As our friends at PDAgroup write in their ebook on the ABCs of Enablement:
The competence of being fully aware of your own but also other’s thoughts and feelings. This capability is a critical skill for salespeople and marketers alike. It is especially important for interacting with customers to understand their circumstances. Your salespeople are more prepared to decide upon the best way to approach a customer’s situation and deliver a solution that they will perceive as providing value. This strengthens the likelihood of striking a deal and accepting your offer. It is key to conducting thorough and valuable conversations, both internally amongst departments and externally with prospects, buyers, customers, suppliers, partners, etc.
Living Enablement as a practitioner and as a leader. I’ve seen the confusion and frustration that many practitioners live. From working in other areas of the business, I’ve also seen the genuine need for the capabilities that enablement provides.