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Building Blocks of Sales Enablement by Mike Kunkle (2021, Trade Paperback)

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The Building Blocks of Sales Enablement by Kunkle, Mike [Paperback]

About this product

Product Identifiers

PublisherAmerican Society for Training & Development

ISBN-101952157625

ISBN-139781952157622

eBay Product ID (ePID)10050421729

Product Key Features

Book TitleBuilding Blocks of Sales Enablement

Number of Pages184 Pages

LanguageEnglish

TopicTraining, Sales & Selling / Management, General, Sales & Selling / General

Publication Year2021

IllustratorYes

GenreBusiness & Economics

AuthorMike Kunkle

FormatTrade Paperback

Dimensions

Item Height0.5 in

Item Weight0.4 Oz

Item Length9.1 in

Item Width6 in

Additional Product Features

Intended AudienceTrade

LCCN2021-939799

TitleLeadingThe

Dewey Edition23

ReviewsThe Building Blocks of Sales Enablement is rooted in a deep understanding of the messy reality that confronts today's sales enablement leaders: complex, interdependent systems that govern today's modern commercial organization, and the chaos that is the customer buying experience. Mike Kunkle's intimate understanding of these dynamics delivers a clear and actionable framework that will propel growth for all revenue leaders.

Dewey Decimal658.8/1

Table Of ContentContentsForeword by Tamara SchenkForeword by David Brock Introduction Chapter 1: The Building Blocks of Sales Enablement Chapter 2: Buyer Acumen Chapter 3: Buyer Engagement Content Chapter 4: Sales Support Content Chapter 5: Talent Selection Chapter 6: Sales Training Chapter 7: Sales CoachingChapter 8: Sales Process Chapter 9: Sales Methodology Chapter 10: Sales Analytics & Metrics Chapter 11: Sales Technology and Tools Chapter 12: Sales Compensation Chapter 13: Sales Manager EnablementChapter 14: Communication Management: Sales Force & Cross-functional Collaborators Chapter 15: The Concept of Sales Support Services Chapter 16: How to Get Started Chapter 17: A Performance-Based Approach to Sales Onboarding Afterword: A Look to the Future - Evolving to Sales Performance Consulting References and Additional Resources

SynopsisIn his new book, The Building Blocks of Sales Enablement, Mike Kunkle presents a proven approach that supports sales talent and achieves true business results. He lays out an easy-to-follow structure through the concept of building blocks interconnected by systems thinking and a consistent cadence of training, coaching, and content. Comprehensive and versatile, Kunkle's book is for senior sales leaders and sales enablement leaders who are starting or evolving a sales enablement function as well as for struggling sales practitioners to use as a diagnostic tool and road map. Chapters detail how to use each building block, with reflective questions and guidance for creating your own analysis and tools. Also included are a chapter on sales onboarding, separate chapters on how to integrate communication and support services, and recommended resources., The Ultimate Sales Framework for Achieving Business Success Sales enablement is no longer the new kid on the block. Having grown rapidly in recent years, it's now considered a best practice at many sales organizations. But there's little alignment across the sales profession on what sales enablement is or how to achieve it, nor is there a formalized strategy on what a sales enablement practice is or requires. In his new book The Building Blocks of Sales Enablement, sales enablement expert Mike Kunkle addresses these issues and presents a proven approach that both supports sales talent and achieves true business results. Kunkle lays out an easy-to-follow structure through the concept of building blocks, interconnected by systems thinking and supported by a consistent cadence of training, coaching, and content. Comprehensive and versatile, this book is for senior sales leaders and sales enablement leaders who are starting or evolving a sales enablement function as well as for struggling sales practitioners to use as a diagnostic tool and road map. Chapters detail how to use each building block, with reflective questions and guidance for creating your own analysis and tools. The book also includes a chapter on sales onboarding, separate chapters on how to integrate communication and support services, and recommended resources. Impactful sales enablement projects are basically change management initiatives in disguise. Use the building blocks framework to navigate challenges, measure successes, and determine a path forward to improving business outcomes.

LC Classification NumberHF5438.25.K82 2021