HomeResearch Articles A Crisis of Competency: Why B-to-B Skills Enhancement is Broken

A Crisis of Competency: Why B-to-B Skills Enhancement is Broken

The gap between what people in many b-to-b organizations are being asked to do and what they are equipped to do is significant, and growing. Enablement efforts by sales, marketing and product are well intentioned but often woefully inadequate due to a lack of understanding of what they are trying to accomplish, and the absence of a strong connection to corporate growth strategies.
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