Drive Your Channel Productivity Globally

Most organizations selling in a business-to-business (B2B) environment today have implemented customer relationship management (CRM) software. While proper deployment of a CRM system is highly dependent on an organization’s ability to streamline its own internal sales processes, in many cases ineffective use of automation systems can also be attributed to an organization’s poor sales enablement capabilities. This is where content syndication can play an important role and lay the foundation for sales enablement—that is, when it’s done right. In this article we will explore what steps an organization can take to build on their CRM foundation and engage a cross-functional team to properly enable its sales team via content syndication. Whether an organization is selling technology, insurance, financial products or other B2B solutions, in most cases the sales process can be broken down into stages for each of the three primary types of sales cycles: for small and medium business segments, for mid-market and enter