The Building Blocks of Sales Enablement / Mike Kunkle.

Format:

Book

Author/Creator:

Kunkle, Mike, author.

Language:

English

Subjects (All):

Sales management.

Selling.

Teams in the workplace.

Marketing.

Physical Description:

1 online resource (150 pages)

Place of Publication:

Alexandria, VA : ATD Press, [2021]

Summary:

Kunkle lays out an easy-to-follow structure through the concept of building blocks, interconnected by systems thinking and supported by a consistent cadence of training, coaching, and content. Comprehensive and versatile, this book is for senior sales leaders and sales enablement leaders who are starting or evolving a sales enablement function as well as for struggling sales practitioners to use as a diagnostic tool and road map.

Contents:

Intro

Title Page

Copyright

Contents

Foreword to Sales Leaders By David Brock

Foreword to Sales Enablement Leaders By Tamara Schenk

Introduction

1 The Building Blocks of Sales Enablement

2 Buyer Acumen

3 Buyer Engagement Content

4 Sales Support Content

5 Sales Hiring

6 Sales Training

7 Sales Coaching

8 Sales Process

9 Sales Methodology

10 Sales Analytics and Metrics

11 Sales Technology and Tools

12 Sales Compensation

13 Sales Manager Enablement

14 Communication Management

15 Sales Support Services

16 How to Get Started

17 A Performance-Based Approach to Sales Onboarding

A Look to the Future: Evolving to Sales Performance Consulting

References and Recommended Resources

Index

About the Author

Back Cover.

Notes:

Description based on print version record.

Includes bibliographical references (pages 145-150) and index.

ISBN:

9781952157639

1952157633