Hot Vendors in Sales Enablement, 2014
Author: Jim Lundy Date: July 2, 2014
Topic: Digital Business Research Note Number: 2014-27
Issue: How can enterprises leverage new business applications to gain a competitive advantage?
Summary: Sales enablement, one of the fastest-growing markets, features multiple segments, as enterprises look for anything that can accelerate the sales process.
Sales enablement is a term we hear a lot these days. It isn’t a new term, but the products and services that are emerging are clearly focused on making sales happen faster. Solutions can vary, since they can touch multiple parts of the sales process. The search for sales enablement is never-ending. This research note identifies several Hot Vendors in the area of sales enablement.
Anyone who has managed or participated in any part of the enterprise sales process understands that it is a complex, multi-step process with a lot of moving parts, and many factors need to be coordinated to make a sale happen. That is why enterprises are eager to find products and services that can make parts of the sales process easier. This can include everything from presentations to proposals to capturing and delivering the right knowledge to the right people at the right time.
Sales knowledge capture and transfer has always been very challenging. Making sure people have all the information they need to do their jobs is hard. Formal training helps, but often it isn’t enough. As a result salespeople spend a great deal of time searching for information, which takes time away from selling. Just-in-time knowledge delivery can solve this.