True sales enablement involves complete enablement of your direct sales team at every stage of the sales cycle from the time an opportunity is created until the time the lead is closed, and sometimes beyond that. While marketing automation platforms do a decent job offering marketing support to salespeople, investing in a marketing tool alone leaves many loose ends. What your salespeople really want is a tool that will help them walk the last mile confidently and close the leads–solid support on the sales front with tools that help them sell. For sales enablement to work, companies need to look beyond the obvious and handhold their salespeople throughout the buyer's journey. Key elements include guided sales processes, tools that take the guesswork out of what to say, when to say it, and how to say it to a lead, and the ability to reach out to leads at the right time, with the right message. True Sales Enablement entails all these, and more. In short, it is all about bringing those elements together that makes it easy for salespeople to sell.