Sales Enablement

Recently I was asked about Sales Enablement providers. I knew of a couple but had mainly thought that the whole area was lipstick for sales/marketing content management systems (CMS). What I have since learned while doing some research for a project is that the capabilities of sales enablement have evolved to include market and competitive intelligence as well as insights from the field and subject matter experts.

Worthwhile blog on Sales Enablement @ http://salesenablement.wordpress.com/

Three main Sales Enablement players of interest:

Why this is important to CRM? It will drive user adoption.
Max’s CRM Rule #1: Give Sales a reason to use CRM.

July 30, 2009 Tags: , , , ,

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  • http://www.savogroup.com/ Deanna Spear

    Max, I couldn’t agree more. When organizations have difficulty driving users to CRM systems, a tool focused specifically on enabling the front line seller will drive adoption to the sales enablement tool and leverage that adoption to increase sales interest in the CRM.

    Sales users find unique value outside of the CRM in sales enablement tools that can truly capture the tribal knowledge that lives across the organization—-the type of information that is typically exchanged among sellers in emails and informal exchanges. We’ve found that access to this tribal knowledge is what makes SAVO so appealing to sellers. By integrating the content that lives within a CRM system with formal content, tribal assets and subject matter experts, reps have a reason to keep coming back.

  • http://www.kadient.com Amy Black

    Hi Max. I absolutely agree with you that sales enablement apps can improve user adoption. In the case of Kadient, the rep has all the content and coaching they need (that also maps to the buying cycle) right within their CRM. More value for the rep!

    On the topic of sales enablement, I want to point you and your readers to a great resource. Jeff Ernst released an ebook this past year called “The New Rules of Sales Enablement.” It does a great job highlighting what sales and marketing teams can do to better support their sales reps. Technology is an important part of the equation, but beyond that, Jeff argues that a new mindset is required.

    You can get the free ebook here. http://www.kadient.com/form.aspx?id=637

    Best,
    @amyblack