The Only Guide You’ll Ever Need for B2B Sales Enablement
Do you have an incredible product or service, but when you think of your approach to B2B sales something feels off?
Your spidey senses tingle. Something just isn’t quite right, and the problems don’t point to a specific mistake — they appear more… systemic. The connections between the people, processes, and technologies in your organization are slugging along, like a cog that needs oiling.
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Building a B2B Sales Enablement Framework that Works for You
While most B2B organizations understand sales enablement, each is at a different stage of maturity. For some, sales enablement is simply the production of sales collateral by the marketing team to support the buyer journey. For others, sales enablement is an official function — with headcount and budget — that sits somewhere between sales, marketing, human resources, and customer success.
B2B Sales Enablement Maturity Scale
Marketing supports sales teams with some content but there are no shared sales enablement processes, technologies, or goals.
Sales and marketing teams have an official lead generation program and some shared sales enablement processes, technologies, and goals.
Sales enablement is a distinct function that sits alongside sales, marketing, and customer success and is supported by human resources.
Sales enablement processes, technologies, and goals are clearly defined and engrained in the culture.
Imagine you’re on a road trip and sales enablement is the destination. While there are multiple ways to arrive at your destination, the route is made up of essentials that support your journey: a full tank of gas, a reliable vehicle, an up-to-date map app, and a groovy playlist.
In a sales enablement framework, the key pillars are people, processes, and technology.
B2B sales enablement isn’t a one-off initiative. To see the best results, an enablement culture must be built from the ground up with support from leadership. A sales enablement framework will help you make the business case for the resources you need to get started.
Build a B2B sales enablement framework that works for you.