Matt Heinz brings more than 15 years of marketing, business development and sales experience from a variety of organizations, vertical industries and company sizes. His career has focused on delivering measurable results for his employers and clients in the way of greater sales, revenue growth, product success and customer loyalty.Read All Predictions>
The formalization of the sales-enablement function
If you think about the traditional definition of sales-enablement, it has typically been an administrative-level individual in the sales organization providing support to the sales team.
I believe sales-enablement in 2015 will be overly managed by the marketing department and will be full of tools, content, processes that help the sales team be more effective with the prospects they have, be more effective with the leads they’re given, and provide the right content in the right context in front of each prospect in the pipeline – increasing volume, velocity, and conversions in their sales pipeline.