History & Definition of Enablement






“A strategic, collaborative discipline designed to increase predictable sales results by providing consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction”

“Revenue enablement expands sales enablement's purview from sales-only to supporting all revenue-generating channels and customer-facing, revenue-generating roles. It leverages revenue technology and uses data and analytics throughout the entire customer journey to create and improve enablement efforts.”

“A strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system.”

“Sales enablement embodies the activities, systems, processes and information that support and promote knowledge-based sales interactions with client and prospects.”

First to define the term “Sales Enablement”

“A practice area that provides customer-facing roles and teams with organizationally aligned content, training, and tools that lead to impactful customer engagements & accelerated successful outcomes”

Greg Wolfe, Principal

Enablement Builders