At a high-level, a sales enablement tool can do two things: help teach your sales team how to sell and enable their ability to sell by providing train

A tool for better sales negotiation, not enablement

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2022-05-20 18:30:18

At a high-level, a sales enablement tool can do two things: help teach your sales team how to sell and enable their ability to sell by providing training, documents, and guidance. Essentially, sales enablement tools serve as a teaching aid or a repository for critical information that sales reps need to do their job.

A lot of what a sales enablement tool does is teach reps how to sell or store information they need to sell. These capabilities are a really great fit when sales managers want to choreograph how a rep should sell. Tools like these are most effective when the sales process doesn’t vary much and reps simply need a place to keep all selling collateral up-to-date and organized.

Ultimately, whether or not sales teams need a sales enablement tool or a tool like DocSend comes down to which team will buy, manage, and own the tool. When marketing teams or sales enablement teams own the tool, then DocSend isn’t the right one. DocSend isn’t designed to give marketing or sales teams a bird’s eye view of reps being on brand/message, or determining which types of content should be placed at specific stages within the deal cycle.

DocSend is designed for sales reps who own the strategy and process of their deals. It gives reps the insight needed to make more informed decisions and uniquely manage each deal based on how that specific prospect is engaging.