Collaboration, especially cross-functional collaboration, is often given low priority because it always seems to work. Until it doesn’t. Sales enablement is a discipline that has to collaborate on a daily basis with departments such as marketing, sales operations, sales management, L&D, HR, IT, product management...

Whenever the level of confusion on sales enablement is discussed, another area of confusion is ignored. And that’s the question: what, exactly, is sales operations? And what’s the relationship between the two?Some people say, “Oh no, sales ops is well defined, the confusion is about...

Our industry has been talking about sales and marketing misalignment for a long time, and for good reason. Eighty-three percent of “World-Class” sales organizations identified in our annual sales effectiveness study say that sales, marketing and customer service are aligned on their customers’ needs and...

Over the last couple of weeks, I have shared a lot of our research on cross-functional collaboration from an enablement perspective. Now, what about collaboration across the sales force, across sales teams? The question readers are asking me is: What about the collaboration between salespeople...