EP4: What the heck is sales enablement and why should you care?

Last week, my guest Deborah Overdeput emphasized the opportunity for sales and marketing to drive success when they work together vs when they act in silos.  Deborah has a way of taking atmospheric statements like “sales and marketing alignment” and breaking them down into the practical day-to-day of what needs to be done and who needs to do what to move the business. She used the term “sales enablement” and I unpack what that means in this session.  I also bring in my perspective on the importance of understanding and supporting the prospective client’s research and buying process vs a one-dimensional internal view of the sales funnel.   To hear the full interview with Deborah Overdeput, listen here. About Deborah Overdeput: Deborah has 20+ years of experience as a global marketing leader working with CEOs at financial technology (fintech), SaaS, business consulting, and technology companies to achieve double-digit revenue growth, turning flat businesses into growing enterprises. She applies modern marketing techniques to drive top-of-funnel activity and nurture leads, working collaboratively with sales to build revenue momentum. Links from this episode: https://www.linkedin.com/in/deborahoverdeput/  https://www.linkedin.com/in/deborahfell  https://chiefoutsiders.com