Decision Tool

Customer And Market Intelligence (CMI) For Sales Enablement Success

February 24th, 2011
Dean Davison, Mgr, Principal Consultant
Dean Davison Mgr, Principal Consultant
With contributors:
Bradford J. Holmes , Daniel Feldman , Scott Santucci , Brian Lambert

Summary

CMI organizations need to engineer sales content so that it aligns with selling activities, especially with ongoing conversations that sales reps have with stakeholders that allow realize selling objectives with each customer. Since most CMI analysts do not have sales experience, they need assistance framing deliverables into a customer-conversation point of view. This presentation, played back here in an easy-to-use, interactive format, defines the kind of CMI content that sales reps need and outlines a framework for non-sales professionals to create sales-ready deliverables.

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