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Sales enablement

Sales enablement is the strategic process of providing sales teams with the resources, tools, and training necessary to engage buyers effectively and close deals more efficiently. This includes developing relevant content (such as sales playbooks, case studies, and product information), implementing technology solutions (like CRM systems and analytics tools), and offering training and coaching to enhance sales skills. In the B2B environment, effective sales enablement aligns marketing and sales efforts, ensuring that sales representatives have access to the right information at the right time, ultimately improving win rates and customer satisfaction.

Related terms

Buyer journey

Cross-sell

Lead nurturing

Messaging

Product positioning

Revenue motion

Sales pipeline

Upsell

Relevant content

Article

Go-to-Market Strategy

7 steps to optimize channel partner enablement

In this guide, we explore the seven steps of channel partner enablement that ensure relationships are as productive and profitable as possible. From customizing partner programs to leveraging advanced data analytics, read about these imperatives to transform your partner strategy into a powerful component of success.

Whitepaper

Go-to-Market Strategy, Marketing Analytics & Data

A roadmap for modern B2B go-to-market: Part 2 – operations and analytics

The second whitepaper in our series, “A Roadmap to Modern B2B Go-to-Market,” encompasses two main topics that enable growth—Operations and Analytics. Download the comprehensive 47-page whitepaper and learn more about this 3-part series.

Resource

Go-to-Market Strategy

4 best practices for activating digital selling

By 2040, 95% of all B2B purchases will take place through digital channels. In this framework, we define what digital selling is and what it is not while providing four steps to best-in-class digital transformation.

Resource

Go-to-Market Strategy

Building an agile sales enablement program roadmap

There are core building blocks of best-in-class sales enablement programs that are essential starting points for planning. Download the framework for four key steps to formalize and actualize an agile sales enablement roadmap.