The Sales Enablement Playbook

The Sales Enablement Playbook is an excellent read. It explains the concepts and provides a logical framework. I see its value as a practical book for 'doers' who are involved (or are considering being involved) in sales enablement. It is well laid out, and the strong typeface for different sections within the chapters, helps to break up the content making it easy to understand and also access again what you have previously read. At the end of each chapter, the key takeaways, 'Metrics', and 'Plays in Brief,' encourage and ' enable' the reader to get started with more confidence.Sales Enablement as a subject, has a reputation for being somewhat confusing and misunderstood. While there is a lot of excellent information available for researchers in the form of webinars, ebooks and white papers, (mainly provided by the software companies), I have found that it is also necessary to have an independent framework which puts everything else in perspective. In summary, 'The Sales Enablement Playbook' provides clarity on the subject and shows the way forward.

This is one of the best sales books I have read in many years. It is well written, but in a very accessible style, and without being glib or low brow.It deals in serious issues and clearly defines the main themes which are central to the emerging profession of Sales Enablement. One of the things that I particularly liked about this book is the fact that it doesn't just talk the talk, it also walks the walk, by providing lots of real life practical tips that any sales enablement leader can apply, from easy immediate hacks for prospecting using online tools , to longer term strategic initiatives, such as recruitment and organisation of an effective sales force. If you are involved in sales enablement or leadership I would recommend this book, you cannot fail to learn something from it.

Every professional in sales enablement needs to buy and read this book. A go to filled with best practice, insights and it is well-written.

- I loved the way author writes. It is always straight to the point without mentioning things that aren’t useful- a lot of references to additional things you can study to get more information about related topics- this is definitely a book for a person who is thinking on how to better structure the sales process. It does have insights about other areas too and what a sales person has to do to close a sales, for example. Though the nature of the book is more towards the things which are important to increase sales in an organization that is small-medium, medium or big.

I finished this book by the time after I left my first sales role. I didn't finish the way I wanted and spent some time (while looking for another entry-role) wondering why I didn't succeed... This quick read (less than 155 pages) gave me the answer."Some sales teams hire people who don't know how to sell and expect magic to happen (30)."This line nicely summed up my problem. I was learning on the job while the service I sold was more complex in nature. Cory and Hilmon point out entry-level reps often face issues that smaller companies don't always fix with their training, like:* Personal inexperience in prospecting (learning how to research)* Signs of success and failure from manager and company not being really fleshed out (unclear vision)* Personal inexperience in knowing how to guide customers in talking about the service* Factors out of their control (i.e., career-long managers ill-equipped for coaching team)* Ineffective training (e.g., recording pitches, role-play with inexperienced peers, reading a book)What are the solutions? It all starts with the rep knowing the buyer to the point that they can carry an effective conversation with each buying persona (the people they're most likely selling to). An entry-level rep needs to understand what their buyers do, what their pains are, and how to pretty much gain their business.This seems common sense to most sales vets, I know. But for someone invested in the world in sales and coming off his first sales role with little to no training, it's an eye-opening moment.The book has definitely made me hungry to prove myself again in a sales role. I have to thank Cory and Hilmon for this book, it has allowed me to implement ways to go about improving as an SDR. This book became one of my favorites in 2017 and I will definitely be referring to it in the future.

Great value in this little paperback! Easy to read, peppered with humour throughout and filled not only with great ideas/advice/insights but with suggestions for metrics at every stage. It sits in my desk at work and I leaf through it daily as I continue build out my strategic enablement plan! Thanks Cory :)

Every sales person must read this book.Excellent observation in the sales process.Awesome suggestions and solutions for the hurdles from the lead generation to closure.I am at most happy after reading this book.

I didnt expect this book to be that good. Usually, you will find one or two aha moments but never really implement anything at home. I honestly couldn't put this one down, I am reading passages again and again. Anybody who manages sales or needs to look at sales should read this. You don't have to be a sales guru to get and implement it. It's sometimes the simple things that are the hardest to get right.This book is not some trendy new bla bla bla theory it is also not a fluff piece on an ego trip trying hard to be liked. These are common sense ideas (that few think off) that if implemented, should put your sales org in really good shape.What Industry is this for? Every industry that has to sell somethnîng will find gems in this.Hats off to the authors.