Lack of accurate and easy-to-access sales tools, including product information.Inconsistent messaging across sales and marketing functions.Aiello and Larsen’s goal was to clean up long-standing problems that have plagued sellers for decades, such as: That’s when John Aiello, a former brand manager at Miller Brewing Company, and Drew Larsen, a telecommunications consultant, joined forces around a strategic approach to sales operations and sales management. It’s been around for 20+ years, evolving alongside technology. Sales enablement didn’t suddenly show up on our doorstep. The shift to remote work, the emphasis on demonstrated business outcomes and value, and the more in-depth focus on existing customers have all led to tactical and strategic changes impacting today’s Enablement teams. While these core principles have not changed, the tactics have changed in many cases. These principles have always been core to successfully delivering on strategic goals and projects, and are likely to always be true.
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