Why Sales Enablement is Essential for Energy & Heating Companies
The electricity, heating, and energy-saving sales teams in B2B and B2C need to satisfy a broad range of customers with varying needs.
For sellers, providing the right solution to every customer from a huge product offering can definitely be challenging. Sellers are often only familiar with certain products and it might, therefore, be tempting to stick to ones comfort zone in the hope of closing quick & easy deals.
The Game Has Changed
Increasing energy prices and interest in sustainability have changed the game. Customers aren't lining up at the door anymore. Instead, they're trying to find the best energy-saving solutions and providers who match their values.
This raises the stakes for sellers. It's not enough anymore to just send quotes and expect orders. How can sales organizations give their sellers the right tools to succeed?
You can do better than product sales
In a perfect world, sales organizations know what their sellers should do in customer meetings and throughout the sales cycle to provide a great customer experience. Unfortunately, sellers are often left alone, which works great for some but not so great for others. This leads to a huge variation in performance.
Once the organization has defined the right touch points and must-win battles in the sales process, they can concentrate on what content and resources the sellers need. The right solutions for each customer, not just presenting products and prices.
Don’t waste sellers’ time on pointless admin work
Sellers shouldn't have to waste their time combing through intranets, network drives or their computers to find the right materials to use with customers. That's time away from selling. Those materials should be always available, no matter where they are.
Is searching for files and editing presentations something you want sellers to spend their time on? Or would they be better served with the tools and resources they need to focus on selling?
Putting it into action
Here's how Vatajankoski has taken steps forward in sales enablement.
If these topics sound familiar, sales enablement is the answer. The right resources at the right time, easily available for sellers, helping them to serve their customers, sell more and sell better.
