Intelligence for Sales Enablement

Not long ago, sales intelligence meant little more than dialing through the newest list of leads. While that approach may seem quaint today, it highlights how far organizations have evolved in their ability to support revenue growth through insight.

Modern sales teams no longer rely on volume alone - they rely on insight. Sales professionals want the knowledge that helps them engage the right stakeholders, at the right time, with the right message. Intelligence professionals, in turn, seek to transform collected information into meaningful implications and measurable business outcomes. When these two functions align, intelligence becomes a powerful driver of sales performance.

Effective intelligence and research programs should contribute directly to increased revenue. When properly structured, they equip sales teams with a deeper understanding of customer needs, decision drivers, competitive pressures, and timing signals that influence buying behavior.

Regardless of your organization’s current maturity level, intelligence can play a central role in sales enablement. Sales enablement is a strategic, ongoing discipline that equips customer-facing employees to deliver consistent, high-value interactions throughout every stage of the buyer’s journey. The critical question is whether your intelligence efforts are accelerating those outcomes - or unintentionally slowing them down.

This course explores how to align intelligence and sales to create measurable, cross-functional success. You’ll learn what intelligence sales teams truly need, how to structure a framework that supports revenue growth, and how even non-sales professionals can contribute to organization-wide engagement and customer impact.

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When you successfully pass a test, you will obtain a Course Completion document (this proves you took, and passed, that specific course). Collect the specific Course Completion documents for any given SME roadmap - or what your professor requires. When all are obtained for a given SME roadmap, submit those documents to glenb@market-awareness.com in one email and we will issue you a Subject Matter Expert personalized certificate.

After viewing this course you can take the test below.

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