New Year Selling
We wrote a couple of months ago about the end of the “Solution Selling” era. This month we’ll address the rebirth of sales enablement across progressive selling organizations. A new day (year) is upon us as enlightened companies, consultants and sales trainers develop and implement sticky, adaptable and scalable selling systems that help organizations run like fine-tuned, ultimate sales-driven machines.
The next wave available to companies is an explosion of sales effectiveness and new efficiencies. Prepare for a 10-year run of sales team upgrades and resets.
This new era of sales enablement is already underway in many companies like Citrix, Fujitsu, Adobe, Boeing and VMware, to name a few, that are investing in re-optimized sales tools and practices for their modern updated sales teams.
There are 4 components* to a revamped sales enablement program:
1. Strategy (where to go)
2. Messaging (what to say)
3. Process (what to do)
4. Leadership (how to coach)
* DSG Consulting, an MXL Partners affiliate partner firm.
The redevelopment and integration of each of these component areas into carefully tailored sales 2.0 manual and automated playbooks is opening up an exciting new frontier in a land filled with opportunity. We’ll break down each component in this SalesNote.
Are you “revamping” enablement of your sales organization?