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

by Byron Matthews, Tamara Schenk

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. 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.

Genres: Business, Nonfiction

256 pages, Hardcover

Published May 1, 2018

Reviews

[Ashton W · Rating 4 out of 5]

Content: valuable step-by-step guide on setting up enablement and framework needed to drive results.

Tone: SO dry. I really struggled through this book on both audio and print. It reads like a textbook.

Overall: get through the first read and bookmark the spot that resonate. You’ll come back to things as they become relevant in your day to day.

[Susan · Rating 5 out of 5]

Actionable Guide to Best-In-Class Sales Enablement

The authors look at the sales enablement function holistically and as services to enhance sales productivity. Practical and realistic guide.

[Keith Brooks · Rating 4 out of 5]

Good info but seriously in need of a proper editor. Maybe I picked up areviewer copy but page settings were weird and seemed like some sentences didnot continue properly on some pages. But good info and planning when it worked.

[Pedro Chaves · Rating 4 out of 5]

Very useful info to get you started on Enablement. A little hard to navigate due to endless iteration and the lack of a structure adhering to an actual plan. All an all, would recommend it for starters.

[Philip Relander · Rating 3 out of 5]

Good content, but written in a bit repetitive manner

[MARIA LYRA · Rating 4 out of 5]

Ótima metodologia, valeu a pena

[Greg · Rating 4 out of 5]

This book helped me a huge amount when I first moved into sales excellence, it provided good grounding for a vision and mission

[Tim Hughes · Rating 3 out of 5]

To be honest, I couldn't get on with this book. I must admit I had expected something different. Maybe a chapter on why Sales Enablement and then an overview on what it is and why it's needed. The book assumes you know all that. We then jump in, with loads of data and diagrams, but without the upfront "why" I found it difficult to concentrate. I'm sure it's a good book, but it just didn't seem to work with me. Sorry.

[Mrs · Rating 5 out of 5]

If you are starting out in your sales enablement journey this book gives you great step by step advice on how to put an effective structure in place.