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today I want to talk about sales enablement and why it's important for SAS sales [Music] first and foremost let's just define what the heck does enablement is sales in a moment is really equipping your sales team with content training data information anything that will help them sell tools whatever it is it's really helping them sell so you this is a good example of this is maybe a blog post or a video that a salesperson can use in their follow-up email or a case study they can share here and you know one thing I get always asked is who owns this who owns sales enablement it's both sales and marketing folks what I like to do is is have a champion internally on both teams and those champions maybe it's two people meet regularly to say oh working on this or this is what we're doing any feedback would have you so really really important sales enablement is really really simple it could be a blog post it could be all training manual it could be data and enrichment to kind of focus on the right qualifications of a lead and whatnot so let's talk about how to apply to your business first and foremost use data content information to improve your process right so where can you include content in your process where can you leverage the data you're collecting or more data that you can collect to say better qualifier leads or tools to say better follow-up like mellow shake and or enrich your data to say I know more information about this in this person so I can do whatever or you know some way to contact them on LinkedIn or whatever it is ultimately you can use data and content and to improve your process and information improve your process number two you can use data and that information to qualify your leads or do some form of lead scoring so for example you can use clear brand enrichment overall on over enrichment to enrich the data about your leads find out like if you have their name and email and you can find out the phone number their LinkedIn profile their Twitter profile and from there you can better see what they do for a living what they like to do for fun but not something you can also find out about what size company they are their last funding round so maybe they are the right size company and you could say okay well I'm going after these right like these companies I'm only gonna say the companies are over ten ten employees are the right fit whatever it is ultimately you can use the data from enrichment to qualify your leads or you can use data from when they use your product or they become a free trial or freemium user to say oh these are the most active leads and therefore I'm going to close those folks instead of focus on all the leads so ultimately you use the data within your marketing team or your product team to that better sell making your sales team more efficient and enabling them with data or information and lastly you can use your sales team and that give feedback and data and information from your sales folks to your marketing folks right so let's say you you know I'll give you a concrete example at male shake people also want to understand what are other prospecting tools or what are ways that people can find and build lists so male shake is an email platform so you can reach out to folks but people want to find people's email addresses or the right people to delete to find to email and so people often ask that so our marketing team has created plenty of content on how to find the right tools how to find people through scraping through Google through LinkedIn ultimately like six or seven articles that our sales team can then use when somebody asks the question how do I find information right so imagine on a sales call someone's like oh that's cool I like your product but I have a problem with this building a list and then the sales guy can follow up a person can follow up after the fact with those articles so super simple not very sexy but that's it that sales enablement in a nutshell and a few ways you can leverage you