B-to-B Sales and Marketing Haikus: Sales Enablement
January 17, 2013 | By Jonathan Block
Here’s another installment of haikus dedicated to b-to-b sales and marketing. This edition addresses sales enablement, the purpose of which is to ensure that reps have the skills, knowledge, behaviors and tools needed to engage buyers through multiple channels.
Sales more difficult
meet the empowered buyer
with skills and knowledge
Sales enablement
improves productivity
prepares the challenge
Remember one point
centralize enablement
for effectiveness
Voice of the sales force
more than coordination
listen and measure
Sales is capricious
onboard improve certify
learn to improvise
Jonathan Block
Jonathan Block is Vice President and Practice Director, Technology, at SiriusDecisions. He has developed key models and frameworks that enable b-to-b organizations to understand, evaluate and implement appropriate marketing and sales technologies, as well as advised executive clients on the role of technology to help drive sales and marketing integration and enterprise alignment. Follow Jonathan on Twitter @jblock.