Craig Nelson – VP Global Sales Enablement, SAP
An important trend happening today across BtoB companies is the need to move from random acts of sales enablement to a sales enablement system that supports profitable revenue growth. The attached e-book covers what it takes to make this happen:
- Define a clear definition of sales enablement that is aligned to your business
- Understand your buyer and seller, the sales and buying processes, and how messaging is delivered
- Understand current market drivers that has changed marketing and sales
- Understand the four key elements of a sales enablement system
- Assess current level of SE maturity for your organization and the expected payback for moving to a SE system
