Gartner Research

Rethinking Sales Enablement for High-Value Customer Interactions

Published: 12 March 2019

ID: G00703706

Analyst(s): Marketing Research Team

Summary

Marketing often struggles to create seller-valued enablement materials, which leads to customers receiving inconsistent information. This report will help marketing leaders create sales enablement materials that foster high-value customer interactions.

Table Of Contents

Create Enablement Tools Sellers Want to Use

Focus Support on Sellers’ Most Challenging Moments

Reflect the Needs of Different Groups of Sellers in Your Sales Support

Support High-Value Customer Interactions

Link Sales Enablement to Customer Tasks

Provide Consistent Information Across Channels

Conclusion

About This Research

Endnotes

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