©IDG Communications, Inc. Photo contributed by Matthew Mikaelian.
BtoB/IDC’s Rich Vancil
What is “sales enablement”? In IDC’s research, we observe the broad and long process of how marketing assets are created, and then how those assets are provisioned and used by the selling teams. IDC’s definition of good sales enablement is: “Getting the right information into the hands of the right sellers at the right time and place, and in the right format, to move a sales opportunity forward.”