Enablement Mastery
Grow Your Business Faster by Aligning Your People, Processes, and Priorities
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Recommendation
Elay Cohen earned his reputation as a sales executive in one of the most successful organizations of the past 50 years – Salesforce. Here, he explains the “sales enablement” function, what it means, how to build it and how its smooth functioning helps organizations succeed and sustain their success. Cohen’s information-rich and highly detailed how-to guide gives executives, managers and salespeople a blueprint for implementing a more rigorous sales process based on enablement. He suggests taking a top-down and bottom-up approach to sales, emphasizing learning and peer-to-peer knowledge, and leveraging appreciation and rewards. Though he may bounce a bit from topic to topic and sometimes repeat himself, sales managers and salespeople will benefit from his insight.
Take-Aways
About the Author
Elay Cohen led sales productivity and enablement at Salesforce, where he was honored as its top executive in 2011. He is co-founder and CEO of SalesHood, a sales improvement consulting and technology firm.
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