Sales enablement: conceptualizing and developing a dynamic capability
Volume: 49, Issue: 3, Pages: 542 - 565
Published: Oct 29, 2020
Abstract
Practitioners have touted sales enablement as a prominent solution to the challenges of the evolving buying and selling environments; however, empirical research on this concept is nonexistent in extant literature. Furthermore, while the pervasiveness of sales domain scholarship suggests that salespeople will continue to influence sales practice through expanded opportunities, firms must also blend the art and science of engaging customers in a...
Paper Details
Title
Sales enablement: conceptualizing and developing a dynamic capability
Published Date
Oct 29, 2020
Volume
49
Issue
3
Pages
542 - 565
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