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you started your career in in the nineties in sales enablement. what was
business like then versus what it's like now
you know i've been asked that question quite a bit as
of late because there are certainly trends that have caused sales
enablement to evolve to where it is today
where it's just no longer optional and i think if you look at the nineties it was largely about
the top line
there was how much market share can you grab and
and without paying much attention to the bottom line price. so that was
state of affairs of business in the nineties then in the early 2000s era
there was a little more of the same but you know then things started to transition
and it couldn't have shifted more in 2007 and
2008 where suddenly it wasn't just about to top line
in fact for many companies it was only about the bottom line
and we coined the term at the time, generating profitable
revenue through sales enablement
to drive home that point and so that's one of the major shifts that I saw
coming from the 90's era to the late 2000 era was that shift from top line to bottom line
suddenly you're looking at deals
completely different. you were identifying deals are gonna be
one: winnable. you were identifying deals that were going to be profitable
that was a big shift from, you know,
from the early era