Top Free Sales Enablement Software

Check out our list of free Sales Enablement Software. Products featured on this list are the ones that offer a free trial version. As with most free versions, there are limitations, typically time or features.

If you'd like to see more products and to evaluate additional feature options, compare all Sales Enablement Software to ensure you get the right product.

Results: 54
(1,028)4.7 out of 5
Optimized for quick response
Entry Level Price:$0 per user per month

CloudApp unifies recording and sharing quick videos and screenshot annotation into one easy-to-use platform. CloudApps solution offers the video, image, audio, and file-sharing experience across Windows, Mac, Chrome, and iOS.

AC
Quick shortcuts to create and send videos and screenshots Read review
Gregory P.
GP
CloudApp is constantly improving particularly in adding new features and streamlining the user experience. Been using it for about 18 months and... Read review
(6,621)4.3 out of 5
Entry Level Price:$0

Supercharge your sales process with Sales Hub, a powerful and easy-to-use sales CRM that includes sales engagement tools, configure-price-quote (CPQ) functionality, and robust sales analytics for growing teams. Sales Hub is built on the HubSpot CRM platform, where customer data, tools, and teams come together to create a single source-of-truth. Tap into our expansive ecosystem of app and solutions partners to craft an exceptional end-to-end customer experience. Whether it’s strategies, servi

KHOJinINDIA C.
KC
Website Performance and Website services Read review
Noah H.
NH
Very user friendly. I had never used CRM and sales management software before and I picked it up with very little training. Read review
(477)4.1 out of 5

We aspire to make every customer interaction successful. Every email, every meeting, and every presentation should be amazing. ClearSlide provides a complete Sales Engagement Platform that combines content management, integrated communications, engagement analytics, and guided selling to power dynamic engagement with buyers and maximize your existing CRM investment. ClearSlide customers achieve higher seller productivity, increased sales management effectiveness, and stronger customer-facing me

CA
i like the user ability of clear slide and the ease of training on the platform Read review
MS
ClearSlide is a fantastic product. Being able to share screen without downloading is great. Important the notification by electronic mail almost... Read review
(785)4.6 out of 5
Optimized for quick response
Entry Level Price:Free /Month

Guru is a real-time knowledge management solution that knows when, how, and where to deliver knowledge to you without you having to look for it. With Guru, you don’t just manage your knowledge; you create a network out of your company's collective intelligence. Guru does this by unifying your joint knowledge and suggesting relevant information to you - all in real-time and in every application you work in. The more you use Guru, the smarter it gets.

AC
By keeping our knowledge in Guru, we have the ability to train new employees faster and keep everyone equipped with the knowledge they need to do... Read review
Erica H.
EH
It is very intuitive to use along with it being aesthetically pleasing when using it. I love that you can add a widget to your browser and use that... Read review
(1,903)4.3 out of 5
Optimized for quick response

Outreach, the system of action for sales teams, delivers performance and insights that result in higher velocity and more efficient selling. By automating and prioritizing all customer touch points throughout the sales process, Outreach triples the productivity of sales teams, and empowers them to drive more pipeline, book more meetings and exceed revenue goals. Outreach places actionable data intelligence at the fingertips of sales reps through a single, integrated view of all prospect-related

UC
I love outreaches task workflow and also their sequences. It allows you to set your workflow and fly through high volumes of activity without... Read review
UM
I love the ability to sequence multiple users. Read review
(306)4.7 out of 5
Optimized for quick response
Entry Level Price:From $10 user/month

DocSend helps business professionals share and control the content that drives the business forward. DocSend's powerful link-based system makes it easy to set security preferences for each stakeholder, receive notifications each time someone views your file, analyze content performance and create lightweight virtual deal rooms. Join over 15,000 companies that rely on share and manage sensitive information

Justin K.
JK
The fact that you are able to see who is trying to view the link and how long they were viewing the link for. Also, it is very user friendly and... Read review
Andrew F.
AF
Easy to use and feature rich. Intuitive and simple, but has all the extra things you might want to analyze performance. I like the view by page and... Read review
(194)4.6 out of 5
Optimized for quick response

SalesHood is the all-in-one sales enablement platform that combines learning, coaching and selling into a streamlined system for remote teams. The Platform helps revenue teams and partners collaborate virtually to improve time to ramp, quota attainment and sales velocity. LEARNING: Optimize your training and onboarding processes with our learning management system. Prescribe learning paths by role and automate just-in-time learning. Make learning fun with pitch practice and micro-assessments.

UC
I love the ease of use and video training sessions Read review
Amy B.
AB
Customer support. Saleshood believes in itself and the employees do too. Read review
(334)4.5 out of 5
Entry Level Price:$25

All-in-one platform providing video messaging, document tracking and analytics, proposal creation, contract management and e-signature. Used by sales, HR, customer success, enablement and development teams in over 9500 companies all over the world. Use cases include: Sales : Create video prospecting messages, send trackable sales decks and case studies, engage prospects in real time via live chat, uncover the name and email of all viewers, approval workflows before the documents reach the cli

UM
We started using this product at my job and it's been very useful for finalizing contracts. I like that I have a chat available and can see when... Read review
AE
It had the possibility of automating one reminder email.... nothing else honestly. Read review
(253)4.8 out of 5
Optimized for quick response

DealHub's award-winning CPQ, CLM & Remote Selling platform enables sales teams to build and maintain engaging, personalized dialogue with prospects throughout their buying journey. Operating across the entire sales cycle, DealHub users benefit from real-time buyer intent and sales insights at each stage in the sales process, faster time-to-revenue and the ability to differentiate themselves from their competition. The DealHub Platform includes: * Guided Selling Playbooks * Configure-Price-Q

AC
Very good support! Fast response times and easy collaboration even with time differences. Read review
AI
Incredibly flexibility in configuring a playbook allowing for different discounts, promotions, product packaging. I haven't come up with a... Read review
(692)4.4 out of 5

Yesware is made to make salespeople's lives better. Salespeople are working harder than ever in this new normal and Yesware is here to help with an easy-to-use toolkit to make your hard work pay off. Our goal is to make you feel as secure and productive as possible while hitting your sales goals each month. Even though things look different, we still firmly believe that real customer connections lead to better sales outcomes. Our all-in-one toolkit automates administrative tasks and gives sale

DA
Being able to schedule emails throughout the day and a couple of days in advance is huge for me. Also, the fact that I can see if the recipient has... Read review
UT
Email tracking, ensuring my messages are delivered Read review
(133)4.3 out of 5
Optimized for quick response

Modus helps direct and indirect sellers transform sales engagement with better conversations to get sales done. The Modus Sales Hub is an intuitive, mobile sales enablement app powered by AI to provide instant access to content, interactive tools and skills development. Lead capture automates lead routing and responsiveness to improve event performance. With clear visibility into content, trade show performance, and seller capability, World-class brands, including Caterpillar, AT&T, and Phil

Dave J.
DJ
No costly or complex configuration, so it's easy to get started. Easy to maintain as well. Their support team is quick to respond to... Read review
PP
Fairly easy to add and edit content, compatible with different devices. Stores all of our marketing content in one place and it is easy to navigate... Read review
(79)4.7 out of 5
Optimized for quick response
Entry Level Price:$25 per user per month

Growing marketing and sales teams run into the same content challenge - content everywhere, buried in emails and lost on cloud storage apps. With Enablix, marketing can enable sales with relevant content through the sales process. And the sales team has access to all the right content when they need it improving sales productivity and efficiency. As a marketer, are you struggling to, - organize and manage content across multiple digital platforms? - share trusted and relevant content with sal

PS
Enablix helps us manage all our marketing and sales content in a central hub and helps scale our content. Sales reps have everything that is... Read review
Brenda S.
BS
1. The ability to have assets that are spread over multiple data sources (gDrive, CRM, & Dropbox) and pull them all into one place. As marketers,... Read review
(117)4.5 out of 5
Optimized for quick response
Entry Level Price:$49 Per User / Month

Membrain is the award-winning Sales Enablement CRM that makes it easier for sales teams to execute their process, coach better and continually improve. It helps drive the behaviors needed in complex B2B sales to increase sales effectiveness and achieve consistent performance. Membrain can replace or complement traditional CRM systems. Trusted by clients in over 80 countries, a two-time Top Sales CRM winner, a Top Sales Tool for five years straight and named the Top Sales Enablement Technology i

UI
Membrain is super easy to use. It is evident that the product team has usability in mind. Everything is fast and done with as few clicks as... Read review
AR
First off, the implementation is hassle free, you pretty much dont need any help, the interface is very user friendly and very intuitive almost no... Read review
(165)4.7 out of 5

Dooly is the fastest way to update Salesforce, take sales notes, and easily manage all your deals. You were born to sell, not do data entry. Save 5+ hours of gruntwork every week. Ready in 60 seconds. No setup. Start for free @ start.dooly.ai

UC
Dooly is an incredible tool that helps me take notes in real time during my sales calls, and transfer information seamlessly into Salesforce. It... Read review
Mike M.
MM
Easy to keep track of action items and next steps discussed during customer meetings. Easily syncs with my Gmail Calendar and Salesforce contact... Read review
(63)4.8 out of 5
Entry Level Price:$30 a month per user

Paperflite is the leading marketing collateral and sales enablement software which allows sales and marketing teams to organize, distribute and share their content. With Paperflite, track your content across its entire journey, get deeper insight into what works best when and know how your prospects engage with your content on multiple channels, so you can instantly engage with hot leads and nurture cold ones. With Paperflite's real time engagement analytics, know how end-users interact with th

CC
Ability to create instant landing pages personalised to each of my prospect is gold. Ability to send large files from Paperflite is a breeze - and... Read review
UI
I really love the super neat, clean design, and ease of use/navigation while using Paperflite. The learning curve is very good - it's easier than... Read review
(65)4.9 out of 5
Entry Level Price:$588/Year Billed Annually

We’re bringing personality back to business. With Covideo, you can record, send, and track personalized videos that improve response rates, increase sales opportunities and close more deals. Video communication conveys empathy, helps differentiate from competition and increase message comprehension.

PH
Covideo is so easy to use and helps me engage with my clients in such a personal way. I was involved in a project that provided me with a... Read review
Greg G.
GG
The ease of use of the platform and speed of sharing my videos either solo or to a group. Simple posting to YouTube and CRM. My recipients love... Read review
(378)4.7 out of 5
Optimized for quick response
Entry Level Price:$65 user/month

Pipeliner CRM drives exceptional user engagement through its sales-friendly interface. With its uniform navigation and visual approach, users can learn the system quickly which drives high adoption rates and faster ROI. Plus users can easily customize what they see to make the system their own. Pipeliner’s administration backend is also visual and easy to use with drag ‘n drop, in-line editing and other non-technical tools. A key differentiator is that Pipeliner does not require a fulltime admi

Baraka N.
BN
I enjoyed the visualizations and the interface is very catching especially if you are a first time user. Also it's integration to other sites like... Read review
SK
Pipeliner CRM allows seamless flow of info throughout the sales process both in desktops and mobile apps, it is just awesome. It’s a great tool for... Read review
(51)4.9 out of 5
Entry Level Price:$25 user/month

OneMob is the modern sales engagement platform that makes business communication personal, engaging, instant and tied to revenue. With the OneMob platform, you can: Create (aka Personal): - Record videos from your mobile (iOS or Android), webcam or make computer screen/face recordings - Edit and enhance your videos with company watermarks, filters, text overlays and green screen - Make the perfect recording using our script teleprompter - Upload, tag and manage your videos, documents, images,

Matt T.
MT
I love OneMob because it allows me to disrupt the traditional sales outreach process and create a meaningful virtual connection which often leads... Read review
EF
Ease of using the platform and support from OneMob Read review
(28)4.3 out of 5

BuyerDeck is a sales enablement platform that allows Sales and Marketing teams to maximise the value from their content throughout the sales process. We allow sales teams to be equipped with the right content at the right times. Drawing from a central library of all shareable collateral, sales teams can put together engaging and valuable collections of content & share with their customers in seconds. Our tool gives sales people the power to create remarkable buying experiences by giving t

Richard P.
RP
Personalize the experience for your prospect without spending too much time customizing each interaction Read review
Jeremiah (Jay) C.
JC
I like the fact that it allows my account executive team to drive the sale in a structured digital format. Read review
(27)4.6 out of 5
Entry Level Price:$29 per user PER MONTH

Showcase Workshop turns your iOS, Android, or Windows device into a powerful sales, presentation, and training toolkit. Create stunning, interactive presentations that your colleagues can download, present, and share straight from their device. Keep your content up-to-date, on-brand, and ready for any remote sales presentations or screen-to-screen sharing that comes your way. - Import your existing sales and marketing assets and begin creating in minutes. Create engaging presentations with pho

Steven M.
SM
Showcase is an intuitive platform. For the end user, it works like you would expect it to. Screens are easy to navigate on all devices. Clicking... Read review
UL
We provide a presentation that is suitable for our global team to use. It's simple to email straight away! No follow ups necessary. Read review
(43)4.6 out of 5
Optimized for quick response

Qorus is a highly intuitive RFP and proposal management platform that enables Bid and Sales teams to easily locate, create, collaborate on, build, and track their business development content through the buying cycle. Built on Microsoft Azure, Qorus software seamlessly integrates with the full Microsoft Office suite, including Outlook, Word, PowerPoint and OneDrive, as well as Dynamics 365 and Salesforce. Qorus enables you to bring your best minds and content together to create proposals that

Shamiana S.
SS
the "right" content at the appropriate time in my sales process increased efficiency and optimization drove deal velocity Read review
Larry N.
LN
The best way to find content FAST and turn into impressive presentations and proposals. Read review
(22)4.5 out of 5
Entry Level Price:3.33 Month

TextExpander boosts team productivity by cutting the repetitive typing that creeps into every task. A quick shortcode while typing drops in the necessary language to send to clients and customers. In the words of your best writer, gather the knowledge of your most experienced staff in a quick-access knowledge base of reusable emails, prose, and messaging. TextExpander keeps your whole team communicating consistently and accurately.

Nicole H.
NH
I love how easy it is to set up useful abbreviations for things I need frequently. It's much more convenient than writing a script, setting it to a... Read review
UH
Really enjoy the ability to quickly add text into various things I'm working on, appreciate the intelligence and predictive nature of the tool that... Read review
(37)4.7 out of 5
Entry Level Price:0 Limited

Docsify is an advanced email tracker for Gmail/Gsuite you can use with the whole team without overpayments. It’s your secret weapon that helps you to track: - email opens and link clicks, -page-by-page views of PDF files - downloading attachments, You also can: - create your own text templates and insert them with your own text shortcuts - create your team and get access to the email statistics of each of your teammates - Set up your custom domains for link and attachment tracking to avoid sp

AM
Since its inception the developers have worked tireless to iron out any bugs and add new features that add more value. I am excited to learn that... Read review
Kevin L.
KL
==== Compose Window ==== The slight change is shown on the compose window where you'll now find two buttons, one that can turn off and on... Read review
(21)4.8 out of 5
Optimized for quick response

BAM! puts world-class B2B selling and sales training tools in your pocket. Visual. Simple. Interactive. BAM!

Michelle C.
MC
BAM! Allows our clients to push the latest product, marketing and sales collateral directly to their sales fleet all over the world in an instant,... Read review
(17)4.5 out of 5

Pitcher is a leading provider of sales enablement and content management for field sales and marketing teams. With an intuitive and feature-rich platform, Pitcher’s cloud-based software makes it easier for field sales and marketing professionals in industries such as life sciences, consumer packaged goods, financial services and manufacturing to plan for, execute and analyze their business meetings. The immersive, feature-rich software can be executed on various desktop and mobile devices to bet

LB
Pitcher offered us a great quality of service. We have been impressed by the reactivity of their teams and we appreciate how flexible their... Read review
(16)4.7 out of 5
Entry Level Price:€110 Per user, Per year

Scaura is a fast-growing sales enablement software company for B2B sales teams. We focus on brand experience and provide an interactive way of presenting. We enable sales teams to support any client interaction with relevant content in the most efficient way. Scaura serves clients from all over the world in many different industries, including Royal DSM, Vaillant, Club Med, Grundfos, Royal IHC, Rehau and MGM Resorts.

MT
very effective easy to use good analytic Read review
UE
The easy navigation between specifications, movies and pictures of our coasters and attractions. Also the fact that you can share files with... Read review
(14)4.1 out of 5

Fileboard is a sales engagement and smart outreach platform that shortens your sales cycle with tools for productivity and customer insight. Our AI-enabled features allow sales teams to see key engagement metrics in real time, know exactly when to follow up, and identify who is most likely to respond. With pre-built and proven workflows, a suite of sales productivity tools, and an award winning salesforce integration, Fileboard makes your process more efficient without breaking your existing one

UI
Very easy to use and integrates well with Box, Dropbox, Huddle, and Salesforce. Upload PowerPoint and PDF files. Great way to track what files you... Read review
Peter B.
PB
Great little tool that lets you upload presentations to customers and you can track exactly which slides they are viewing. You send them a link an... Read review
(45)4.6 out of 5

Master-O is a mobile-first sales enablement & learning platform that accelerates sales performance, customer service and workforce productivity. Master-O's unique learning experience in the form of Microskills enable enterprise customers to repackage their existing content into byte sized sales playlists that include game-based assessment and microlearning interactions. Rapidly onboard and upskill sales executives to accelerate performance by addressing knowledge transfer, retention and

CP
The byte sized learning is a great way to absorb the know how. Read review
AB
Game based approach to learning Ease of using and understanding the concepts Read review
(82)4.3 out of 5
Entry Level Price:Free

Obie is the fastest way to capture and access knowledge at work. Individuals that use Obie: - Find documents, notes and wiki articles, faster - Easily capture text snippets for faster reuse - Share documents with colleagues quickly Organizations that use Obie: - Dramatically reduce frequently asked questions - Streamline onboarding and enablement - Decrease time to response and resolution - Experience the fastest way to find knowledge at work

Alexis T.
AT
I love the ease of use with confluence, and the ability to put in manual responses. Read review
Whitney B.
WB
I love that I can keep all the info for our company in one spot and easily search from slack. It is helpful because you are able to share this with... Read review
(78)4.5 out of 5

Loom is a platform that allows you to make quick videos using a lightning-fast video recorder capable of capturing your screen, webcam, and microphone.

AM
It’s easy to use and can be accessed via we browser. Read review
UM
Easy to use............................................. Read review

Top 10 Free Sales Enablement Software in 2021

  • CloudApp
  • HubSpot Sales Hub
  • ClearSlide
  • Guru
  • Outreach

Learn More About Sales Enablement Software

What is Sales Enablement Software?

A potential customer’s time is extremely valuable. Once a sales representative has a prospect’s attention, they have limited time to impress them and communicate the benefits of a product or service. It is largely beneficial to present well-designed sales content during pivotal interactions. Not only does timely information serve as a vital factor of a customer’s decision, it can be a resource for the representative, helping them refresh their knowledge. Sales enablement platforms give sales teams digital access to powerful sales collateral whether to study their company’s offerings or drive home a value proposition during the buyer journey.

Sales and marketing are a unified effort in a successful organization. Sales representatives should structure their customer strategy and selling process around the messages introduced by their marketing teams. Conversely, marketing teams should design advertisements in line with the company’s offerings; this can empower sales teams to capitalize on interest generated via advertisements. Sales enablement software helps sales and marketing departments align their respective efforts and ensure accurate, high-value sales content is accessible throughout the sales cycle. In some cases, this software can assist with creating, uploading, and organizing content. From teams in the field to teams making cold calls, sales professionals benefit from sales enablement tools. These tools enable them to access the correct product or company knowledge anywhere at anytime.

Key Benefits of Sales Enablement Software

  • Align sales and marketing messaging to create a unified voice
  • Provide easy access to comprehensive sales content with existing customers or prospects
  • Encourage at-home or in-office studying among sales representatives so they can confidently reference product details throughout the sales cycle
  • Maximize customer engagement through timely sharing of relevant product knowledge

Why Use Sales Enablement Software?

Brand evolution creates an overwhelming amount of information for even seasoned sales leaders. It’s easy to let important specifications slip through the cracks during high-stress customer interactions. In some cases, there are pieces of content that make an ideal supplement to standard conversations in the sales process; this could be a recent case study or an in-depth explanation of a product’s capabilities. Giving representatives access to a sales enablement platform ensures they always have easy access to relevant materials. Many tools are accessible through mobile devices, desktops, and laptops. This allows representatives to access, review, or share marketing materials while off-site at sales meetings.

These tools can be utilized during the training and coaching of new representatives as well. Paired with the structured lessons of sales training and onboarding software, sales enablement programs can help representatives understand the solutions they sell, so they can comfortably field questions and highlight product benefits during future sales pitches and follow-up calls. If there are materials like case studies or market statistics, representatives can study this information and use it to form more complete scripts. As companies modify their products or introduce new offerings, relevant details and messaging can be created within these platforms for reference across teams. This helps streamline the process of continued learning for established representatives and recent hires. There is no shortage of scenarios when sales enablement solutions can be beneficial to sales organizations, if they work in conjunction with marketing and product experts to create and store the most valuable content possible. These tools benefit marketing teams, helping them understand which content is most effective in the sales cycle so they can continue improving their strategy.

Who Uses Sales Enablement Software?

When a company’s sales team performs well, it reverberates throughout all the teams within the organization, driving revenue and ensuring growth and stability. The tools in this category are designed to help boost sales productivity and efficiency when dealing with customers. The following are common use cases of sales enablement platforms.

Sales representatives — Different companies each have their own approach to the sales process, with varying roles and focus areas for the sales department. Anyone in the organization who interacts with prospects and existing customers in an effort to earn their business can benefit from the marketing content stored within these tools. Representatives have a responsibility to be the faces of the company, sources of knowledge for sales prospects, and evangelists for the products or services they sell. Sales enablement platforms can go a long way in contributing to these efforts, ensuring representatives have extensive product knowledge and selling points at their disposal. The right brand information or marketing material can be a salesperson’s best friend when convincing a potential customer to invest in a product or service. The tools in this category ensures a company’s representatives always have this content available to them, whether for personal reference or to share with prospects in a critical meeting.

Sales managers — Every great sales team begins with the managers who train, direct, and motivate the representatives. Management teams are responsible for assigning roles, shaping strategies, and empowering representatives with the tools and knowledge they need to convert prospects into customers. This can entail everything from creating relevant materials to approving and sorting content sent by the marketing department. The content on these platforms can be a deciding factor for hesitant prospects. Management teams can set a winning example for their representatives by actively using these tools and ensuring the quality of content to ensure the brand is properly represented.

Marketing specialists — One of the core values of the sales enablement process is ensuring sales messaging is in line with marketing. Unity between these two teams can be a deciding factor for potential customers. Marketing teams must play a hand in the collateral studied and shared by representatives throughout their customer conversations. They may want access to sales enablement platforms used by representatives so they can directly create, upload, and remove content to ensure optimal alignment. In some cases, they may simply want to be involved in editing or approving collateral. Outside of the sales department, marketing teams are the most likely to use these tools. Marketing teams can help ensure consistency across company messaging and create a lasting impression with prospects.

Sales Enablement Software Features

Sales enablement describes a number of things across the professional landscape, from business philosophy and strategy to several tools and services related to the sales profession. In this category, we have assembled a diverse portfolio of solutions built with a specific purpose—empowering sales representatives with valuable collateral to share with prospects during sales pitches. The platforms featured in this category offer a variety of unique tools to accomplish these objectives; in some cases these tools offer additional features that qualify them for inclusion in additional categories.

Content management — Sales enablement technology is a way for sales experts to sort through and share collateral related to their company’s products and services. To make this possible, these tools typically provide capabilities similar to those of content management software, where users can assemble their sales content and present it in a way that makes the most sense for them and their department. The capabilities of these tools will vary depending on the product. These capabilities may include uploading various file types, tagging and organizing content for different scenarios, and modifying files within the platform.

Many sales enablement solutions allow users to create and share marketing collateral directly on the platform, allowing it to be managed alongside content created and uploaded from external sources, such as slides designed using presentation software. In some cases, these tools offer personalization features, allowing representatives to insert customer names or other specific details into a piece of marketing content to increase its effectiveness.

Selling recommendations — Rather than present a sea of content with limited context, a number of sales enablement platforms take it a step further with content suggestions that recommend the ideal timing or placement for delivering certain messaging to customers. These can be established on the back end by team leaders and managers. Some platforms offer content recommendations using artificial intelligence (AI), with insights generated from buyer engagement and content performance metrics. With help from these features, sales representatives can optimize their use of marketing collateral by knowing which content would be best to reference or share with prospects at particular pivotal moments during sales meetings.

Communication — Several of the enablement tools in this software category are bolstered with communication features to help centralize important conversations related to the content referenced or shared by a team’s sales representatives. To facilitate communications, these tools often integrate with or share features of team collaboration software or other messenger apps. The communications related to marketing collateral can present themselves in a number of ways. These might include managers making suggestions related to certain content, team members discussing talking points, or representatives discussing content with the customers they are sharing it with. Depending on the communication tools included in a sales enablement platform, they may assist with one or all of these scenarios.

Sales plays that nudge sellers toward the ideal content at the right time might be included; there are a number of timely conversations a salesperson might have to go along with the sharing of a specific case study. Managers may decide to monitor a particular sales meeting and send a message that suggests a new piece of content with some added context. In another scenario, a sales representative might want to send a supplemental message to a prospect that is in the process of reviewing a piece of marketing collateral. Well-designed collateral can add immeasurable value to a sales department’s overall process, but it may need to be paired with specific talking points based on the customer and their situation to be most effective. This is where the communication features on certain sales enablement platforms come in handy.

Enablement analytics — The numbers don’t lie, and this is true with sales enablement tactics. Many solutions in this category offer unique reporting capabilities based around the performance and effectiveness of marketing content when used at any point in the selling process. Examples of relevant analytics include the probability of closing a deal when certain materials are used, the open rate of content after being shared with prospects, and the time spent with each piece of content by its intended audience.

Tracking this data helps marketing and sales teams determine what works and what doesn’t. This knowledge can influence the enablement strategy moving forward, and allow continuous improvement of content across the spectrum of use cases. If a piece of content needs to be slightly reworked, presented more often, or scrapped entirely, there are critical insights to be addressed that will impact customer retention and the company’s bottom line.

Integrations — An effective sales enablement strategy unites disparate systems to ensure data flows freely and functions are streamlined. This helps reduce mistakes and maximizes productivity across the sales department. The modern solutions in the sales enablement category often come prepackaged with integrations for many other software platforms commonly used by a sales department. A major example is customer relationship management software, also known as CRM software. Many sales teams use these tools to track important information related to customers and leads, including the history and specifications of their transactions and the interactions surrounding them. Integrating these solutions in sales enablement platforms helps users instantly communicate relevant details about the customers, helping them approach conversations from an informed point of view. CRM tools can also be updated with any new information related to meetings or transactions that are the result of conversations that include sales enablement collateral.

This is just one of the many possible integrations that can help make sales enablement tools an equal part of the greater whole. Other integrations include everything from the platforms where marketing content is created to the messaging platforms used across teams in an organization. To leverage these solutions at the highest level, they should work in harmony with the other primary systems being used in the daily routines of representatives, marketers, and managers, along with other tools that might be added in the future. This is made possible through stable integrations that are included with the software upon installation or downloadable through vendor websites.

Potential Issues with Sales Enablement Software

Out-of-date content — To get the most use out of sales enablement programs, a company’s sales and marketing teams must collaborate on an extensive collection of quality content, filled with product knowledge. This content might take time to properly research and design, causing ramping issues when first implemented. Once populated it can create a new challenge for when the smallest (or largest) details within certain content pieces becomes irrelevant or incorrect due to changes in the company or its products. Sharing an out-of-date fact sheet or product description with a potential client can be a costly mistake that misleads prospects and endangers the trust between the seller and customer. To avoid this, specified employees should occasionally QA the important content stored on these platforms, making note of any discrepancies or out-of-date information. Once any invalid information is discovered, these users should notify and work with the appropriate teams to modify the existing content or upload more accurate content in its place.

Navigation — Crafting a company’s marketing collateral is half the battle when it comes to sales enablement efforts. The other half is identifying the perfect moments to share certain content during sales conversations, and then accessing this content for sharing purposes. As a company grows and the content repository expands, it can be increasingly tricky for a sales team to find the exact collateral they are looking for during the pivotal moments in their sales meetings. Depending on the intended uses for this content, companies may decide to create separate folders based on different situations and use cases. Sales enablement tools can also include features to help employees navigate to the right content, including search bars or sorting filters within content boards.