• BLOG

  • Driving Incremental Revenue Through Sales Enablement

    This blog written by Alyssa Drury. It was originally posted on Seimic.com. To listen to the podcast, click here. What if sales enablement stopped being perceived as a cost center? What if, instead of thinking of it as training, or onboarding, or the resting place for an organization’s broken things, we thought of sales enablement as a strategic investment—a proactive function that actually enables sales to sell more, sell higher and sell faster? “Enablement is no longer about putting butts in seats or how many folks we accredit or certify. We are really here to help drive [...]

    Read more

    Do you want me to listen, do you want me to fix, or do you want me to coach?

    I was recently honored to be interviewed via podcast by SalesTuners around my focused for the past 20 years in Sales Enablement has been on making salespeople more productive, successful and money. To listen to the full podcast click here! My definition of Sales Enablement is not training! Here’s my definition of true Sales Enablement: “Getting the right people, in the right conversations at the right time, armed with the right information”! From there, it’s about driving incremental revenue. In my experience, the best way to justify Sales Enablement is to look at [...]

    Read more

    What is the purpose of Sales Enablement & what is it NOT?

    As Sales Enablement professionals we often complain that senior leaders don’t understand the importance of our craft & don’t appreciate the value we add. In many cases, though, the fault for this lack of understanding and appreciation lies with us. We don’t speak the language of business, and we don’t do a good job of strategically aligning our programs to their goals. We don’t communicate effectively with them upfront to define the planned impact, agree on roles and responsibilities. Finally, we don’t tie our value to metrics around increasing [...]

    Read more

    What EXACTLY does Sales Enablement do?

    How many times have you been asked THIS question? Were you so shocked by the question that you didn't have a clear, concise answer? Don't worry if this is you, you're not alone... I remember the first time that a Sr. Executive leader asked me this question, I was so stunned that I replied with the old tried & true answer of, "That's a really good question", which we all know is code for, I don't have an answer that will make me sound credible so let me get back to you on that on. Well I quickly realize that I wouldn't have too many more of those types of opportunities so I'd better be [...]

    Read more