By Julie Zisman, head of marketing, Showpad

On April 3, 2014 we participated in the Demand Metric Virtual Summit: Sales Enablement for Success. For our event session, we partnered with Matthew Penzone at Infraredx. He identified three areas where he could empower the sales organization by using Showpad.

1. Dealing with a hyper-educated buyer in a highly regulated industry

2. Showcasing sophisticated content in a short window

3. Pushing content to market faster in an easy way.

Outside of our session, the event was a full day of learning about new solutions, models and how to align cross-team efforts for a more productive sales organization.  With such a plethora of solutions and platforms available how do you prioritize where to make an investment as effectively as Matthew?

Ask the Right Questions
One of the most important pieces of advice I’ve ever received is to hold tight the problem you are solving. It’s easy to get off course and end up in a sinkhole. If you are looking at Sales Enablement here are some important questions to start with:

  • What’s the make-up of your sales organization? Mostly inside sales?  Mostly outside sales people?  Direct?  Indirect?  Hybrid?
  • Where is your team mostly presenting?  In a noisy office?  In a conference room?  In a field?  In a coffee shop?
  • How many people do they present to?  One?  Three?  A group?
  • What do they use to present? In person, through video chat?  Over webinar technology?
  • How complex is your product or solution to present?

Establish a Profile
Create a profile with the most important characteristics to cover the types of engagements your sales organization has. Prioritize the characteristics of the meetings so you can understand what really has an impact.  Validate your thinking with key stakeholders or by extending a survey to the sales team.

Look at the Data
Now that you have a baseline, look at relevant data so you can figure out what type of improvements to make. If you don’t have data or have access to it, this should be the first place to start.  If you do have access to data, identify points where you can make an impact:

  • How are sales people measured in your organization?  Are they meeting objectives?
  • Are your reps doing too much administrative prep work?
  • Are they adding in additional products or services to increase deal size?
  • Are they using the right messages?
  • Can they leverage the right piece of content at the right time?

Create a Plan
This evaluation and examination should help you spotlight a few key areas that you can fix immediately as well as some business process issues that might need more attention. Create a plan that includes both short term and long-term goals.

Identify Resources
With a solid plan in place you can prioritize the work you need to do and the incremental investments that can help your team reach beyond their quotas. Projects at this point often tackle the following objectives:

  • Onboarding: Our people aren’t ramping fast enough. How can we bring new employee productivity to scale faster?
  • Content: Our content isn’t working and we need to make our messaging clearer with tools for our sales team at every stage of the sale.
  • Training: It’s difficult to get new products to market quickly; how do we train our sales organization on all of our product updates?
  • Administration: Our people are spending too much time looking for or changing content. How do we streamline content delivery that suits everyones’ needs and is easy to find? 

Get Started Now
While this may sound like a big project, you can get started and show results quickly. In our Sales Enablement Ebook, we’ll discuss how Showpad can help you with many of these requirements. I’ll also include an April 2014 benchmark and insight study from Demand Metric so you can see what the experts recommend. I invite you to download the mini-guide and learn how you can bring sales and marketing together to achieve your revenue goals.

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By Clare Price

#SESummit Register Banner

If you think industry conferences are all about racing madly from one event to the next, lugging around a heavy bag stuffed with brochures and giveaways, trying to keep your appointments in check and your feet from burning. Think again.

You can, (and last week more than 400 people did), enjoy all of the benefits of a conference and expo from the comfort of your office – in your bunny slippers if you prefer. The Virtual Summit from Demand Metric is here.

As one industry veteran commented about the show, “First time at a virtual expo. Felt like the real thing, at least in my mind. Feet aren’t sore, no expensive petrol/train/hotels required and no time lost travelling. This has got to be the future.”

Crowds. More than 1500 people registered and 400 attended “live” at the Demand Metric’s Sales Enablement Virtual Summit on April 3.

Content. The highlight of the event was the unveiling of two new Demand Metric Decision Models – the Sales Enablement Framework and the new Sales Enablement Maturity Model, presented by Demand Metric CMO John Follett. Unlike static vendor positioning models from other firms, the Demand Metric Maturity Model is a holistic organizational improvement model that shows modern marketers how to move through growth stages from Undefined to World Class. Demand Metric also introduced six new Sales Enablement Solution Studies for CRM, Marketing Automation, Knowledge Management, CPQ, Communication Tools and Sales Intelligence.

Attendees were treated to 20 live and On Demand Presentations spanning the Sales Enablement landscape from Building a Sales Enablement System to Winning the Complex Sale. More than 3500 resources and tools were downloaded from the Resource Center during the day.

Connections. Crowds wandered the expo halls visiting with sponsors including Callidus, DocuSign, MindMatrix, Act-On, Skura, Showpad, Kerns, Ifbyphone, Newzsocial, Corporate Visions, Xoombi, Sales for Life and the American Society for Training and Development. The Communications Lounge stayed lively throughout the day with many speakers stopping by to provide extra insights for attendees following their presentations.

For registered attendees, the Demand Metric Virtual Summit will be online and available for the next 30 days.

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By Jerry Rackley

Editor’s Note:  This post is part of a series of interviews with sponsors and speakers at the upcoming Demand Metric Sales Enablement Virtual Summit, which will take place on April 3, 2014.

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James Mooney, founder and CEO of ROInnovation, a gold sponsor of the upcoming Sales Enablement Virtual Summit.  We asked Jim to share his thoughts on Sales Enablement:

Why is Sales Enablement so important?

As we are all aware, the B2B sales cycle has dramatically changed over the past years, the buyer is much more informed on what they are looking for, who the competition is or what vendors have made their short list, and perhaps even much of the budget decision has been made. They “engage” or enter the “Sales Cycle” much further than in years past, and they know exactly what they are looking for from the Selling organization or Sales rep. IF that Sales rep does not recognize that, IF that Sales rep is not able to Engage that Prospect with the Right information at the Right Time and in a Timely Manner, they have dramatically reduced their opportunity for success. Knowing when the prospect is engaged, when to follow up, and with what materials is the Competitive Advantage that the selling organization requires. That is where Sales Enablement and our technologies and solutions need to focus.

Our research shows that only half of organizations have a Sales Enablement function, and many that do have it aren’t doing it well.  Why do you think this is?

Sales Enablement, Knowledge Management, and other names we have seen are being placed on this growing unit. With companies becoming much more aware of this “labeling” of the category, I believe this statistic will grow very quickly. We are seeing more and more of our customers having departments with the title: “Sales Enablement”. For the past 12 years, ROIInnovations has been providing the ability to leverage the Voice of the Customer in their Sales Cycles, much as today’s Sales Enablement category dictates, the category did not really have a name until the last couple of years. Kudos to Demand Metric for helping stage this type of event to help companies better understand the definitions around Sales Enablement and what it may mean for their organization.

You’re sponsoring a customer success panel at the Virtual Summit – what can visitors learn from it?

In our session we are joined by one of our customers:  Broadsoft. Not only does Sales Enablement impact the Direct Sales organization, but it extends to the Channel as what we call Channel Enablement. Jeanne Sauer, director of solutions marketing at Broadsoft, will join me to discuss how she is leveraging our Sales and Channel Enablement solution to support her partner community in preparing them for success representing Broadsoft solutions.

About James Mooney

Jim Mooney head shot

Jim Mooney is Founder and CEO of RO|Innovation, a pioneer in sales enablement and customer reference management solutions. Combining strategic vision with tactical precision, Jim has spearheaded the development and introduction of SaaS and mobile applications that address challenges in the sales, marketing and customer reference landscape. Companies ranging from nimble SMB’s to Fortune 500 companies have relied on ROlInnovation to help them streamline their customer reference process and increase sales force efficiency.  Throughout his career, Jim has achieved success at all levels of sales innovation and management. He has provided complex business solutions to blue chip clients including Coca-Cola, American Airlines, Wal-Mart, United Airlines and Shell.

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By Jerry Rackley

Editor’s Note:  This post is part of a series of interviews with sponsors and speakers at the upcoming Demand Metric Sales Enablement Virtual Summit, which will take place on April 3, 2014.

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Craig Nelson, Founder & Principal at Sales Enablement Group, is on the agenda to present “Building a Sales Enablement System” at the upcoming Sales Enablement Virtual Summit.  We asked Craig to share his thoughts on Sales Enablement:

Why is Sales Enablement so important?

To some, and for many years, it has been a core component to their sales success and viewed as a strategic asset.  For most BtoB companies, Sales Enablement has become critical in response to empowered buyers that simply expect more from BtoB sellers.

Our research shows that only half of organizations have a Sales Enablement function, and many that do have it aren’t doing it well.  Why do you think this is?

I would argue that every company has some degree of sales enablement (with or without a formal function and title).  The question is, how mature Is the organization with the four key elements of sales enablement: People, Process, Content and Technology?  On a scale of 0-5, with 0 being unstructured, random acts of Sales Enablement and 5 being optimized Sales Enablement, most are somewhere between 0 and 2. This is rapidly changing as organizations better align departments to driving profitable revenue and respond to today’s empowered buyers. Those not doing well typically resist organization alignment, don’t believe that sales people need to advise on solutions or simply believe that evolving to a repeatable and measured approach is NOT important to sustaining revenue growth.

You’ll be presenting during the Virtual Summit – what will attendees learn during your session?

My session on building a sales enablement system will cover:

  • Responding to today’s empowered buyer
  • The importance of building deeper sales relationships with empowered buyers
  • What skills are need to become a sales advisor
  • The four elements of a holistic Sales Enablement system
  • How the four elements align the empowered buyers journey – Sales Enablement Blueprint
  • How to assess Sales Enablement maturity and plan to evolve

About Craig Nelson

Craig Nelson

Craig has 25 years of experience in the software industry.  In 1998, he registered http://www.salesenablement.com and subsequently co-founded iCentera in 2003 with the mission to help companies generate profitable revenue. Today the iCentera solution, delivered as a service over the internet, provides a Sales Enablement platform to the commercial market. iCentera has over 250,000 subscribers and in 2011 became part of CallidusCloud, a public software company focused on a broad range of sales performance and effectiveness solutions with a global presence in over 132 countries.

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By Jerry Rackley

Editor’s Note:  This post is part of a series of interviews with sponsors and speakers at the upcoming Demand Metric Sales Enablement Virtual Summit, which will take place on April 3, 2014.

Register for the April 3 Virtual Summit A

Meagen Eisenberg, Vice President of Demand Generation at DocuSign, is on the agenda to present “The Future of Sales Enablement” at the upcoming Sales Enablement Virtual Summit.  We asked Meagen to share her thoughts on Sales Enablement:

Why is Sales Enablement so important?

It is so important because it is the aligning of sales and marketing to drive efficiency and cost savings to obtain and exceed revenue targets.

Our research shows that only half of organizations have a Sales Enablement function, and many that do have it aren’t doing it well.  Why do you think this is?

Headcount is expensive and resources are constrained.  Many companies are stuck in a tactical mode fighting fires.  They do not step back and realize the cost savings and major benefits to the organization as a whole when they focus on Sales Enablement as a strategy to drive more efficiency and knowledge in their teams.

You’ll be presenting during the Virtual Summit – what will attendees learn during your session?

Attendees will learn how DocuSign aligned their sales and marketing organizations.  That success derives from a progressive commitment around building the relationship together, transparency in results and habitual communication.  Marketing technologies are transforming marketing and sales by delivering the platform, necessary efficiencies and innovation to sustain and accelerate the relationship.  Attendees will take away ideas and tools to implement a stronger relationship with their sales and marketing counterparts.

About Meagen Eisenberg

Meagan

Meagen has spent almost two decades in the high-tech industry and currently serves on the board of advisors of DemandCon. According to an AdWeek study, she has one of the Top 50 most retweeted Twitter feeds by mid-sized marketers.  She received the 2012 SuperNova Award in Matrix Commerce from Constellation Research and the 2011 Marketing Visionary Markie award within the marketing automation field.  Before joining DocuSign, she was Director of WW Demand Generation at ArcSight, an HP Company, and prior to that she led worldwide programs and events at TRIRIGA (acquired by IBM). Prior to TRIRIGA, she was at Postini (acquired by Google) and IBM.  Meagen earned her MBA at Yale.

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By Clare Price

In the now classic baseball film, Field of Dreams, the mysterious voice kept repeating, “If You Build It, They Will Come.” Eventually Kevin Costner, probably sick to death of that nagging voice, did build the baseball field in his corn field and the legendary baseball teams did show up to play.

“If You Build It, They Will Come” has now become a common catch phrase.  So common in fact that I almost hate to use it . . . Except that is it the perfect way to describe the benefits of Configure, Price, Quote (CPQ).  Seriously? Yes, seriously.

The first word of CPQ is CONFIQURE. The core benefit of CPQ is to automatically configure or BUILD a custom product from a large and complex inventory of parts, priced separately and quoted differently.

As the name implies, Configure, Price, Quote solutions provide functionality to support complex sales transactions. CPQ systems enable sales teams to custom design or configure a solution for a customer from different product sets, options or piece parts, price the solution for a profit, and prepare a quote for the customer in a negotiated sales situation.

At Demand Metric we define CPQ as comprising the strategies, processes, technologies and tools that support the organization’s ability to effectively configure product/services from a set of options, price a customized solution based on relevant internal and external factors, and provide a digitally generated quote for customer signature and payment.

A typical CPQ system includes a design/configuration engine, pricing engine and quoting system driven by business rules or constraints, supported by a proposal management system, augmented by approval workflow systems.

Primary industries that have heavily relied on CPQ systems include manufacturing, transportation, telecom, High Tech, medical/healthcare, retail, and insurance and financial services.

Today, new solutions and cloud technology have enabled CPQ systems to be used by small and mid-market companies in a full range of industries including general business services, real estate and media/publishing.

Modern CPQ systems have moved way beyond the classic definition of “Configure, Price, Quote” to offer a range of enhancements including:

  • product design and visualization tools that extend configuration options;
  • value pricing, value modeling and value communication tools to enhance pricing;
  • ROI and TOC calculators to optimizing quoting;
  • Contract management and Guided Selling to improve operations and sales performance. 

In short, these are not your father’s CPQ systems!  We’ll detail the range of standard, advanced and specialized functions and features in our Solution Study Series: Configure, Price, Quote: Insights, Landscapes and Vendor Analysis, to be released during our upcoming Virtual Event on April 3rd.

An especially valuable aspect of this Solution Study is the evolution of CPQ from its basic capabilities into contract and revenue management applications. Our Action Plan includes eight must-have CPQ-related assessments, scorecards and vendor evaluation matrices you can start using immediately.

Effective Sales Enablement is a multi-stage process. In our Sales Enablement Solutions Study Series we examine each key stage of Sales Enablement from initial marketing and sales alignment to the final deal close and revenue capture. In addition to CPQ Systems, we examine Marketing Automation, Enablement KM, CPQ, Sales Communication Tools and Sales Intelligence.

We’ll be sharing these insights and more on the new CRM landscape as well as the entire Solution Series at our Virtual Event on April 3rd.  We hope to see you there.

Register for the April 3 Virtual Summit B

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By Jerry Rackley

Editor’s Note:  This post is part of a series of interviews with sponsors and speakers at the upcoming Demand Metric Sales Enablement Virtual Summit, which will take place on April 3, 2014.

Jennifer Kling, product marketing manager at CallidusCloud, a titanium sponsor of the upcoming Sales Enablement Virtual Summit.  We asked Jennifer to share her thoughts on Sales Enablement:

Why is Sales Enablement so important?

Sales Enablement is really about the customer.  At its core, Sales Enablement aims to improve sales efficiency and effectiveness through timely knowledge transfer – before and during engagement with the customer.  Technology alone is not the answer, but right tools coupled with processes that are repeatable, measurable, predictable, and scalable improve the customer experience.

Our research shows that only half of organizations have a Sales Enablement function, and many that do have it aren’t doing it well.  Why do you think this is?

Most companies are making the same mistakes. Companies often fall short on training, coaching, and/or informing sales reps. Sales Enablement is not the responsibility of just one person.  Sales Enablement is about having all the right tools to help managers coach sales reps for improvement at the point of execution.  It’s about keeping sales educated on the company’s products.  Sales Enablement is also about ensuring the rep has access to marketing materials to propel opportunities forward.  Needs are always evolving and companies should regularly review their needs and make appropriate adjustments.

You’re sponsoring the Virtual Summit – what can visitors learn by visiting your booth?

CallidusCloud will be demonstrating how companies can enable sales to be more efficient and effective.  They’ll see how valuable information is gathered about website visitors, messaging is targeted to specific prospects, and how qualified leads are routed to sales quickly.  From there, CallidusCloud will demonstrate how the sales rep can follow the company-prescribed plan when receiving that lead. Instead of reinventing the wheel to respond to leads, sales can be trained with the right knowledge and have easy access to the right materials.  This is just a sampling of CallidusCloud’s complete suite of solutions to help companies sell more deals for more money in record time.

About Jennifer Kling

With previous experience as an event manager, branch sales manager and field marketing manager, Jennifer recently joined CallidusCloud as the product marketing manager. CallidusCloud® (NASDAQ:CALD), is a leading provider of sales and marketing effectiveness software.  CallidusCloud enables organizations to accelerate and maximize their lead to money process with their complete suite of solutions that identify the right leads, ensure proper territory and quota distribution, enable sales forces, automate configure price quote, and streamline sales compensation – driving bigger deals, faster.  Over 2000 leading organizations, across all industries, rely on CallidusCloud to optimize the lead to money process to close more deals for more money in record time.

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By Jerry Rackley

Editor’s Note:  This post is part of a series of interviews with sponsors and speakers at the upcoming Demand Metric Sales Enablement Virtual Summit, which will take place on April 3, 2014.

Register for the April 3 Virtual Summit A

Blair Symes is demand generation manager at Ifbyphone, a gold sponsor of the upcoming Sales Enablement Virtual Summit.  We asked Blair to share his thoughts on Sales Enablement:

What is the connection between Sales Enablement and lead generation?

One of marketing’s main goals is to drive quality leads to sales. But when marketing and sales aren’t aligned, marketing can feel like it is lobbing leads over the fence to sales, with no idea what happens to those leads. Is every lead being worked? Is the quality of leads high? What campaigns are driving the most opportunities and revenue? And sales can feel like they are being inundated with leads from nowhere, with no context as to where marketing found them or how to frame their initial conversation.

First, marketing should always keep sales appraised of new campaigns. Second, sales and marketing should agree on the definition of a lead, and marketing should institute filters to only pass people that qualify as leads to sales. Third, sales should always be aware of where each lead came from. And fourth, marketing should be able to see which campaigns generated the most leads, opportunities, and revenue.

Three pieces of technology can help you do all four:

  • Marketing automation tools like Marketo and Eloqua can help filter web leads and content downloads using registration forms and behavioral scoring.  These tools can integrate with your CRM system so sales will know where every lead came from before calling, and marketing can follow each one through the sales cycle.
  • Voice-based marketing automation (VBMA) tools can do the same for phone leads using IVR (interactive voice response) technology to score callers before passing to sales.  VBMA tools also have call tracking technology that tell marketing which of their campaigns are generating leads.  VBMA can also be integrated with your CRM to track each phone lead through the sales cycle. What’s more, when someone calls in, sales will see what campaign or keyword search the lead came from before taking the call.  Knowing where a call is coming from can be a significant help to a sales rep trying to close a deal. 

In an increasingly mobile world, how does email marketing fit into the Sales Enablement and lead generation landscape?

Smart email marketers know that 88% of people check their emails daily on a mobile device, and they optimize accordingly.  But this means more than designing mobile-friendly emails.  It means considering the increasing probability of calls from mobile devices to your business, which means you need to have a phone number in your marketing emails.  Marketers with successful email strategy are using click-to-calls to address the needs of mobile users…and getting great results.  As mobile adoption continues to increase, so does the probability of calls from mobile devices to your business.  The ability to track these calls back to the specific marketing source, including your email marketing, is an important part of understanding your ROI.

Marketers are making big investments in content marketing.  Do traditional lead tracking approaches work for content marketers, or are there new considerations?

If your content is effective, tracking web leads and online sales makes a strong statement about the value of content marketing.  But it still only tells half the story.  What if instead of visiting your web page or filling out your form, the lead picks up the phone and calls you?  Can you tell exactly what piece of content drove that call?  Can you tell if the call even came from content marketing at all?  If you aren’t tracking phone leads back to your content and through to revenue, you aren’t doing your work justice.  Not only are you almost certainly underreporting lead volumes to execs, but you also aren’t getting proper credit for the revenue those calls will bring in.  And since inbound calls to sales usually turn into revenue at a higher rate than web leads, this could be a significant gap in ROI reporting.  What’s more, you don’t know what content is truly resonating and getting existing leads to re-engage with your sales team.

About Blair Symes

Blair is demand generation manager at Ifbyphone, a leader in voice-based marketing automation (VBMA) that connects, measures, and optimizes sales and service calls for businesses and organizations.  He has over 15 years of experience as a writer, editor, content manager and marketing manager.

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By Jerry Rackley

As I write this post, we are just over a week from the Sales Enablement Virtual Summit, a gathering of experts, users and vendors in a forum to share, learn and be inspired.  What often happens to those who participate in events like this is they come away with renewed passion to make some changes.  In this case, those changes will involve Sales Enablement, either implementing it for the first time or improving an existing function.  This is exactly what we hope the Summit will accomplish.

Those who do attend the Summit (which, by the way, is free) won’t go away empty handed.  The content bundle we’re giving away to attendees contains a rich set of resources to help jumpstart any Sales Enablement initiative.  It’s so rich, with at least 80 different resources, at first glance you may wonder just where to start!  If your need is to implement an effective Sales Enablement function, the best place to start is with the Sales Enablement Plan Methodology.

Demand Metric methodologies are among our most popular forms of content.  They provide a roadmap in stages to help you implement strategic marketing processes.  The Sales Enablement Plan Methodology will guide you through six stages, beginning with getting approval, then project preparation, selecting solutions, creating a sales playbook, launching your function to the Sales Team and concluding with measurements and continuous evolution of the function.  Each stage leads you through a series of steps, all of which use or reference other Demand Metric resources.

If you’re implementing a Sales Enablement function from scratch, the Sales Enablement Plan Methodology provides you with a roadmap for getting there by the best possible route.  If you already have a Sales Enablement function, but perhaps it’s not living up to expectations, this methodology provides a template for change.

Whatever inspires you to pursue a Sales Enablement initiative – attending the Virtual Summit, an internal directive or simply a vision for greater sales effectiveness – the Sales Enablement Plan Methodology is a great resource to help you get from where you are to where you want to be.

Register for the April 3 Virtual Summit B

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Too Much of a Good Thing?

March 28, 2014

Can you really have too much of a good thing? Well, if it is dark chocolate maybe not, but if it is content, especially content developed to close sales, the answer quite often is yes!

The marketing world is awash in content and when things are not working as they should our default reaction is – more content! It’s not more content that matters, it’s the right content, put in the right context that can be the game changer.

Let’s look at a typical sales scenario. A new qualified sales opportunity comes in. The sales rep has to learn about the company, possibly the industry, and who the decision makers, stakeholders and company influencers are. They have to uncover where the buyer is in the sales cycle: seeking information, evaluating solutions, ready to buy. Then in this scenario the sales rep either trots out the usual presentation materials, sale sheets and brochures or frantically scrambles to find or create something unique for this prospect.

Or it could go something like this. The same opportunity presents itself. Only this time the sales rep taps into a well-designed, well-organized knowledge management system that provides the rep exactly what they need for this prospect in minutes. The rep already has a customized designed portal and playbook for this customer’s industry, size or location complete with product information, presentations and video customer testimonials for social proof.   The company CRM system has fed the knowledge based detailed customer profile information, the Marketing Automation system can tell the rep what nurturing campaigns this customer has been offered. The rep has access to an asset management system where they can personalize and localize the sales content for this exact sales call.

That’s the power of Sales Enablement Knowledge Management. What we call Enablement KM. It shifts the focus of the marketing and sales process from content production and delivery to contextual empowerment.

Our research shows that with an effective Enablement KM system, the reps win rate increases significantly and they make their quota faster: often cutting time to quota from 9 months to three.

Getting Enablement KM right isn’t easy. It takes a complete understanding of all seven components of Enablement KM: Asset Management and Resource Center, Distributed Marketing Platform (Portals), Content/Campaign Management Systems, Personalization, Localization, Presentation Systems and Metrics.

It takes a thorough review of the vendors and solutions available for each component and solid action plan for deployment and change management.

That’s why we’ve produced our complete guide, Enablement KM: Insights, Landscape, and Vendor Analysis as part of our new Solutions Series.

Effective Sales Enablement is a multi-stage process. In our Sales Enablement Solutions Study Series we examine each key stage of Sales Enablement from initial marketing and sales alignment to the final deal close and revenue capture. In addition to Enablement KM, we examine CRM, Marketing Automation, CPQ, Sales Communication Tools and Sales Intelligence.

We’ll be introducing Enablement KM and the entire Solution Series at our Sales Enablement Virtual Summit on April 3rd.  We hope to see you there.

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