Cover Image

Sales enablement : a master framework to engage, equip, and empower a world-class sales force /

Bibliographic Details
Main Authors: Matthews, Byron, 1973- (Author), Schenk , Tamara, 1967- (Author)
Corporate Author: ProQuest (Firm)
Format: eBook
Language:English
Published: Hoboken : Wiley, 2018.
Subjects:
Selling.
Leadership.
Customer relations.
Teams in the workplace.
Electronic books.
Online Access:Connect to the full text of this electronic book
Table of Contents:
  • Introduction. The science of selling
  • Laying the foundation. The many facets of sales force enablement
  • The customer's path
  • The enablement charter
  • Enablement services. Content services
  • Training services
  • Coaching services
  • Creating consistency through value messaging
  • The inner workings of enablement. Formalized collaboration
  • Integrated enablement technology
  • Enablement operations
  • Measuring results
  • Where to go from here. Enablement maturity
  • The future of selling starts now.