what is sales enablement

Free ebook: The New Rules Of Sales Enablement: How to Stop Sabotaging Your Sales Teams and Start Empowering Them for Success

In this eBook Jeff Ernst suggests that the traditional approach to sales enablement is plain broken. He challenges those responsible for sales enablement to make a shift to a new, more effective approach – one that he’s learned by trial and error during 20 years of supporting sales teams. Download your free eBook that suggests: - The traditional approach to sales enablement is plain broken - Sales leaders responsible for sales enablement need to make a shift to a new, more effective approach - 5 new rules that will help your sales teams win more

Table Of Contents

Pg 7 - 1. Conversations, NOT Collateral Pg 13 - 2. Experience BEATS Expertise Pg 17 - 3. Proven Plays Pg 24 - 4. Value OUT, NOT Data IN Pg 27 - 5. Act NOW Pg 34 - About Qvidian

First 3 Pages

The New Rules of SALES ENABLEMENT How to Stop Sabotaging Your Sales Teams and Start Empowering Them for Success by Jeff Ernst JEFF ERNST n e w r u l e s o f s a l e s e n a b l e m e n t 2 Please feel free to post this on your blog or email it to whomever you believe would benefit from reading it. Thank you. JEFF ERNST n e w r u l e s o f s a l e s e n a b l e m e n t 3 TABLE OF CONTENTS page 4 I used to play by the OLD RULES. Now I know better. page 71. Conversations, NOT Collateral page 10 We need a new definition of sales enablement page 11 The NEW Definition of Sales Enablement page 12 Let’s look at what we mean by the right knowledge page 13 2. Experience BEATS Expertise page 15 Through trial and error, your salespeople learn something new every day about what works and what doesn’t page 16 They bought it because they owned it page 17 3. PROVEN Plays page 19 There are stars, then there’s everyone else page 20 Why methodologies alone are not enough page 21 Shift the performance curve with sales playbooks page 22 Four simple steps to the sales playbook creation process page 23 What the right plays will mean for you page 24 4. Value OUT, NOT Data IN page 26 They won’t adopt what they don’t value page 26 Don’t take from sales, give to them page 27 5. Act NOW page 29 “In a hurricane, even a turkey can fly.” page 30 Why you should invest more, not less, in sales enablement page 31 Match your shift in approach with a shift in budgeting page 32 Are you ready and able to ENABLE your sales team? page 34 About Qvidian