Sales Enablement Perspectives

Publications

Sales Enablement Trends and Investments for 2020

October, 2019

Sales enablement has come a long way over the past few years, developing into a formal, strategic role that many organizations can’t live without.

CSO Insights recently surveyed more than 900 business leaders to learn more about sales enablement investments and outcomes in 2019, the challenges many companies still face, and how areas like onboarding, coaching, and technology are driving sales success.

Join Brainshark and CSO Insights’ Tamara Schenk for a live webinar reviewing the highlights of the Fifth Annual Sales Enablement Study.

5 Go-To’s for Every Sales Enablement Pro

September 2019

Launching a successful sales enablement initiative isn’t easy. In fact, of the 61.3% of organizations that have dedicated sales enablement, only 27.8% are seeing real results.

That said, there is clear data linking sales enablement to improved win rates and quota attainment. Put simply, the success of your strategy lies in how you build and execute it. If done right, the benefits are abundant.

Hugh Redford, Senior Director, Customer Success Revenue Operations at Seismic partnered with Tamara Schenk, Research Director at CSO Insights to share key findings from CSO Insight’s Fifth Annual Sales Enablement Study.

Download the On-Demand Webinar for 5 data-backed recommendations on how to:

  • Develop a formal sales enablement approach
  • Set attainable expectations with senior leadership
  • Align your approach with a content strategy
  • Drive implementation and adoption best-practices
  • Seamlessly orchestrate collaboration

Move The Deal Podcast with Tamara Schenk

August 2019

Sales Leadership Podcast, by Xvoyant

June 2019

This week Tamara Schenk, Research Director of CSO Insights, shows us how to use dynamic coaching to gain a two-digit improvement to drive your sales team’s success. She has performed the research that shows how coaching is a skill that can be developed, talks about how sales leaders should have a long-term view while focusing on short term issues.

CSO Insights – Sales Enablement Investments and Trends for 2019

January 2019

Sales enablement has come a long way over the past few years, developing into a formal, strategic role that many organizations can’t live without.

CSO Insights recently surveyed business leaders from 513 organizations to learn more about sales enablement investments and outcomes in 2018, the challenges many companies still face, and how areas like onboarding, coaching, and technology are driving sales success.

Join Brainshark and CSO Insights’ Tamara Schenk for a live webinar reviewing the highlights of The 2018 Sales Enablement Report.

Sales Enablement at the Crossroads: New Research on the Promise and the Pitfalls

November 2017

Sales enablement is, by its very nature, cross-functional, yet many organizations continue to commit random acts of sales enablement. As the function matures, sales enablement must strive to integrate and align both functions and business processes. And as the data shows, the results are clearly worth it: when development efforts hit their marks, both win rates and quota attainment improved dramatically.

Watch the replay with Tamara Schenk, Research Director at CSO Insights and Steve Preston, CMO at Qstream, who will review the findings from CSO Insights’ most recent research, and explore recommendations for:

Aligning sales enablement programs and productivity goals with performance objectives
The new mandate for customer-centricity in both sales training and sales process
How proficiency data on the skills and capabilities of your reps can help sales enablement deliver personalized learning and coaching paths
Measuring sales enablement success with a new generation of analytics

Leveraging Technology to Drive Seller Efficiency and Effectiveness

September 2017

Your reps are missing quotas. They’re wasting time trying to find content that is supposed to help them hit their quotas. What do you do? You start building out a sales enablement program in-house, only to quickly realize you’re in over your head. Wait. Don’t go it alone!
Tamara Schenk of CSO Insights and Matt Downes of SAVO reveal the latest trends in the CSO Insights’ 2017 Sales Enablement Optimization Study. Referencing empirical EMEA data outlining the effectiveness of sales force enablement, they’ll discuss:
– The common sales disablement problems in EMEA today, and insights for improvement
– Why leveraging technology will not only drive seller efficiency but also effectiveness
– How EMEA can learn from other regions on what a best-in-class Sales Enablement program looks like

Why Sales Managers Have the Hardest Job in Sales and Need Enablement

June 2017

In Miller Heiman’s first CSO Insights 2017 Sales Manager Enablement Report, they provide background, data, analysis, ideas, and proven concepts to help you develop and implement a holistic sales manager enablement program designed to move the needle in a scalable and sustainable manner.
Key Takeaways
• Why sales managers have the hardest job in sales and why the role is poorly defined and underdeveloped
• How to build the business case for sales manager enablement
• How to assess your current sales manager maturity
• How to set up a holistic sales manager enablement program
• Why sales coaching is crucial and how to get it right

Is Sales Manager Enablement the Missing Piece of the Puzzle?

June 2017

Are your sales enablement efforts not meeting expectations? Sales manager enablement may be the missing ingredient.

Year after year, CSO Insights finds an undeniable correlation between sales manager skills and successful quota attainment. So why do so many sales enablement initiatives focus almost entirely on reps, and pay so little attention to managers?

Join Brainshark and CSO Insights for an in-depth look at why sales manager development is critical to achieving sales KPIs and driving productivity. This webinar will provide details on:

Why sales managers have the hardest job in sales
Why sales coaching is so crucial to success (and how to get it right)
Ways to leverage technology for ultimate sales manage effectiveness

Season 3, Episode 2: CSO Insights – Part #2 – 2016 Sales Enablement Optimization Study

October 2016

In this week’s podcast, we continue our conversation with Tamara Schenk, Research Director CSO Insights, from last week and discuss the findings from her latest research on Sales Enablement.

This week we will focus on questions like: ‘How do you create a culture of collaboration to maximize the outcome of your Sales Enablement initiatives’, ‘What is the latest thinking around sales onboarding’.

If you are interested reading the full report you can find it here (scroll down and download the CSO Insights 2016 Sales Enablement Optimization Study). If you would l

Season 3, Episode 1: CSO Insights – Part #1 – 2016 Sales Enablement Optimization Study

October 2016

Welcome to Season Three, Episode 1. In this episode, we will discuss the latest research from CSO Insights on Sales Enablement, based on a study and survey conducted earlier this year. Because of the wealth of information Tamara has to share this will be a two-part podcast.

This week we will answer questions like: ‘What is according to CSO Insights the latest definition of Sales Enablement?’, ‘How mature is Sales Enablement currently?’ or ‘What is the scope of Sales Enablement?’

How To Execute A “Customer-Core” Strategy

Minds & More Event #MSPS15, Brussels  

November 18, 2015

Slides from my presentation at the Minds&More Marketing and Sales Performance Summit in Brussels. Based on our latest research on enablement’s business impact, I build a case for a strategic sales enablement approach that is centered around the customer’s journey. A maturity model and a master framework help sales enablement leaders to determine their current state and to decide on the right next steps.

Author: Tamara Schenk

The Sales Influencer Series Presents Tamara Schenk

Episode 13:  Mechanics and Dynamics of B2B Sales  

October 2015

“Today’s episode features Tamara Schenk, Research Director for CSO Insights, a B2B sales research firm committed to providing the best research, data and expertise on sales performance and productivity in B2B sales that sales leaders respect and trust globally.

Tamara has a tremendous background that includes over a decade of business tech consulting experience and 2+ years as the VP of Sales Enablement at T-Systems, a Deutsche Telekom company just as T-Mobile.

Tamara’s incredible personal blog on sales technology, “Sales Enablement Perspectives,” is one of the best in the business. And she joins us today to discuss technology and offer a compelling paradigm for optimizing your sales organization’s structure, processes and talent management.”

Author: Tamara Schenk, Jeremy Boudinet

Why A Systems Approach To Sales Enablement Is Crucial

Season 1, Episode 13:  Thierry van Herweijnen and Tamara Schenk @ Sales Enablement Lab

August 2015

During this week’s podcast Tamara shares her perspectives on Sales Enablement. She shares how she has seen Sales Enablement evolve from a highly fragmented function with disconnected programs to a much more integrated selling systems approach in the recent years.

Tamara shares how you can create your own selling system based on her four key principles:

  • Map your sales execution to your business strategy
  • Define which Sales Enablement Services you want to offer
  • Measure your impact through Sales Enablement Operations
  • Focus on reinforcement, adoption and change management

We also touch on the million dollar question, to who should Sales Enablement report in the organisation? Sales,  Marketing or … ?

At the end Tamara will give you her top 3 tips you can use to start building your own selling system today!

Author: Tamara Schenk, Thierry van Herweijnen

Closing Your Sales Productivity Gap

Business Innovation Series: Coffee Break with Game-Changers,  presented by SAP

August 2015

The buzz: Zzzzs. Is sales productivity, or lack of it, keeping your C-suite awake at night? They have good reason, with the sales quota attainment gap hovering around 52% (CSO Insights). From sheer exhaustion, many companies jump into a technology solution without best practices strategies to address changed buying behavior and the roles of enablement and technology. Help is here! The experts speak. Barbara Giamanco, Social Centered Selling: “If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it” (Michael Jordan). Tamara Schenk, MHI Research Institute: “Knowing is not enough; we must apply. Willing is not enough; we must do” (von Goethe). Robin Saitz, Brainshark: “Be disagreeable and be willing to tackle something unpopular; be imaginative to reframe the problem; and be in a hurry and act with a sense of urgency…you can make a difference in the world” (Malcolm Gladwell). Join us for Closing Your Sales Productivity Gap.

Author: Barbara GiamancoRobin SaitzTamara Schenk
Moderator: Bonnie D. Graham

Redefining Enablement in Times Of Rising Buyer Expectations

Keynote @SAVO Sales Enablement Summit

June 2015

Today’s buyers expect a higher level of expertise from the salespeople who sell to them. Salespeople must arrive with full knowledge of the customer’s business, ask insightful questions, understand the customer, and provide value-added perspective. Not only should salespeople meet those rising expectations to succeed, they also have to decode the buyer’s decision dynamic: Who are the people involved? What is the process they follow? What are the politics that come into play? Not everyone will succeed. Schenk will explore how true sales professionals can improve their chances.

Author: Tamara Schenk

The Four Pillars of Sales Enablement Success 

Showpad @ Slideshare

June 2015

In this slide deck that supported a webinar, I discuss the business drivers for a strategic and holistic sales force enablement approach based on our latest research, the 2015 MHI Sales Best Practices Study. Four pillars are essential to evolve enablement to this next level, especially integrating the frontline sales managers.

Authors: Tamara Schenk, Mario Haneca

The Four Pillars of Sales Enablement Success 

Showpad Webinar

May 2015

In this webinar, I explain the business drivers for a strategic and holistic sales force enablement approach based on our latest research, the 2015 MHI Sales Best Practices Study. Four pillars are essential to evolve enablement to this next level: a customer-core foundation based on the entire customer’s journey, integrating the frontline sales managers as a key target group, having a foundation in sales operations and integrating content and training services.

Authors: Tamara Schenk, Mario Haneca

Orchestrate a Successful, Quota-hitting Sales Organization

LiveHive Webinar, Top Sales World

March 2015

A key part of having a successful sales organization starts with linking sales coaching with the sales process. And developing a good sales process starts with the customer in mind and identifying critical success factors.

So how do you orchestrate a successful, quota-hitting sales organization?

Watch our recorded webinar with world-renowned authors and industry sales experts Linda Richardson, Tamara Schenk, and Jonathan Farrington who will discuss ways you can transform your organization with proven principles. They’ll discuss:

An alternative approach to coaching
How to link sales coaching with sales process
How to orchestrate your internal operations the way you want to get served as a customer
Do’s and don’ts of building success criteria

Authors: Linda Richardson, Tamara Schenk, Jonathan Farrington

The Customer-Core Foundation Method: Enabling A Better Sales Force

BrightTalk Webinar

March 2015

The term “Sales Enablement” is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales performance and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. More often sales enablement is a tactical approach to fixing a quarter rather than a strategic approach to transform a sales organization to a customer core, customer result-based and value-creating approach.

To get to a more strategic sales force enablement approach, a customer core foundation based on the entire customer’s journey is essential. Three additional pillars, that are all based on the customer core idea, have to be integrated with current concepts to evolve sales enablement to sales force enablement.

Why you should attend – your main takeaways:

• Why a customer core approach is key to success, and how to design it.
• Why frontline sales manager are a key target group.
• Why not only sales and marketing are relevant – how to take advantage of a strong foundation in sales operations.
• Why content and training services should be integrated – along the customer’s journey.

Value Messaging and the Sales Enablement Process with Tamara Schenk [Q&A]

Brainshark

December 2014

Q&A based on the blog post “Sales Enablement’s Role in Value Messaging”

Authors: Tamara Schenk, Brendan Cournoyer

Sales Force Enablement – Best Practices and Emerging Trends

The Sales Management Association

Dezember 2014

The term “Sales Enablement” is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales productivity and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. To create sustainable business impact and to increase the value of sales conversations, an organization’s specific selling challenges have to be addressed.

A customer core approach that covers the entire customer’s journey is the foundation of a strategic sales force enablement approach. Additional key elements have to be integrated with current concepts to evolve sales enablement to sales force enablement.

Upon viewing this webcast, your main takeaways will be:
– Why a customer core approach is key to success, and how to design it
– Why frontline sales manager are a key target group
– Why not only sales and marketing are relevant – how to take advantage of a strong foundation in sales operations
– Why connecting the dots between content and training creates immediate value

Sales Force Enablement – Getting To The Next Level

Top Sales World

November 2014

The term “Sales Enablement” is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales productivity. The function is rarely a strategic and holistic discipline that works backwards from business strategy to sales execution, to create business impact, but also to drive sales force transformation. Four key elements that are often missing have to be integrated to evolve sales enablement to sales force enablement (SFE). Our MHI sales force enablement master framework helps to navigate complexity, to define, to structure, to process and to prioritize your enablement efforts.

Panel: Getting the Most from your Sales Enablement Initiative

BrightTalk

November 2014

If you are like many, moving from random acts of sales enablement to a more “systemized” approach to enable sales success is new to your organization. This panel covers what to anticipate and how to overcome obstacles that cause sales enablement initiatives to either fail or simply fall short of expectations.

Autoren: Tamara Schenk, Craig Nelson, Thierry van Herwijnen

World-Class Sales Performance – The Defining Difference

Top Sales Magazine

October 2014

Dr. Jonathan Farrington, CEO Top Sales World, interviews Tamara Schenk, Research
Director for the MHI Research Institute on world-class sales performance and the defining difference. The interview is focused on the key behavior how to connect and engage with prospects and customers – providing perspective (based on our MHI Sales Best Practices Study 2014). What “providing perspective” is, how it works and what the success factors are – download your copy here!

Panel: Equip Your Sales Team with Content That Creates Value, Not Noise

BrightTalk

June 2014

Successful sales enablement starts with not only understanding your customer’s journey, but also with your sales team understanding what you’ve created and being able to use it effectively and repeatedly. Join this discussion to learn how to provide content and training that your sales managers value and the sales reps will use.

Panelists:
– Mark Synek, Principal, Sales Benchmark Index (Moderator) @MarkSynek
– Tamara Schenk, Research Director, MHI Research Institute @tamaraschenk
– Jim Moliski, SVP Strategic Services, Launch International @moliski
– Phil Aaronson, Director, Sales Enablement, Oracle Marketing Cloud @pavlovissmart

Panel: Game-Changing Sales Enablement: Repeatable Conversations that Drive Revenue

BrightTalk

March 2014

Great sales conversations have never been more important. Today’s complex problems require new ways to engage buyers across all stages of their journey. Join a panel of sales enablement experts to learn how to develop a systematic program that enables your salespeople to have insightful conversations that set them apart from competitors.

Panelists:
– Craig Nelson, Founder and Principal, Sales Enablement Group
– Pat McAnally, Research Director, Portfolio Marketing Strategies, SiriusDecisions
– Tamara Schenk, Research Director, Miller Heiman Research Institute

Follow me:

Top Sales & Marketing 2015 - Gold - Thought Leader
Top Sales World Tamara Schenk
Best Sales Blogger Awards Hall of Fame

Categories

Archives