Sharon Little, VP of Global Sales Enablement, walks us through ideas and tactics on helping evolve sales enablement for 2024 and beyond.
Sharon's Book - SalesCraft: The Sales Enablement Advantage
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Shownotes for the podcast transcript:
1. Introduction to the Rapid Enablement podcast and the guest, Sharon Little, who has extensive experience in sales enablement.
2. Discussion on the progress of sales enablement as an industry over the past 15 years, and the challenges it still faces in becoming a more recognized and strategic function.
3. Importance of having sales enablement leaders positioned close to the executive suite and involved in strategic business discussions to better align enablement efforts with the company's goals.
4. Recommendation for sales enablement leaders to be more proactive, including:
- Developing a business plan for enablement and socializing it regularly
- Conducting quarterly business reviews (QBRs) to showcase enablement's work and get feedback
- Focusing on measuring and reporting on the impact of enablement through metrics like productivity, pipeline, and revenue.
5. Advice on how to elevate the conversation around enablement by tying it to the company's key initiatives and measuring its impact.
6. Overview of Sharon's book "Sales the Enablement Advantage" and the value it provides for both new enablement leaders and executives looking to understand the function better.
7. Information on Sharon's availability for coaching and how listeners can reach out to her, primarily through LinkedIn.
