Sales engagement

Pere Codina believes battle cards, when utilized correctly, can help close deals. Talking us through what makes good enablement content, Pere highlights that information has to be current and easily accessible to your reps. Growth happens as you close more deals, let's see how to make that happen....

Kyle Doerflin gave some tips and tricks to help build some more credibility and find ways in which you can present ideas and get enablement to operate more in a strategic role, rather than just a training role....

Emily Payne told us the story of Shopify's Sales Academy at the San Francisco SES. From it's conception through to it's first batch of graduates, Emily ran through the highs and lows of attempting to get a new generation invested in sales....

I'm going to give you some areas that you can focus on to either help your team roll out a plan, that you should be focused on when implementing a training or going into some sort of presentation. The first one is building trust with your sales team...

It's not a one and done. You can't just do this once and expect it to stick. It requires consistent reinforcement. Sales behaviors, drive sales activities, and that in turn is going to give you the results that you're looking for. So focus on the behaviors versus the results....

Brenda Harris, Senior Sales Enablement Manager at Oracle gave a brief history of sales enablement and what it entails, before detailing how best to approach sales training and how to deliver the most effective strategies to get each team involved....

One of the first things we did was build a charter. We needed to know what we needed to do to be successful. Three things that we think are really important to gain executive alignment; create a charter, measure what matters and build partnerships...

Brian Lambert, President and Managing Partner of Growth Matters America, offered his insight into creating and delivering strategic value through rethinking sales enablement. He took his team and turned them into a "business within a business." Business-ception....