Essentials Report

The CSO’s Guide To Revenue Enablement

How B2B Sales Leaders Can Ensure Their Teams Have The Competence, Confidence, And Content To Win

November 30th, 2023
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Mike Pregler , Justin Ferguson , Michael Belden

Summary

Far too often, enablement teams in B2B revenue organizations are an afterthought for senior leaders. Brought in to produce or deliver content, training, or technology after key business decisions have been considered and executed, enablement is also frequently the recipient of homeless, one-off projects that neither fit its skill set nor lend themselves to easily monitored success metrics. For forward-thinking chief sales officers, proactively leveraging the revenue enablement team can make the difference between scalable, repeatable growth and marketplace irrelevance. This report introduces four key attributes of well-deployed enablement functions to guide CSOs as they make decisions about investing in enablement people, resources, and time.

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