How to: Get sales enablement right

Sales enablement can help you avoid department silos. Carrie Morgan, managing director of The Sales Way, reveals how to integrate it into the wider marketing function

Take a moment to think about all of your marketing and sales campaign efforts – they have probably all started with a focus on the customer’s needs and how your product or service can help solve those challenges.

Yet, the buyers that your sales teams are visiting just aren’t seeing that in the meetings with your sales people.

So could sales enablement be the solution to this mismatch in expectations between the vendor and buyer in a B2B engagement?

Put simply, sales enablement is the holistic go-to-market sales and marketing strategy for your company – ensuring that a joined up approach is taken throughout your organisation’s different teams when launching a new product to the market.