sales enablement best practices

Free ebook: Sales Enablement: Best Practices, Case Studies & Insights

Sales Enablement has become one of the most critical arenas for success for Modern Marketing and Sales organizations. In this best practices report by Clare Price, VP Research, and Kristen Maida, Research Analyst, Demand Metric, you will discover strategies, processes and trends through the primary vendor solutions in six distinct categories to enable you to create an effective sales enablement function for your organization. Get your complimentary report today.

Table Of Contents

Pg 3 - Executive Summary Pg 6 - What is Sales Enablement? Pg 7 - What’s Driving the Need for Sales Enablement? Pg 8 - Sales Enablement & The MMO Pg 9 - Benefits of Sales Enablement Pg 11 - Sales Enablement Landscape Pg 16 - Sales Enablement Deployment Pg 24 - Organizational Impact Pg 30 - Sales Enablement in Action Pg 41 - Action Plan Pg 43 - Analyst Bottom Line Pg 44 - About the Research Analysts Pg 45 - Our Best Practices Report Methodology Pg 46 - About Pg Demand Metric

First 3 Pages

Sales Enablement: Best Practices, Case Studies & Insights By: Clare Price, VP Research With: Kristen Maida, Research Analyst April 2014 Table of Contents 3 Executive Summary 6 What is Sales Enablement? 7 What’s Driving the Need for Sales Enablement? 8 Sales Enablement & The MMO 9 Benefits of Sales Enablement 11 Sales Enablement Landscape 16 Sales Enablement Deployment 24 Organizational Impact 30 Sales Enablement in Action 41 Action Plan 43 Analyst Bottom Line 44 About the Research Analysts 45 Our Best Practices Report Methodology 46 About Demand Metric EXECUTIVE SUMMARY Sales Enablement: Best Practices, Case Studies & Insights Sales Enablement has become one of the most critical arenas for success for Modern Marketing and Sales organizations. This functionality has moved from the IT department, with its focus on the centralization and distribution of sales centric data, across the entire company to impact the success of all key departments from the executive suite to the Big Data analysts. Sales Enablement has fundamentally redefined the way Marketing and Sales teams do their jobs. In this Best Practices Report on Sales Enablement, we will cover Sales Enablement from strategies, processes and trends through the primary vendor solutions in six distinct categories to enable you to create an effective Sales Enablement function for your organization. Here are some of the highlights: Our research, benchmark studies, methodologies and tools have consistently shown that Sales Enablement has a very significant and positive impact on the organizations that are employing it, when they do so by following best practices and processes. Both internal company and external market/competitive forces are driving the need for Sales Enablement within Mid-sized Enterprises. We have identified ten factors as the most notable trends creating the willingness to engage in Sales Enablement. The first step in Sales Enablement is to make sure the marketing and sales functions are properly organized for success. Success for Sales Enablement is built around one basic tenet – Alignment. Here we look at World-Class Sales and Marketing Alignment in five key areas: Marketing & Sales Operations Alignment Roles and Responsibilities Process Alignment Content Alignment Technology, Systems & Platform Alignment In our Sales Enablement Benchmark Study, 37% of participants said that Sales had responsibility for Sales Enablement, 28% said Marketing was responsible and 7% named Operations as the driver for Sales Enablement.