The 2009 Sales Enablement Imperatives: Where Marketing Should Focus for Maximum Impact

Julie Schwartz

Today’s economy calls for marketers to have a razor-sharp focus on reducing customer acquisition costs and increasing sales efficiency. This means that marketers need to shift from supporting, to enabling the sales team. Based on ITSMA’s latest research with providers and buyers, Julie will highlight how marketers can achieve outstanding results in three key areas:

• Fill the sales pipeline with high quality leads
• Accelerate movement of leads from one stage of the pipeline to the next
• Provide tools to help sales close the deals