Highlights of this webinar include six quick sales enablement health check questions to evaluate if your team is focused on the right stuff. Lessons learned and experiences shared by Northwest Evaluation Association, a national nonprofit with over 100 direct sales and 4000 partners.

2. Welcome/Agenda
• What does sales enablement mean today? Trends and
challenges
• Stages of the sales enablement lifecycle
• The importance of technology and tools for better
alignment and scale
• How to calculate payback

3. Speakers
Elizabeth Fox
Senior Sales Enablement Manager, Tripwire
Craig Nelson
Founder & Principal, Sales Enablement
GroupPhone: 952 226-1524
www.linkedin.com/pub/craig-nelson/0/10b/8b6
Chanin Ballance
President & CEO, MobilePaks

4. Sales Enablement Today
Trends and Challenges

5. A lot of talk about definition….
“Sales enablement is a strategic, ongoing process that
equips all client-facing employees with the ability to
consistently and systematically have a valuable
conversation with the right set of customer stakeholders
at each stage of the customer's problem-solving life
cycle to optimize the return of investment of the selling
system.”
– Forrester Research

6. Right information to the right people at the right time to
support business outcomes including…
• Grow revenue organically and through acquisition
• Create a consistent way to launch products, as
well as ramp new and current staff
• Add new indirect and international sales channels
• Scaling systems to support growing business
• Integrate processes across the company

7. 60%
Sixty percent of B-to-B
companies plan to increase
their overall spend on sales
enablement in the next fiscal
year, and sales enablement
tools is the highest priority
budget item for them.
—2013 SiriusDecisions survey

8. —

9. Trends
• Buyer is smarter 61% of the buying process is done prior to
speaking with sales rep
• Sales rep, not sales advisors 85% said that sales rep needs
the customer more than the customer needs the rep
(Source: Sales Enablement Group)
• Reps are unprepared B2B buyers think 70% of sales reps are
somewhat or completely unprepared to engage with them
(Source: CSO Insights)

10. Organizational Challenges
•
•
•
Strategic vs. Random Acts of SE
Informational Overload
Methodical Approach

11. Stages of Sales Enablement Maturity
Where is your organization?

12. Stages of Sales Enablement Maturity

13. Using Technology
to scale sales enablement

14. The future.

15. Sales team lacked consistency to position
the product and pull prospect through
the stages of the sales cycle

16. Example: $300MM Sales, 400 reps
ROI continued
What to gain
• Reduce ramp time
• Reduce sales cycle
• Increase deal size
• Increase win rate

17. Summary
• A review of sales enablement, trends and challenges
• A five step approach to maturity and what this means
• The importance of technology and tools for better
alignment and scale
• How to calculate payback and the importance of alignment

18. Thank you for attending.
A copy of the presentation will be sent out shortly.
Join us for the next event in our free educational series...
• 10/3: Easier, Faster, Better. Effective Sales Enablement for
Maximum Results
• 10/16: The Power of Sales-Marketing Alignment to enable
sales and improve business performance
• 10/24: Sales training doesn't have to suck. Make it relevant
and engaging
For more information, contact us at
info@mobilepaks.com