Report: CMO Advisory Best Practices Series: Sales Enablement -- Marketing Content and Asset Management TOC

Do You Understand Your Customers' Buying Process as Well as Their Content and Marketing Asset Needs?

Table: Sales Representatives' Time Spent on Preparation Activities by Marketing Impact Level (Mean Hours Per Week)
Table: Sales Information Distribution Method by Marketing Impact Level (Mean %)
Figure: Marketing Organization Priorities, 2009
Figure: Marketing' s Effectiveness at Optimizing Worldwide Sales from a Marketing and a Sales Perspective, 2007–2009
Figure: IDC' s Sales Productivity Framework
Figure: IDC' s Marketing Asset Life Cycle
Figure: Involvement of Corporate Marketing, Business Units, and Regions Along the Marketing Asset Life Cycle
Figure: Marketing Organization of the Future
Figure: Sales Enablement Reporting Structure
Figure: Existence of Sales Enablement by Company Revenue, 2009
Figure: Marketing Asset Usage
Figure: Reasons Why Marketing Assets Are Not in Use Today
Figure: Percentage of Marketing Assets That Need to Be Updated or Retired
Figure: Hours Spent Per Week Consuming Third-Party Information to Support Purchase Decisions
Figure: Sales Representatives' Workday Tasks
Figure: Sales Portal Capabilities
Figure: VMware' s VM Vault
Figure: VMware' s Esch File
Figure: VMware' s VM Radio
Figure: VMware' s VM Express
Figure: Sun' s Sales Enablement: Catering to Busy Sales Reps
Figure: Sun' s Sales Enablement: Peer-to-Peer Versus Formal Content Creation
Figure: Sun' s Sales Enablement: Leveraging Key Social Networking Capabilities

CMO Advisory Best Practices Series: Sales Enablement -- Marketing Content and Asset Management