Sales Enablement - The Digital Selling Mandate

Sales enablement is not a new practice; helping sellers sell is something organizations have been doing for decades. What is new is that sales enablement has moved from a nice-to-have to a requirement given the changing expectations and dynamics of the buying process. The term “sales enablement” is now broadly understood across companies of all sizes and in all industries as a strategic function that requires dedicated resources and technology directed at the inflection points of the sales and thus the buying process.  But the pandemic and our current hybrid work environment forced sales enablement to go digital. This isn't about more emails or more robo calls. In fact, it's about more surgical and specific targeting and messaging driven by AI and a suite of productivity tools that allows SDRs and salespeople to truly be entrepreneurial in their prospecting.