The Sales Enablement Playbook

As many reviewers have pointed out, you can read this book in 1-3 hours, which is a testament to how well it is written (approachable, cogent, concise) and the authors' operational experience in sales enablement.That said, you are going to spend well more than 3 hours with this book, because each page has actionable recommendations and success metrics to keep referring back to. Highly likely that this book will join the ranks of "The Effective Executive" and my other 'read once a year' books.If you are already working a sales methodology like Sandler, use this book to do an honest diagnostic of your process and the ecosystem around it. There will be both low hanging fruit and uncomfortable but necessary heavy lifts - apply 80/20 and go for it.

This book is targeted at those in sales leadership, but has a ton of practical value for anybody in sales. Everyone looking to build a sales team should read it. My most important takeaway is the need for targeted messaging for every buyer persona that you sell to and their pain points. If you sell to 3 different buyer personas, they all need messaging and campaigns directly for their own needs. You can't simply spout off a bunch of features, and hope that is going to get your prospect's attention. Also, go through every feature you have and think through how it helps each buyer persona. Add some customer success stories on top of that, and you have a powerful outreach toolbox to work from.The author has a different take than you'll often hear touted in the blogosphere or LinkedIn. Do yourself a favor, and read this no non-sense book about sales.

I've been working with Sales Enablement for a while, but this book is a great tool for an action plan If you wish to setup your sales enablement strategy. It does not go so deep into the concept, but fits most of the non practitioners out there

I finished this book by the time after I left my first sales role. I didn't finish the way I wanted and spent some time (while looking for another entry-role) wondering why I didn't succeed... This quick read (less than 155 pages) gave me the answer."Some sales teams hire people who don't know how to sell and expect magic to happen (30)."This line nicely summed up my problem. I was learning on the job while the service I sold was more complex in nature. Cory and Hilmon point out entry-level reps often face issues that smaller companies don't always fix with their training, like:* Personal inexperience in prospecting (learning how to research)* Signs of success and failure from manager and company not being really fleshed out (unclear vision)* Personal inexperience in knowing how to guide customers in talking about the service* Factors out of their control (i.e., career-long managers ill-equipped for coaching team)* Ineffective training (e.g., recording pitches, role-play with inexperienced peers, reading a book)What are the solutions? It all starts with the rep knowing the buyer to the point that they can carry an effective conversation with each buying persona (the people they're most likely selling to). An entry-level rep needs to understand what their buyers do, what their pains are, and how to pretty much gain their business.This seems common sense to most sales vets, I know. But for someone invested in the world in sales and coming off his first sales role with little to no training, it's an eye-opening moment.The book has definitely made me hungry to prove myself again in a sales role. I have to thank Cory and Hilmon for this book, it has allowed me to implement ways to go about improving as an SDR. This book became one of my favorites in 2017 and I will definitely be referring to it in the future.

Recommended to me by an account executive, this was hands down one of the best sales books I have read in a while. It provides immediately actionable recommendations not only for sales enablement professionals but also for account execs and sales leaders. I also appreciated that each chapter provided a summary of key metrics to use to assess success on the author's guidance. As other reviewers have commented, there is zero-fluff in this book - no hard sell for the author's services and no commercials designed as case studies (in fact, he wants your company to be so good at selling that you tell consultants to take a hike.) This is a very quick read - well worth your 1 to 2 hrs of investment.

I think the book would be good to share with others in the organization who are clueless about what Sales Enablement means (vs. it being a book for the practitioner). For execs, I like to share in an audio book format. (They aren't going to read a book).Author brings up many real-world examples which I believe to be helpful. Too bad Audible no longer allows you to purchase individual books as gifts. I certainly would buy multiple copies to share with other leaders in my company.

This is one of the best Sales books I’ve read. What is great about it is the level of simplicity and how tactical it gets. Sales reps are expected to almost everything in this book by themselves in most companies. This books shows how it all comes down to a specific message for a specific buyer, but a lot goes into that. I suggest that sales, sales ops, marketing, and research teams read this book together and come up with a strategy to implement. Too many departments are soloed and have their own agendas. The agenda should be a clear and relevant message for a specific buyer.

For those who are starting the sales journey the book was cleared and precised. Many things to go deeper but a very interesting first step to familiarize with sales process, metrics and terminology. The most important concept to remark is to establish and to foster a prospect-centric mindset to the entire organization (every Department, every role, each person).

- I loved the way author writes. It is always straight to the point without mentioning things that aren’t useful- a lot of references to additional things you can study to get more information about related topics- this is definitely a book for a person who is thinking on how to better structure the sales process. It does have insights about other areas too and what a sales person has to do to close a sales, for example. Though the nature of the book is more towards the things which are important to increase sales in an organization that is small-medium, medium or big.

Great value in this little paperback! Easy to read, peppered with humour throughout and filled not only with great ideas/advice/insights but with suggestions for metrics at every stage. It sits in my desk at work and I leaf through it daily as I continue build out my strategic enablement plan! Thanks Cory :)

Every sales person must read this book.Excellent observation in the sales process.Awesome suggestions and solutions for the hurdles from the lead generation to closure.I am at most happy after reading this book.

The Sales Enablement Playbook is an excellent read. It explains the concepts and provides a logical framework. I see its value as a practical book for 'doers' who are involved (or are considering being involved) in sales enablement. It is well laid out, and the strong typeface for different sections within the chapters, helps to break up the content making it easy to understand and also access again what you have previously read. At the end of each chapter, the key takeaways, 'Metrics', and 'Plays in Brief,' encourage and ' enable' the reader to get started with more confidence.Sales Enablement as a subject, has a reputation for being somewhat confusing and misunderstood. While there is a lot of excellent information available for researchers in the form of webinars, ebooks and white papers, (mainly provided by the software companies), I have found that it is also necessary to have an independent framework which puts everything else in perspective. In summary, 'The Sales Enablement Playbook' provides clarity on the subject and shows the way forward.

This a great read for anyone leading a sales team and also any leader who is looking to bring a culture of enablement to their organization. Cory and Hilmon bring great insights in every chapter. Best of all it's all very digestible and actionable.