This chapter covers tools and techniques that enable sales professionals to perform at a higher level. Topics include CRM systems, content management platforms, sales analytics, training resources, and enablement frameworks designed to increase sales effectiveness and alignment.
• Define the purpose and scope of sales enablement
• Utilize CRM systems and sales automation tools to manage pipelines and client relationships
• Access and deploy sales content that aligns with buyer needs and journey stages
• Apply performance analytics to guide strategic improvements in sales behavior
• Collaborate with enablement teams to improve readiness and learning