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.
In This Insight
Mapping Sales Enablement Content Delivery to the Seller's Journey