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Myth Busters: Podcast interview – with Carson Conant

By Tom Pisello | November 21, 2019

In this episode, we feature Carson Conant, the CEO of sales enablement firm, Mediafly. In a lively discussion where we pulled the covers back on four common Sales Enablement myths. 

Many Sales Professionals believe implementing Sales Enablement practices are costly, complex, and ineffective. We discuss how easy and beneficial it actually is to implement Sales Enablement with your team!

Here are the four myths we dispelled during our discussion:

1) Sales Enablement technology implementations are costly.

Can sales enablement technology be costly? Yes. Does it have to be? Absolutely not. The key is to start small. Adopt a platform that makes it easy to make small, incremental changes and scale your solution in line with your success. Sales enablement is a journey…

2) Sales Enablement technology involves complex deployment processes. Sales enablement is still a relatively new concept and stakeholders are often hesitant to buy-in or approve budget without a clear understanding of the return on investment they’ll see. What happens if they commit to a platform, suffer through a horribly long and complicated deployment process, and then the whole thing fails? It’s their job on the line. But believe it or not, it is possible to get up and running with sales enablement tools and technology quickly and easily.

3) Sales Enablement ROI is difficult to quantify.

False. In fact, it’s actually very easy to quantify the ROI of sales enablement technology if you have the right platform. Sales enablement technology that allows you to effectively track, measure, and record content usage (by sellers) and content engagement (with buyers) offers invaluable insights.

4) Sales technology has notoriously low adoption rates.

Most companies evaluating sales enablement technology are doing so for the very first time. With nothing to compare a sales enablement technology implementation to, they often turn to their experience deploying other sales tech – most commonly, CRM – to level-set expectations. Sales enablement technology, on the other hand, was built with the seller in mind.

Things are not always as difficult as they seem.

Keep evolving, EVOLVERS! Until next time…

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