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SiriusDecisions Revenue Enablement: A Five-Step Approach

Sales enablement is no longer enough. All customer-facing roles – not just sellers – must possess the necessary skills, knowledge, and process expertise, and have access to the most effective assets, to provide a unified and improved customer experience. Effectively enabling all revenue teams is more important than ever to ensure continued customer acquisition and retention amidst economic uncertainty.

siriusdecisions revenue enablement: a five-step approach

The SiriusDecisions Revenue Enablement Framework includes the following five steps that organisations must take to ensure a seamless experience for their buyers and customers:

  • Define interactions: What are the buyer and customer touchpoints?
  • Identify customer-facing personas: Who is representing the organisation in these interactions?
  • Map competencies: What skills, knowledge, and process expertise are required?
  • Align assets: What content and resources are needed to prepare, share, and follow up?
  • Inform communications: What information must come from and go to customer-facing roles on a regular basis?

Download the research to learn how your company can provide enablement for all customer-facing roles and lay the foundation for continued customer acquisition, satisfaction, and retention.

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