Make The Right Connections With Sales Through Wide Adoption Of Sales Communications Governance

When B2B functional leaders fail to leverage how revenue enablement manages communications to and from sales and other customer-facing roles, they miss vital opportunities to achieve their goals. Governance for sales communications involves two disciplines that focus on productivity: delivery, or how to filter, prioritize, and route messages sent to the field; and advocacy, or how to listen to sellers and act on their behalf. In both disciplines, colleagues in product management, portfolio marketing, and sales/revenue operations have multiple avenues to improve cross-functional initiatives, whether their needs involve influencing buyer-facing interactions, supporting deals internally, or empowering sellers.