Sales enablement is a nice catch phrase, but what does it mean?
Too often it means whatever the vendor is selling. There is truth, however, that the term is a signal to everyone that practices it in the company that marketing and sales are working together to improve revenue, reduce the sales cycle and spend less on marketing. To find out more we interviewed Larry Caretsky, outspoken CEO of Commence about the definition and what can be expected from a Sales Enablement strategy. The host this week is Jim Obermayer.
- Caretsky said 73% f the CRM installations fail
- Must have: sales enablement champion
- Must map out the sales process
- Must invest in sales training
- A CRM tool is the basis for enablement
- Marketing enablement is a key to winning
- Enablement often fails because no commitment is made to measure success
Caretsky will be on SLMA Radio on December 10th to discuss Marketing Enablement!
About Larry Caretsky
Larry Caretsky leads the management team and is the company’s Chief Executive Officer. He has more than 30 years of experience in the computer software industry and is responsible for the company’s global business operations.
Caretsky began his career with Shared Medical System a division of Seimens Healthcare, a provider of automated financial systems for public hospitals and has held executive level positions in several enterprise level software companies including McKesson HBOC, Cognos and Synon Corporation. Several years ago the Edison Venture Fund engaged him to help transition one of their portfolio companies from a manufacturer of application development tools to a provider of business solutions. His efforts have resulted in Commence Corporation becoming one of the top rated software companies in the CRM sector.
Caretsky is considered an expert in the CRM industry and has written numerous articles about the proper use of CRM software to improve sales execution and customer service. He is also the author of an e-book, Practices That Pay” Leveraging Information to Achieve Industrial Selling Results.
Caretsky is currently creating a series of CRM industry Pod Cast designed to help small to mid-size businesses use CRM software to help automate and streamline their internal business processes.
About Commence Corporation
Commence Corporation is a leading provider of Customer Relationship Management software (CRM) and business automation tools. Commence software helps business automate and streamline the internal business processes that impact sales, marketing and customer service. Complementing the software is a set of best practices created by the company’s professional service staff who have been engaged in hundreds of CRM system implementations. These best practices coupled with the company’s top rated software ensure that Commence customers realize a maximum return on their investment. Commence maintains strategic alliances with technology partners, system integrators, resellers and business partners throughout the world and is well positioned to continue to offer innovative products and services to its growing customer base well into the future. www.commence.com
About the Funnel Radio Channel
Funnel Radio publishes live-streaming internet radio programs (and follow-on podcasts) for at-work listeners. Available shows include: DemandGen Radio, Leadspace Radio (only as replays), MSPNow Radio, CRMRadio.today, CustomerMarketingRadio.today and Sales Pipeline Radio. The audience for Funnel Radio shows exceeds 158,000. Funnel Radio is a division of the Funnel Media GroupTM, LLC.