Sales Enablement Playbook

Professional B2B Sales Frameworks

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About the book

In the Sales Enablement Playbook, sales veterans Cory Bray and Hilmon Sorey provide insights into creating a culture of sales enablement throughout your organization. This book provides a series of stand-alone chapters with frameworks and tactics that you can immediately implement, regardless of company size or industry. Whether you are a sales executive, sales practitioner, or a non-sales executive looking for ways to impact growth, The Sales Enablement Playbook will help you identify your role in a thriving enablement ecosystem.

You will learn how to define your sales process.

Defining your sales process is more and more essential in this changing market environment. The companies succeeding today are implementing a sales process that's as simple as possible, but robust enough that all employees can plug in and perform consistently.

You will learn how to use content.

Sales content no longer consists of "collateral" in theh form of brochures, PDFs, and slide decks. Today, "sales-ready" content is primarily made up of keywords, relevant phrases, and challenging statements. Top companies are able to produce relevant micro-content at the right time in a conversation to create urgency and commitment... and close deals.

You will learn how sales enablement can support multiple roles.

From sales managers, to customer success, product marketing, and obviously the sales team - the function of sales enablement touches any role that is customer-centric. Prioritizing these programs, creating a thriving feedback loop, and  leveraging your existing resources are the key to a successful enablement program.


Meet the Authors

Cory Bray

Cory has built high-performing sales teams in industries that range from manufacturing to technology. He knows what works in practice, not just in theory. He’s a high-value advisor to multiple accelerators, bestselling author, and a dynamic keynote speaker who has spoken all over the world. He thrives on process and making sales accessible, actionable, and scalable to help companies grow.

Hilmon Sorey

Hilmon’s 20-year track record of sales impact ranges from hundreds of startups to companies like Salesforce, Box, and SurveyMonkey. He is trusted by the fastest-growing companies in the world and is recognized worldwide as a bestselling author, as well as an award-winning speaker and trainer. He's passionate about growing individuals, and teams to create successful companies .

Here's what you'll find inside:

  1. The Evolution of Sales Enablement
  2. Defining a Sales Process
  3. Onboarding New Hires
  4. Sales Training
  5. Who's Your Buyer?
  6. Product Training
  7. Tools
  8. Content
  9. Prospecting
  10. Closing
  11. Customer Success
  12. Hiring and Career Paths
  13. Channel Partners
  14. Sales Manager Enablement
  15. The Sales Enablement Position
  16. The #1 Sales Enablement Tool
  17. The Future of Sales Enablement

...and MUCH MORE!