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Over the past decade -especially over the last five years, we have seen substantial advancements in the world of medicine. Through the advances in Human Genome Discoveries, physicians can practice true preventative medicine.  New Combination Drug Therapies are extending the lives of cancer and HIV patients.  Robots can perform surgery.  These are just a few of many other lifesaving advancements brought to us by researchers inside both large and small Pharmaceutical, Biotech and Medical Device companies.

In every company’s mind there is a topic that comes up about changing the sales game.  The strategy of sales and marketing is more combined than ever and that is the big part of the change.  Companies need to organize how they are advancing in sales on a consistent basis so that they don’t lose out on any new prospects.

In my opinion, sales enablement collectively brings sales and marketing together.  I define it as technology that dramatically increases yours sales team’s productivity and effectiveness.  Forrester Research defines sales enablement as a “strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return on investment of the selling system.”