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Enablement

Resetting the Terms of Sales Enablement: How A Definition Can Lead to Greater Clarity

Resetting the Terms of Sales Enablement: How A Definition Can Lead to Greater Clarity

The term “sales enablement” has been treated very roughly over the years — by vendors, by the media in its coverage of sales content, and by many sales and marketing professionals. Like many other terms, sales enablement has been pushed, pulled, stretched, and shaped to fit whatever is required in the moment. That means one thing for a vendor, another for a consultant, and another for an actual practitioner. Becoming a buzzword means that sales enablement is a term that’s heard more often and understood less.

By Chris Bucholtz | February 16th, 2017

Solving the Sales Enablement Problem: Three Things that You Don't Need to Do

Solving the Sales Enablement Problem: Three Things that You Don’t Need to Do

In this era of the enabled customer – one in which research is at the customer’s fingertips and in which the salesperson must provide value when it’s asked for – sales enablement and sales content management is critical. Salespeople can’t keep an index in their heads of what content is new, what content has been proven to work, and what content is the best fit for the prospect sitting immediately in front of him or her. They need an automated tool to help them.

By Chris Bucholtz | October 13th, 2016

Stonebranch Seizes on the Power of Enablement for Channel Success

Stonebranch Seizes on the Power of Enablement for Channel Success

Earlier this month Stonebranch, a new CallidusCloud client and market leader in workload automation solutions announced the launch of a worldwide partner program (read more here). Although Stonebranch is a new customer, our champion at Stonebranch, VP of Business Development Michelle Jones, is far from new to us and sales enablement. In fact, I met Michelle many years ago as an early adopter of our solution with another organization and have known her to be a great advocate for partner success through better enablement, training and coaching.

By Chris Bucholtz | February 3rd, 2016

Content. Content. Mega-content.

Content. Content. Mega-content.

Remember J.K. Simmons’ portrayal of J. Jonah Jameson in the 2002 Spider-man movie? I’ll never forget him looking through the deluge of Peter Parker’s photos saying “Crap. Crap.

By Jennifer Kling | November 13th, 2015

The Truth About Enablement: a Preview of New Research from CSO Insights from Tamara Schenk

The Truth About Enablement: a Preview of New Research from CSO Insights from Tamara Schenk

On Nov. 10, CallidusCloud is presenting the 2015 Sales Enablement Summit at the Corinthia Hotel in London, a day-long event that will explore the modern state of enablement and how your business can help your sales team win more frequently by arming them with the skills and content they need. The centerpiece of the event will be the unveiling of the results of the CSO Insights 2015 Sales Enablement Optimization Study, something we are proud to have sponsored.

By Giles House | October 29th, 2015

Wanna Get Your Content Manager Fired? Ignore Structure in Your Sales Enablement!

Wanna Get Your Content Manager Fired? Ignore Structure in Your Sales Enablement!

Nothing is more anxiety-producing than not having control of your own future. It’s true for most of us, but for some people their futures and the way their performance is viewed is totally out of their hands. For example, would you be comfortable if, of all the work you did, only 30 percent of it was ever used by the others in your company?

By Chris Bucholtz | October 6th, 2015

5 Things You Can Do To Change Your Salespeople Into Subject Matter Experts

5 Things You Can Do To Change Your Salespeople Into Subject Matter Experts

The role of salespeople is changing. The role is no longer about cajoling a prospect into signing a contract, nor is it even about telling the entirety of the story to the prospect. It’s now about providing value to the customer – helping the buyer fill in the blanks in his or her knowledge.

By Chris Bucholtz | September 29th, 2015

Secrets to a Great Sales Playbook

Secrets to a Great Sales Playbook

After the generation and hand-off of leads, there may be no higher-contact area between sales and marketing than the sales playbook. Marketing develops this tool, primarily, and sales uses it on a daily basis, making it critical to both ends of the relationship. Sales needs it to win deals, and marketing needs it to work to justify its existence.

By Poornima Mohandas | June 23rd, 2015
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