Maria White

Better Together - Collaboration with other departments and Sales Enablement If you have not already started to build out councils with your core heads of department this will allow for set times for you all to meet to collaborate on the enablement priorities and build out RACIs to outline who is responsible during each phase of each project. Below are three steps that can help you start one 1. Meet with all the key department heads that you need to collaborate with to effectively manage or funne ...Read More

Staying up to date on industry trends and sales enablement best practices is something that needs time to absorb the information to analyze if your organization needs to adjust any of the current or future programs. Below I have outlined a few ways to stay up to date on both industry trends and best practices. Industry Trends Sales Enablement is accountable for providing the GTM customer-facing teams with the current information and training to assist them in their customer engagements. Below ar ...Read More

During your Q4 working with sales leaders and operations your sales kick off should be the launch pad for your sales content and strategy for the year by supporting the company revenue goals and big bets for that year. What I have found to be very successful by conducting quarterly enablement reviews sales leaders and their direct reports. The framework for these meetings is to review the performance of enablement and allows time to review metrics and showcase data insights from those metrics. W ...Read More

How to convert ClassRoom Enablement into 'real world' experiences Effective account discovery can be the subject matter to be trained on. Normally these enablement sessions would use case studies based on potential experiences that could happen during the account discovery steps, giving insight but no "real world" examples. To convert your training you can do this in five simple steps. 1. Use an example case study - this is to expand on techniques for effective discovery. 2. Get each attendee co ...Read More