HomeBlog B-to-B Sales and Marketing Haikus: Sales Enablement

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.

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, Product Development at SiriusDecisions. He has has worked for more than 25 years as an IT and cybersecurity leader, product manager, and an industry analyst. He manages the global product development organization for SiriusDecisions’ technology solutions. Jonathan built and managed agile technology teams that increased productivity, collaboration, cybersecurity and regulatory compliance. He also developed key models and frameworks that enable B2B organizations to understand, evaluate, and implement appropriate marketing and sales technologies. In addition, Jonathan has advised executives on the role of technology to help drive sales and marketing integration and enterprise alignment. Follow Jonathan on Twitter @jblock.

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