Aligning the Sales Enablement strategy internally seems to be quite obvious to every sales enablement professional. This is, for sure, valid when mapping it with the corporate strategy. It provides overall guidance concerning overall strategic objectives and revenue goals. However, some roadblocks might occur if this strategy is not aligned with other functions such as marketing, portfolio management and sales.

1. B2B Sales Enablement
www.b2b-sales-enablement.com
Sales Enablement
Align your sales enablement strategy internally

2. The reason why...
Alignment of sales enablement strategy
seems quite obvious, but...
Mapping with corporate strategy needed
Guidance regarding sales strategy needed
Disconnect between cross-functional areas
such as portfolio marketing and management
…and those might become roadblocks for
your sales enablement strategy!
January 21, 2013 B2B Sales Enablement 2

3. ...and what is next?
Most importantly align with
the following key areas:
Portfolio management
Marketing
Sales
January 21, 2013 B2B Sales Enablement 3

4. Portfolio management alignment
 Portfolio Management: Get insights from your portfolio team at a
very early stage of your planning process. What products/services
will be launched in the near term or are there any updates within
the existing portfolio. With having this in mind, you will have some
great starting point in jointly creating your Sales Enablement
strategy with sales and determine and education needs.
January 21, 2013 B2B Sales Enablement 4

5. Marketing alignment
 Marketing: It does not seem to be obvious, but marketing should
be also an integral part of your planning process. Align with them
in order to get an understanding up planned and upcoming
campaigns. This gives you the opportunity to link your Sales
Enablement activities closely with marketing. With that in mind
you might be also able to identify any additional enablement and
training priorities reflected within you planning process. Sales will
highly appreciate this approach, as you are enabling them to
customer requests based on a specific campaign.
January 21, 2013 B2B Sales Enablement 5

6. Sales alignment
 Sales: Last but not least, and this might be the most important
part, align with Sales. A deep understanding of sales priorities,
education needs and gaining insights into latest market trends is
key to create tangible Sales Enablement materials. Make sure you
have Sales constantly reviewing your enablement plan and adjust.
Also keep in mind, that there might be regional adjustment to be
made.
January 21, 2013 B2B Sales Enablement 6

7. Contact and follow me:
stefan.funk@gmx.de
www.b2b-sales-enablement.com
January 21, 2013 B2B Sales Enablement 7