The Building Blocks Of Sales Enablement
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The Building Blocks Of Sales Enablement
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Author : Mike Kunkle
language : en
Publisher: Association for Talent Development
Release Date : 2021-09-14
The Building Blocks Of Sales Enablement written by Mike Kunkle and has been published by Association for Talent Development this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-09-14 with Business & Economics categories.
The Ultimate Sales Framework for Achieving Business Success Sales enablement is no longer the new kid on the block. Having grown rapidly in recent years, it’s now considered a best practice at many sales organizations. But there’s little alignment across the sales profession on what sales enablement is or how to achieve it, nor is there a formalized strategy on what a sales enablement practice is or requires. In his new book The Building Blocks of Sales Enablement, sales enablement expert Mike Kunkle addresses these issues and presents a proven approach that both supports sales talent and achieves true business results. Kunkle lays out an easy-to-follow structure through the concept of building blocks, interconnected by systems thinking and supported by a consistent cadence of training, coaching, and content. Comprehensive and versatile, this book is for senior sales leaders and sales enablement leaders who are starting or evolving a sales enablement function as well as for struggling sales practitioners to use as a diagnostic tool and road map. Chapters detail how to use each building block, with reflective questions and guidance for creating your own analysis and tools. The book also includes a chapter on sales onboarding, separate chapters on how to integrate communication and support services, and recommended resources. Impactful sales enablement projects are basically change management initiatives in disguise. Use the building blocks framework to navigate challenges, measure successes, and determine a path forward to improving business outcomes.
Sales Enablement
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Author : Byron Matthews
language : en
Publisher: John Wiley & Sons
Release Date : 2018-04-06
Sales Enablement written by Byron Matthews and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-04-06 with Business & Economics categories.
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.
Sales Enablement 3 0
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Author : Roderick Jefferson
language : en
Publisher: Poppy Court Publishing
Release Date : 2021-03-30
Sales Enablement 3 0 written by Roderick Jefferson and has been published by Poppy Court Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-03-30 with categories.
Sales Enablement 3.0 Is Both an Art and Science! There are no magical silver bullets or single approach that will guarantee that you will be successful! There is, however, a formula just like any other success process, program, or tool that requires a combination of practical application, trial and error, mixed with a lot of conversations with Sales leaders to understand their wants, needs, and expectations. At its core Sales Enablement 3.0 Sales Enablement 3.0 is an innovative, approach focused on increasing sales productivity through a systematic, personalized, and collaborative approach designed to support buyers that will fuel the conversation economy and impact revenue! This book will provide you with a blueprint that will help you to navigate the twists and turns that will ultimately lead you to designing, deploying, measuring and iterating a world class sales enablement organization. Always remember, the number one question that every sales enablement practitioner should ask when approaching a new company initiative or program is, "What problem are we trying to solve"? This will keep you out of all of the "noise" surrounding "training needs". Training is NOT the answer to all problems and should NEVER be the first response given. Sales enablement is not what keeps the doors open in a company, however, I can guarantee you that poor or lack of strategic, long-term, consistent and repeatable enablement strategy will lead to the doors closing! #HopeIsNotAStrategy
Effective Sales Enablement
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Author : Pam Didner
language : en
Publisher: Kogan Page Publishers
Release Date : 2018-10-03
Effective Sales Enablement written by Pam Didner and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-10-03 with Business & Economics categories.
Sales enablement is a proven system for increasing revenue and productivity by creating integrated content, training and coaching for the sales function. Written from a marketer's perspective, Effective Sales Enablement goes beyond sales training and development. Pam Didner presents fresh thinking and creative approaches to improve sales enablement strategies, processes and programmes. Using case studies and examples from well-known brands such as Cisco, Oracle and Google, she provides a blueprint for any organization wanting to create a sales enablement function which will, in turn, accelerate revenue growth. Effective Sales Enablement shows you how to: - Understand trends that impact sales professionals and how to take advantage of them - Become a better marketer with creative ideas on how to support sales - Integrate sales elements into select marketing programmes - and vice versa - Assemble a first-class sales enablement team - Leverage technology to better integrate sales and marketing
Lean Customer Development
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Author : Cindy Alvarez
language : en
Publisher: "O'Reilly Media, Inc."
Release Date : 2017-08-30
Lean Customer Development written by Cindy Alvarez and has been published by "O'Reilly Media, Inc." this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-08-30 with Business & Economics categories.
How do you develop products that people will actually use and buy? This practical guide shows you how to validate product and company ideas through customer development research—before you waste months and millions on a product or service that no one needs or wants. With a combination of open-ended interviewing and fast and flexible research techniques, you’ll learn how your prospective customers behave, the problems they need to solve, and what frustrates and delights them. These insights may shake your assumptions, but they’ll help you reach the "ah-ha!" moments that inspire truly great products. Validate or invalidate your hypothesis by talking to the right people Learn how to conduct successful customer interviews play-by-play Detect a customer’s behaviors, pain points, and constraints Turn interview insights into Minimum Viable Products to validate what customers will use and buy Adapt customer development strategies for large companies, conservative industries, and existing products
Cracking The Sales Management Code The Secrets To Measuring And Managing Sales Performance
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Author : Jason Jordan
language : en
Publisher: McGraw Hill Professional
Release Date : 2011-10-14
Cracking The Sales Management Code The Secrets To Measuring And Managing Sales Performance written by Jason Jordan and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-10-14 with Business & Economics categories.
Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
The Art Of Opportunity
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Author : Marc Sniukas
language : en
Publisher: John Wiley & Sons
Release Date : 2016-05-02
The Art Of Opportunity written by Marc Sniukas and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-05-02 with Business & Economics categories.
Innovate your way toward growth using practical, research-backed frameworks The Art of Opportunity offers a path toward new growth, providing the perspective and methods you need to make innovation happen. Written by a team of experts with both academic and industry experience—and a client roster composed of some of the world’s leading companies—this book provides you with the necessary tools to help you capture growth instead of chasing it. The visual frameworks and research-based methodology presented in The Art of Opportunity merge business design thinking and strategic innovation to help you change your growth paradigm. You’ll learn creative and practical methods for exploring growth opportunities and employ a new approach for identifying what “opportunity” looks like in the first place. Put aside the old school way of focusing on new products and new markets, to instead applying value creation to find your new opportunity, craft your offering, design your strategy and build new growth ventures. The changing business ecosystem is increasingly pushing traditional thinking out to pasture. New consumers and the new marketplace are demanding a profound adjustment to the way companies plan and execute growth strategies. This book gives you the tools to create your roadmap toward the new state of growth, and gain invaluable insight into a new way of thinking. The Art of Opportunity will help you to: Start looking at business growth from a new perspective Create value for the customers, company and ecosystem Innovate strategically and design new business models Develop a new active business design thinking approach to innovation Your company’s goal is to grow, and to turn non-customers into customers. The old ways are becoming less tenable and less cost-effective. The Art of Opportunity outlines the new growth paradigm and gives you a solid framework for putting new ideas into practice.
High Profit Prospecting
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Author : Mark Hunter, CSP
language : en
Publisher: AMACOM
Release Date : 2016-09-16
High Profit Prospecting written by Mark Hunter, CSP and has been published by AMACOM this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-09-16 with Business & Economics categories.
Search engines and social media have changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not. The key to success for every salesperson is his pipeline of prospects. In High-Profit Prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Merging new strategies with proven practices that unfortunately many have given up (much to their demise), this must-have resource for salespeople in every industry will help you: Find better leads and qualify them quickly Trade cold calling for informed calling Tailor your timing and message Leave a great voicemail and craft a compelling email Use social media effectively Leverage referrals Get past gatekeepers and open new doors Top producers are still prospecting. However, buyers have evolved, therefore your prospecting needs to as well. For the salesperson, prospecting is still king. Take back control of your pipeline for success!
Sales Playbooks
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Author : Hilmon Sorey
language : en
Publisher: Independently Published
Release Date : 2019-03-26
Sales Playbooks written by Hilmon Sorey and has been published by Independently Published this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-03-26 with categories.
A well-designed, relevant, and highly utilized sales playbook creates teams that engage with more prospects, produce more pipeline, and close more deals. A playbook creates more consistent top performers, more quickly. It will also close the gap between your top performers and everyone else. Playbooks are living tools that must continue to be developed, revised, and curated over time. Growing companies are constantly hiring new people, promoting internally, entering into new markets, and facing direct or unforeseen competition. In order to drive success, an understanding of how the business operates, what has worked in the past, what is presently working, and what is anticipated to work in the future is required.
Mastering The Cube
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Author : Reed Deshler
language : en
Publisher: Alignorg Solutions
Release Date : 2014-07-26
Mastering The Cube written by Reed Deshler and has been published by Alignorg Solutions this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-07-26 with categories.
"Mastering the Cube" skillfully lays out proven organization design principles. Comparing today's complex organizations to a Rubik's Cube, the authors explain how focusing improvement efforts on just one or two facets of the organization is akin to concentrating on just one side of the cube. Doing so is bound to affect-and more likely jumble-the other areas needed to generate a healthy and sustainable organization. They advocate stepping back and taking a systems-wide, comprehensive view of change and bringing all elements into alignment with strategy. They describe eight common beliefs and missteps that cause leaders to stumble, and they offer eight building blocks to effectively orchestrate complex organizational change. Written for both business leaders and their change partners in human resources, organization effectiveness, organization design, strategy, information technology, and process or continuous improvement (e.g., Lean Six Sigma), the book offers practical wisdom to help readers develop a shared perspective on organization design and achieve positive business results. It also outlines key principles and concepts for leading effective organization alignment-and moving your organization into a productive, rewarding future. Whether the transformation before you involves restructuring, consolidations, or mergers and acquisitions, this resource provides the guidance you'll need to become skilled in the important, real work of strategic organizational alignment. "This is a great step-by-step how-to manual on defining and changing the design of your company. If you're facing such challenges and have only time to read one thing, read this. It is omniscient, efficient and sufficient." --Clayton Christensen, Professor, Harvard Business School "A must read for C-Suite execs interested in cutting the fat and preserving the muscle. Mastering the Cube: Overcoming Stumbling Blocks and Building an Organization that Works is a blueprint for smart, engaging cost reduction and efficiency no matter the circumstances." --Joe Nothwang, President, Rentals and Leasing, the Americas and Asia, Hertz Corporation "The 8 stumbling blocks are an excellent reminder of the all-too-often misguided approach and beliefs at play within businesses tackling organization transformation and change. Mastering the Cube offers thoughtful and practical wisdom and techniques for any leader who seeks to ensure that the organization design efforts they undertake are aligned with strategy and result in sustainable business impact." --Angela S. Lalor, Senior Vice President, Human Resources, Danaher "This book doesn't sugar coat the tough choices with which organization leaders are confronted For those who have the courage to move forward, " Mastering the Cube "is a practical and valuable guide to aligning organization "choices" to strategy. I found the guidance equally applicable to all types of organizations: for-profit, government, and non-profit." --Ann R. Henry, Vice President, Global Operations, Cisco Capital Mastering the Cube "is a guide organization architects can use to maneuver through the critical steps to produce an organization that works. Nicely done." --Larry Costello, Executive Vice President and Chief Human Resource Officer, Tyco International AlignOrg Solutions is an international consultancy serving enterprises of all sizes and types to clarify strategy, align organizational choices, build organization capabilities, manage and implement change, and develop alignment leadership. The firm offers a high-engagement approach, exceptional alignment tools, and hard-won expertise in leading organization transformation projects. They are respected worldwide for helping leaders and their change partners align the choices in their organizations with a differentiated strategy for future success.