The Sales Evangelist (Sales Enablement)

Categories

general
Being Authentic
Framing
Relationships
Risk
Business Growth
Customized Solutions
Bryan Hendrick
Objections
Account Executive
B2C
Differentiate
C-Suite
Company Culture
Give Value
Seek to Understand
Email
Conversations
Collaboration
Brian Margolis
Cold Calling
Barbara Giamanco
Account Management
Content Marketing
Jay Gibb
Business Development
Outbound
Empathy
Coaching
Fear
Jimmy Burgess
Education Based Marketing
Keywords
Prospecting
Pipeline
Dennis Brown
LinkedIn
Facebook
Clarence Butts
leads
Dale Dupree
Michael Sardina
Cadence
Jack Kosakowski
Qualifying
Social Selling
Connection
John Antonacci
Branding
Ethics
Bob Burg
John Barrows
Credibility
Audience Engagement
Ericka Eller
Confidence
Jim Jacobus
Building Rapport
Communication
Douglas Vigliotti
Entrepreneur
Humor
Champion
Jared Easley
Commission Sales
Chris Dayley
Building Value
Building Trust
Sales Team
Ask for the sale
Sales Training
Relationship Selling
Ideal Customer
Leadership
Prospecting System
Hiring
Goals
Sales Plan
Referrals
Value
Lead Generation
Asking Thought Provoking Questions
Client Management
sales Management
Success
Asking for Referrals
Sales Strategies
Sales Habits
Sales Culture
Motivation
Door to Door Sales
Sales Coaching
Group Coaching
Selling Success
Accountability
Crowdfunding
Mindset
Sales Enterprise
Sales Process
Closing
Sales Leader
Following Up
Digital Marketing
Sales Opportunities
Sales Mindset
Sales
Email Marketing
Online Marketing
Rejection
Habits
Start with Why
Profitability
Fear of Rejection
Marketing and Sales
Scarcity
Videos
Questions
Business Conversation
Value Conversation
Customer Experience
Negotiation
Demo
Customer Service
Competition
Sales Compensation Plan
Unique Way To Sell
Sales Conversations
Discovery Meeting
Reciprocity
Messaging
Sales and Marketing
Sales Tools
Buyer Persona
Pricing
Joe Carlen
GAP Method
Pre Call Planning
Warm Leads
New Hire
Time Management
Reading Prospects
Numbers Game
Goals Setting
Q and A
Rapport
Customer Evangelist
Humility
Medical Sales
Upselling
Speaking With Executives
Networking
Meeting With Executives
Scaling your sales team
Sales Growth
High Ticket Selling
ROI
Focusing
AI
Bad Customers
Creative Prospecting
Top Performer
Phone Prospecting
Presentation
Affliate Marketing
Research
Delegate
Sales Develop Representative
Theater and Sales
Additive Behaviors
Email Selling
Hard Work and Determination
Hard Work
Common Sales Challenges
First Impression
Meeting with Customers
Interview
Dedication
Administrative Tasks
Sales Enablement
Promotional Materials
Finishing
Story Selling
Revenue
Proposals
Course
Top Performance
Current Customers
Podcast
Planning
Value Driven Conversation
Processes
Twitter
Wealth
Field Sales Rep
Local Advertising
Increase Revenue
Upfront Agreement
Lead Magnet
Message
Experience
Change
Direct Response Marketing
Inbound
Sales Vs. Marketing
Phone Sales
Community
New Sales Professional
PAIN
Influence
Mastermind
Cross Selling
Sales Travel
Team Motivation
Sell Yourself
Image
Values Based Marketing
Promotional Product
Bold
Sales Metric
Sales 2.0
Timing
Sales processes
Value Pricing
Proposal
Copywriting
Network Marketing
Budget
Appointment
Sales Commitment
Building Quick Relationships
Passion
Consultative Selling
Foundation
Everyday Sales
Selling Intangibles
Work-life balance
Inside sales
Mental tougness
Fear of being salesy
Free Trial
Web Leads
Sales Leadership
Vacation
Sales Job Interview
Podcasting
Positive
Live Events
Decision Makers
Sales jobs
Public Relations
Website Sales
Newsletters
entrepreneurs
Commission
Webinar Sales
Sales Experience
Sales Proposals
New Sellers
Daily Planning
Rapid Growth
Lead with Value
Finding Your Voice
New Sales Training
Sales From The Street
The Sales Whisperer
Sales Funnels
Listening
Sales Prospecting
 Guy Kawasaki
Taking action
Positive Thinking
Increasing Sales
Winning Vendor
Being Selfless
Positive Attitude
Selling to women
Sales Stigma
Sales Slump
Persistence
Agenda
Job Interview
Sales Vision
Forecasting
Close Rate
Deeper Discussion
Linked Seller
High Performance Habits
DISCOVER Questions™
Rory Vaden
Donald Kelly
Curtis McHale
Anthony Tran
Case Study
Advanced Sellers
Contract Hell
Bob Rickert
Reluctant Buyers
Inbound Marketing
Google Alerts
Game Changer
Close.io
Honesty
Finding
Calendar Invite
Eveline Pierre
Josh turner
Joanne Black
Matt Hallisy
Mace Horoff
Amy Porterfield
Chris Rollins
Deb Calvert
Closed File
Dino Dogan
Katherine Kotaw
Bryan Daley
Dave Delany
Linda Yates
Jim Cathcart
Happy Someone
Chirag Gupta
Personalize
Jeffrey Gitomer
Cold Outreach
Growth
Sales Pitch
Carissa Hill
Account-Based Marketing
Preparation
Alice Heiman
Imposter syndrome
Buyer's Journey
Drip campaign
Outreach
Influencers
Prospect.io
Don Barden
Acquisition
Barth Getto
Joe Pardo
Data
Preconceived Notions
Sales Process, Sales Podcast
CRM
Selling Your Company
Gen Z
Mastermind, Group Learning
Chat
Partnering, New Leads
Hiring, New Hire
Instagram, New Leads
Failure
Grit
Emotional Intelligence
Client Success
Client Onboarding
Price
SDR
Small Businesses
Asking Questions
Decision Maker
Poor Sales
Account Mapping
Remote Worker
Stories
Selling
Video
Script
Money
Discovery Questions
Marketing
Solving problems
Staying Top of Mind
References
Content
Scaling
Authenticity
Incentives
Curiosity
Market
Omnichannel outreach
Building Relationship
Scale
Video Conference
Traveling Seller
SEO
Scheduling
Cause Marketing
Overcoming obstacles
personal branding
Sales Leaders
Course correction
Sales Meetings
Activities
Problem Solving
Sales Success
BDR
Inbound Leads
Business Proposals
Selling to Friends
Product Demo
Transformational Selling
Profits
Nurturing
Teamwork
Podcast changes
Sales Strategy
Contact Marketing
Firing
New Products
Social Dynamic Selling
Accidental Seller
Accidental Sellers
Repeat Business
Accidental Series
Closing deals
Increasing Sales, Technology
Sales, Effective Sales
Cold Emails
Closing revenue
LinkedIn sales
The Accidental Seller Series
Sales Hiring
Accidental Seller Series
Hiring, Successful hiring
Sales Contracts
Best Sellers In History Series 1
Best sellers in History
Sales Planning
Sales Events
sales 2020
Best Sellers in History Series
Best Seller in History Series
DISC Assessment Profile
Best Seller in History
Psychology of Sales, Sales Mindset
Sales Effectiveness
women in sales, best sellers in history
Sales Script, Target Customer, Niche
Best seller in history, Salesman
Sales Story
Sales Women, Sales Force
Reginald F Lewis
Sales Wealth, Sales Prosperity
Personal Brand, Stephen Hart
Donald Kelly, The Sales Evangelist
SaaS, Software Sales
Leads, Qualifying Leads
ROI, Leads, Inbound Leads, External and Internal Triggers
Women in Sales, Sales Success Story
Stuck sellers
Sales Value
Building trust, Entrepreneurs
Sales Automation
Government, Sales
Sales Videos, Closing Deals
Sales Process, Sales Planning
Sales restructuring, Sales Messaging
Sales Performance
Sales Performance, Sales Process
Sales Promotion
Sales, Rapport
SDR, Sales Job
SDR, BDR
SDR/BDR
BDR/SDR
Sales Rewards, Sales Incentives
Healing, Grief
Sales Profile, Ideal Sales Profile
Sales Manager, Training, Coaching
Sales approach
Sales Experience, PreSales
Sales Fears
Sales Talk
CRM, Leads, Crmble
Sales Skills
Sales, Career, Leadership
Sales Career, Sales Path
Sales success, mental toughness, sales story
TSE, Sales Podcast, Sales Principles
Sales Coaching, Improving Skills
Sales Journey, Reselling, Sales Culture
Sales Process, Networking
sales prospect, sales opportunity
Sales habits, Sales professionals
BDR, SDR, Personalization
cold-calling, prospecting
Sales Language, Authentic Identity
Demonstration, Negotiations
Lost customers, Perseverance
Social Selling, Omnichannel, Sales Leads
Prospecting, Limiting Beliefs, Fear
Cold Outreach, Sales Mindset
Linkedin, Cold Calling, Automation
LinkedIn, LinkedIn Voice Messaging, Donald Kelly
Testimonials, Referrals
Cold prospects, Reaching out
Prospecting, Mindset, Sales Goals
Lead Generation, Video, Sales Video
Successful Salesman, Great Salesman
Successful Sales, Sales Training
Sales Prospecting, Video Sales
Power Dilaer, Sales Automation
Sales Prospecting, Sales Principles
Sales productivity, Trello
Virtual Sales, Virtual Tools for Sales
Sales Success, Sales Training
Building credibility, Sales credibility
mindset training
outreach message
Productivity
unproductive
sales productivity
Sales Goals
future of selling
Favorite Sales Stack Tools
special edition
Modern Selling Strategies
Modernizing Your Sales
Creating A Great Work Enviroment for Sellers
Using LinkedIn
Personal Image and Selfcare
Better sales emails
BDR & SDR Skills
AE Skills
Preparing For 2023
Kicking Off The Year Right
Sales Success Stories
Women in Sales
Better Selling
building sales pipeline
Closing Sales Pipeline

Archives

2024
March
February
January

2023
December
November
October
September
August
July
June
May
April
March
February
January

2022
December
November
October
September
August
July
June
May
April
March
February
January

2021
December
November
October
September
August
July
June
May
April
March
February
January

2020
December
November
October
September
August
July
June
May
April
March
February
January

2019
December
November
October
September
August
July
June
May
April
March
February
January

2018
December
November
October
September
August
July
June
May
April
March
February
January

2017
December
November
October
September
August
July
June
May
April
March
February
January

2016
December
November
October
September
August
July
June
May
April
March
February
January

2015
December
November
October
September
August
July
June
May
April
March
February
January

2014
December
November
October
September
August
July
June
May
April
March
February
January

2013
December

March 2024
S M T W T F S
     
          1 2
3 4 5 6 7 8 9
10 11 12 13 14 15 16
17 18 19 20 21 22 23
24 25 26 27 28 29 30
31

Syndication

Rodrick Jefferson, Donald Kelly, The Sales Evangelist

Many people get sales enablement wrong because they have different concepts and ideas about what it actually is.

Roderick Jefferson began his sales career as a BDR, then an AEE, and finally moved into sales management. He discovered that he enjoyed sales more than he enjoyed closing deals. So he stepped into sales training.

Now, through his company Roderick Jefferson and Associates, he breaks the complexity of sales into practical ideas through scalable and repeatable practices.

SALES ENABLEMENT MISTAKES

Sales enablement helps develop the right conversations the right way with the right tools. Ultimately, it seeks to decrease time to ramp or increase productivity and revenue.

Many companies make mistakes implementing their sales enablement.

  1. They fail to establish consistency and parameters.
  2. Many wait too long to hire sales enablement consultants.
  3. They assume they need a consultant or a resource without realizing they need both. One can help you lay the groundwork that you can hand off to another.

Many companies aren’t really sure what they need. They know what isn’t working and they treat enablement like IT. But those who do sales enablement aren’t the fixers of broken things. They aren’t sales scribes or sales support. They must be sales partners.

TRAINING VS. ENABLEMENT

A difference exists between training and enablement. Roderick believes that training applies to animals while enablement applies to humans.

Enablement is woven into the fabric of the company. It literally has to be one of the top five initiatives of the overall success of the company. It also must have specific time-bound and measurable deliverables, metrics, and KPIs.

MEASUREMENTS

Some of the sales enablement measurements have changed. We used to talk about butts in seats, headcount, and NPS scores, but those things don’t carry water.

Sales enablement now focuses on different questions.

  • What’s the completion percentage of certification or accreditation?
  • What’s the average deal size?
  • Collateral use infrequency?
  • How much new pipeline is being created?
  • What’s the number of closed deals?
  • What’s the product mix?
  • What’s the quota attainment percentage?
  • What’s the time to revenue?
  • What’s the win rate?

Many of the old measurements aren’t definitions of success and they won’t help move the needle forward for sales.

BIGGEST MISTAKE

Companies aren’t tying their goals, their sales processes, or their sales methodology to figure out where they fit into their buyer’s journey. They are trying to make their buyer fit into their processes, methodologies, sales stages, and CRM.

They must step back and reverse engineer their process and document what the buyer’s journey looks like. They must also figure out where to fit in multiple touch points in the buyer’s journey.

Sales enablement must be in place before you need it. By the time you need it, it’s already too late. If, for example, you’re planning to hire more people over the next year, you must have the content ready for them. You must have a process for onboarding.

Without these processes in place, you’ve essentially planned to fail rather than ensuring success.

RETHINK ICP

Rethink the ideal customer profile. Start thinking instead about the ideal employee profile. From an enablement perspective, you start to get a feel for new hires and who is going to be a rock star. Instead of doing that after the hire, Roderick focused on working with HR resources around talent acquisition.

Consider what a rock star looks like especially in the context of where the company is going. Then take that job description to HR and explain what you’re hiring toward.

Sometimes sellers do well by accident because the prospect happened to need their product or service. In that case, they become simply order-takers.

When we fail to measure, plan, or structure our efforts, we don’t optimize. Imagine if every organization operated that way. It’s the detriment of the sales industry.

Supply chain ensures that you hit your markers and that sales leaders don’t move the goalposts. If you’re in the red zone about to score, you don’t want anyone to move the goal post.

RESOURCE VS. CONSULTANT

Many companies don’t want to pay for consultants but they want help connecting the dots. It’s important to use resources and consultants because what one lacks, the other brings.

Roderick’s team brings templates to their clients so they don’t have to recreate the wheel. The process includes four stages.

  1. Infrastructure build and augmentation.
  2. Established sales enablement team.
  3. Sales leadership and coaching.
  4. Sales-focused metrics.

HOPE 

Instead of hoping that marketing does its job and that the customer buys, institute a clear process instead. Remove hope at every stage and rely on the process that focuses on your buyer’s journey.

Enablement is an ongoing conference rather than a single event.

“SALES ENABLEMENT” EPISODE RESOURCES

You can connect with Roderick on LinkedInTwitter, and Facebook, or you can email him directly with questions at roderickjefferson.com.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

TOOLS FOR SELLERS

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple PodcastGoogle PodcastStitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

Direct download: TSE_1110.mp3
Category:Sales Enablement -- posted at: 12:00pm EDT

Predictable revenue is what everybody wants but nobody wants to do the work to get. My guest today, Sean Burke is going to share with us some relevant strategies and principles you can implement to help you see predictability in your revenue. Sean is the CEO of KiteDesk, a sales development platform that helps sales […]

The post TSE 508: Building Predictable Pipeline With Sales Development appeared first on The Sales Evangelist.

Direct download: TSE_508.mp3
Category:Sales Enablement -- posted at: 7:35am EDT

The concept of sales enablement is pretty much becoming a buzzword in the sales world today, but what is it exactly? Mr. Enablement here is going to give us great new insights into that. TK is the founder and CEO of ToutApp, a sales success platform where they offer a one stop shop for customers […]

The post TSE 300: Is Sales Enablement Working For You? appeared first on The Sales Evangelist.

Direct download: TSE_300_-_TK.mp3
Category:Sales Enablement -- posted at: 9:33am EDT

Today, I will share with you a very effective sales enablement tool with Gmail to help you speed up the amount of emails you send. This way, you will be able to work more effectively and focus on the more important things. Work smarter, not harder. What is Sales Enablement? It means utilizing technology, means, […]

The post TSE 273: Sales Enablement “Gmail Email Templates” appeared first on The Sales Evangelist.

Direct download: TSE_273.mp3
Category:Sales Enablement -- posted at: 8:03am EDT

1