What if you don't use technology to enable your sales team?

What if you don't use technology to enable your sales team?

I don’t have to tell you sales is competitive.

In today’s environment empowering your sales team with the right sales enablement tools is essential for your business’s success.

Sure, back in the day, many businesses have seen success without those tools. But, seriously, times have changed and so have your buyer’s behaviors and demands on sales productivity..

Are you depriving your sales team of the cutting-edge sales tech to save a few bucks?

Chances are that you’re losing much more than what you’re saving. Your competitors are at an advantage because they are tapping all that revenue through your missed opportunities.

That’s why sales enablement programs have gained more importance to encourage robust sales operations to increase sales and revenue across organizations.

To understand the need of enabling your sales team with the tools, let me take you through an elaborate scenario where your sales team is operating without any sales stack.

A sales stack is a collection of all the tools that a sales team needs to automate mundane tasks, share and access company resources, and focus on increasing revenue by closing more deals.

Now let’s get into understanding the purpose of sales enablement tools and what kind of tools your competitors are potentially using.

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What is the purpose of Sales Enablement Tools?

Enabling your sales team with the right sales enablement tools may turn out revolutionary for your business.

They can enable your sales reps to automate annoying tasks and focus on securing and closing more deals. The purpose of these sales enablement tools is to streamline your sales process to multiply numbers within your sales pipeline and target avenues that increase revenue.

You can resolve many problems and explore many opportunities by incorporating sales enablement. It’s the purpose of sales enablement to accelerate the sales cycle through:

Sales Stack and Getting organized

  1. Centralize and organize assets
  2. Update and share new assets
  3. Access to previous proposals
  4. Document battlecards and positioning
  5. Track sales activities

👉 Get the sales stack full checklist

What are the core Sales Enablement Tools most companies use?

Every business is different and operates based on what works for them. However, every business is more or less enabling their sales team with a foundational sales stack consisting of:

  1. CRM: Manage all the touchpoints with clients throughout the sales cycle.
  2. Content Management: Access, manage and share content to generate leads.
  3. Proposal Software: Create and manage winning proposals for the right audience.
  4. Quoting and Price Configuration: Generate accurate quotes for orders.
  5. Contract/E-Signature Software: Providing digital security to your contracts and agreements.

A sales stack can help your business consolidate its efforts through automation. You can create a sales stack depending on your sales cycle. In this article, we take you through a guide on how to decide what tools your business will need to create a sales stack.

If you’re already convinced then jump straight to our article, “What Sales Enablement Tools Should You Have in Your Sales stack?

What if you don’t use these Sales Enablement Tools?

Since I don’t know how your sales team is operating, I’ll make an assumption based on the fact that they have no access to sales enablement tools.

Let’s say that your sales reps are making calls, sending out emails and qualifying leads based on the limited amount of content they have within their grasp. They are scrambling for assets or sending duplicate documents that reflect badly upon the business.

To make matters worse, they are prospecting with no record-keeping and wasting hours on follow ups. They are performing tedious tasks that cost them time, money, and effort.

On top of that, they are storing all that data manually in an unorganized manner. It all leads to utter mismanagement, compromised productivity, bad communication and unkempt appearance to clients.

In such a scenario, your business is failing because your sales team is failing. Do you see how your sales team’s success is directly proportional to your business’s success?

So, to empower your sales team, you need a sales enablement strategy that can help your sales team focus on being efficient and effective when selling.

According to a research by Hubspot, “65% of sales leaders who outperformed revenue targets in 2020 reported having a dedicated person or team working on sales enablement efforts.” This is just a simple stat from a piece of research that industry experts are conducting. It really shows how effective these sales enablement tools are in a practical sense for a business’s growth.

Anyway, we mentioned above a foundational sales stack that consists of five types of tools that every business needs, including yours!

Let’s explore how your team would look if you deprive them of all those tools and how it would affect your business.


Without a CRM, your sales team is looking at manually updating, organizing and sharing client information, company resources, sales content and all other resources required for sales.

With not enough stored data on the client, you wouldn’t be able to create personalised buyer experiences, failing to meet them with the right content at the right stage of the sales funnel.

On top of that, you’re missing out on all that valuable data on your website traffic that can help you get insights on your client and their browsing behaviour.

Content Management

Every business owns some sort of content that they use to generate leads, win clients, create personalised buyer’s journeys and assist SEO practices.

With time, the content grows and improves, however, in order to stay on top of it, a sales content management software becomes a necessity. Without it, you’re looking at a lot of mismanaged data; multiple, outdated copies of documents and assets with loose files.

Basically, your sales operations would be all over the place. Causing confusion amongst the reps, and the prospects who may be scrambling for information that should be easy to find. They end up wasting their time on needless tasks and miss out on crucial data points about how your resources impact prospects.

You’re also failing to identify gaps in your sales content. Organizing content helps your sales and marketing teams to identify what you’re missing and need to create. Our hands-on sales content audit template can help you organize your content.

Without a sales content management system, your sales team may not be using the right piece of content at the right time. Suppose, you’ve recently posted a blog on a new feature, or a guide on how to use a specific feature. So, is your sales team sharing it with the right audience to influence sales? Do they even know about the recent blog?

Unless you told them yourself, there’s no telling that your sales reps wouldn’t know about every piece of content you create. However, it’s not the case when you’re enabling your teams through a content management system.

Proposal Software

Your sales team is already so busy with manually handling the entire sales process and sales content that now they have to create a winning proposal to secure a purchase order.

Without this software, the sales team will be working on creating a template and curating or creating content as required.

It may sound easy but manually performing each task can take a lot of time and effort. If these tasks were to automate, reps would be more focused towards selling.

Quoting & Price Configuration

A CPQ software enables businesses to quickly create quotes based on a preprogrammed set of rules. Performing all the calculations accurately within a matter of seconds.

If you operate without a CPQ, your team will be spending a lot of time manually calculating and generating quotes. In a scenario like this, there’s a good probability of human-error which is why inaccurate invoicing or payments is a risk that not every business is willing to take.

Closing/E-Signature Software

Digital sales enablement tools are helping businesses to automate their operations on all levels.

With an e-signature software you can digitally sign your contracts and agreements. And without one, you would need to physically sign and send your signed verifications, creating a huge amount of wait time.

It’s worth mentioning that the growth of your business also depends on those clients who are thousands of miles away. To secure such clients and contracts, you will need an e-signature software that works for you.

But how would you know where and how to find these tools? You can explore our top sales enablement tools directory to find all the tools you would need for your sales stack. Or you can read our blog on What Sales Enablement Tools Should You Have In Your Sales Stack? to make a guided decision on which tools to choose.

About Content Camel

Content Camel, helps you reiterate custom buyer experiences to increase sales and grow customer relationships. In simple words, your leads are getting exactly what they want to know to convert them into buyers.

Meeting your prospects with the right type of content at the right stage of the sales funnel, creates a personalized experience for them. And when you gain insights through the customer behavior, you can encourage your sales and marketing teams to create winning content with the help of those insights.

Our content management solution, Content Camel, makes all of it possible. You can share files and folders, and track them through smart URLs, all in one place. And with advanced search functionality, you can search all your resources for any specific content, from any timestamp, with the help of assigned tags.

Content Camel integrates with all the sales enablement tools, and you wouldn’t need to think hard about finding a software that fits like a missing piece of the puzzle into your existing sales stack.

Get access to our 24/7 online support on all subscriptions with a dedicated customer success manager for our enterprise solutions. And to make it a little more tempting, we charge absolutely nothing for setup.

So, sign up now for free and get access to our single-user subscription to judge for yourself! And if you are satisfied, you can upgrade at any time.

Want to learn more? Visit our resources page here.