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Sales Enablement: What It Is, and What It Should Be
E-books / Sales Management / Oct 23, 2019 / Posted by Nikolaus Kimla / 518 

Sales Enablement: What It Is, and What It Should Be

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In the last few years, there has certainly been a lot of talk about sales enablement—it’s one of those trendy terms that came around and has definitely remained.

There certainly is no sales enablement “magic bullet”—you utilize it and bang! instant results! People today will jump on any train when they hear it will bring immediate positive painless change—even as they’ve known there is no such thing. It’s like trying to win a gold medal without doing any training, even though you know that can never happen.

So what is sales enablement, really, and where is it going? Is it just a buzzword that becomes an umbrella for various solutions?

However we define it, sales enablement is very important today, and will become more so in the future. Why? Because even if you have a top performer, how much better are they going to be if they have the right tools?

In this ebook, I’m not going to try and cover the entire broad aspect of sales enablement, as we’d be here forever. For example, sales enablement begins with finding and hiring the right people. I’ll be writing here about enabling “the right people” that are already there, and willing.

You can only really enable the sales team and others when you have someone who is the “enabler.” With a great football or soccer team, that person would be the coach. You can have the best players in the world, but if you don’t have a good coach, it won’t work. So in addition to having the right salespeople and the right team members, I’m also speaking from the viewpoint of having the right coach.

We’ll also be talking about arming your sales team with the right tools to be effective and efficient. With the right tools, you can get in the game…and win.

About Author

A 30-year veteran of the computer industry, Nikolaus has founded and run several software companies. He and his company uptime iTechnology are the developers of World-Check, a risk intelligence platform eventually sold to Thomson Reuters for $520 million. He is currently the founder and CEO of Pipeliner Sales, Inc., developer and publisher of Pipeliner CRM, the first CRM application aimed squarely at actually empowering salespeople. Also a prolific writer, Nikolaus has authored over 100 ebooks, articles and white papers addressing the subjects of sales management, leadership and sales itself.

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Comments (4)
0

joseph PIA commented...

very interesting article

1

Isah Adoke Halilu commented...

As we move into the future, business will seize to exist if we don’t involve technology such as Pipeliner CRM for it development

1

Yussif Sulemana commented...

Get to know what Sales Enablement is and what it should be by reading this short article that contains everything you need to know.

0

Dawn Solomon commented...

The business in future must progress with technology and not just any but technologies like pipeliners. such can only take the business in the future to the heights it needs to be.

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