue enablement'?

Revenue enablement is all about boosting the performance of teams that bring in the money.

It started as "sales enablement" but now it’s much more. It includes all customer-facing roles, not just sales.

This means its impact stretches across your entire business.

We think Gartner describes it best:

Revenue enablement “expands sales enablement’s purview from sales-only to supporting all revenue-generating channels and customer-facing, revenue-generating roles”.

Plus, it ensures every team gets the training and support they need to tackle their weak spots. It aligns the sales team with other departments that interact with customers.

The result?

A smooth and seamless customer experience from start to finish.

What's the difference from sales enablement?

Let's explore the biggest differences between these two enablement approaches👇

Sales enablement is all about helping sales teams hit their targets.

But revenue enablement? It takes things up a notch.

It looks at the whole customer journey, from the first contact to after the sale. The goal? To align sales and marketing teams for better business growth.

Revenue enablement uses a bunch of tools and tech, like data analytics and customer feedback. This helps understand and predict what customers want.

The result? Better lead generation and customer retention. Plus, all the teams that interact with customers work together to drive revenue.

What's cool about revenue enablement is its focus on long-term goals, not just short-term sales. It covers more activities and metrics, highlighting the role of technology and data.

Your revenue enablement tech stack

Key features to look for

When choosing tools for revenue enablement, it's important to focus on features that can enhance the efficiency and effectiveness of your sales team. Here are some key features to consider:

• Ease of use: It's crucial that the tools you choose are user-friendly, so that your team members can easily adopt them. After all, no one wants to use software they dislike, right?

• Integration with existing systems: A good sales enablement tool should seamlessly integrate with your current CRM systems. This will help streamline processes and prevent any disruptions.

• Content management: Efficient content management capabilities are essential for organising and accessing sales materials. This is crucial for quick response times and effective customer interactions.

• Mobile accessibility: In today's fast-paced world, it's important to have tools that offer mobile-friendly features. This way, your reps can perform tasks and access information on-the-go, enhancing flexibility and responsiveness.

• Scalability: As your organisation grows, your enablement tools should be able to grow with you. They should support an increasing number of users and data without any performance loss.

• Data protection: With the high costs associated with data breaches, it's crucial to have robust security features in place to protect sensitive information.

• Analytics and reporting: Advanced analytics can help measure effectiveness and make informed decisions based on real-time data. This feature is crucial for tracking progress and optimising strategies.

Remember, when selecting tools for revenue enablement, it's important to consider these key features to ensure the success of your sales team.

Revenue enablement tools and software

Several tools in the market are worth mentioning for their comprehensive features and capabilities that support various aspects of revenue enablement:

Salesloft: As a revenue workflow platform, it provides comprehensive tools for pipeline management and sales forecasting, which are crucial for effective sales strategies.

Clari: Specialises in revenue operations, offering features for forecasting, analytics, and pipeline management to help sales teams meet their targets.

trumpet: A platform that enables sales teams to create personalised and interactive sales content, enhancing engagement and communication with prospects.

Gong: A conversation analytics and sales engagement platform that provides insights into customer interactions to improve sales performance and revenue outcomes.

Hubspot‍: A comprehensive CRM platform that offers tools for marketing, sales, and customer service, helping businesses grow and manage their customer relationships.

Gainsight: Focuses on customer success, providing tools for customer health scoring, lifecycle management, and engagement to enhance customer retention and expansion.

Intercom: A customer communication platform that offers messaging, support, and engagement tools to improve customer experience and drive growth.

Apollo: A sales engagement and automation platform that helps sales teams prospect, engage, and convert leads more efficiently.

Common Room: A customer intelligence platform that provides insights and analytics to help companies understand and engage with their user communities effectively.

Revenue enablement in action

How did global employment solution Oyster apply digital sales rooms to their revenue enablement strategy?

By helping the sales team at Oyster keep a finger on the pulse of buyer intent and deal engagement. By offering another level of outreach with their buyers and providing an easy-to-use space for communication, trumpet integrated in their sales process making deals quicker and easier to navigate.

‍The results?

• Follow-up email response rate increased from 33% to 43% in just one quarter
• Increased sales win rate by 130% in just 3 months
• Organised collaboration and document sharing across internal teams

💡 Discover a live digital sales room 👉here👈

The revenue enablement approach: Key takeaways

As we've looked at revenue enablement, we've seen how it can change things for companies trying to make their sales better and grow more.

When businesses use new tools like digital sales rooms, they give their teams that talk to customers the stuff they need to sell more and get customers more involved.

It doesn't just make selling easier, it also gets marketing, sales, and customer service working together to reach the same goals.

This approach has a huge impact on how a company does business and helps teams to consider the whole picture when making decisions.

For companies that want to shake up how they sell and talk to customers, jumping into revenue enablement with trumpet digital sales rooms is a smart way to get ahead of other businesses.

Sign up to trumpet and use digital sales rooms to boost your revenue enablement plan, setting you up for a future where happy customers and growing business go together.

FAQs

What are the key components of a successful revenue enablement strategy?

A successful revenue enablement strategy typically includes:

• Comprehensive training programmes: Regular training sessions for sales and marketing teams.
• Content management: Centralised repository for marketing and sales materials.
• Analytics and reporting: Tools to measure performance and optimise strategies.
• Customer insights: Detailed analysis of customer behaviour and feedback.
• Cross-departmental collaboration: Seamless communication between sales, marketing, and customer service teams.

What metrics are important for measuring the success of revenue enablement?

Key metrics for measuring the success of revenue enablement include:

• Customer acquisition cost (CAC): The cost associated with acquiring a new customer.
• Customer lifetime value (CLV): The total revenue expected from a customer over their entire relationship with the company.
• Sales cycle length: The average time it takes to close a sale.
• Conversion rate: The percentage of leads that become paying customers.
• Churn rate: The rate at which customers stop doing business with the company.

How can technology enhance revenue enablement?

Technology enhances revenue enablement by:

• Automating processes: Streamlining repetitive tasks to save time and reduce errors.
• Providing real-time data: Offering insights into customer behaviour and sales performance.
• Facilitating communication: Enabling seamless collaboration across different departments.
• Personalising customer interactions: Using AI and machine learning to offer tailored solutions to customers.

What role does customer feedback play in revenue enablement?

Customer feedback is crucial as it helps businesses understand the needs and preferences of their customers. By analysing feedback, companies can:

• Improve products and services: Make necessary adjustments based on customer suggestions.
• Enhance customer experience: Address pain points and improve overall satisfaction.
• Increase retention rates: Satisfied customers are more likely to remain loyal and make repeat purchases.

Can small businesses benefit from revenue enablement?

Absolutely. Small businesses can leverage revenue enablement to streamline their sales processes, improve customer interactions, and ultimately increase their revenue. With the right tools and strategies, even small businesses can create an efficient and effective revenue enablement framework.