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Greg Alexander, CEO of SBI, joined by Bill Quinn, shares how to use SBI’s Revenue Growth Methodology for sales enablement. http://bit.ly/GoSBI.
00:41 Guest introduction
02:03 Defining sales enablement and its objectives
03:55 Where sales enablement lives inside of your organization
08:45 How to collect and respond to the sales force’s needs
13:00 How to develop sales enablement content
15:37 How to create sales playbooks
17:58 How to communicate sales initiatives to the sales teams
20:34 Technologies to use to execute a sales enablement strategy
25:29 How to ensure sales teams know the available sales enablement tools and reinforce adoption
28:20 How to measure the success of the sales enablement program
31:48 3 tips for piecing together sales enablement tactics into a coherent sales enablement strategy
SBI Sales and Marketing Video Podcast Summary:
This week on the SBI Sales and Marketing video podcast, we discuss how to drive excellence in sales enablement using SBI’s Revenue Growth Methodology with Bill Quinn, COO at Broadridge Financial Solutions.
In our first segment, we discuss the objectives of the sales enablement team and the three centers of excellence within sales strategy and operations: the day-to-day sales process, sales reporting and analytics, and sales learning and development. We also discuss where sales enablement lives within the organization and who owns it.
In our second segment, Bill shares how he creates sales enablement content and sales playbooks. He also touches on the technology he uses to execute the sales enablement strategy and how to measure its success.
In our final segment we share three practical takeaways you can use to piece together a coherent sales enablement strategy and implement it.
Ready to Make Your Number?
We like to keep it simple here at SBI. If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at https://salesbenchmarkindex.com/contact-us/.