Accelerate Deal Closes
Sales enablement complements the selling process with marketing collateral, sales tools, and marketing activities to inform prospective stakeholders, overcome objections, progress deals, and accelerate closes. Surprisingly, since many organizations measure marketing productivity using lead generation their marketing staff devotes minimal effort to sales enablement. When this occurs, return on marketing investment is reduced and the classic divide between marketing and sales is perpetuated. Frankly, it is inefficient and wasteful to invest in marketing to create leads and then leave sales to close opportunities without assistance.