What does sales enablement look like?

12/23/2013 | Sales & Marketing Management

The majority of business-to-business buyers have their minds made up, or nearly do, by the time they contact a supplier, writes Paul Rafferty. This means that sales and marketing is now all about being prepared when buyers who have done most of their homework are almost ready to purchase. It has launched the tactic of sales enablement, and this article examines what that looks like.

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