©IDG Communications, Inc. Photo contributed by Matthew Mikaelian.
By, Kathleen Schaub
How many of us as sales professionals have hit a home run in developing a champion at a top prospect, only to find out that our champion was unable to convince their management internally to go with our solution? We were able convince our champion of the wonders of our solution, but we failed to truly enable our customer to “sell” into their own organization.
Just as marketing and sales operations teams need to improve “sales enablement”; as sales professionals we need to improve our “customer enablement”. Customer Enablement is defined as: