The State of Sales Enablement
Mental Health In Sales, Vendors at Conferences, The Games People Play And More | This Month In Sales Enablement
Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, events, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.
- Subscribe to the LinkedIn newsletter
- Keep on scrolling for a list of this month's resources
Warning: This episode contains mentions of a conference presentation about mental health issues and suicide risks. If these themes are a cause of concern for you, please consider reaching out to a local support service:
Insights/Events
Trust Enablement Summit
Must-listen episodes featuring conference speakers:
Adriana Romero - Measuring Sales Enablement Effectiveness
Crystal Nikosey - How To Establish A Learning Culture
Dave Lichtman - Enablement Recruitment
Devon McDermott - Effective Stakeholder Management
John Moore - Elevating Enablement
Britta Lorenz - Hybrid Sales And How Buyer Behaviour Will Change After The Pandemic
Malvina EL-Sayegh - Humanising Sales
Aaron Evans - Sales Methodologies
Alistair Davis - Effective Sales Communication
Pooja Kumar - Sales Enablement In Southeast Asia
Check out the upcoming edition of the Trust Enablement Summit here (January 24-26)
SEC Summit Sydney
Podcast episodes featuring conference speakers/attendees:
Georgia Watson - Sales Onboarding
Isaac Carroll - Performance Mindset
Phil Cleary - Enabling Salesforce's APAC Growth
Georgia Watson - Innovation in Sales Enablement
James Fielding - Establishing A Sales Culture In Professional Services Organisations
Ideas on how vendors can add more value at conferences
- Talk about the state of the solution category
- Teach attendees the nuances of the solution category and who benefits most
- Stop tone-deaf pitches
- Run workshops on how to manage the adoption of the solution category
- Run workshops on how to do what they automate manually (opportunity to enable people with low budget and to showcase automation/integration benefits)
Conference insights
- Specialized enablers in large organizations tend to crave greater influence
- There are fewer enablement roles in APAC
- New industries are pushing into enablement (such as banking, professional services)
- There are a lot of remote enablers
- Ongoing challenge to create awareness around the need for localized enablement approach
- Cultural sensitivities are worth considering when dealing with international sales teams
- Compensation structure can be aligned with corporate strategic pillars
- Enablers should encourage above-the-line thinking (positive and empowered)
- Workshop in a box approach can help small enablement teams achieve scale
- There is still a lack of focus on business metrics and impact
Jobs
The latest Sales Enablement Jobs (brought to you by Steffaney Zohrabyan)
Articles
- Sales Enablement Pro: Sales Enablement Analytics - Survey
- Companies Neglecting Customer Success Enablement
- Sales Enablement v Revenue Enablement
Book Reviews
Games People Play (⭐⭐⭐)
Pros
- Interesting insights into human psychology
- Useful for stakeholder management and private interaction
Cons
- Not an easy read
- Not sales specific
Check it out on Amazon
Social Buzz
To Send a Thank You Note, or Not to Send a Thank You Note Post Interview
