Best Practice Report

Modernizing Revenue Enablement For Greater Impact

Four Principles For Implementing Modern Enablement Practices Across The Organization

September 20th, 2022
John Buten, Principal Analyst
John Buten Principal Analyst
Maria Chien, VP, Research Director
Maria Chien VP, Research Director
With contributors:
Amy Hayes , Peter Ostrow , Eric Zines , Jennifer Bullock , Shelby Muschler , Kate Pierpont

Summary

Although B2B companies have embraced revenue enablement, some are not experiencing significant engagement and impact after implementing its methods. By adopting modern revenue enablement practices (e.g., empowering learners, ensuring universal enablement across customer-facing roles, adopting agile enablement methods), organizations can drive greater engagement levels, better retention of information, improved reinforcement of competencies, and stronger organizational resilience. To successfully integrate revenue enablement practices, B2B executives must create a learning culture that encourages collaboration across all functions that enable customer-facing roles.

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