Description

Book Synopsis


Table of Contents

Special 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

Sales Enablement

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A Hardback by Byron Matthews, Tamara Schenk

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    View other formats and editions of Sales Enablement by Byron Matthews

    Publisher: John Wiley & Sons Inc
    Publication Date: 22/06/2018
    ISBN13: 9781119440277, 978-1119440277
    ISBN10: 1119440270

    Description

    Book Synopsis


    Table of Contents

    Special 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

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