In the B2B sales world in which I live, my view of B2B Sales Enablement focuses on bringing together both internal customer information (sales, contact history, etc.) and external firmagraphic information (SIC Codes, Sales volume, locations, etc.) and presenting that in an easy to understand, access, and use format. In addition, it includes ranking of prospects by potential and by timing, allowing the rep to focus his efforts on those opportunities that are most likely to generate the highest return in the shortest time frame.
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