An Interview with Debbie Farese,
Senior Manager, Sales Enablement at HubSpot
We spoke with HubSpot Senior Manager, Sales Enablement Debbie Farese about the intersections of Sales and Marketing and the future of Sales Enablement. As technologies further mature and impact the role, leaders have to adapt to more data, more opportunities, and a greater ability to shift sales performance.
CommercialTribe: We actually just attended the Forrester Forum for Sales Enablement, where the theme was in part a shift from Sales Enablement to Marketing. Do you see a closer collaboration, or perhaps even cohesion, between the two roles in the future?
Debbie Farese: I think we’re going to see a lot more collaboration between Marketing and Sales in general, not just Sales Enablement.
For example, we use the term “Smarketing” in HubSpot to describe direct alignment between Sales and Marketing. We not only have monthly all hands meetings between the teams, but we also have a SLA to track MQLs delivered to the sales team by segment…
