If you’re in the B2B world, you know how long it can take to win a contract.
People resist change. If you’re on the front line of sales, you’re probably familiar with this.
If you’re in Sales, you’ve always got the sales goal looming. Success is measured in the number of sales you make, the money you’re bringing in, and your close rate.
Let’s start with a simple definition: sales enablement is the empowerment of sales professionals to sell.
A long time ago, IBM forever changed sales with the introduction of BANT. The mantra is familiar to any salesperson tuned into the need for annual revenue growth: qualify your prospects based on their Budget, Authority, Needs, and Timeline.