The Sales Enablement Playbook

by Cory Bray, Hilmon Sorey

In The Sales Enablement Playbook, sales veterans Cory Bray and Hilmon Sorey provide insights into creating a culture of sales enablement throughout your organization. This book provides a series of stand-alone chapters with frameworks and tactics that you can immediately implement, regardless of company size or industry. Whether you are a sales executive, sales practitioner, or a non-sales executive looking for ways to impact growth, The Sales Enablement Playbook will help you identify your role in a thriving enablement ecosystem.

Genres: Business, Nonfiction

164 pages, Paperback

Published June 23, 2017

Reviews

[Jordan · Rating 4 out of 5]

As far as SE goes, this is a pretty fantastic overview. I was really hoping to find some insightful gems that are not so basic, but that was not the case. I am glad I read this because it was a good reminder of all of the little things that are easy to lose sight of, but it won't take me to the next level. It is a good ready as an intro or a desktop reference

[Pedro Chaves · Rating 4 out of 5]

101 for Se

I really loved the rythm of this book, every chapter starting with a clear objective and ending with metrics and actions. I also think is great how it takes through a quick sales crash course just in case you haven't been on the filed, that makes it very shareable in young enablement organizations, like my current one! I felt there were some specifics lackimg the depth even when they follow the structure, specially the partners chapter. A perfect volume to get you started, not less, not more.

[Jeff Birk · Rating 4 out of 5]

Listened to this book to help me with a new job (Director, Global Sales Enablement). I found it to be pretty thorough with lots of good things to consider and be done in order to have a healthy sales enablement ecosystem at any company. Going to buy the hard copy to study deeper and use as a reference guide.

[Joshua Harrell · Rating 5 out of 5]

Plays in Brief...Brilliant

This book is meaty without banging on, endlessly circling the airport before landing. Everything that was discussed was understandable, relatable and—most of all—actionable. My team is about to be amped up.

[Tyler J. · Rating 5 out of 5]

I absolutely loved this book. I’ve been in a pre sales enablement role for the past two and a half years. As I’m starting at a new company soon, this was a great framework to help me prep for my new journey. Cory and Hilmon did a great job with this book. The metrics and plays at the end of each chapter make for great insights and action items. I highly recommend this book to anyone in sales.

[Tanya Jeter · Rating 5 out of 5]

Are you looking for the big picture as well as actionable ideas to enable sales in your organization? This is a solid read!

[Aprill Allen · Rating 5 out of 5]

A quick and easy read that I recommend to anyone working in a sales role.

[Miranda · Rating 5 out of 5]

Incredible. I love keeping this handy. Succinct and practical. I refer to it often. Great ideas, and it gets me thinking, too.

[David Domínguez · Rating 4 out of 5]

Great book and topic. A mandatory reading for sales enablement practitioners and enthusiasts.

[James E Moses · Rating 4 out of 5]

Super sales enablement read

This book is ideal for anyone in sales or is responsible for sales results. It provides a great roadmap to success.

[Aasim Sani · Rating 5 out of 5]

I found this book as someone who wasn't into Sales at all a good guide to break into understanding the world of enablement.

[Oliver · Rating 4 out of 5]

Very practical and succinct.

[Luis Salas · Rating 5 out of 5]

very useful

Great content.structured, clear and easy to apply. The final chapter briefs are great to put the Learnings in Practice '

[David Peck · Rating 4 out of 5]

Really solid foundation on enabling a sales force - recommended to anyone who is trying to create a great ecosystem of enablement at their company!

[Zane Davis · Rating 4 out of 5]

Good actionable overview.

[Duong (Ufo) Nguyen · Rating 5 out of 5]

Practical. Common sense. I'm not from sales team but I'm a product manager that is trying to work with sales team to have successful go-to-market projects. This book has been really helpful to me to understand the sales team and what I can do to assist them.
I used one simple exercise from the book - look through all job descriptions of your B2B customers, you will find the common patterns in their jobs to be done and how to talk to their pain points. This was a simple but magical that helped me and my sales team to understand our customers much better.
Also, the book emphasizes that when doing sales training, we should focus on keywords that we want the sales reps to remember instead of lengthy tracks. This worked for our teams too!
Highly recommend!

[Sara Chamberlin · Rating 4 out of 5]

This is the second time I’ve read this book - great framework for building a sales organization that prioritizes efficient sales processes, extending a prospect-centric mindset company wide, and enabling reps to move deals forward with the proper content at the right time.