Training Industry Magazine - Summer 2023 - 60

CLOSING
DEALS
MINDTICKLE ACQUIRES ENABLE US: COMBINED
PLATFORM SET TO BOOST REPS' SKILLS AND
STREAMLINE THE SALES PROCESS
BY SARAH GALLO, CPTM
From learning technologies to information
technology (IT) and technical training to
leadership, all segments of the corporate
training market have evolved alongside
recent market shifts. The sales training
sector is no different.
In today's digital business environment,
organizations are looking for virtual sales
training and enablement solutions that
provide reps with real-time support.
The demand for these solutions continues
to rise. Training Industry's 2023 " State
of the Sales Training Market " report
confirmed that sales training investment
reached pre-pandemic levels in 2022, and
that the sales training market is expected
to grow by 13% globally over the course
of 2023.
To meet this increased demand, sales
training and enablement providers have
been busy rolling out solutions and
forging partnerships to do so effectively
and at scale.
Here, we'll explore how sales enablement
provider Mindtickle's recent acquisition of
Enable Us, a buyer enablement provider,
is set to streamline the sales process
while also supporting reps' professional
development
through
AI-enabled
coaching and learning reinforcement.
BRINGING BUYER AND SALES
ENABLEMENT TOGETHER
Mindtickle's
acquisition
of
FAQ documents, etc.) related to the
provider's products and services. The
DSR also gives reps visibility into what
buyers click, view and share, which can
help them better understand customer
pain points and needs. For instance, if a
customer consistently views and shares
content related to gamification, the seller
can recommend gamified solutions to the
buyer, Depura says.
Users can also create a " mutual action
plan " - a customized sales plan that
buyers and sellers create together. Users
can view the mutual action plan to check
the status of deliverables, check off action
items and adjust timelines as needed.
In the age of virtual selling, a mutually
agreed-upon plan can help improve
communication and transparency
throughout the sales process.
AI-DRIVEN COACHING AND MORE
The acquisition also gives Enable Us
customers access to Mindtickle's suite of
sales readiness, conversation intelligence
and sales coaching solutions, which are
designed to bridge skills gaps and deliver
personalized learning to reps through:
Enable Us
makes sense for a few reasons. For one,
it brings buyer and sales enablement
together in a single place, says Krishna
Depura, CEO and co-founder of
Mindtickle. Enable Us'
Digital Sales
Rooms (DSRs) offer a collaborative space
in which buyers can access relevant
educational content (i.e., articles, videos,
60
* Artificial intelligence (AI):
Mindtickle's conversation intelligence
capabilities are integrated within its
readiness platform. The platform
uses AI to track, analyze and score
reps' interactions with customers
based on data around topics, themes
and deal risks.
* Skills mapping: The platform
connects specific skills and
competencies to revenue outcomes,
helping sales reps better understand
the connection between training
and business results. This also helps
learning leaders make the business
case for sales training and coaching
to stakeholders, Depura says.
* Learning reinforcement:
The
platform uses AI to deliver spaced
learning reinforcement, increasing
the likelihood that reps apply what
they've learned on the job.
THE BIG PICTURE
Ultimately, Mindtickle's acquisition of
Enable Us is an effort to make both buyers'
and sellers' jobs easier by bringing greater
transparency into the sales process
and supporting reps with personalized
coaching and development. In terms of
what's next, Depura says, " this is just the
beginning " of buyers and sellers coming
together to forge a more collaborative
sales experience.
With the acquisition, Depura says,
" Mindtickle is pioneering an end-to-end
solution for the entire lifecycle of a rep -
from onboarding, practice, reinforcement,
and coaching to day-to-day buyer
enablement, conversation intelligence,
forecasting, and analytics on both
sellers and deals. " With the combined
platform, sellers gain more visibility into
buyer behavior and deal data is more
personalized and actionable.
As sales training continues to evolve
alongside shifting customer needs and
business priorities, we look forward to
seeing more sales training providers roll
out end-to-end solutions that support both
reps and the clients they serve.
Sarah Gallo, CPTM, is a senior editor
at Training Industry, Inc., and co-host of
" The Business of Learning, " the Training
Industry podcast. Email Sarah.
https://trainingindustry.com/training-industry-podcast/
Training Industry Magazine - Summer 2023

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