3 Sales Enablement Challenges Media Companies Face in 2025 — And How to Overcome Them

In 2025, the media industry continues to evolve at a rapid pace, driven by technological advancements and shifting consumer behaviors. Sales enablement remains a critical component for media companies striving to stay competitive. According to a recent study, top-performing salespeople are 33% more likely to use technology to automate their sales processes. 

Here are three key challenges they face today and strategies to overcome them: 

1. Integrating AI and Automation

Challenge: The integration of AI and automation tools is no longer optional but essential. However, many media companies struggle with effectively implementing these technologies into their sales processes. 

Solution: To overcome this, media companies should invest in comprehensive training programs that help sales teams understand and leverage AI tools. Additionally, selecting user-friendly platforms that seamlessly integrate with existing systems can reduce resistance and enhance adoption. AI can assist in personalizing content, predicting customer needs, and automating routine tasks, allowing sales teams to focus on building relationships and closing deals. Salespeople who use AI tools are 50% more likely to exceed their quotas. 

2. Adapting to Digital-First Buyer Journeys

Challenge: Buyers in 2025 prefer self-service and digital-first interactions. This shift requires media companies to provide a seamless and engaging online experience. 

Solution: Develop robust digital sales rooms (DSRs) that offer personalized, interactive experiences for buyers. These DSRs should include features like ROI calculators, interactive product demos, and real-time communication tools. By enhancing the digital buying journey, media companies can meet buyer expectations and drive higher engagement. Over 70% of buyers now prefer to research and purchase products online.  

3. Measuring Sales Enablement Impact

Challenge: Demonstrating the ROI of sales enablement initiatives remains a significant hurdle. Without clear metrics, it’s challenging to justify investments and optimize strategies. 

Solution: Implement advanced analytics and reporting tools that provide real-time insights into sales enablement activities. These tools should track key performance indicators (KPIs) such as content usage, deal progression, and win rates. Regularly reviewing these metrics will help media companies refine their strategies and demonstrate the tangible benefits of their sales enablement efforts. Companies that track sales enablement metrics are 20% more likely to see an increase in sales productivity. 

By addressing these challenges with innovative solutions, media companies can enhance their sales enablement strategies and achieve greater success in 2025.