Sales Enablement @CSO Insights: Highlights 2018

What a year! 2018 was a very intensive year here at CSO Insights, with lots of highly interesting and comprehensive research projects. Seleste Lunsford covered our overall CSO Insights highlights here.
Today, let me share our 2018 sales enablement highlights. In numbers: I wrote 48 blog posts (including this one) just here on our CSO Insights blog, more than 10 others for clients and industry magazines, plus several webinars, podcasts and life events. All of them were based on our studies, primarily the 2017 Sales Enablement Study and the 4th Annual Sales Enablement Study, and our new 2018 Buyer Preferences Study, our 2018 Sales Talent Study and our 2018 Sales Operations Study.
Let’s have a look at the 2018 sales enablement highlights, beginning with the customers, the top facet of our sales enablement clarity model:
Understanding buyer preferences and adjusting the sales enablement strategy:
Based on our first ever Buyer Preferences Study, I extracted