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Clearing the fog around sales enablement

Tamara Schenk - 14 February 2019

Last week, I had the pleasure of leading an engaged discussion based on our latest research on buyer preferences and sales enablement with the Outcome Selling Advisory Board, a dynamic group I also am happy to be a member of.
After the event, one member sent me a LinkedIn message asking a question he thought was too basic to be asked on the actual call:
“I find the word enablement itself to be problematic. I completely agree that enablement is a discipline, not a department; however, sales enablement teams carry ‘enablement’ in their titles, which invariably causes confusion around who’s responsible for what, given that everything a company is doing to drive sales is now described as ‘enablement.’ How do you clear the fog that forms around the word enablement?”
This actually is not a basic or trivial question at all. It’s a foundational question sales enablement leaders should have answers for to

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