Last week, I discussed why it’s mission critical to align your sales enablement services to the customer’s path. Based on your feedback and questions, today’s focus is on the foundational part – process alignment – which is about aligning your selling processes to the customer’s path.
In the age of the customer, ALL enablement efforts must be designed through the lens of the customer to be effective. (Click to tweet)
“Wait a minute… isn’t it sales enablement? Why don’t we look after the selling challenges first?” I hear you. Designing your sales enablement strategy through the lens of the customer does not mean that you care less about your organization’s particular selling challenges. Not at all. The fact is this:
Selling challenges don’t exist in isolation; they are connected to (changing) buying behaviors and your organization’s context. (Click to tweet)
Whatever your organization’s specific situation might be, your sellers can only be successful with
