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Sales enablement
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d="M180.32,53.36A22.12,22.12,0,0,0,164.76,37.7C151,34,96,34,96,34s-55,0-68.76,3.7A22.12,22.12,0,0,0,11.68,53.36C8,67.18,8,96,8,96s0,28.82,3.68,42.64A22.12,22.12,0,0,0,27.24,154.3C41,158,96,158,96,158s55,0,68.76-3.7a22.12,22.12,0,0,0,15.56-15.66C184,124.82,184,96,184,96S184,67.18,180.32,53.36ZM78,122.17V69.83L124,96Z" transform="translate(-8 -34)"/></svg> </a> </div> <main id="site-main" class="site-main outer"> <div class="site-header-content"> <h1 class="section-title"> Sales enablement </h1> <h2 class="site-description"> Get your sales team armed and ready for the marketplace with an agile and adaptable sales enablement strategy that knows its product and target audience. </h2> </div> <div class="feature-post-wrapper tag-list"> <div class="post-feed"> <article class="post-card"> <a class="post-card-image-link" href="/5-critical-mistakes-to-avoid-when-building-a-world-class-sales-enablement-function/"> <img class="post-card-image" src="/content/images/size/w800/2024/09/mistakes-to-avoid-building-a-sales-enablement-function.png" alt="5 critical mistakes to avoid when building a world-class sales enablement function" /> </a> <div class="post-card-content"> <div class="post-visibility-public" href="/signin">Members-only</div> <a class="post-card-content-link" href="/5-critical-mistakes-to-avoid-when-building-a-world-class-sales-enablement-function/"> <header class="post-card-header"> <span class="post-card-tags">Members-only articles</span> <h2 class="post-card-title">5 critical mistakes to avoid when building a world-class sales enablement function</h2> </header> <section class="post-card-excerpt"> <p>Learn from Western Union's Former SVP, Rebecca Mann Kelly, the key mistakes to avoid when building a world-class sales enablement function...</p> </section> </a> <footer class="post-card-meta"> <ul class="author-list"> <li class="author-list-item"> <div class="author-name-tooltip"> Rebecca Mann Kelly </div> <a href="/author/rebecca-mann-kelly/" class="static-avatar"> <img class="author-profile-image" src="/content/images/size/w100/2024/09/1704305516295.jpeg" alt="Rebecca Mann Kelly" /> </a> </li> </ul> <span class="reading-time">7 min read</span> </footer> </div> </article> <article class="post-card"> <a class="post-card-image-link" href="/measure-and-improve-sales-confidence/"> <img class="post-card-image" src="/content/images/size/w800/2024/08/Sales-confidence_-6-steps-to-measure-and-improve-it.png" alt="Sales confidence: 6 steps to measure and improve it" /> </a> <div class="post-card-content"> <div class="post-visibility-paid" href="/signin">Members-only</div> <a class="post-card-content-link" href="/measure-and-improve-sales-confidence/"> <header class="post-card-header"> <span class="post-card-tags">Members-only articles</span> <h2 class="post-card-title">Sales confidence: 6 steps to measure and improve it</h2> </header> <section class="post-card-excerpt"> <p>Looking to measure and supercharge sales confidence? Aleksandra Mitroshkina, Senior PMM at Percona, has some insider tips for you. From crafting killer surveys to turning insights into action, this is your guide to boosting your team's confidence and closing game....</p> </section> </a> <footer class="post-card-meta"> <ul class="author-list"> <li class="author-list-item"> <div class="author-name-tooltip"> Aleksandra Mitroshkina </div> <a href="/author/aleksandra/" class="static-avatar"> <img class="author-profile-image" src="/content/images/size/w100/2024/07/Aleksandra-Mitroshkina.jpg" alt="Aleksandra Mitroshkina" /> </a> </li> </ul> <span class="reading-time">11 min read</span> </footer> </div> </article> <article class="post-card"> <a class="post-card-image-link" href="/from-scratch-to-scale-lessons-in-building-a-billion-dollar-sales-machine/"> <img class="post-card-image" src="/content/images/size/w800/2024/05/tangerine-newt-o04xDvWE33U-unsplash--1-.jpg" alt="From scratch to scale: Lessons in building a billion-dollar sales machine" /> </a> <div class="post-card-content"> <div class="post-visibility-public" href="/signin">Members-only</div> <a class="post-card-content-link" href="/from-scratch-to-scale-lessons-in-building-a-billion-dollar-sales-machine/"> <header class="post-card-header"> <span class="post-card-tags">Sales enablement</span> <h2 class="post-card-title">From scratch to scale: Lessons in building a billion-dollar sales machine</h2> </header> <section class="post-card-excerpt"> <p>In this article, you'll learn practical strategies to build brand relevance, the traits we targeted when hiring a world-class team, and how we fostered a culture of inclusivity. On top of all that, I’ll share the core leadership principles that empowered us to achieve the seemingly impossible....</p> </section> </a> <footer class="post-card-meta"> <ul class="author-list"> <li class="author-list-item"> <div class="author-name-tooltip"> Cristina Lasagni </div> <a href="/author/cristina/" class="static-avatar"> <img class="author-profile-image" src="/content/images/size/w100/2024/05/image--4-.png" alt="Cristina Lasagni" /> </a> </li> </ul> <span class="reading-time">12 min read</span> </footer> </div> </article> <article class="post-card"> <a class="post-card-image-link" href="/5-ways-to-craft-customer-stories-that-sell/"> <img class="post-card-image" src="/content/images/size/w800/2024/04/meta-images--27-.png" alt="Ditch feature selling: 5 ways to craft customer stories that sell" /> </a> <div class="post-card-content"> <div class="post-visibility-paid" href="/signin">Members-only</div> <a class="post-card-content-link" href="/5-ways-to-craft-customer-stories-that-sell/"> <header class="post-card-header"> <span class="post-card-tags">Members-only articles</span> <h2 class="post-card-title">Ditch feature selling: 5 ways to craft customer stories that sell</h2> </header> <section class="post-card-excerpt"> <p>Ditch feature-heavy sales pitches that fall flat. Learn the 5-step TRUST framework to craft compelling customer stories that accelerate sales....</p> </section> </a> <footer class="post-card-meta"> <ul class="author-list"> <li class="author-list-item"> <div class="author-name-tooltip"> Ravi Rajani </div> <a href="/author/ravi/" class="static-avatar"> <img class="author-profile-image" src="/content/images/size/w100/2024/04/Ravi-R.jpeg" alt="Ravi Rajani" /> </a> </li> </ul> <span class="reading-time">5 min read</span> </footer> </div> </article> <article class="post-card"> <a class="post-card-image-link" href="/a-complete-guide-to-gtm-methodologies/"> <img class="post-card-image" src="/content/images/size/w800/2024/05/tolga-ulkan-9k36QqhA0cU-unsplash--1-.jpg" alt="A complete guide to GTM methodologies" /> </a> <div class="post-card-content"> <div class="post-visibility-public" href="/signin">Members-only</div> <a class="post-card-content-link" href="/a-complete-guide-to-gtm-methodologies/"> <header class="post-card-header"> <span class="post-card-tags">Go-to-market strategy</span> <h2 class="post-card-title">A complete guide to GTM methodologies</h2> </header> <section class="post-card-excerpt"> <p>There is one area of investment that remains strategically topical for businesses as they find differentiated ways to add value to their customers: GTM methodologies. Read on if you’re interested in deepening your understanding of methodologies and learning how to maximize the ROI from them....</p> </section> </a> <footer class="post-card-meta"> <ul class="author-list"> <li class="author-list-item"> <div class="author-name-tooltip"> Vanessa Metcalf </div> <a href="/author/vanessa/" class="static-avatar"> <img class="author-profile-image" src="/content/images/size/w100/2024/05/Vanessa-Metcalf---Showpad--1-.jpeg" alt="Vanessa Metcalf" /> </a> </li> </ul> <span class="reading-time">10 min read</span> </footer> </div> </article> <article class="post-card"> <a class="post-card-image-link" href="/from-blank-canvas-to-masterpiece-how-to-craft-a-customer-focused-sales-enablement-program/"> <img class="post-card-image" src="/content/images/size/w800/2024/02/Untitled-design--43---1-.png" alt="From blank canvas to masterpiece: How to craft a customer-focused sales enablement program" /> </a> <div class="post-card-content"> <div class="post-visibility-paid" href="/signin">Members-only</div> <a class="post-card-content-link" href="/from-blank-canvas-to-masterpiece-how-to-craft-a-customer-focused-sales-enablement-program/"> <header class="post-card-header"> <span class="post-card-tags">Members-only articles</span> <h2 class="post-card-title">From blank canvas to masterpiece: How to craft a customer-focused sales enablement program</h2> </header> <section class="post-card-excerpt"> <p>Ifm's Ruben Boom presents a case study on how he built a customer-focused enablement program. From building the concept to implementation, this article is packed with actionable advice....</p> </section> </a> <footer class="post-card-meta"> <ul class="author-list"> <li class="author-list-item"> <div class="author-name-tooltip"> Ruben Boom </div> <a href="/author/ruben/" class="static-avatar"> <img class="author-profile-image" src="/content/images/size/w100/2024/02/Ruben-Boom.jpeg" alt="Ruben Boom" /> </a> </li> </ul> <span class="reading-time">5 min read</span> </footer> </div> </article> <article class="post-card"> <a class="post-card-image-link" href="/how-to-get-salespeople-excited-about-your-launch/"> <img class="post-card-image" src="/content/images/size/w800/2022/08/salesproductlaunch.jpg" alt="How to get sales excited about your product launch" /> </a> <div class="post-card-content"> <div class="post-visibility-public" href="/signin">Members-only</div> <a class="post-card-content-link" href="/how-to-get-salespeople-excited-about-your-launch/"> <header class="post-card-header"> <span class="post-card-tags">Sales enablement</span> <h2 class="post-card-title">How to get sales excited about your product launch</h2> </header> <section class="post-card-excerpt"> <p>Sales people are crucial for Go-to-Market success. You can put hours upon hours into nailing your product’s positioning and messaging, but the reality is all that hard work can be undone in a matter of minutes if it’s not understood and acted on by your sales teams....</p> </section> </a> <footer class="post-card-meta"> <ul class="author-list"> <li class="author-list-item"> <div class="author-name-tooltip"> Lawrence Chapman </div> <a href="/author/lawrence/" class="static-avatar"> <img class="author-profile-image" src="/content/images/size/w100/2022/04/LC.jpeg" alt="Lawrence Chapman" /> </a> </li> </ul> <span class="reading-time">5 min read</span> </footer> </div> </article> <article class="post-card"> <a class="post-card-image-link" href="/how-can-sales-enablement-improve-your-go-to-market-strategy/"> <img class="post-card-image" src="/content/images/size/w800/2022/11/salesenablementgtm.jpg" alt="How can sales enablement improve your Go-to-Market strategy?" /> </a> <div class="post-card-content"> <div class="post-visibility-public" href="/signin">Members-only</div> <a class="post-card-content-link" href="/how-can-sales-enablement-improve-your-go-to-market-strategy/"> <header class="post-card-header"> <span class="post-card-tags">Go-to-market strategy</span> <h2 class="post-card-title">How can sales enablement improve your Go-to-Market strategy?</h2> </header> <section class="post-card-excerpt"> <p>Sales enablement is a relatively new function in B2B businesses, and it holds a lot of potential for your Go-to-Market strategy. Sales enablement is heavily associated with onboarding, but these multifaceted teams also support sales kick-offs, content creation and cross-functional collaboration....</p> </section> </a> <footer class="post-card-meta"> <ul class="author-list"> <li class="author-list-item"> <div class="author-name-tooltip"> Kate Onley-Gregson </div> <a href="/author/kate/" class="static-avatar"> <img class="author-profile-image" src="/content/images/size/w100/2022/05/IMG_4732-2-copy.JPG" alt="Kate Onley-Gregson" /> </a> </li> </ul> <span class="reading-time">6 min read</span> </footer> </div> </article> <article class="post-card"> <a class="post-card-image-link" href="/five-actionable-strategies-for-collaborating-more-effectively-with-sales-teams/"> <img class="post-card-image" src="/content/images/size/w800/2023/09/Untitled-design--28-.png" alt="Five actionable strategies for collaborating more effectively with sales teams" /> </a> <div class="post-card-content"> <div class="post-visibility-public" href="/signin">Members-only</div> <a class="post-card-content-link" href="/five-actionable-strategies-for-collaborating-more-effectively-with-sales-teams/"> <header class="post-card-header"> <span class="post-card-tags">Product marketing</span> <h2 class="post-card-title">Five actionable strategies for collaborating more effectively with sales teams</h2> </header> <section class="post-card-excerpt"> <p>I'm here to talk about how you can use a salesperson's lens to build better relationships with your sales team, create a more effective go-to-market strategy, and ultimately win together....</p> </section> </a> <footer class="post-card-meta"> <ul class="author-list"> <li class="author-list-item"> <div class="author-name-tooltip"> Matt Heng </div> <a href="/author/matt/" class="static-avatar"> <img class="author-profile-image" src="/content/images/size/w100/2023/09/Matt-Heng.jpeg" alt="Matt Heng" /> </a> </li> </ul> <span class="reading-time">10 min read</span> </footer> </div> </article> <article class="post-card"> <a class="post-card-image-link" href="/shortening-salespeoples-time-to-confidence/"> <img class="post-card-image" src="/content/images/size/w800/2023/09/Untitled-design--26-.png" alt="Shortening salespeople's time-to-confidence" /> </a> <div class="post-card-content"> <div class="post-visibility-public" href="/signin">Members-only</div> <a class="post-card-content-link" href="/shortening-salespeoples-time-to-confidence/"> <header class="post-card-header"> <span class="post-card-tags">Sales enablement</span> <h2 class="post-card-title">Shortening salespeople's time-to-confidence</h2> </header> <section class="post-card-excerpt"> <p>Russell Zack explains some of the key factors involved in lowering salespeople's time to confidence – whether they're brand-new or seasoned veterans....</p> </section> </a> <footer class="post-card-meta"> <ul class="author-list"> <li class="author-list-item"> <div class="author-name-tooltip"> Russell Zack </div> <a href="/author/russell/" class="static-avatar"> <img class="author-profile-image" src="/content/images/size/w100/2023/09/Russell-Zack.jpeg" alt="Russell Zack" /> </a> </li> </ul> <span class="reading-time">7 min read</span> </footer> </div> </article> <article class="post-card"> <a class="post-card-image-link" href="/your-guide-to-creating-an-unstoppable-revenue-enablement-ecosystem/"> <img class="post-card-image" src="/content/images/size/w800/2023/09/Untitled-design--24-.png" alt="Your guide to creating an unstoppable revenue enablement ecosystem" /> </a> <div class="post-card-content"> <div class="post-visibility-public" href="/signin">Members-only</div> <a class="post-card-content-link" href="/your-guide-to-creating-an-unstoppable-revenue-enablement-ecosystem/"> <header class="post-card-header"> <span class="post-card-tags">Sales enablement</span> <h2 class="post-card-title">Your guide to creating an unstoppable revenue enablement ecosystem</h2> </header> <section class="post-card-excerpt"> <p>Debbi Varela explores a 7-step framework that'll help you create a thriving, efficient, revenue enablement function....</p> </section> </a> <footer class="post-card-meta"> <ul class="author-list"> <li class="author-list-item"> <div class="author-name-tooltip"> Debbi Varela </div> <a href="/author/debbi/" class="static-avatar"> <img class="author-profile-image" src="/content/images/size/w100/2023/09/Debbi-V.jpeg" alt="Debbi Varela" /> </a> </li> </ul> <span class="reading-time">6 min read</span> </footer> </div> </article> <article class="post-card"> <a class="post-card-image-link" href="/the-why-when-and-how-of-cross-functional-strategy/"> <img class="post-card-image" src="/content/images/size/w800/2022/05/waldemar-brandt-MjsIHh1rFkM-unsplash--1-.jpg" alt="The why, when and how of cross-functional strategy" /> </a> <div class="post-card-content"> <div class="post-visibility-public" href="/signin">Members-only</div> <a class="post-card-content-link" 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