Angel Investor angel.co/pkralle
German citizen. Permanent Resident in Canada. Currently based in Sydney, Australia. Sr. Product Manager (PM / Product Management) at Pivotal, Sydney. Co-Director of the Founder Institute Sydney fi.co and host of the Lean Startup Sydney meetup.
Master of Media Management from Curtin University of Technology, Australia. Spent 2007-2009 at Nortel Networks in Toronto in Global Marketing looking after the implementation of the BizSphere Sales Enablement application for Nortel Networks’ 4000 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 the future of communications: 4th generation wireless technology, Unified Communications (UC), virtual 3D environments for web conferencing with 3D spatial audio, etc.
After working as Head of Training & Senior Sales Enablement Consultant at BizSphere, spent 18 months in Shanghai, China as the first Product Manager at MING Labs & Co-Founder / Product Manager of Shario (mobile app startup).
Definitions of Sales Enablement
Blog post “Definition of Sales Enablement & Partner Enablement” by Paul Krajewski
Michael Gerard‘s definition of Sales Enablement:
“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 Buyer Enablement
Building on Michael Gerard’s definition of Sales Enablement, Buyer Enablement can be defined as:
Delivery of the right knowledge(=information provided in context) & integrated resources
to a potential buyer, at the right time, in the right place, in the right format &
with the right questions (to get their internal approval / buy-in)
necessary to simplify/progress their specific buying cycle.
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.”