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 Managing Director, SBI
"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 at progressive sales organizations in some vertical industries. Yet, it's still not widely adopted and there's little alignment across the sales profession on what sales enablement is or how to achieve it, nor is there a formalized strategy on what a sales enablement practice is or requires.
As an enablement professional, if you want to earn the mythical “seat at the table” and deliver organizational impact, you’ll need to move beyond reactive operating models and providing baseline services. The enablement leaders of the future will operate more like performance consultants.
In his new book, The Building Blocks of Sales Enablement, sales enablement expert Mike Kunkle addresses these issues and presents a proven approach that both supports sales talent and achieves true business results. Kunkle lays out an easy-to-follow structure through the concept of building blocks, interconnected by systems thinking and supported by a consistent cadence of training, coaching, and content.
Comprehensive and versatile, this book is for senior sales leaders and sales enablement leaders who are starting or evolving a sales enablement function as well as for struggling sales practitioners to use as a diagnostic tool and road map.
Chapters detail how to use each building block, with reflective questions and guidance for creating your own analysis and tools. The book also includes a chapter on sales onboarding, separate chapters on how to integrate communication and support services, and an extensive set of recommended resources.
Impactful sales enablement projects are really change management initiatives in disguise. Use the building blocks framework to navigate challenges, measure successes, and determine a path forward to improving business outcomes.