Sales enablement, AI and other hot topics
18th December 2018 | Nick de Cent
As the business world is increasingly disrupted by digital, sales enablement is coming of age. Is this relatively new discipline the key to competitive success for sales organisations?
A variety of sales enablement hot topics were on the agenda at Miller Heiman’s 2018 Sales Enablement Summit at the Nobu Hotel in London on 8 November. Not least was the fact that, although sales enablement has been growing at the staggering rate of 69% over the past few years, about two-thirds of companies have failed to achieve success. According to Miller Heiman this is due in part to a lack of a clear sales enablement definition, strategy and focus, but also the result of failing to follow best practice.
Welcomed by Richard Hilton, Managing Director EMEA, Miller Heiman Group, some 100 delegates first heard from Tamara Schenk, Research Director, CSO Insights and joint author of the definitive book on the subject. In her presentation she explored “The State of Sales Enablement 2018” based around the latest CSO Insights research.