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Sales Enablement: A Master Framework to Engage, Equip, and Empower A World-Class Sales Force Hardcover – May 1, 2018

4.5 out of 5 stars 46 ratings

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Frequently bought together

  • Sales Enablement: A Master Framework to Engage, Equip, and Empower A World-Class Sales Force
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  • Effective Sales Enablement: Achieve sales growth through collaborative sales and marketing
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Editorial Reviews

From the Inside Flap

Today's prevailing sales strategies are often based on decades-old practices for bringing products and services to customers. In the age of technology, buyers come fully informed about what you have to offer, how you stack up against the competition and the different options for solving their business challenges. Successful selling demands a new approach to differentiating your offering, engaging customers, and driving profits.

Sales Enablement is the turnkey roadmap for sales leaders and sales enablement professionals who are serious about building a state-of-the-art sales force. This comprehensive guide shows you how to orchestrate a sustainable system of content, training, coaching, and technology along with proven best practices for equipping your sales teams with everything they need to succeed in today's competitive sales environments. You'll gain a detailed understanding of:

  • Sales force enablement, including practical guidance on clarifying the goals, strategies, services, and intended results to ensure executive sponsorship and buy-in
  • The three main categories of enablement services, including content, training, and coaching, and how they impact sales productivity and performance
  • The most effective ways to optimize cross- functional collaboration and prioritize technology investments

Reimagine-and achieve-higher sales performance with Sales Enablement.

From the Back Cover


"Sales leaders have long struggled to adequately equip their salespeople. This book explores how the field of sales enablement offers a comprehensive and successful approach to support and empower today's sales force."
―DOUG J. CHUNG, Associate Professor of Business Administration, Harvard Business School

"Since writing the first definition of the role for sales enablement back in 2008, I've seen an explosion of 'experts' who are promoting a lot of advice that doesn't really help. The book is spot on in its view that getting internal clarity around sales enablement is a critical key to success."
―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

"Tamara and Byron have delivered impressive work here, backed by research, and proven on the frontlines. If you are building or upgrading your sales enablement function, I highly recommend this book and their approach to building the most productive possible sales force."
―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

"By far the best book out on the complexities of sales enablement and what firms should be doing."
―ROBERT M. PETERSON, PhD, Dean's Distinguished Professor of Sales, Northern Illinois University

Product details

  • Item Weight : 15.3 ounces
  • ISBN-10 : 1119440270
  • ISBN-13 : 978-1119440277
  • Hardcover : 256 pages
  • Dimensions : 6.1 x 1 x 9.1 inches
  • Publisher : Wiley; 1st edition (May 1, 2018)
  • Language: : English
  • Customer Reviews:
    4.5 out of 5 stars 46 ratings

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Customer reviews

4.5 out of 5 stars
4.5 out of 5
46 global ratings
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Top reviews from the United States

Reviewed in the United States on May 23, 2018
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Reviewed in the United States on September 5, 2020
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Reviewed in the United States on November 5, 2018
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Reviewed in the United States on June 2, 2018
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Reviewed in the United States on May 3, 2018
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Reviewed in the United States on April 24, 2018
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Reviewed in the United States on May 9, 2018
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Reviewed in the United States on May 8, 2018
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Top reviews from other countries

5.0 out of 5 stars A must for Sales Enablement Professionals
Reviewed in the United Kingdom on September 28, 2018
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4.0 out of 5 stars Sales Enablement - What Is It?
Reviewed in the United Kingdom on August 13, 2018
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One person found this helpful
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Amit K
5.0 out of 5 stars Comprehensive guide
Reviewed in India on September 2, 2019
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Darren H
3.0 out of 5 stars Book was severely damaged
Reviewed in Canada on October 1, 2020
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Dagmar Eisenbach
5.0 out of 5 stars World-Class Book to get a World-Class Sales Force
Reviewed in Germany on November 2, 2018
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