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About the Book

Today’s prevailing sales strategies are often based on decades-old practices for bringing products and services to customers. In the age of technology, buyers come fully informed about what you have to offer, how you stack up against the competition and the different options for solving their business challenges. Successful selling demands a new approach to differentiating your offering, engaging customers, and driving profits.

“Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Sales Force” is the turnkey roadmap for sales leaders and sales enablement professionals who are serious about building a state-of-the-art sales force. This comprehensive guide shows you how to orchestrate a sustainable system of content, training, coaching, and technology along with proven best practices for equipping your sales teams with everything they need to succeed in today’s competitive sales environments.

The essential guide to boosting revenue through smarter selling.

Understand sales enablement and what it can do for your company

Implement enablement using techniques that ensure performance impact

Adopt proven best practices through step-by-step advice from experts

Examine case studies showing the impact of sales enablement on your sales results

About the Authors

Byron Matthews
CEO, Miller Heiman Group

Byron Matthews is the Chief Executive Officer of Miller Heiman Group and leads their commitment to championing customer management excellence. His dedication to placing the customer at the core of everything gives Miller Heiman Group its expanded, holistic approach for developing, managing and sustaining long-term customer relationships. Over the past twenty-three years, he has consulted for and led sales organizations for several Fortune 500 companies.

Tamara Schenk
Research Director, CSO Insights

Tamara Schenk is the research director at CSO Insights, the research division of Miller Heiman Group. Her work is focused on all things sales force enablement, sales managers, collaboration, and social selling on a global level. Before joining Miller Heiman Group as an analyst and research director in 2014, she enjoyed more than 25 years of international experience in sales, business development, and consulting in different industries, such as IT, telecommunications, automotive, and utilities.

  • “Tamara and Byron have delivered impressive work here, backed by research, and proven on the frontlines. If you are building or upgrading your sales enablement function, I highly recommend this book and their approach to building the most productive possible sales force.”

    Mike Kunkle
    Vice President of Sales Transformation Services, Digital Transformation, Inc.

  • “Sales leaders have long struggled to adequately equip their salespeople. Thisbook explores how the field of sales enablement offers a comprehensive and successful approach to support and empower today’s sales force.”

    Doug J. Chung
    Associate Professor of Business Administration, Harvard Business School

  • "Sales enablement is definitely a fast-growing discipline and this information rich, yet easy to understand book will allow you to execute on this discipline so easily and effortlessly."

    Bernadette McClelland
    CEO, 3 Red Folders, Sales and Leadership Expert

  • “A book that demystifies sales enablement and provides a seminal clarity model which serves as a valuable roadmap for organizations at all levels of their sales enablement journey.”

    Dr. Howard Dover
    Director, Center for Professional Sales at UT Dallas

  • "Since writing the first definition of the role for sales enablement in 2008, I've seen an explosion of 'experts' who promote a lot of advice that doesn't really help. The book is spot on in its view that getting internal clarity around sales enablement is a critical key to success."

    Scott Santucci
    Chairman and President, Sales Enablement Society

The essential guide to boosting revenue
through smarter selling.