Companies have been talking about sales enablement for some timenow, but in many ways the definition still remains open forinterpretation. To some, it still may be nothing more than aportfolio of PowerPoint decks, while, to others, it's support frommarketing or other areas of the company in order to have theknowledge to deliver the message a sales person thinks the customerwants. In my mind, the true definition of sales enablement isgiving sales everything possible to effectively solve theircustomers' challenges. It may sound simple, but it isn't. Today,enhancing and accelerating the sales process requires a new levelof engagement and access to knowledge between the organization andits field agents, and more importantly, between the agent and thecustomer.

Achieving true sales enablement ensures that an agent haseverything needed to optimize the interaction with thecustomer. First, then, it requires a true "excavation" prior to thesales process. That involves a great deal of investigating, diggingand understanding of a prospective customer's needs in order toweave the right KPIs and metrics into your presentation. However,it also requires having to perform that type of excavation in realtime to keep the conversation going in the direction theprospective customer wants it to go and connect your contentdirectly to their goals.

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