Autorentext

BYRON MATTHEWS is the Chief Executive Officer of Miller Heiman Group and leads their commitment to championing customer management excellence. His dedication to placing the customer at the core of everything gives Miller Heiman Group its expanded, holistic approach for developing, managing and sustaining long-term customer relationships. Over the past twenty-three years, he has consulted for and led sales organizations for several Fortune 500 companies. Byron's depth and breadth of prior experiences includes eleven years at Accenture and over five years at Mercer as Global Sales Leader and Global Head of the Sales Performance Practice. Prior to joining Miller Heiman Group, he served as Chief Distribution Officer at Aflac, where he led more than 30,000 sales professionals across multiple channels. TAMARA SCHENK is Research Director at CSO Insights, the research division of Miller Heiman Group. Her work is focused on all things sales force enablement, sales managers, collaboration, and social selling on a global level. Before joining Miller Heiman Group as an analyst and research director in 2014, she enjoyed more than twenty five years of international experience in sales, business development, and consulting in different industries, such as IT, telecommunications, automotive, and utilities. She also had the pleasure of developing sales enablement from an idea to a program and strategic function at T-Systems, a Deutsche Telekom company, where she led the global sales force enablement and transformation team at the VP level. Tamara is a well-established and highly recognized voice, sought-after speaker in the enablement world, member of the Sales Enablement Society, and a regular contributor to Top Sales World as a featured writer.

Klappentext

PRAISE FOR SALES ENABLEMENT > ?DOUG J. CHUNG, Associate Professor of Business Administration, Harvard Business School > ?SCOTT SANTUCCI, Chairman and President, Sales Enablement Society and Chief Catalyst, Growth Enablement Ecosystems "How do companies align with changing customer behaviours while nurturing their collective talent and driving sustainable growth? Sales Enablement tackles these challenges and offers a clear framework to quantify, integrate, and improve all customer facing functions."
?LEE BARTLETT, Author of The No.1 Best Seller, Sales Leader, and Tech Entrepreneur > ?MIKE KUNKLE, Vice President of Sales Transformation Services, Digital Transformation, Inc. "Sales enablement is a critical function in helping sales achieve the highest levels of performance. But getting the highest value from your sales enablement organization requires strong sponsorship, a customer/sales focused charter, and disciplined execution. In Sales Enablement, Byron and Tamara provide a clear roadmap in making sure your sales enablement organization achieves its goals!"
?DAVE BROCK, Author of Sales Manager Survival Guide, CEO at Partners In EXCELLENCE > ?ROBERT M. PETERSON, PhD, Dean's Distinguished Professor of Sales, Northern Illinois University

Zusammenfassung
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.

Inhalt

Special Thanks from the Authors ix

About the Authors xi

About Miller Heiman Group xii

About CSO Insights xiii

Foreword xv

Part I Introduction 1

Chapter 1 The Science of Selling 9

Part II Laying the Foundation 25

Chapter 2 The Many Facets of Sales Force Enablement 27

Chapter 3 The Customer's Path 39

Chapter 4 The Enablement Charter 49

Part III Enablement Services 65

Chapter 5 Content Services 69

Chapter 6 Training Services 91

Chapter 7 Coaching Services 107

Chapter 8 Creating Consistency Through Value Messaging

Part IV The Inner Workings of Enablement 141

Chapter 9 Formalized Collaboration 143

Chapter 10 Integrated Enablement Technology 153

Chapter 11 Enablement Operations 169

Chapter 12 Measuring Results 181

Part V Where to Go from Here 197

Chapter 13 Enablement Maturity 199

Chapter 14 The Future of Selling Starts Now 211

Appendix 219

Index 227