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Tom
Melancon
Senior Director, Sales Enablement
SHI
At SHI, Tom helps their customers leverage technology to drive business outcomes. He helps them plan for the future, introduce new and innovative technology, and deploy and manage those solutions. Tom currently leads their sales enablement department, which supports internal learning and development for all sales segments within SHI. His department manages sales onboarding, continuous coaching and development, on-demand training, go-to-market and sales campaign support, and strategic enablement programs. In doing so, they work cross-functionally with sales, marketing, products and services, partners/OEMs, technical resources, recruiting, HR, and sales operations.
11 February 2025 11:45 - 12:30
Panel discussion: Accelerating the sales cycle through sales and marketing alignment
In today's competitive landscape, marketing and sales alignment is more critical than ever. This session explores enablements role in driving synergy between marketing and sales. The panel will explore how modern marketing teams are acting as an extension of sales, driving revenue through targeted demand generation, account-based marketing (ABM), and sales plays. They'll discuss how customized events and experiences, along with compelling content and messaging, can empower sales teams to succeed. Join us to discover how enablement can be crucial in bridging the gap between marketing and sales, fostering a collaborative environment that fuels growth and maximizes ROI.