B2B Sales Enablement Research Papers

Enhancing B2B sales through digital transformation

• B2B firms have been investing in sales enablement initiatives to help their salespeople have value-adding dialogue with their customers. • Practitioners and sales research lack insights on how digital technologies actually enable the sales force to deal with the challenges of the sales process. •

This research provides a first conceptualization of the areas that define sales enablement and aims at spurring new research on sales enablement by providing an agenda for future research .

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Sales enablement has emerged as a critical area in sales and B2B management, yet its academic literature remains fragmented and dispersed. This study examines a bibliometric analysis of 232 peer-reviewed articles indexed in Scopus to enhance existing knowledge and chart future directions. Performance analysis was used to examine publication and citation patterns, while science mapping ...

Enhancing B2B sales through digital transformation

Basing ourselves on a qualitative field-study involving interviews with 26 B2B sales executives, we studied how sales organizations deployed digital technologies to help their salespeople along the sales process. Our empirical findings offer two contributions to extant sales enablement literature.