Sales Communications: Core Capabilities

January 1st, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

With the multitude of communication efforts directed at the B2B sales function, reps struggle to process and retain information. Revenue enablement can help by centralizing, prioritizing, and distributing all field communications on behalf of the organization. Technology facilitates this process; however, it’s critical to understand and define the required capabilities prior to considering a solution. In this report, we describe the core capabilities that are essential for a sales communications technology solution to effectively support a centralized sales communications program.

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