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The Razors Edge with Barbara Giamanco|Sales|Social Selling|Marketing|Customer Experience|Technology|Business

If you want to learn from the best minds in B2B sales, marketing, service, and technology, The Razor's Edge podcast is for you. After 25+ years in Sales, Barb understands the challenges that sales leaders and salespeople face. Barb is the co-author of The New Handshake: Sales Meets Social Media and authored the Harvard Business Review article Tweet Me, Friend Me, Make Me Buy. In this podcast, Barb interviews authors, practitioners, and sales, marketing, service, and technology leaders from across the globe who share their expertise on everything from selling and marketing strategies and skills, engaging buyers online with social selling, top trends in technology to drive increases in revenue and pipeline and much more. www.barbaragiamanco.com
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Mar 12, 2017

 

 

Sales enablement as a discipline is growing although it still means different things to different people. In 2013, only 19% had such a program, function or initiative. And in 2016, 33% reported having an enablement program, initiative or function. But at the same time, quota attainment is decreasing (from 63% in 2012 down to 55.8% in 2016).

In a nutshell, only one-third of all enablement initiatives meet or exceed their expectations, but two-thirds are not. That’s a problem, and Tamara shared her views on why that is happening.

Enjoy the interview!

About Tamara:

Tamara Schenk is research director at CSO Insights, the research division of Miller Heiman Group, focused on all things sales force enablement, frontline sales managers, and collaboration.

She enjoyed more than twenty years of experience in sales, business development, and consulting in different industries on an international level. Before becoming an analyst in a research director role in January 2014, she had the pleasure to develop sales enablement from an idea to a program and a strategic function. At T-Systems, a Deutsche Telekom company, she the global sales force enablement and transformation team.

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