Sales Enablement A Master Framework to Engage, Equip, and Empower A World-Class Sales Force

PRAISE FOR SALES ENABLEMENT

"Sales leaders have long struggled to adequately equip their salespeople. This book explores how the field of sales enablement offers a comprehensive and successful approach to support and empower today's sales force."
—DOUG J. CHUNG, Associate Professor of Business Administration, Harvard Business School

"Since writing the first definition of the role for sales enablement back in 2008, I've seen an explosion of 'experts' who are promoting a lot of advice that doesn't really help. The book is spot on in its view that getting internal clarity around sales enablement is a critical key to success."
—SCOTT SANTUCCI, Chairman and President, Sales Enablement Society and Chief Catalyst, Growth Enablement Ecosystems

"How do companies align with changing customer behaviours while nurturing their collective talent and driving sustainable growth? Sales Enablement tackles these challenges and offers a clear framework to quantify, integrate, and improve all customer facing functions."
—LEE BARTLETT, Author of The No.1 Best Seller, Sales Leader, and Tech Entrepreneur

"Tamara and Byron have delivered impressive work here, backed by research, and proven on the frontlines. If you are building or upgrading your sales enablement function, I highly recommend this book and their approach to building the most productive possible sales force."
—MIKE KUNKLE, Vice President of Sales Transformation Services, Digital Transformation, Inc.

"Sales enablement is a critical function in helping sales achieve the highest levels of performance. But getting the highest value from your sales enablement organization requires strong sponsorship, a customer/sales focused charter, and disciplined execution. In Sales Enablement, Byron and Tamara provide a clear roadmap in making sure your sales enablement organization achieves its goals!"
—DAVE BROCK, Author of Sales Manager Survival Guide, CEO at Partners In EXCELLENCE

"By far the best book out on the complexities of sales enablement and what firms should be doing."
—ROBERT M. PETERSON, PhD, Dean's Distinguished Professor of Sales, Northern Illinois University

Put buyer experience and selling resources front-and-center to boost revenue

Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results.

Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice.

• Understand sales enablement and what it can do for your company
• Implement enablement using techniques that ensure sustainable, measureable performance impact
• Adopt proven best practices through step-by-step advice from experts
• Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue

Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.