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Four Critical Success Factors for Enabling Sales

by on Jul 29, 2013

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During March 2012, ITSMA used a web-based survey to gather data from its members and select non-members about its sales enablement content and initiatives. One of the key findings was that in response ...

During March 2012, ITSMA used a web-based survey to gather data from its members and select non-members about its sales enablement content and initiatives. One of the key findings was that in response to changing buying behavior, marketing is using thought leadership to generate and nurture leads. However, sales is still promoting offerings and capabilities. The sales force is challenged to communicate thought leadership insights and points of view, so marketing (and others responsible for sales enablement) must teach sales to how to use thought leadership in selling to open doors and nurture relationships. To enable sales, ITSMA has defined four critical success factors.

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Four Critical Success Factors for Enabling Sales Four Critical Success Factors for Enabling Sales Infographic Transcript