Outbound Call Center Featured Article

Sales Enablement Solutions Help Outbound Call Centers and SMBs with Revenue Generation

By Beecher Tuttle
TMCnet Contributor

To compete in today's sluggish economy, an organization's sales and marketing departments need to be more strategic than ever before. Enterprises and SMBs that are able to succeed in the current market are those that consistently drive revenue, while at the same time operating their business in a responsible and sustainable manner.

For most companies, this means doing more with less. Technology and service providers have begun decreasing their budgets and lowering their headcount, making it harder for their sales and marketing personnel to hit their numbers and achieve stable revenue growth.  Another difficulty that technology vendors face today is the fact that the market is flooded with competitors.

“The number of options available to buyers has grown in order of magnitude greater than it was just 10 years ago, thanks to globalization and advances in technology," said Scott Santucci, Senior Analyst, Sales Enablement at Forrester (News - Alert) Research.

Armed with fewer resources in a hyper-competitive marketplace, companies need to find a way to help their sales and marketing teams increase their efficiency, add value to their customers and be more collaborative.

To achieve these goals, many organizations have begun to embrace sales enablement solutions, which have been proven to increase revenue while achieving bottom-line cost savings. A recent addition to TMC's (News - Alert) white paper library, titled, "Calculating Sales Enablement’s Impact on Profitable Revenue Generation," details the benefits associated with out of the box sales enablement solutions when they are implemented and utilized properly.

The white paper details a number of sales enablement case studies, illuminating how these solutions can help increase revenue and eliminate “random acts of sales support" that are unnecessary or redundant.

Companies that deploy hosted sales enablement platforms have consistently been able to increase their average deal size, improve their win rate, reduce their sales cycle length and increase their quota attainment.

“Creating a strategic sales enablement program allows marketers and salespeople to drive significant cost savings in the short term while improving their companies’ competitiveness to thrive in the new growth cycle," concluded Santucci.

The white paper is presented by DemandGen Report, a targeted e-media publication spotlighting sales and marketing strategies, and is sponsored by iCentera, a leading provider of sales enablement platforms. Click here to access the free white paper.

Beecher Tuttle is a TMCnet contributor. He has extensive experience writing and editing for print publications and online news websites. He has specialized in a variety of industries, including health care technology, politics and education. To read more of his articles, please visit his columnist page.

Edited by Jaclyn Allard