Why sales enablement is essential for success

11/21/2013 | B2B Marketing

Effective sales enablement is really about making sure employees have the resources they need to deliver value to potential customers at all times, writes Gavin Finn. Rather than viewing the world in terms of "buyers" and "sellers," it's better to think of potential customers as people who are attempting to address specific issues. "If we have any hope of doing business with them, we need to be seen by them as helping them solve important problems," he writes.

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