In February 2015, an image went viral. It was a photo of a formal dress that induced a polarizing debate based on how people responded to one simple question: is the dress blue and black or white and gold? While the dress was in fact blue and black, for some people, the image did and always will appear white and gold. Were they wrong to believe that?
Like the opinions about the dress, sales enablement is subjective. While achieving sales enablement might require a “blue and black” approach for some people, others fiercely believe that “white and gold” is the tried and true approach. And the truth is that both approaches can and often do work.
To reinforce that point, let’s look at some recent research from Aberdeen.