How to Incorporate A Buyer-Centric Sales Enablement Program
To Drive Sustainable Growth
The selling landscape has changed dramatically in the last five years. Your success today depends on you tailoring sales enablement strategies and tactics to what your buyers need today.
Are you confident you’re providing everything your sales reps require to effectively, efficiently, and productively provide value to your customers?
Watch our free webinar! Listen as industry experts discuss today’s best practices. Learn what sales professionals need to resonate with buyers in this shifting market.
Discover what sales enablement strategies and processes support your reps at every stage and, ultimately, provide the most value to your prospects. Learn why this collaboration with sales reps must be ongoing to drive sustainable, scalable growth!
- How to create a successful sales enablement program that is buyer-centric in intention and rep-centric in design. (Give sales reps everything needed to provide value to buyers!)
- Why your sales enablement program must have empathy for reps, thinking deeply about what they deal with daily.
- Why studying the top 20% of reps is critical, to unlock their differentiating approach and keys to success to enable other reps to improve performance.
- How to break down departmental silos and align people, processes, methodology, systems, technology, and content.
- How to increase sales success by tailoring messaging to individual prospects and creating story-driven, value-based content.
- How to most effectively engage, enable, and empower front-line sales managers to be the performance lever for change and a force multiplier for results.
Mike Kunkle (Host)
Vice President Sales Effectiveness Services, SPARXiQ
Author, The Building Blocks of Sales Enablement
Mike Kunkle is a respected sales transformation architect and internationally-recognized expert on sales training, sales effectiveness, and sales enablement.
Mike has spent 26 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class training strategies and his proven-effective sales systems. At one company, as a result of six projects, he and his team enabled an accretive $398MM in revenue, year-over-year. At another, within 9 months, newly-hired sales reps with 120 days on the job were outperforming incumbent reps with 5 years with the company.
Today, Mike works as the Vice President of Sales Effectiveness Services for SPARXiQ, where he advises clients, publishes thought leadership, speaks at conferences, leads webinars, designs sales training courses, delivers workshops, and designs and implements sales enablement systems that get results. He collaborated with co-author Doug Wyatt to develop SPARXiQ’s Modern Sales Foundations™ curriculum and also authored SPARXiQ’s Sales Coaching Excellence™ course. His book on The Building Blocks of Sales Enablement is available on Amazon.
Enablement Strategic Advisor and Mentor
Sales Enablement Leader, Advisor, Author, Consultant
Tamara Schenk is a globally acknowledged sales enablement leader, analyst, advisor, award-winning blogger, and keynote speaker. Her experience spans twenty-five years in corporate leadership and includes designing the global sales enablement initiative for T-Systems where she led the global enablement and transformation team. From 2014-2019, Tamara was research director at CSO Insights. During this time, she led various global sales enablement studies and co-authored the book "Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force." Since 2020, Tamara lives her professional symphony, as she serves as a strategic advisor for Showpad and she has co-founded Bartlett Schenk & Company.
Managing Director, ClozeLoop
8X Best Selling Author, Co-Author, The Sales Enablement Playbook
Cory has built high-performing sales teams in industries that range from manufacturing to technology. He knows what works in practice, not just in theory. He’s a high-value advisor to multiple accelerators, a bestselling author, and a dynamic keynote speaker who has spoken all over the world. He’s passionate about making sales accessible, actionable, and scalable with FastFrameworks.
Vice President Field Enablement, NetSkope
Author, Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence
Roderick Jefferson is the Vice President, Field Enablement at Netskope. He is a Senior Executive with 20+ years of sales enablement leadership experience. He is also an acknowledged practitioner and keynote speaker in the sales enablement space that understands how to create bridges between internal organizations to empower sales to exceed expectations.
Roderick is the author of the Amazon bestselling book, Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence. He is currently an Executive-in-Residence with VentureScale and one of the founding members of the Sales Enablement Society. Roderick is also a member of several Advisory Boards, including Capella University, Autobound.ai, Visionyze, Sales for the Culture, and Selleration Inc.