Finding the right sales technology is key when you’re trying to get ahead in a competitive field. It’s tempting to want an all-in-one solution, but not every tool is built for every purpose. This is especially true when it comes to customer relationship management (CRM) and sales enablement tools. These platforms are meant to work together, and neglecting either leaves reps behind. Here, we’ll take a look at the differences between sales enablement and CRM to explain why. 

Understanding CRM

Your CRM is essential for tracking client relationships. With so much communication between your reps and prospects, you need a dedicated tool that records when conversations occurred, what was discussed, and where to go next. However, a CRM alone won’t prepare your team to build a better sales pipeline. 

That’s because a CRM tells you what’s happening, but doesn’t make it happen. Pitches shouldn’t come directly from the CRM, and they certainly shouldn’t be stored in SharePoint or your reps’ inboxes. When you’re hunting for content in desktop folders, the company website, or some other decentralized location, you’re wasting valuable time and presenting an unprofessional image. That’s where sales enablement comes in – to pair the record management of a CRM with the content you need to make the sale. 

Sales Enablement: The Missing Piece

Think of it this way: your CRM is there to prepare reps for the sales pitch. It contains all the client data they need to understand who the prospect is. Then the CRM passes the baton, so to speak, to a sales enablement tool like StorySlab to support reps during the client conversation. 

StorySlab keeps all your content in one location that can be accessed anywhere, with or without an internet connection. That means no matter what the client asks, your team has it – no digging through folders, no coming up short. Sales and marketing can easily coordinate to ensure all the latest materials are available, so information is always current. After the meeting, you can even track materials sent via the app to get a better idea of what prospects found beneficial, something your CRM can’t deliver. 

Pairing Your CRM and Sales Enablement

Once you understand the difference between sales enablement and customer relationship management, you’re prepared to make the most of each with StorySlab. A done-for-you app, StorySlab integrates effortlessly with a variety of CRMs, including Salesforce, Microsoft Dynamics, HubSpot, and Zoho CRM, making it easy to pair platforms and support your team and clients. Don’t waste more time on the wrong solutions – request a demo today or contact StorySlab for more information.