Role Connections Report

Portfolio Marketing And The Sales Enablement Plan

January 1st, 2018

Summary

A B2B sales enablement plan is a deliverable that defines the knowledge, skills, and processes required by sales to successfully adopt a product, service, or solution. Portfolio marketers must enlist sales leadership and other internal stakeholders to define requirements for new sales knowledge transfer programs. Agreeing on enablement activities early in the go-to-market process prevents disconnects later between marketing and sales. Organizations should also prioritize sales segments to focus initially on sales teams that will generate the most revenue for the new offering. In this report, we provide a template and guidelines that portfolio marketers can use to create a best-in-class sales enablement plan.

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