What is Sales Enablement?
Sales enablement is becoming more of a common term in organizations big and small. But just as no organization is the same, no definition of sales enablement is exactly the same. Some see sales enablement as a role or team, some see it as the technology that powers content distribution and management, and some categorize it as a hybrid of the two — with many degrees of difference 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. Sometimes, the teams that do sales enablement don’t even have the term in their titles — it could be the marketing team, a dedicated sales enablement team, or the sales team itself that are most involved in activities and deliverables that empower sales.