Solid read on Sales Enablement

Solid blog post at Sales Enablement provider BizSphere. The Need to Understand the Context B2B Sales People Are Operating In makes several good points.

First, the way customers buy today has changed.
Second, Marketing now owns the early phases of the traditional sales cycle.
Third, sales will spend more time adding value than selling the value proposition.

Tying solutions to real business problems has always been at the heart of the complex sale. In today’s B2B sales environment, sales needs to have the skills for that complex sell.