Inside: Sales Enablement cover image

Inside: Sales Enablement

Ep7 Establish & Startup a Sales Enablement Function with a Listener

Jun 30, 2019
In this engaging conversation, Elizabeth, a listener with insightful sales enablement experience, shares her journey from sales to enablement. She highlights the challenges of transitioning roles and discusses the importance of collaboration with sales managers. The conversation unveils the 'business within a business' framework for clarity and strategies to shift from reactive to proactive approaches. Elizabeth also emphasizes the critical alignment of marketing with sales to drive impactful communications and improve overall team performance.
51:48

Episode guests

Podcast summary created with Snipd AI

Quick takeaways

  • Sales enablement has transitioned into a strategic function that integrates onboarding, coaching, and marketing collaboration for enhanced organizational efficiency.
  • Clear communication and defined roles among sales enablement, sales management, and marketing are crucial to fostering collaboration and preventing confusion.

Deep dives

The Evolution of Sales Enablement

Sales enablement has undergone significant changes over the years, evolving from basic training roles to comprehensive strategic functions that integrate various business aspects. The origin of this evolution highlights the challenges faced by professionals transitioning from sales to enablement positions, emphasizing the necessity for broader responsibilities that include onboarding, coaching, and collaboration with marketing and support teams. During the discussion, one participant shared her experience in a rapidly growing SaaS environment, where the absence of structured training and resources posed obstacles for new hires. This shift reveals the critical demand for roles that can streamline processes and effectively communicate the value of enablement across departments.

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