The Building Blocks of Sales Enablement Book
PRAISE FOR THE BUILDING BLOCKS OF SALES ENABLEMENT
Nick Toman, Co-author of The Challenger Customer and The Effortless Experience, and President, Wayforge & Chief Transformation Officer of SBI, The Growth Advisory
"The Building Blocks of Sales Enablement is rooted in a deep understanding of the messy reality that confronts today's sales enablement leaders: complex, interdependent systems that govern today's modern commercial organization, and the chaos that is the customer buying experience. Mike Kunkle's intimate understanding of these dynamics delivers a clear and actionable framework that will propel growth for all revenue leaders."
Tom Williams, Co-Author of The Seller's Challenge and Buyer-Centered Selling, and Chairman and Founder, Strategic Dynamics, Inc.
“Mike Kunkle has written a comprehensive treatise on how to build a successful sales enablement function within an organization. The book provides a systematic framework that reviews the tools, processes and programs that impact sales performance. Sales executives can use this framework to support and empower their sales force. This book is a must read for every sales executive, CEO, board member and investor that wants to understand the building blocks to maximize sales performance.
For other reviews on Amazon, click here.
The Ultimate Sales Framework for Achieving Business Success
Sales enablement is no longer the new kid on the block. Having grown rapidly in recent years, it’s now considered a best practice in progressive sales organizations across several verticals. Yet, despite its rise, it’s still not widely adopted—and there’s little alignment across the sales profession on what sales enablement is, how to achieve it, or what a successful enablement practice truly requires. This book offers a path forward.
If you’re an enablement professional aiming to earn the coveted “seat at the table” and deliver real organizational impact, you’ll need to move beyond reactive operating models and baseline services. The enablement leaders of the future will operate more like performance consultants.
In The Building Blocks of Sales Enablement, Mike Kunkle addresses these challenges head-on and presents a proven approach that supports sales talent and drives business results. He introduces a practical structure built around foundational building blocks—interconnected through systems thinking, cross-functional collaboration, smart planning, and disciplined execution. It’s broader and deeper than what’s typically considered “enablement,” incorporating elements of sales and revenue operations, with a dash of organization development and change management. It gets results.
Comprehensive and versatile, this book is for CEOs, senior sales leaders, and enablement leaders of all flavors, whether launching or evolving a sales or revenue enablement function. It’s also a diagnostic tool and road map for struggling sales practitioners.
Each chapter explores a building block in depth, with reflective questions and guidance to help readers create their own analysis and tools. The book also includes a bonus chapter on sales onboarding, dedicated chapters on integrating communication and support services, and an extensive set of recommended resources.
Impactful enablement projects are really change management initiatives in disguise. Use the building blocks framework to navigate challenges, measure success, and chart a path to improved business outcomes.