What is sales enablement?
That’s the question a lot of business leaders are asking themselves these days – and the answer is not always clear. In fact, Sirius Decisions recently reported that you could ask 10 B2B sales leaders to define sales enablement, and you’d likely get 10 different answers.
The better question, then, might not be what sales enablement is, but instead how today’s organizations can best achieve it. All employees need to do their part to improve sales effectiveness, but not everyone knows the best way to go about it.
With no real strategy in place, the resulting “random acts of sales support” (as described by Forrester Research) can often impede a sales team’s ability to drive new revenue. So what’s the solution?
Our new Sales Enablement eBook provides a systematic approach to helping sales reps prepare for customer interactions, engage more effectively with those audiences, and ultimately, advance more opportunities to close. You’ll also find examples of how marketers, trainers, managers and – of course – sales reps can come together to contribute to the sales enablement process.