Sales enablement, AI and other hot topics

18th December 2018 |   Nick de Cent

Richard Hilton

Richard Hilton: event host. © 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.

Founder of the International Journal of Sales Transformation | + posts

Nick de Cent is the founder and editor-in-chief of the International Journal of Sales Transformation. A business journalist for over 35 years, he has been covering sales since the mid-1980s and has been a strong advocate of enhancing its professional status. He has freelanced for the Financial Times and edited the Sales Performance supplement in The Times. He also writes and edits extensively on behalf of corporate clients, including a Big 3 management consultancy and a top four global executive search firm.