Drawing on examples from Tripwire and others focused on increasing their level of sales enablement maturity, this webinar explains how to identify what tools to use, as well as how to create a sales enablement framework and maturity model that will work for your organization. Speakers include Craig Nelson, Principal at Sales Enablement Group, Elizabeth Fox, Senior Manager, Sales Enablement & Communications at Tripwire, and Chanin Ballance, CEO of MobilePaks.

1. Sales Enablement: Evolving from Random Acts to a
Holistic System
where is your organization today?
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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
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3. Speakers
Elizabeth Fox
Senior Sales Enablement Manager, Tripwire
Craig Nelson
Founder & Principal, Sales Enablement Group
email: cnelson@salesenablement.com
www.linkedin.com/pub/craig-nelson/0/10b/8b6
Chanin Ballance
President & CEO, MobilePaks
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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
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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
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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. LinkedIn and Sales Enablement
Profile mentions up 20% since March 2013
—now at 85,929
2,953 job
titles
mention it
30%
increase in
job postings
(24 just last
week!)
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33 Groups
355
company
profiles

9. Trends
• Buyer is smarter: 70% of the buying process is done prior
to speaking with sales rep (Source: SiriusDecisions)
• 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)
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10. Organizational Challenges
•
•
•
Strategic vs. Random Acts of SE
Informational Overload
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Methodical Approach2013.

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

12. Stages of Sales Enablement Maturity

13. Using Technology
to scale sales enablement

14. Technology Requirements
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15. Sales team lacked consistency to position
the product and pull prospect through
the stages of the sales cycle
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16. Example: $300MM Sales, 400 reps
ROI continued
What to gain
• Reduce ramp time
• Reduce sales cycle
• Increase deal size
• Increase win rate
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17. Benefits for Maturing with
Sales Enablement
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18. 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
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19. Q&A
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20. Thank you for attending.
Feel free to check out some of our other webinars on
sales enablement at: http://mobilepaks.com/eventswebinars/.
For more information, contact us at
info@mobilepaks.com