The Sales Enablement Playbook Paperback – June 23, 2017

Great content.structured, clear and easy to apply. The final chapter briefs are great to put the Learnings in Practice '

Recommended to me by an account executive, this was hands down one of the best sales books I have read in a while. It provides immediately actionable recommendations not only for sales enablement professionals but also for account execs and sales leaders. I also appreciated that each chapter provided a summary of key metrics to use to assess success on the author's guidance. As other reviewers have commented, there is zero-fluff in this book - no hard sell for the author's services and no commercials designed as case studies (in fact, he wants your company to be so good at selling that you tell consultants to take a hike.) This is a very quick read - well worth your 1 to 2 hrs of investment.

I really loved the rythm of this book, every chapter starting with a clear objective and ending with metrics and actions. I also think is great how it takes through a quick sales crash course just in case you haven't been on the filed, that makes it very shareable in young enablement organizations, like my current one! I felt there were some specifics lackimg the depth even when they follow the structure, specially the partners chapter. A perfect volume to get you started, not less, not more.

As many reviewers have pointed out, you can read this book in 1-3 hours, which is a testament to how well it is written (approachable, cogent, concise) and the authors' operational experience in sales enablement.That said, you are going to spend well more than 3 hours with this book, because each page has actionable recommendations and success metrics to keep referring back to. Highly likely that this book will join the ranks of "The Effective Executive" and my other 'read once a year' books.If you are already working a sales methodology like Sandler, use this book to do an honest diagnostic of your process and the ecosystem around it. There will be both low hanging fruit and uncomfortable but necessary heavy lifts - apply 80/20 and go for it.

This book is targeted at those in sales leadership, but has a ton of practical value for anybody in sales. Everyone looking to build a sales team should read it. My most important takeaway is the need for targeted messaging for every buyer persona that you sell to and their pain points. If you sell to 3 different buyer personas, they all need messaging and campaigns directly for their own needs. You can't simply spout off a bunch of features, and hope that is going to get your prospect's attention. Also, go through every feature you have and think through how it helps each buyer persona. Add some customer success stories on top of that, and you have a powerful outreach toolbox to work from.The author has a different take than you'll often hear touted in the blogosphere or LinkedIn. Do yourself a favor, and read this no non-sense book about sales.

I think the book would be good to share with others in the organization who are clueless about what Sales Enablement means (vs. it being a book for the practitioner). For execs, I like to share in an audio book format. (They aren't going to read a book).Author brings up many real-world examples which I believe to be helpful. Too bad Audible no longer allows you to purchase individual books as gifts. I certainly would buy multiple copies to share with other leaders in my company.

I finished this book by the time after I left my first sales role. I didn't finish the way I wanted and spent some time (while looking for another entry-role) wondering why I didn't succeed... This quick read (less than 155 pages) gave me the answer."Some sales teams hire people who don't know how to sell and expect magic to happen (30)."This line nicely summed up my problem. I was learning on the job while the service I sold was more complex in nature. Cory and Hilmon point out entry-level reps often face issues that smaller companies don't always fix with their training, like:* Personal inexperience in prospecting (learning how to research)* Signs of success and failure from manager and company not being really fleshed out (unclear vision)* Personal inexperience in knowing how to guide customers in talking about the service* Factors out of their control (i.e., career-long managers ill-equipped for coaching team)* Ineffective training (e.g., recording pitches, role-play with inexperienced peers, reading a book)What are the solutions? It all starts with the rep knowing the buyer to the point that they can carry an effective conversation with each buying persona (the people they're most likely selling to). An entry-level rep needs to understand what their buyers do, what their pains are, and how to pretty much gain their business.This seems common sense to most sales vets, I know. But for someone invested in the world in sales and coming off his first sales role with little to no training, it's an eye-opening moment.The book has definitely made me hungry to prove myself again in a sales role. I have to thank Cory and Hilmon for this book, it has allowed me to implement ways to go about improving as an SDR. This book became one of my favorites in 2017 and I will definitely be referring to it in the future.

For those who are starting the sales journey the book was cleared and precised. Many things to go deeper but a very interesting first step to familiarize with sales process, metrics and terminology. The most important concept to remark is to establish and to foster a prospect-centric mindset to the entire organization (every Department, every role, each person).