What is Sales Enablement?
Sales enablement is becoming more and more of a common term in organizations big and small. But, just as no organization is the same, no definition of the concept of arming sales to succeed is exactly the same. Some see sales enablement as a role (or team) within the organization, some see it as the technology that does (or should) power content distribution and management, and some categorize it as a hybrid of the two. And, there are many degrees of differences along the spectrum.
At Highspot, we define sales enablement as a strategic, ongoing process that equips sales teams to have consistently effective engagements with prospects and customers throughout the buyer’s journey. In other words, it’s the teams, tools, and technology used in the ongoing quest to help sales close more deals, faster. For what it’s worth, the teams that “do” sales enablement may not have the term in their titles—it could be the marketing team, a dedicated sales enablement team, or even members of the sales team itself who are most involved in activities and deliverables to empower sales.
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