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What Is Sales Enablement?

What Is Sales Enablement?

This IDC Insight defines the process of effective sales enablement for the modern era defined by the digital transformation. Sales enablement is a critical function for any IT vendor with a B2B (enterprise) product or service focus. Because sales enablement acts as a vital bridge between marketing and sales, the processes involved include actions that are owned wholly by marketing, actions that are owned wholly by sales, and those actions that are collaborative. This Insight is the product of a partnership between IDC's CMO Advisory Service research area and IDC's Sales Enablement practice.


IDC Opinion
In This Insight
Situation Overview
What Is Sales Enablement?
Education Enablement
Re-Education
Pre-Education
Analytics Enablement
Asset Enablement
What Sales Enablement Is NOT
Marketing and Sales Process Functions for Sales Enablement
Future Outlook
Essential Guidance
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