Set Sales Up to Close
After “Demand Generation,” Sales Enablement might be the second most misunderstood term in modern marketing.
Here’s how some leading research firms define Sales Enablement:
- IDC: Getting the right information into the hands of the right sellers at the right time and place, and in the right format, to move a sales opportunity forward.
- SiriusDecisions: Ensuring that sales reps possess the skills, knowledge, tools and assets to maximize every buyer interaction.
- Forrester: A strategic, ongoing process that equips client-facing employees with the ability to have a valuable conversation with the right stakeholder at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system.
At Intelligent Demand, we define Sales Enablement fairly simply: Giving your sales team what they need to close more business, more efficiently. Sales Enablement happens at the bottom of the funnel, during the consequential Decision stage of the customer journey.
An effective Sales Enablement program transforms the way marketing and sales work together to improve conversion rates, pipeline velocity, lead management processes, and visibility into the funnel – resulting in an improved user experience through the customer journey.