As a sales enablement leader, you know that a new year brings new opportunities for improvement and growth. January marks a fresh fiscal start for many sales teams, and organizations will host a sales kickoff (SKO) to align their go-to-market (GTM) orgs and launch new sales processes. That’s why right now is a great time to improve and modernize your enablement strategy.
In this piece, we’ll explore sales enablement ideas to enhance your impact on the business, your sellers’ careers, and your success as an enablement practitioner.
Without further ado, here are five innovative strategies to help your team thrive in 2024.
1. Leverage AI to drive efficiency
AI was all the rage in 2023, and rightfully so. Utilizing AI is one of many sales enablement best practices, but practically speaking, how can enablement leaders use AI to improve the quality of their work and ultimately grow their business?
We’ve discovered that AI can assist enablement leaders in many ways, for instance:
- AI for prospecting analyzes historical data and prioritizes high-converting leads.
- Conversational AI in sales, such as AI chatbots, monitors prospect questions 24/7.
- AI forecasting detects trends and patterns for more accurate predictions of what deals will close and when.
- Generative AI saves sellers time by automating sales email creation, meeting scheduling, and outreach personalization.
Going into the new year, many enablement teams will take advantage of AI. In fact, according to The State of AI in Enablement Report, nearly 9 out of 10 respondents shared that their organizations plan to make further investments in enablement technology in 2024.
If 2023 was the year of talking about how to use AI, 2024 will be the year of using AI and discovering where it makes the biggest splash for your GTM organization.
2. Optimize your tech stack
New year, new budget. Whether your budget grew, shrunk, or stayed the same as last year, it’s never a bad idea to look for ways to optimize your budget and tech stack. Sales enablement tools offer advantages like improved efficiency, streamlined workflows, lower operational costs, and much more.
The right tools empower sellers to access relevant sales enablement materials so they can close deals more quickly, receive training to improve their skills, and get feedback to meet targets.
Optimizing your tech stack will keep you ahead of the game and ensure you’re providing customers with the most advanced and impressive experience possible.
Pro tip: Consolidate your revenue tech stack with one comprehensive platform rather than purchasing half a dozen different point solutions.
3. Lean into revenue enablement
In 2024, it’s crucial to align all of your revenue-focused teams — marketing, sales, and customer success — to ensure consistent messaging throughout the buyer journey, a concept known as revenue enablement.
Unlike a sales enablement strategy that solely concentrates on the sales team, revenue enablement strategically provides revenue-generating support at every stage of the sales process.
The State of AI Enablement Report reinforces this approach: 83% of respondents agree that integrating artificial intelligence (AI) into their larger go-to-market (GTM) strategy would lead to revenue growth.
This data proves how important it is to lean on AI tech and prioritize solutions that enhance rather than detract from team alignment. If your organization struggles to deliver a smooth, unified customer experience from the first call to customer renewal, it’s time to shift your focus from sales enablement to revenue enablement.
In short, when all client-facing teams collaborate, they create better net-new deals and set themselves up for happy customers that renew and expand.
4. Level up your training methods
In today’s diverse workforce, in-person or live training methods are no longer efficient ways to ramp or continuously train your team members. If you aren’t offering online, on-demand training for your revenue teams, one of your sales enablement goals should be to level up your training efforts.
Seismic Learning is a great way to make this goal a reality. Seismic Learning gives teams interactive, real-time access to top-notch online lessons, certifications, and learning paths. With our solution, you can:
- Ramp reps quickly
- Hone skills systematically
- Reach goals more often
Your sales reps want (and expect) their training to be engaging. Bite-sized lessons that feature elements like videos, role-plays, and quizzes are top-notch training formats for sellers — watch this video to find out why.
5. Offer dynamic content recommendations
It’s 2024 and sellers know that generic content won’t catch their buyers’ eyes, and loosely personalized content won’t cut it either. As an enablement leader, strive to automate content production and empower sellers to send their buyers a library of useful, hyper-personalized resources and content.
What does the best-case scenario of this look like? Imagine if you could automatically personalize a deal-stage-relevant piece of sales enablement content with total personalization based on that prospect’s CRM data, industry, deal history, and more.
With Seismic Content, it’s possible to do all of this — and more. You can suggest relevant sales content — at scale — to your sellers, so they can send their prospects and customers materials that are entirely based on their customer profiles, industries, historical interactions, and specific stages of their buying journeys.
Modern revenue enablement teams are already doing this. Will you join them in 2024?
Ready to make some positive changes in 2024?
Feel free to try these five revenue enablement ideas, or use them as inspiration to generate new ways to unite your GTM organization and grow your business in 2024 and beyond.
Keep in mind that you don’t have to do this work alone. Partner with your team internally, and consider introducing yourself to Seismic. Our team would love to share more information with you about our platform, and our Seismic Professional Services team is at the ready if you decide you’d like a strategic hand in turning these ideas into a reality.
FAQs about sales enablement trends
How does AI specifically impact and benefit sales enablement teams?
AI impacts sales enablement teams by improving efficiency and effectiveness in tasks like prioritizing leads, monitoring prospect questions, accurate forecasting, and automating time-consuming activities such as email creation and meeting scheduling.
What are the key advantages of optimizing the tech stack in sales enablement?
Optimizing the tech stack enhances efficiency, streamlines workflows, reduces operational costs, and improves experiences for sellers through a unified platform. If you’re ready to stack the tech in your favor and experience more ROI, check out this ebook.
What distinguishes revenue enablement from traditional sales enablement, and why is it crucial in 2024?
Revenue enablement goes beyond traditional sales enablement by strategically supporting revenue generation at every stage of the sales process. Aligning marketing, sales, and customer success teams in 2024 ensures a consistent customer journey and can have a greater impact on revenue growth.
