Selling is complicated. How can you make sure that you and your team are successful in a constantly shifting market? The key is sales enablement. T. Melissa Madian, Founder and Chief Fabulous Officer of TMM Enablement Services, explores how this strategy can prepare employees for any situation. Learn more in her book, “Enabler? I Hardly Know Her!: How to Make the Sales Experience Not Suck.”
Read on for an overview directly from Madian:
What is your book about?
Sales, marketing and customer success organizations are under enormous pressure to hit increasing targets. Are you giving them their best chance to succeed? Imagine a world where instead of being viewed as an annoyance, salespeople are viewed as a valuable resource to the customer. This book will explain what sales enablement is and how to implement it in a way that won’t cost you millions of dollars or hundreds of lives!
- What is sales enablement?
- Why it’s important to your business
- How to successfully implement sales enablement within your organization to create an exceptional sales experience
Why should people read it? Who is the book for?
This book is a guide to create an amazing sales experience, build sales enablement from scratch and understand what is critical to make sales teams successful. It contains insights from my many decades of experience in the corporate and SaaS worlds. It is perfect for those who are trying to figure out what sales enablement is all about.
An excerpt from the book
Organizations need to set an adjustable program in place that will not only train the salesperson on what they need to be successful, but when they need it and who they can look to for guidance on whether they’re on the right track. This is the essence of sales enablement.
Sales enablement is the process of empowering an organization’s sales force with the process, tools and training they need to increase revenue and create an exceptional customer experience.
Now there are a couple of assumptions I’m making in my case for sales enablement:
- You have a product/solution/service to sell.
- You have someone/a team in your organization that is responsible for selling said product/solution/service.
Even if you have an established sales training program, market conditions can change rapidly. Your program needs to adapt to those changes, or you’ll get caught with an ineffective sales force. It’s not just about training sellers… it’s about enabling them. Hence the need for sales enablement.
Meet the author
T. Melissa Madian is the Founder and Chief Fabulous Officer at TMM Enablement Services Inc. She was one of the first people to pioneer the “sales enablement” role in B2B and has spent the past 25 years perfecting the sales experience for revenue-generating teams. She has successfully produced countless Sales Kick Offs, built world-class sales onboarding programs and created training academies for many SaaS companies. Madian is one of LinkedIn’s 15 Top Sales Influencers to Follow in 2020, one of the 20 Women Leaders to Watch in Business in 2018 and ranked 10th of the 35+ Most Influential Women Leading B2B Marketing Technology.
Read another pick for Book of the Week: Succeed Without Selling by Diane Helbig.