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Navigating Decision Gaps: Sales Enablement

This IDC Insight examines the common decision gaps that can prevent marketers from executing effective sales enablement initiatives. Decision gaps exist wherever missing information prevents effective action. Simple examples include "We can't develop stage-specific content because we don't know the sales process," "We don't know what's working because we don't track how resources are used," and "We can't distribute leads effectively because we don't know what opportunities each rep is working this quarter." Each of these challenges and more can be solved with specific data that will result in much more effective sales enablement efforts by marketing.

IDC Opinion

In This Insight

Situation Overview

Mapping Sales Enablement Content Delivery to the Seller's Journey

Personalizing Lead Introduction to Sales

Content Marketing for Sales

Account-Based Marketing

Future Outlook


IDC Opinion
In This Insight
Situation Overview
Mapping Sales Enablement Content Delivery to the Seller's Journey
Personalizing Lead Introduction to Sales
Content Marketing for Sales
Account-Based Marketing
Future Outlook

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