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Shawn Casemore | Sales Growth Consultant
Shawn Casemore - Accelerate Sales Growth Shawn Casemore - Accelerate Sales Growth
For Immediate Release:
Dateline: Toronto, Ontario
Monday, October 18, 2021

Shawn Casemore | Sales Growth Consultant | Keynote Speakerhttps://shawncasemore.comAccelerate Sales GrowthFri, 15 Oct 2021 19:56:42 +0000en-UShourly 1 Virtual Selling: A Concise Guide To Definition, Tips & Techniques!https://shawncasemore.com/virtual-selling/?utm_source=rss&utm_medium=rss&utm_campaign=virtual-sellinghttps://shawncasemore.com/virtual-selling/#respondFri, 15 Oct 2021 19:56:42 +0000https://shawncasemore.com/?p=15985Virtual_Selling_GuideWhat is virtual selling? Virtual selling is the process by which sales professionals, executives, and business owners interact and engage with buyers virtually to introduce, convert and close the sale of their product or service. The process of virtual selling vs face to face selling differs based on the use of software and various technologies […]

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What is virtual selling?

Virtual selling is the process by which sales professionals, executives, and business owners interact and engage with buyers virtually to introduce, convert and close the sale of their product or service.

The process of virtual selling vs face to face selling differs based on the use of software and various technologies to enable communications and enhance the buyer’s experience.

How do you sell to customers virtually?

Sales professionals and executives that sell B2B often believe that virtual selling is replacing existing customer-facing interactions with similar virtual interactions. 

Instead, it’s essential to assess the effectiveness of virtual interactions compared to previous successful face-to-face sales tactics by monitoring two key variables.

Let’s discuss some virtual selling techniques to help you ensure you get the most from every virtual transaction.

Monitor Buyer Interactions Closely

The key to an effective virtual selling strategy is to create a virtual experience that is both interesting and engaging for your buyer. Monitoring buyer interactions such as response to outreach, engagement during presentations, and feedback following a presentation are key success measures.

Solidify Relationships with Clients

To transition buyers accustomed to meeting face-to-face to a virtual selling environment requires that you have solid relationships in place. Building and maintaining trust are critical factors to ensuring your virtual selling strategies are effective.


Why virtual selling is important

The pandemic has accelerated the adoption of virtual selling. As a result, buyers and sales professionals realize the significant benefits and opportunities offered by adopting virtual selling strategies.

Virtual Sales in a post-pandemic environment

Virtual selling creates a significant opportunity for sales professionals, executives, and business owners when done correctly. Primarily virtual selling or remote selling can allow sales professionals to hold multiple meetings with buyers in a day, rather than being limited based on travel time.

It is also easier and faster to scale virtual selling than in-person selling as there is no need for additional sales talent for each region or sales territory.

Make buyers feel comfortable.

A recent study by McKinsey identified that over 70% of B2B buyers preferred remote human interactions or digital self-service. 

Buyers have quickly become accustomed to virtual selling as a way of doing business. Of course, meeting virtually rather than in person keeps them safe, but importantly, it offers a much more efficient means of engaging with sales professionals.

As decision-making in b2b organizations becomes increasingly complex, buyers can interact as necessary without sitting through extensive meetings or presentations.

Don’t skimp on preparation.

Of all the virtual selling tips to consider, the most important one that many sales professionals disregard is the importance of preparation. 

When sales professionals invest time in understanding who their buyer is, what their company offers, and what their specific needs might be, their chances to engage and convert buyers increases significantly. 


What are social selling tools?

When it comes to selling virtually, identifying the right tools and using them to our advantage will determine our degree of effectiveness. 

Social selling tools are the social networks and software that sales professionals can use to find, connect with and engage potential buyers. The key to being effective is ensuring you use the right social tools considering your buyer’s preferences. 

Technology that rocks virtual selling.

Selecting the right technology to sell in a virtual environment is vital. For example, some of my favorite social selling technology includes the following software:

LinkedIn Sales Navigator: The sales navigator feature allows you the opportunity to search, save and segment potential buyers on LinkedIn.

Hootsuite: This software will allow you to schedule and share content across various social networks to spread the word about your product or service.

Lusha: Easily find contact information for potential buyers and referrals within your existing LinkedIn network using this software.  

Awario: Practice social listening and stay on top of the conversations you’ll want to engage in with Awario.

What platforms are optimal for your business

There is no single software or solution that will provide everything you need. Instead, it’s essential to look at your existing sales processes to determine where gaps exist. 

Use the following questions to identify what platforms or software you’ll need:

  1. Where are the weaknesses in our social selling strategy today?
  2. What software or tools exist that can address these weaknesses?
  3. How can we integrate this technology to enhance our selling processes?

Being selective about the software platforms you choose will ensure that best practices in selling are enhanced and replicated, not lost amidst a myriad of unnecessary software features or steps.

The role of video calls in sales

The use of video is one of the main differences between virtual meetings vs face to face. The key is to use video effectively to enhance the quality of the relationship between the buyer and the conversion speed to a customer.

The key to ensuring video is practical is to follow the five fundamentals of successful video calls:

  1. Allow additional time: Unexpected network glitches and software updates can delay logging in. For that reason, always allow extra time when using video. 
  2. Be familiar with the platform: Although most video platforms are similar, there are always nuances. Make sure you are familiar with how to chat, upload documents and move around the software you select.
  3. Let your customer decide: Don’t force customers to use your preferred video platform. Instead, the responsibility is to ensure you are familiar with any platform your customers are using.
  4. Focus on the camera, not your screen: Using video effectively requires eye contact. Make sure you focus on the camera to give the impression of maintaining eye contact with your buyers.
  5. Be seen and heard: If your lighting is poor, you’ll lose the attention of your buyer. Make sure to use well-lit rooms when using video to ensure your customers can see your face.


How can I improve my virtual selling skills?

Like any skill, virtual selling takes practice. However, you can incorporate some best practices that will give you a competitive advantage over your competitors. 

Seed your presentation with pre-call materials

According to a recent Gartner study, today’s B2B buyers spend nearly 50% of their time researching a purchase before they ever engage with sales. 

For this reason, we must seed pre-call materials and critical information that buyers would have encountered on our website, social networks, or marketing materials into our presentation.

Doing so bridges the gap between the buyer’s research and what we’re offering. When we avoid confusing the buyer, we make a faster transition to close the sale.

Supplemental materials after the call

In a virtual presentation, it’s easy for buyers to forget. Moreover, unlike a face-to-face meeting, there are no materials to leave behind for buyers to peruse at their leisure. 

For this reason, you always want to follow up after your presentation with supplemental materials. The key is not to overwhelm the buyer in content but rather share anything supporting the points you made during your presentation.

Examples of supplemental materials include copies of the slides you presented, videos of your product or service in use, testimonials of happy customers or clients, and documents highlighting or supporting key points you raised, such as case studies.

Plan for surgical follow-up

A study by the Brevet Group identified that 80% of sales require a minimum of five follow-ups, yet 94% of sales professionals have given up after four follow-ups. 

If you want to get the sale, you need to be strategic and surgical about how you follow up. Sending an email with the same messaging, for example, is not strategic. Instead, use virtual selling techniques to enhance the follow-up process.

You can enhance your follow-up by incorporating video into your email using tools like Vidyard or Hippo. Standard video and hosting platforms such as YouTube or Vimeo can also be helpful in product demonstrations or to share client or customer testimonials.

The more personalized and customized the follow-up approach is, the greater your chance to get and keep your buyer’s attention.

Deal with questions/objections and close the sale.

If you’re still wondering what virtual selling skills are, the most important are those that help you close the sale. After you’ve connected with your buyer and delivered your presentation, you’ll need to ensure you keep the deal moving towards the close. For this reason, you should expect and prepare for objections.

The best way to be prepared is to identify the most common objections you hear and prepare your response. Test responses with your peers to ensure they are both reasonable for what you can deliver and directly respond to the objection.

Never respond with “let me get back to you” or “I’ll have to ask my boss.” Being prepared also means you have the right people involved in your virtual meetings or discussions who can address objections that are beyond you to keep the conversation moving forward.


Jumpstart Your Virtual Selling Journey

If there is something we know today, it’s that virtual selling is here to stay. Selecting technology that enhances your sales processes; and focusing on creating a strong, positive, virtual experience for buyers, you can become a virtual selling master!

If you want to understand how to sell virtually or are curious about how you make virtual sales, start by identifying the most significant gaps in your virtual selling process today.

Equipped with this, you’ll be able to identify the best technology, tools, and techniques to accelerate your virtual selling success.

© Shawn Casemore 2021. All Rights Reserved.

The post Virtual Selling: A Concise Guide To Definition, Tips & Techniques! appeared first on Shawn Casemore | Sales Growth Consultant | Keynote Speaker.

Account Based Sales Strategies: Your Guide For Success [2021]https://shawncasemore.com/account-based-sales/?utm_source=rss&utm_medium=rss&utm_campaign=account-based-saleshttps://shawncasemore.com/account-based-sales/#respondWed, 01 Sep 2021 17:23:53 +0000https://shawncasemore.com/?p=15503What is account-based selling featured imageSelling to big companies can be a challenge, particularly if you sell a complex product or service. Determining who the buyer is and gaining their attention while you navigate a sea of decision-influencers can seem near impossible. This is where account based sales can be highly effective. A concept that has evolved from Account-Based Marketing, […]

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Selling to big companies can be a challenge, particularly if you sell a complex product or service. Determining who the buyer is and gaining their attention while you navigate a sea of decision-influencers can seem near impossible. This is where account based sales can be highly effective.

A concept that has evolved from Account-Based Marketing, Account-Based Sales is a highly effective strategy for complex B2B sales, mainly for its reinforcement of collaboration between marketing, sales, customer service, and product development.

account based sales

What Is Account-Based Sales?

ABS stands for Account-Based Sales, a sales strategy that enables collaboration between sales, marketing, product development, and customer service to capture strategic customer accounts. It involves developing and deploying a multi-touch, multi-channel strategy focused on a handful of high-potential customer accounts. 

Who Should Use Account-Based Selling?

Account-Based Selling also referred to as Account Selling, Account Sales, Account-Based Sales Development, or simply by the acronym ABS, isn’t practical with every customer. To determine if Account-Based Selling is the right approach for selling your product or service, use the following criteria:

  • The complexity of the sale

If you sell a product or service that is highly complex or technical, then Account-Based Selling might make sense. The more complex the sale, the greater the need for support from multiple customer-facing roles to educate the buyer, respond to their needs, and, in some instances, customize the product or service to satisfy their needs. It’s for this reason that ABS isn’t typically a promising approach for B2C sales.

  • Size of your customers

If your customers are large, there is often a need to educate and respond to multiple questions and needs before selling a product. Additionally, large companies have more significant needs in terms of ongoing product or service support. Account-based selling ensures all departments that support your product or service’s marketing, sales, development, and support align with your customer.

  • Clarity around your ideal customer

account-based sales customer clarity

If you don’t sell B2B, your products or services aren’t overly complex, or you sell to small companies, account-based selling isn’t your best sales strategy. Before introducing Account-Based Selling, get clear on exactly who your ideal buyer is to ensure you get the most from your sales strategy.

  • Number of decision-making influencers

When many decision-makers influence the purchase of your products or service, then Account-Based Selling might make sense. Typically in these instances, you’ll need support to respond to a wide variety of needs and questions, from engineering to operations to purchasing.  Account-Based Selling brings all necessary internal working groups together to ensure decision-makers have the answers they need to move forward.

  • Customer support required

If your product or service requires ongoing customer support, Account-Based Selling can make sense. It aligns all key stakeholders to support customer needs, rather than responsibility falling on the shoulders of a single department that may not have the expertise or resources to support the customer completely.

  • Customer turnover

If there is a high degree of customer turnover, you may be able to slow or eliminate the turnover using Account-Based Selling. In addition, by aligning various departments to support a complex or large customer, Account-Based Selling can ensure a wide array of timely customer satisfaction outcomes.

Benefits of Using Account-Based Selling

If introduced in the right circumstances and done correctly, several intangible benefits can result from Account-Based Selling. The most effective uses include: 

  • Customer insights that enable better prospecting strategies and lead generation campaigns.
  • Customer intelligence that supports nurturing and sustaining stronger customer relationships.
  • Critical data that supports predictive analytics for sales pipeline growth and health.
  • Technographic segmentation data that can identify and profile characteristics and behaviors of your customer accounts.

Effectiveness of Account-Based Sales

account based sales effectiveness

If you’ve determined that Account-Based Sales development is right for you, you need some measures to ensure your strategy is effective. The most common key performance indicators used are:

  • Length of your sales cycle. Account-Based selling intends to reduce the duration of your sales cycle by involving more of the appropriate departments upfront. For this reason, you’ll want to monitor and track the length of your sales cycle to watch for downward trends.
  • Sales revenue. The goal in ABS is to increase sales revenue, allowing for more significant insights around customer needs and value, so tracking sales revenue is essential.
  • Buyer feedback and objections. Using surveys to obtain buyer feedback is an important measure to ensure the money and time you’ve invested in ABS positively impact your buyer relationships.
  • Customer satisfaction. The benefits of ABS extend beyond buyers and remain intact through the customer life cycle. For this reason, tracking customer satisfaction rates during their life cycle is an essential measure of the success of ABS.
  • Customer retention or churn. Providing a positive customer experience should result in reduced churn or longer retention. These are also important metrics to track.

Considering that Account-Based Selling creates stronger internal collaborations, there are also several internal measures of success for introducing Account-Based Selling, including:

  • Increased employee retention. As customer-facing departments work more closely to find, nurture, close, and support customers, there is less infighting and disagreement. This collaborative atmosphere can lead to higher retention.
  • Increased creativity. One of the natural outcomes of ABS is greater collaboration between customer-facing roles to drive creativity in support of closing and retaining key customers accounts.
  • Increased productivity. Increased alignment between customer-facing roles also supports increased productivity. As a result of strong collaboration, initiatives or activities are more likely to be done right the first time to achieve their objective.

Account-Based Selling Framework

Account-based selling framework

The most effective framework to use for introducing an Account-Based Selling model is as follows:

  • Identify critical roles for the ABS team. Functions will depend on your product or services. However, they typically include account management, outside sales, inside sales, marketing, customer service, and product development roles. 
  • Define the responsibility of each role. For the team to work cohesively, it’s critical to define roles clearly. When you do, each department understands how their role contributes, and employee performance can be measured relative to supporting the team’s success.
  • Target account criteria. Information such as company size, location, number of employees, and critical features valued will serve to inform the key accounts you include in your ABS strategy. These form the basis for your target customer profile.
  • Create an ideal buyer persona. To determine the shortest path to reach the decision-maker on each new account, define the persona of the buyer or decision-maker. This includes their demographic, title, position, needs, influences within their company, etc.
  • Target customer accounts. Using the information collected above, identify key target accounts the team should pursue and then the sales funnel stages for each customer.
  • Determine your content marketing strategy. Lead generation for your target customer accounts will depend on your ability to add value and support your ideal buyer in researching and selecting new products or services. 
  • Brainstorm entry points. To align the content and maximize the team’s effectiveness, the account manager should lead the team in brainstorming entry points to new customer accounts. This includes identifying both the ideal buyer and all other roles that may influence the buying decision. For example, these influencing roles can include operations, engineering, and finance.
  • Design your target outreach strategy. For example, it may be easy to connect with some ideal buyers, whereas others may be sheltered or protected by gatekeepers. The ABS team will design the most effective outreach and marketing campaigns for each target customer.
  • Confirm metrics for success. To ensure your ABS strategy is on track, identify the key metrics that are most important to you. Then, ensure data to support those metrics is readily available.
  • Internal communication strategy. The frequency and focus of internal meetings and communication will determine collaboration amongst the ABS team members. Take time to define how often you will meet and how to share information.
  • Incorporate lessons learned. Like any sales strategy, ABS success will result when you seek to improve your ABS strategy continuously. Incorporating regular meetings where successes and challenges are openly shared allows for capturing internal best practices and lessons learned.
  • Sales enablement technology. To enhance the effectiveness and productivity of the team, make sure to select the appropriate sales enablement technology

What Is Your Next ABS Move?

What is your next ABS move

Account-Based Selling can be a challenge to introduce, particularly in a company where customer-facing roles have typically worked independently. It also requires educating customers who are unaccustomed to a collaborative approach to supporting their business. Communication then, both internally across the team and externally with existing and new customers, is critical to success.

If your customers are significant, if they have a lengthy or complex decision-making process, or if you sell complex products or services, ABS is likely your shortest path to growth.

Start by identifying the key roles that need to work together, your target customer pain points, and an ABS introduction strategy. Then, call together the appropriate working groups and discuss how Account-Based Sales can support your sales growth objectives.

Your existing and new customers will appreciate your approach, and seeing sales opportunities closed in shorter periods will result.

The post Account Based Sales Strategies: Your Guide For Success [2021] appeared first on Shawn Casemore | Sales Growth Consultant | Keynote Speaker.

20+ Best Sales Enablement Tools [2021]https://shawncasemore.com/sales-enablement-tools/?utm_source=rss&utm_medium=rss&utm_campaign=sales-enablement-toolshttps://shawncasemore.com/sales-enablement-tools/#respondWed, 25 Aug 2021 12:27:42 +0000https://shawncasemore.com/?p=15343Sales enablement tools featured imageThe right sales enablement tools supercharge your sales force enablement. They focus the time and efforts of your sales team to be more productive, efficient, and effective. A recent study by Xant labs suggests that sales reps spend only 36.6% of their time selling. The balance is devoted to internal meetings, approvals, and researching target […]

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The right sales enablement tools supercharge your sales force enablement. They focus the time and efforts of your sales team to be more productive, efficient, and effective.

A recent study by Xant labs suggests that sales reps spend only 36.6% of their time selling. The balance is devoted to internal meetings, approvals, and researching target accounts. 

How do sales reps spend their time in your business? What would the impact be on your sales revenue if your sales reps spent more time selling? What if they were more effective in how they present, offer, and close deals?

Sales Enablement Tools Featured Image

Sales enablement technology can increase the effectiveness of your sales team. Selecting the right platform and systems can improve your sales pipeline’s visibility and predictability, providing business intelligence, analytics, automation, and real-time knowledge.

Digital sales enablement tools allow for the capture, analysis, and sharing of information in real-time that can provide insights, recommendations, and analytics that focus the time and efforts of your sales team.

Whether you sell widgets, financial services, or software, the sales enablement tools we cover will increase your sales effectiveness.

Our Select 20+ Sales Enablement Tools

PandaDocsales enablement tools PandaDoc

PandaDoc is simple yet sophisticated software that manages the creation, editing, and signing of the most common documents used in the sales process. What makes the software powerful is the number of integrations available. There are also plenty of features, including e-signature, templates, custom fields, and approval workflows. In addition, PandaDoc provides helpful notifications and insights that support collaboration.

PandaDoc offers several pricing levels, including sales enablement freeware that you can scale depending on your desired features. 

Gurusales enablement tools guru

Guru is knowledge capture and sharing software that equips your sales team with quick and easy access to information and answers. Its value is in providing a single source of truth for all critical information, saving your sales team time, reducing errors, and creating improved decision-making consistency. Guru allows you to capture data from anywhere on the web, providing users the ability to edit, navigate and search. It also has powerful AI for knowledge tips and suggestions.

Pricing for Guru is reasonable, beginning at just $5 per user per month, and scales to include its powerful knowledge triggers and AI suggestions.Sales enablement tools acquireAcquire

Acquire is customer experience software that improves your ability to connect and collaborate with customers. Acquire is designed for more accessible connections with customers, focusing on retail, finance, and airline industries, providing a centralized method to manage chat, video, and co-browser options.

The software also includes powerful analytics and workflow management that can increase employee productivity and customer experience.

Acquire might be your best option to centralize and optimize your customers’ experience if you manage a significant number of customers through multiple contact points.

BrainsharkSales Enablement Tools Brainshark

Brainshark is software that empowers your client-facing teams with knowledge, skills, and insights that increase their performance. As sales enablement software, Brainshark brings understanding to the fingertips of your sales, sales leadership, and marketing teams, allowing them to learn in real time. In addition, it assists with skills development, new hire onboarding, upskilling of remote teams, and virtual coaching. 

Brainshark also includes a suite of performance measures and reporting capabilities for ease of oversight and further improvement. If you lead a team of sales professionals, Brainshark is a powerful tool to support their training and development.

HighspotSales Enablement Tools Highspot

Highspot empowers its users to manage content, and it equips, trains, and coaches sales representatives. It includes powerful analytics and AI to provide real-time support to sales teams. In addition, it provides content for email, custom micro-portals, web conferencing, and more, all supported by over 70 different integrations. With such a powerful platform to enable content, Highspot is also an excellent tool for onboarding new sales team members.

Highspot doesn’t make its pricing public but offers a unique calculator that estimates your ROI based on your use case. To access the ROI calculator, use this link.

ShowpadSales Enablement Tools Showpad

Like Highspot, Showpad is content management software, offering users the ability to access marketing content and options for coaching and insights. The platform also provides access to web-based information on buyers called the “contextual center of excellence,” which is helpful for prospecting and buyer conversation preparation. Lastly, Showpad offers fully branded content spaces to support buyer presentations.

There are two pricing options: Showpad Content Pricing and Showpad Coach Pricing.

SeismicSales enablement tools Seismic

Similar to Highspot, Seismic is also a content management system with three main components. First, the Sales Enablement Solution allows you to enhance how you deliver content to sellers with access to training, collateral, and news. Second, Marketing Solutions supports the planning, management, and delivery of personalized marketing campaigns. Lastly, we see Sales Solutions providing sellers with market-defining tools to sell faster. 

Seismic includes plenty of integrations and AI to enhance performance.

AttachSales enablement tools Attach

Attach offers users a centralized hub for all marketing and sales material and the ability to track document sharing and open rates. Features provide similar functionality to some modern CRM software but with some unique benefits. For example, documents sent using Attach may be modified and swapped out after they’ve been sent. It also provides notifications on the status of any information shared.

Integration with Gmail, Outlook, and Salesforce make Attach a great solution to track the status of information shared with buyers. Pricing is also reasonable, starting at just $7 per month per user.

LevelElevenSales enablement tools leveleleven

LevelEleven supports sales teams by providing personalized scorecards, real-time TV broadcasts, and data-driven coaching. Additionally, through gamification, LevelEleven motivates sales teams through contests, providing real-time KPI tracing through integration with Salesforce. 

Sales executives are also supported with executive-level scorecards of sales team performance, enabling them to lead using real-world data.

HooplaSales enablement tools hoopla

Hoopla provides leaderboards, contests, gamification, and newsflashes to motivate your sales team. In addition, through integrations with Slack, Teams, Zoom, and BlueJeans, Hoopla allows users to communicate across various channels using a single platform. 

The platform can be used by sales teams, remote employees, and contact centers and offers motivation and encouragement by celebrating wins and accomplishments.

Unlike some on our list, this sales enablement app offers a free trial, almost the same as getting free sales!

OutreachSales Enablement Tools Outreach

Some of the most recognizable brands use Outreach to achieve their revenue goals. The software includes sales automation, conversation intelligence, buyer sentiment analysis, and team performance reporting. 

As an integrated sales engagement platform, Outreach is designed to help sales reps and sales leaders increase productivity and generate more sales opportunities.

DocSendSales Enablement Tools DocSend

DocSend is similar to Outreach in that it is a secure document-sharing software package with real-time controls and insights. These controls, coupled with powerful analytics, e-signature capabilities, and data rooms that are customizable and brandable, make this an excellent means to share, control, and manage documents. 

Notifications also provide insights on open rates and allow for real-time feedback without the need for links. You can get started with DocSend through their free trial.

ChorusSales Enablement Tools Chorus

Chorus is a very robust conversation platform. It allows all conversations through phone, email, and other platforms to be captured and analyzed, providing real-time insights using powerful AI. Chorus analytics also support sales leaders by providing oversight into customer interactions, forecasting, and deal status. Information is then captured and used to provide coaching, personalized feedback, and measure progress.

Chorus integrates seamlessly with Salesforce, Zoom, and dozens of other common communication tools. 

MailshakeSales Enablement Tools Mailshake

Mailshake is sales engagement and automation software. With functionality rivaling some of the more powerful CRM software packages, Mailshake can automate your prospecting outreach at scale via email, social media, and telephone. 

Features include a dialer and powerful analytics that includes open rates, clicks, and replies. In addition, it integrates with many common email providers, CRM software, and other commonly used sales software.

BigtincanSales Enablement Tools Bigtincan

Bigtincan is more than an interesting name. It’s an end-to-end sales enablement solution that is adaptable. It consists of a content hub to manage sales content, documents, product catalogs, and pricing. In addition, a training hub allows you to build a training program and provide your sales team with real-time access. 

Bigtincan also offers an engagement hub that combines content, communication, and interaction insights, creating a consistent buyer experience. 

VoiceSageSales Enablement Tools VoiceSage

VoiceSage is a conversation tool. It’s designed to support contact centers, collection teams, operations departments, and marketing teams through voice, messaging, email, and social media. Companies can reduce the number of inbound calls by using the platform while pre-screening outbound calls to ensure that clients are ready to talk to you. 

The software improves SMS conversion rates and supports self-service around payments, logistics, and other transactional events.

VyondSales Enablement Tools Vyond

Vyond is a unique tool amongst our list of sales enablement tools. It’s an online animation software that allows users to easily create professional animated videos for all industries in job roles like marketing, training, and e-learning. Vyond allows everyone to produce videos and look like a pro, from sales to marketing to human resources. 

Pricing starts at just $299 per year for a single user account, and you can get started right away with a free trial to see if Vyond is right for you.

IntercomSales enablement tools Intercom

Intercom is a business messaging system. Its goal is to achieve an exceptional customer experience by providing live chatbots, various apps, and product tours. In addition, the software offers Conversational Support for your customers with live or self-serve options. Conversational Engagement also assists in onboarding and activating new customers with product tours and targeted messages. Lastly, Conversational Marketing includes personalized messages, bots, and real-time chat to engage website visitors.

PipedriveSales enablement tools Pipedrive

Pipedrive is CRM software that contains plenty of sales enablement features. You can easily manage contacts and deals while creating automated campaigns and using mobile apps and various integrations. 

Best of all, Pipeline has a robust reporting system that allows you to create and customize reports based on sales activities. One of my favorite features is the visual sales pipeline, which provides insights into each deal underway.

You can easily access a free Pipeline trial to test drive it and see if it’s right for you.

EngageBaySales Enablement Tools Engagebay

EngageBay is another robust CRM software package, although not as well known as Pipedrive. Nevertheless, features are similar, including contact management and deal tracking, and marketing automation tools. 

What’s unique about EngageBay is the live chat and helpdesk software that you can access, creating a more centralized CRM solution. EngageBay also integrates with many popular platforms, including WooCommerce, Shopify, Quickbooks, and Stripe.

AriticSales enablement tools aritic

Aritic is a full-stack marketing, sales, service, and productivity software platform that supports the growth of deep relationships with your customers. It offers three main modules: Aritic PinPoint for marketing automation; Aritic Sales for tracking contacts and deals; and Aritic Desk, which offers a full suite of service desk options. In addition, you can access over 150 different integrations with Aritic, and it even offers Aritic Mail, a transactional email delivery API for applications.

Frequently Asked Questions

What Are Sales Enablement Tools?

To define sales enablement, consider it a series of software platforms that capture information critical to the success of your sales, making it easily visible and accessible to your sales team. Using powerful tools such as real-time data capture and artificial intelligence, sales enablement tools increase productivity and effectiveness between sales, marketing, and customer experience.

What Are the BEST Sales Enablement Tools?

The best sales enablement tools are those that have the most significant impact on your revenue. Which tools are best will depend on your type of business, the complexity of your sales process, the size of your sales team, and how you prefer to interact with and support customers. 

What Are Examples of Sales Enablement Tools?

The most common examples of sales enablement tools include platforms for marketing and sales intelligence, and customer relationship management. In addition, some platforms support sales team performance, including sales prospecting, sales presentations, and sales training. Lastly, there are enablement tools that support sales management and customer support.

What Is a Sales Enablement Strategy?

A sales enablement strategy is designed to meet the specific needs of your sales, marketing and customer-facing teams. It encompasses your business’s approach to equip your sales team with the resources and support they need to be effective in their role.

Which Sales Enablement Tool Fits You Best?

There are hundreds of sales enablement companies and sales enablement software vendors to choose from. We’ve identified the top sales enablement tools for you to consider.

Your next step is to consider where your existing sales processes and sales team need support and improvement. 

Armed with this information, you can develop a sales enablement strategy and select the best tools to achieve your sales goals.

© Shawn Casemore 2021. All Rights Reserved.

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What Is B2B Sales? Unique Strategies to Win More Customers!https://shawncasemore.com/what-is-b2b-sales/?utm_source=rss&utm_medium=rss&utm_campaign=what-is-b2b-saleshttps://shawncasemore.com/what-is-b2b-sales/#respondSun, 08 Aug 2021 10:45:38 +0000https://shawncasemore.com/?p=15139What is B2B Sales Featured ImageWhat is B2B sales? Sales leaders, sales professionals, and even seasoned sales executives continuously seek to understand the sales process, learn strategies and develop best practices to win more B2B customers. Why this constant thirst for knowledge? Advancements in technology, shifting buyer expectations and a growing desire for a simplified buying process are changing B2B […]

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Name: Shawn Casemore
Title: President
Group: Casemore and Co Incorporated
Dateline: Chatsworth, ON Canada
Direct Phone: (519) 379-7697
Main Phone: (519) 379-7697
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