Description
Book SynopsisTable of ContentsSpecial Thanks from the Authors ix
About the Authors xi
About Miller Heiman Group xii
About CSO Insights xiii
Foreword xv
Part I Introduction 1
Chapter 1 The Science of Selling 9
Part II Laying the Foundation 25
Chapter 2 The Many Facets of Sales Force Enablement 27
Chapter 3 The Customer’s Path 39
Chapter 4 The Enablement Charter 49
Part III Enablement Services 65
Chapter 5 Content Services 69
Chapter 6 Training Services 91
Chapter 7 Coaching Services 107
Chapter 8 Creating Consistency Through Value Messaging
Part IV The Inner Workings of Enablement 141
Chapter 9 Formalized Collaboration 143
Chapter 10 Integrated Enablement Technology 153
Chapter 11 Enablement Operations 169
Chapter 12 Measuring Results 181
Part V Where to Go from Here 197
Chapter 13 Enablement Maturity 199
Chapter 14 The Future of Selling Starts Now 211
Appendix 219
Index 227
