Support for revenue teams isn’t enough for real growth.
Enablement is the step up from support when you’re serious about growth.
Enablement in terms of business growth is generally in two areas:
How they are prioritized and deployed depends greatly on the business strategy, how the organization goes to market and how overall Market Operations is structured.
There are distinct differences between the two areas of Enablement:
|Sales Enablement||Revenue Enablement|
|Helps Sales teams move customers through sales processes||Maximizes revenue potential at all customer touch points|
|Sales focused||Customer focused|
|Supports Sales||Supports the customer|
|Prioritizes Sales goals of Sales teams||Prioritizes customers & revenue goals simultaneously|
|Siloed in Sales||Cross-functional across the organization|
Sales Enablement helps sales teams move customers through sales processes to make a decision with a higher likelihood of buying their products, services and solutions.
Revenue Enablement maximizes revenue at all customer touchpoints. It prioritizes the customer with revenue goals as a business objective. A customer focus really pays off here.