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Sales Enablement Secrets From Elay Cohen, CEO Of Saleshood

In this interview you’ll learn the following:

How to use sales enablement to accelerate your revenue.

What sales enablement is and why you should care.

The secret sales enablement techniques Elay used to drive hyper-growth while at Salesforce.

And much more (really).

The 4 Pillars Of Sales Enablement According To Sheevaun Thatcher

In this interview with Ring Central’s global head of sales enablement, Sheevaun Thatcher, you will learn the 4 pillars of sales enablement –– so you can develop a kick-butt sales enablement strategy for your own business.

How to use sales enablement to boost revenue in 2021

Sales enablement is essential to the success of your business in 2021.

To better understand why sales enablement is so vital, let’s walk you through an unlikely scenario.

Imagine this: you’ve just been drafted by the Utah Jazz in the 2021 NBA draft. 

But when you show up for training camp in Utah, the facility has no workout equipment, no basketballs, no hoops, and no coaches; you are on your own.

This scenario would never happen to you in the National Basketball Association.

But if you happen to be a salesperson, this nightmarish scenario of being deprived of the resources and training you need to be successful is quite common. 

In this article, we’re going to show you how to use the art of sales enablement to provide your salespeople with the resources they need to perform like an NBA All-Star –– to boost your earnings in 2021.   

Let’s get started.

What Is Sales Enablement?

Let’s start with the basics.

Sales Enablement is the practice of providing your salespeople with the content, coaching, and strategy they need to effectively engage buyers. 

Okay, now that you understand the basic definition of sales enablement, let’s take a closer look at what we mean by content, coaching, and strategy.

Customer-Facing Sales Enablement Tools:

   

And there are Salesperson-Facing Sales Enablement Tools (for internal use):

• Sales Training Videos (playlists; modules)

• Sales Funnel Visualization

• How To Measure Success (KPIs)

• Sales Strategy (cadences & Playbooks)

This bullet-point list by no means covers everything in the sphere of sales enablement, but it should give you a good foundational understanding to build on.

Why You Absolutely Need A Sales Enablement Strategy In 2021

According to Sirius Decisions, executive B2B buyers consume 17 pieces of content over the course of the sales cycle. 

So, if you want to educate buyers, shorten sales cycles, and win more customers, you need sales enablement content –– and lots of it. 

Now, more than ever, potential buyers want to consume content before they can warm-up to your offer and trust what you’re selling. 

Don’t misunderstand us, salespeople are the superheroes who fuel your go-to-market strategy. But they need sales enablement content to help them better engage with potential buyers.

   

There’s another big reason why you need a sales enablement strategy in 2021.

Virtual Selling

Because of the pandemic, there is much less face-to-face interaction taking place.

As a result, salespeople are now being forced to do sales from a distance, across different regions and timezones. 

This means salespeople, for the most part, are no longer taking prospects out for steak dinners and martini-fueled lunches.

Instead, salespeople are engaging potential buyers with videos, articles, webinars, and zoom meetings. 

You might be thinking, “Traditional in-person sales techniques will return after the world goes back to ‘normal.’”

But the truth is, virtual selling is here to stay. It’s cheaper, more efficient, and, when done right, it can actually speed-up sales cycles in ways that in-person meetings simply cannot.

According to a Mckinsey & Company survey, 65% of B2B decision-makers think this new, virtual sales process is more effective than the previous sales models used before the pandemic.

   

Train Your Sales Team If You Want Explosive Growth

Sales enablement is more than just a way to engage buyers; it’s a way to get the most out of your salespeople, too.

According to Verne Harnish, author of the bestselling book Scaling Up, “Investments in training and coaching provide you with the best returns available to your business.”

Simply put, if you want your sales team to smash their quota and be a growth engine for your business, you need to provide them with training, coaching, content, and a great strategy.

How Can You Implement A Sales Enablement Strategy For Your Own Business?

You know the basics. Now it’s time to show you how to use sales enablement to boost your revenue in 2021.

Keep in mind that your business is unique. And there’s no possible way to provide you with a sales enablement strategy that solves all of your unique business challenges –– not in a single blog post, anyway.

With that being said, we will show you a step-by-step framework that will help you get started implementing your own sales enablement strat

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Joe Hall is one of the most respected technical SEO professionals in the marketing game. He is the founder of Hall Analysis, a high-level SEO consulting agency with big-name clients such as Buffer and NBC Universal. In this interview, Joe will teach you how to get your website in shape for Google’s 2021 core web vitals update.

How to do content marketing in a pandemic –– the Miles Beckler way

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