All posts by Pat Ruffio

Variations on the Theme of Sales Enablement

You’ve heard about sales enablement—the term’s been around for a few years now. But what do you know about it? Are you using best practices? Does any of this matter?   You bet. It matters because the sales and marketing world we all know has changed.   Variations on Sales Enablement: Different Definitions and Points

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Do You Really Need Sales Enablement?

Do You Really Need Sales Enablement? For the past five years, there’s been a lot of talk about sales enablement. Some skeptics wonder if it’s ever been a new idea with relevance to sellers, or whether it’s the same old sales management tasks given a new label.   Our previous posts reviewed some of the

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Noise vs. Utility: Hype in the Sales Enablement Space

When it comes to sales enablement tools and solutions, how much of it is really going to impact your sales organization and bottom line? How much of the industry buzz is just useless hype in sales enablement? There’s plenty of hype, but plenty of value, too. Our previous post looked at the relevance of sales

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Are Your Sales Enablement Efforts Working?

Are Your Sales Enablement Efforts Working? Unsuccessful sales programs are easy to spot. Goals are constantly unmet, opportunities are unrecognized or lost to the competition, closing rates are feeble and customers are impatient with product-centered sales. It’s an old story, one that sales enablement practices and tools are meant to improve.   But let’s give

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