‘Sales Enablement 101: Aggregate, Engage, Analyze’ – HubSpot
Peter Ostrow says, “Few B2B sales leaders are likely to boast that every single promise ever made from every sales effectiveness technology solution they purchased has magically come true. But, as any savvy sales operations practitioner who has consumed Aberdeen Group’s research knows, investing in even one efficiency tool can yield measurable business results that create multiples of value on the product spend. The trick, of course, is to both deploy and measure effectively.
Aberdeen research has long explored content’s role in high-performing sales organizations, most recently in No Longer a Luxury: Why the Best-in-Class View Sales Enablement as a Must-Have.
This research tells us that when marketing and sales leaders collaborate more often around giving sales better access to better marketing content, everybody wins. Marketers measured by pipeline and revenue contribution enjoy more champions and improved results among the sales team; quota-carrying reps are better enabled by putting the right message in front of the right buyer at the right time in the sales cycle”.
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