Sales Enablement in a Sales 2.0 world

recent numbers to show the return on sales enablement software

Posted in readinglists, Uncategorized by salesenablement on August 28, 2011

On August 22, 2011, Forrester’s TJ Keitt pointed out…

“…some key differences between Enterprise 2.0 users and the rest of the workforce:

  • They’re your highest paid employees. Over half of this group earns more than $60k a year, compared to just 36% of non-users.
  • They’re the most educated members of the workforce. Sixty-five percent of this group has completed at least a 4 year college degree compared to 55% of the rest of the workforce.
  • They’re the leaders in your office. It’s not surprising to see 49% of this group are managers are executives given management’s enthusiasm about social technologies. Just 31% of non-users are in similar positions.

On August 17, 2011, BDSolutions tweeted that its VP of Sales Enablement, Bill Golder, said:

“Alignment of sales and marketing impacts revenue growth up to 3x.”

In a post by Amanda F. Batista from August 16, 2011, IDC is quoted with the statement that…

“B2B companies’ inability to align sales and marketing teams around the right processes and technologies has cost them upwards of 10% or more of revenue per year, or $100 million for a billion-dollar company.”

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