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July 20, 2012
Sales Enablement: The Missing Piece to the New Product Launch
By: Matt Sharrers
Lack of Sales Enablement.
What is sales enablement? Getting the sales force ready to deliver the new product revenue quota.
Sales Enablement has 3 objectives:
There is a growing body of work on sales enablement. The first is the Sales Rep Playbook. One of the key outputs of the Sales Rep Playbook is a Buying Process Map. To build a buying process map, you must start with buyer persona research. The key with buyer persona research is doing it across each individual buyer that touches your product. Buyer personas are fictional representation of your ideal customer profile down to the individual level.
4 key objectives when you build buyer personas:
What is the Impact on the VP of Sales? You lose your job because if you can’t help monetize this size of investment, what good are you?
Check out these stats:
If you are looking for a quick way to build a buying process map download this buying process tool.
Sales Enablement is a trend that is not going away; it is one of the fastest growing trends inside sales organizations.
Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.
Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.
Prior to joining SBI in 2009, Matt spent eleven years leading sales and marketing teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.
Read full bio >
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