Sales Enablement is the process used to help sales improve the lead management process and, ultimately, assist in the achievement of revenue goals.  In today’s environment it can be difficult to navigate effective processes while reducing cost and providing value. Things are changing rapidly with recent world events, and the way we sell is quickly evolving.

Smaller, more focused sales teams are becoming the norm.  One hot trend is quality over quantity, biggest is not always better, and we are seeing many customers streamline their sales teams.  Remote selling is replacing on site face to face meetings.  Sales is focusing on the ‘human’ side of the job where one on one conversations are closing deals and they are leaving the technical work to the tools.

Account based selling is huge.  Oracle now has an account-based version of Profiler on the horizon.  Sales…

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