Sales enablement: a master framework to engage, equip, and empower a world-class sales force
"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...
Gespeichert in:
| Hauptverfasser: | , |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Hoboken, New Jersey
Wiley
[2018]
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| 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. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can you for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results"... "This book 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. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results"... |
| Beschreibung: | Includes index |
| Beschreibung: | xvii, 234 pages 24 cm |
| ISBN: | 9781119440277 |
Internformat
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| 500 | |a Includes index | ||
| 520 | |a "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. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can you for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results"... | ||
| 520 | |a "This book 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. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results"... | ||
| 650 | 4 | |a BUSINESS & ECONOMICS / Sales & Selling / bisacsh | |
| 650 | 4 | |a Selling | |
| 650 | 4 | |a Leadership | |
| 650 | 4 | |a Customer relations | |
| 650 | 4 | |a Teams in the workplace | |
| 650 | 4 | |a BUSINESS & ECONOMICS / Sales & Selling | |
| 700 | 1 | |a Schenk , Tamara |d 1967- |4 aut | |
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| 776 | 0 | 8 | |i Erscheint auch als |n Online-Ausgabe, EPUB |z 978-1-119-44030-7 |
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| 999 | |a oai:aleph.bib-bvb.de:BVB01-030616152 | ||
Datensatz im Suchindex
| _version_ | 1804178952103657472 |
|---|---|
| adam_text | SALES ENABLEMENT
/ MATTHEWS, BYRONYYD1973-YYEAUTHOR
: 2018
TABLE OF CONTENTS / INHALTSVERZEICHNIS
ACKNOWLEDGMENTS ABOUT THE AUTHORS ABOUT MILLER HEIMAN GROUP ABOUT CSO
INSIGHTS PART ONE INTRODUCTION CHAPTER 1 THE SCIENCE OF SELLING PART TWO
LAYING THE FOUNDATION CHAPTER 2 THE MANY FACETS OF SALES FORCE
ENABLEMENT CHAPTER 3 THE CUSTOMER S PATH CHAPTER 4 THE ENABLEMENT
CHARTER PART THREE ENABLEMENT SERVICES CHAPTER 5 CONTENT SERVICES
CHAPTER 6 TRAINING SERVICES CHAPTER 7 COACHING SERVICES CHAPTER 8 VALUE
MESSAGING: CREATING CONSISTENCY FOR MAXIMUM IMPACT PART FOUR THE INNER
WORKINGS OF ENABLEMENT CHAPTER 9 FORMALIZED COLLABORATION CHAPTER 10
INTEGRATED ENABLEMENT TECHNOLOGY CHAPTER 11 ENABLEMENT OPERATIONS
CHAPTER 12 MEASURING RESULTS PART FIVE WHERE TO GO FROM HERE CHAPTER 13
ENABLEMENT MATURITY: WHERE ARE YOU NOW AND WHAT TO DO ABOUT IT CHAPTER
14 THE FUTURE OF SELLING STARTS NOW
DIESES SCHRIFTSTUECK WURDE MASCHINELL ERZEUGT.
|
| any_adam_object | 1 |
| author | Matthews, Byron 1973- Schenk , Tamara 1967- |
| author_facet | Matthews, Byron 1973- Schenk , Tamara 1967- |
| author_role | aut aut |
| author_sort | Matthews, Byron 1973- |
| author_variant | b m bm t s t ts |
| building | Verbundindex |
| bvnumber | BV045227686 |
| classification_rvk | QP 600 |
| ctrlnum | (OCoLC)1029349739 (DE-599)BVBBV045227686 |
| discipline | Wirtschaftswissenschaften |
| format | Book |
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| id | DE-604.BV045227686 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T08:12:08Z |
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| isbn | 9781119440277 |
| language | English |
| lccn | 018005465 |
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| physical | xvii, 234 pages 24 cm |
| publishDate | 2018 |
| publishDateSearch | 2018 |
| publishDateSort | 2018 |
| publisher | Wiley |
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| spelling | Matthews, Byron 1973- aut Sales enablement a master framework to engage, equip, and empower a world-class sales force Byron Matthews, Tamara Schenk Hoboken, New Jersey Wiley [2018] xvii, 234 pages 24 cm txt rdacontent n rdamedia nc rdacarrier Includes index "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. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can you for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results"... "This book 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. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results"... BUSINESS & ECONOMICS / Sales & Selling / bisacsh Selling Leadership Customer relations Teams in the workplace BUSINESS & ECONOMICS / Sales & Selling Schenk , Tamara 1967- aut Erscheint auch als Online-Ausgabe, EPUB 978-1-119-44029-1 Erscheint auch als Online-Ausgabe, EPUB 978-1-119-44030-7 LoC Fremddatenuebernahme application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=030616152&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Matthews, Byron 1973- Schenk , Tamara 1967- Sales enablement a master framework to engage, equip, and empower a world-class sales force BUSINESS & ECONOMICS / Sales & Selling / bisacsh Selling Leadership Customer relations Teams in the workplace BUSINESS & ECONOMICS / Sales & Selling |
| title | Sales enablement a master framework to engage, equip, and empower a world-class sales force |
| title_auth | Sales enablement a master framework to engage, equip, and empower a world-class sales force |
| title_exact_search | Sales enablement a master framework to engage, equip, and empower a world-class sales force |
| title_full | Sales enablement a master framework to engage, equip, and empower a world-class sales force Byron Matthews, Tamara Schenk |
| title_fullStr | Sales enablement a master framework to engage, equip, and empower a world-class sales force Byron Matthews, Tamara Schenk |
| title_full_unstemmed | Sales enablement a master framework to engage, equip, and empower a world-class sales force Byron Matthews, Tamara Schenk |
| title_short | Sales enablement |
| title_sort | sales enablement a master framework to engage equip and empower a world class sales force |
| title_sub | a master framework to engage, equip, and empower a world-class sales force |
| topic | BUSINESS & ECONOMICS / Sales & Selling / bisacsh Selling Leadership Customer relations Teams in the workplace BUSINESS & ECONOMICS / Sales & Selling |
| topic_facet | BUSINESS & ECONOMICS / Sales & Selling / bisacsh Selling Leadership Customer relations Teams in the workplace BUSINESS & ECONOMICS / Sales & Selling |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=030616152&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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