Speakers: Kent Cissell | Greg Alexander, SBI



Getting an increase in sales head count is difficult. Additionally, when new sales people are hired, there is an expectation to generate revenue growth as quickly as possible. Therefore, sales enablement’s responsibility must be to onboard new reps and drive revenue per sales head and time to productivity. SBI recently spoke with Kent Cissell, the senior vice president of sales operations at Heartland Payment Systems on this topic. Listen as Kent discusses sales enablement and why it’s key to the success of your overall sales strategy.


Kent oversees a varied sales operations team which includes the traditional sales enablement function at Heartland, one of the largest payment processors in the US. During the interview, he will answer questions such as:


  • What are the business outcomes that the sales enablement team needs to deliver?
  • What is the strategic focus of the sales enablement team?
  • How are new sales reps onboarded, and what kind of sales readinesss program should be in place?
  • How is sales enablement content developed and used?


Sales enablement is a key piece to your sales strategy. Neglect it and forgo adding sales head count in the future. Listen as Kent describes to how develop and execute a successful sales enablement strategy. And if after listening, you want to learn more, you can download our workbook, How to Make Your Number in 2017. It’s your step by step guide to a complete sales strategy, which includes a strong sales enablement program.


Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




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