Telling your customer’s story

Companies have been talking about sales enablement for some time now, but in many ways the definition still remains open for interpretation. To some, it still may be nothing more than a portfolio of PowerPoint decks, while, to others, it’s support from marketing or other areas of the company in order to have the knowledge to deliver the message a sales person thinks the customer wants. In my mind, the true definition of sales enablement is giving sales everything possible to effectively solve their customers’ challenges. It may sound simple, but it isn’t. Today, enhancing and accelerating the sales process requires a new level of engagement and access to knowledge between the organization and its field agents, and more importantly, between the agent and the customer.

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