How CIOs Can Enable Revenue Generation With Sales Technology

A new Gartner report reveals that sales enablement is expanding beyond just enabling sellers to include other revenue-generating roles like customer success, marketing, and partners. As a result, vendors are shifting to “revenue enablement platforms” with capabilities to empower all roles that drive revenue growth.

As a CIO, you play a key role in evaluating and selecting these platforms to boost your organization’s revenue engine. Here are 5 ways you can leverage sales technology to enable greater revenue generation:

Invest in Digital Content and Learning

A revenue enablement platform centralizes digital content, training, and coaching for consistent messaging across revenue teams. Assess vendor capabilities for creating, distributing, and analyzing content performance. Look for just-in-time microlearning and AI-driven personalized recommendations to build skills. Robust content analytics will reveal what content drives the most engagement and revenue.

Enable Consistent Buyer Experiences

Give revenue teams tools to deliver consistent, personalized buyer experiences. Digital sales rooms allow collaborative engagement throughout the customer journey. Look for AI coaching, conversation intelligence, and sentiment analysis to help teams have the right conversations. Customer analytics provides visibility into engagement levels so teams can tailor interactions.

Leverage Data for Insights

Integrations with CRM and conversational data provide a 360-degree view of customer engagement. Leverage analytics, like revenue intelligence, to surface insights that strengthen forecasting, identify at-risk deals, and prescribe coaching. Benchmarks help measure content effectiveness. Emerging capabilities like emotion AI and sales effectiveness analytics are becoming game changers.

Adopt AI Thoughtfully

AI can make enablement more scalable but needs thoughtful adoption. Ensure vendors use your data responsibly and explore use cases delivering high value. Start with pilots to build consensus and measure impact. Guide teams to deliver AI-enhanced value messaging. Evaluate emerging AI like content summarization, virtual coaching and next-best-action recommendations.

Take an End-to-End View

An integrated suite covering content, training, coaching and analytics streamlines enablement. But also look for open ecosystems allowing specialized solutions. Collaboration with other LOB leaders ensures holistic platforms. Talk to sales ops about other revenue tools like forecasting and engagement apps that should interoperate.

The role of CIO is evolving into Chief Revenue Officer. As Gartner predicts, 65% of sales organizations will shift from intuition to data-driven decisions by 2026. Revenue enablement platforms built on intelligent technologies will be at the core of this transformation. By delivering data-driven insights and powering revenue teams with the right skills and tools, CIOs can become integral strategic partners in accelerating revenue growth.