Sales Enablement Platform or Disparate Sales Tools: What’s in Your Enterprise?

Mar 2, 2017 By Sam Quicke in b2b sales , Campaign Sequencing , sales acceleration , sales acceleration platform , sales automation , Sales Enablement , sales engagement analytics , sales prospecting tools

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The sheer number of tools across different sales stages and their lack of integration are overwhelming sales organizations.

  • Email Tracking
  • Dialers
  • Prospecting
  • Reporting
  • Document Tracking
  • Etc………

This  list could go on and on and on………  

Companies’ CRM instances are scary/compacted with a laundry list of Plugins and Sales tools that don’t speak to each other.  Organizations have to hire consultants to integrate and/or manage all of this. This is a waste of time and money and does not increase Sales Representatives efficiency.

To counteract this effect, sales leaders are consolidating their sales tools onto one platform.

Or are they?

A truly integrated sales enablement platform is a rare commodity in today’s market. Many companies that claim to offer a platform don’t define “platform” to the same high degree established by best-in-class providers. Some miss the boat completely, being little more than sales tools—more to add to your collection and perhaps, ultimately, compromise the success of your sales team.

What is a sales platform?

Platforms offer complete solutions that enable detailed management of an entire ecosystem. Compare this to tools that offer partial solutions, leaving Sales Development Representatives to manage too many solutions rather than focusing their time on what matters, selling.

While tools come in many forms, and accomplish tasks that would consume more time if done manually, those strengths can turn into a weakness for businesses as their products and services evolve. Too often tools lack compatibility with each other and can silo data, hindering a thorough view into the sales funnel.

Platforms provide a global view of processes and a complete methodology for developing strategies. They eliminate the need to manually synchronize the information stored within two or more tools. A platform’s built-in analytics enable richer insights than single tools, creating a more complete picture of your customers.

To be sure you get the platform functionality you expect, look for a solution built from the ground up as a sales-specific automated analytics platform. Verify vendor claims of robust integration before signing on the dotted line. Keep in mind that if you have to click more than once to reach another application, you’ve negated the claim of “seamless” integration.

Increase Your Productivity with an Integrated Sales Platform

Richer insights lead to better decision making. The sales enablement platform sits between the enterprise’s marketing automation (MA) system on the front end and its customer relationship management (CRM) system on the back end, collecting all the intelligence from both systems and everything else that happens in between. Combining all that information produces deep analytics and insights to use in decision making.

The right sales acceleration platform puts knowledge into the hands of salespeople much in the way that an MA system puts prospect scoring into the hands of marketers. It gives them command over their own A/B testing templates and sequence building. It also provides insights for salespeople into how they should be spending their time, and the same goes for managers. With a platform, the more solutions that are integrated, the greater the insights gained.

The underlying benefit to users is massively increased productivity. Whereas sales teams can spend 60 percent of their time on tasks unrelated to actual selling (e.g., administration, cataloging and recording of their work), the right sales acceleration platform captures all that information automatically, freeing up sales teams to sell.

Gain Competitive Advantage

What Sales Teams need is an integrated solution:

  • Covers the Full Sales Cycle
  • Works where the Sales Representative works
  • Provides Efficiencies with Automation with Sales Analytics

The cloud-based LiveHive sales enablement platform integrates with the applications you already have installed. Get automatic synchronization with Salesforce or Microsoft Dynamics CRM. Sales reps can use  multiple sales tools right within the LiveHive platform. Enjoy seamless integration with Gmail and Outlook, and track content and emails.

LiveHive’s Platform

  • Global Dialer with Local Call Presence
  • Email Tracking
  • Live Prospecting
  • Manager and Sales Analytics
  • Reporting
  • Campaign Sequencing
  • Content Management
  • Meeting Scheduler
  • Pipeline

 

The bottom line: Automate the Sales Process and Make Every Rep Your Top Rep.  Visit us here to request a demo or email marketing@livehive.com