Sales Enablement Perspectives: A conversation with Jennifer Kling, Product Marketing Manager at CallidusCloud
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.
