About this blog

Paul Krajewski (LinkedIn)
info @ SalesEnablementJobs.com
http://twitter.com/pkralle
http://twitter.com/SalesEnablement

Marketing consultant with a focus on Sales Enablement in b2b.
German citizen. Permanent resident in Canada. Holds a Master of Media Management from Curtin University of Technology in Australia.

Spent 2007-2009 at Nortel in Global Marketing looking after the implementation of the BizSphere Sales Enablement application for Nortel’s almost 4,000 sales people world-wide.

At the same time – as part of a Leadership Development program sponsored by Nortel’s CMO - rotated into different marketing roles for what could be called the future of communications: 4th generation wireless technology, Unified Communications (UC), virtual 3D environments for web conferencing with 3D spatial audio, etc…

Currently Senior Sales Enablement Consultant at BizSphere AG and Digital Marketing Strategist at MING Group.

Definition of Sales Enablement

This blog follows IDC‘s Michael Gerard‘s definition of Sales Enablement as posted on his blog ‘Musings on the Science and Art of Selling’:

“The delivery of the right information to the right person at the right time in the right format and in the right place to assist in moving a specific sales opportunity forward”

John Neeson also has an excellent definition:

“Channel and Sales Enablement. Provide sales (direct and channel) the tools that will give them access to the knowledge assets that support in-process sales pursuits. Foster sharing of information on a two-way basis as information learned in the field can be used to tune, refresh, and continuously improve the knowledge base. [...] focusing on “searchability and findability” of information.”

Last but not least the definition of Sales Enablement by Forrester Research:

“Sales enablement is 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.”

Definition of Conversation Enablement

Building on Michael Gerard’s definition of Sales Enablement, Conversation Enablement can be defined as:

The delivery of the right knowledge(=information provided in context) in the right format

and the right questions to ask (“Conversations are about discovery”)

to the right person at the right time and in the right place

necessary to move a specific conversation forward.

Definition of sales & marketing alignment

This blog follows Christine Crandell’s definition of sales & marketing alignment:

“Sales and marketing collaboratively working toward the common goal of profitably increasing revenue and customer excellence through shared processes, resources and metrics.”