Sales Enablement: Evolving from Random Acts to a Holistic System

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Drawing on examples from Tripwire and others focused on increasing their level of sales enablement maturity, this webinar explains how to identify what tools to use, as well as how to create a sales enablement framework and maturity model that will work for your organization. Speakers include Craig Nelson, Principal at Sales Enablement Group, Elizabeth Fox, Senior Manager, Sales Enablement & Communications at Tripwire, and Chanin Ballance, CEO of MobilePaks.

Business Technology

Sales Enablement: Evolving from Random Acts to a
Holistic System
where is your organization today?

All Rights Reserved. © MobilePaks 2013.

Welcome/Agenda
• What does sales enablement mean today? Trends and
challenges
• Stages of the sales enablement lifecycle
• The importance of technology and tools for better
alignment and scale
• How to calculate payback

All Rights Reserved. © MobilePaks 2013.

Speakers
Elizabeth Fox
Senior Sales Enablement Manager, Tripwire
Craig Nelson
Founder & Principal, Sales Enablement Group
email: cnelson@salesenablement.com
www.linkedin.com/pub/craig-nelson/0/10b/8b6
Chanin Ballance
President & CEO, MobilePaks

All Rights Reserved. © MobilePaks 2013.

Sales Enablement Today
Trends and Challenges

A lot of talk about definition….
“Sales enablement is a strategic, ongoing process that
equips all client-facing employees with the ability to
consistently and systematically have a valuable
conversation with the right set of customer stakeholders
at each stage of the customer's problem-solving life
cycle to optimize the return of investment of the selling
system.”
– Forrester Research

All Rights Reserved. © MobilePaks 2013.

Right information to the right people at the right time to
support business outcomes including…
• Grow revenue organically and through acquisition
• Create a consistent way to launch products, as
well as ramp new and current staff
• Add new indirect and international sales channels
• Scaling systems to support growing business
• Integrate processes across the company

All Rights Reserved. © MobilePaks 2013.

60%

Sixty percent of B-to-B
companies plan to increase
their overall spend on sales
enablement in the next fiscal
year, and sales enablement
tools is the highest priority
budget item for them.
—2013 SiriusDecisions survey

Trends
• Buyer is smarter: 70% of the buying process is done prior
to speaking with sales rep (Source: SiriusDecisions)
• Sales rep, not sales advisors: 85% said that sales rep needs
the customer more than the customer needs the rep
(Source: Sales Enablement Group)

• Reps are unprepared: B2B buyers think 70% of sales reps
are somewhat or completely unprepared to engage with
them (Source: CSO Insights)

All Rights Reserved. © MobilePaks 2013.

Organizational Challenges

•
•
•

Strategic vs. Random Acts of SE
Informational Overload
All Rights Reserved. © MobilePaks
Methodical Approach2013.

Stages of Sales Enablement Maturity
Where is your organization?

Using Technology
to scale sales enablement

Technology Requirements

All Rights Reserved. © MobilePaks 2013.

Sales team lacked consistency to position
the product and pull prospect through
the stages of the sales cycle

All Rights Reserved. © MobilePaks 2013.

Example: $300MM Sales, 400 reps
ROI continued

What to gain
• Reduce ramp time
• Reduce sales cycle
• Increase deal size
• Increase win rate

All Rights Reserved. © MobilePaks 2013.

Benefits for Maturing with
Sales Enablement

All Rights Reserved. © MobilePaks 2013.

Summary
• A review of sales enablement, trends and challenges
• A five step approach to maturity and what this means
• The importance of technology and tools for better
alignment and scale
• How to calculate payback and the importance of alignment

All Rights Reserved. © MobilePaks 2013.

Q&A

All Rights Reserved. © MobilePaks 2013.

Thank you for attending.

Feel free to check out some of our other webinars on
sales enablement at: http://mobilepaks.com/eventswebinars/.
For more information, contact us at
info@mobilepaks.com

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A DAY IN THE LIFE OF A SALESMAN / WOMAN

Sales Enablement: Evolving from Random Acts to a Holistic System

2. Welcome/Agenda • What does sales enablement mean today? Trends and challenges • Stages of the sales enablement lifecycle • The importance of technology and tools for better alignment and scale • How to calculate payback All Rights Reserved. © MobilePaks 2013.

3. Speakers Elizabeth Fox Senior Sales Enablement Manager, Tripwire Craig Nelson Founder & Principal, Sales Enablement Group email: cnelson@salesenablement.com www.linkedin.com/pub/craig-nelson/0/10b/8b6 Chanin Ballance President & CEO, MobilePaks All Rights Reserved. © MobilePaks 2013.

4. Sales Enablement Today Trends and Challenges

5. A lot of talk about definition…. “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer's problem-solving life cycle to optimize the return of investment of the selling system.” – Forrester Research All Rights Reserved. © MobilePaks 2013.

6. Right information to the right people at the right time to support business outcomes including… • Grow revenue organically and through acquisition • Create a consistent way to launch products, as well as ramp new and current staff • Add new indirect and international sales channels • Scaling systems to support growing business • Integrate processes across the company All Rights Reserved. © MobilePaks 2013.

7. 60% Sixty percent of B-to-B companies plan to increase their overall spend on sales enablement in the next fiscal year, and sales enablement tools is the highest priority budget item for them. —2013 SiriusDecisions survey

8. LinkedIn and Sales Enablement Profile mentions up 20% since March 2013 —now at 85,929 2,953 job titles mention it 30% increase in job postings (24 just last week!) All Rights Reserved. © MobilePaks 2013. 33 Groups 355 company profiles

9. Trends • Buyer is smarter: 70% of the buying process is done prior to speaking with sales rep (Source: SiriusDecisions) • Sales rep, not sales advisors: 85% said that sales rep needs the customer more than the customer needs the rep (Source: Sales Enablement Group) • Reps are unprepared: B2B buyers think 70% of sales reps are somewhat or completely unprepared to engage with them (Source: CSO Insights) All Rights Reserved. © MobilePaks 2013.

11. Stages of Sales Enablement Maturity Where is your organization?

12. Stages of Sales Enablement Maturity

13. Using Technology to scale sales enablement

18. Summary • A review of sales enablement, trends and challenges • A five step approach to maturity and what this means • The importance of technology and tools for better alignment and scale • How to calculate payback and the importance of alignment All Rights Reserved. © MobilePaks 2013.

20. Thank you for attending. Feel free to check out some of our other webinars on sales enablement at: http://mobilepaks.com/eventswebinars/. For more information, contact us at info@mobilepaks.com

Sales Enablement: Evolving from Random Acts to a Holistic System

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