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Running Technology Sales Enablement As A Business Within A Business

Forrester’s Guidance On Building Out Your Sales Enablement Function

Scott Santucci
 and  three contributors
Dec 31, 2010

Summary

In order to overcome the random acts of sales support generated by disparate well-intended groups across a variety of organizational silos, sales enablement professionals must develop a more holistic approach to better arming the sales force. By using a business within a business model, sales enablement professionals can effectively overcome the organizational inertia of overwhelming sales teams with deliverables and training and shift to a more service-oriented approach. This presentation, played back here in an easy-to-use, interactive format provides the principles required to conceive, envision, design, and get started running sales enablement as a business within a business.

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