Sales Enablement Soirée, Spring Event 2021

Keeping sales momentum going can be a difficult task that often obstructs sales success, especially in times of transition and change. But sales enablement practitioners have the unique opportunity to empower and supercharge their teams. When teams find themselves in a rut, how can practitioners help provide the support and resources they need to keep team morale high? Hear from our expert speaker on the key to driving sales team morale and more importantly, how organizations can continue to maintain it.

Organizations recognize the importance of onboarding when it comes to sales success, and many have pivoted to virtual onboarding practices due to new remote working environments. As the world moves back to an in-person work environment, it is important for practitioners to incorporate what they’ve learned over the past year and bring their virtual best practices to the in-person world. Learn how expert practitioners plan to approach this transition and build effective programs that unlock sales success.

An organization’s products and services are constantly evolving. As innovation never stops, product enablement requires rigor and agility to effectively support sales teams. Learn best practices to effective product enablement and how practitioners can continue to drive sales success. 

Sales reps are required to work at 150% at all times while remaining flexible and productive – even through a global pandemic. While the world transitions yet again, this time back to an in-person environment, it’s important to know how to recharge sales teams. The biggest mistake is that companies don’t follow through with an aligned employee experience. Join this session to hear from our expert speaker discuss how in times of transformation, enablement plays a key role in helping to ensure that reps understand how they are measured, how they are performing, setting clear expectations, and aligning with the go-to-market strategy.

The sales training field has changed dramatically over the years, and this change only accelerated as the pandemic forced many companies to move their operations to a virtual environment for the first time. As organizations start transitioning back to an in-person environment, there are essential insights to be gleaned from virtual sales training programs to effectively prepare sales reps for success in any environment. Hear our expert speakers touch on how they’ve pivoted their training programs over the past year, and how they plan to continue to evolve in the future.

Today’s buyers demand an exceptional customer experience. But many pre- and post-sales teams don’t have a cohesive handoff, leaving their customers with a disjointed transition. Sales enablement practitioners today have an opportunity to alleviate the separation between these teams to provide a seamless experience. Learn from our expert practitioners on how they can bridge the gap during the handoff period to create a unified customer experience.

Sales enablement is a role that inherently relies on collaboration with teams across the company. In order to effectively design programs, launch initiatives, or enlist support, practitioners must know how to work collaboratively and efficiently to achieve desired results. Learn how sales enablement practitioners can nurture professional relationships by identifying key stakeholders and cross-functional partners, and utilizing strategies to best engage with each.

Learn how CooperVision, one of the world’s leading manufacturers of contact lenses, has enabled their sales team to evolve and stay ahead of competition in this ever-changing landscape in which most B2B sales are virtual. You’ll learn: tactics to help sales professionals overcome the challenges of virtual selling and how to evolve your sales training and onboarding initiatives for a virtual environment—without compromising quality.

Although more women are pursuing careers in sales, CEB data shows that there is still a dramatic underrepresentation in numbers: women represent only 4 of 10 entry-level sales employees, and even a smaller percentage in management and leadership roles. What can enablement do to create a space for women to access the resources they need to succeed and move forward in their careers? Hear from industry leaders at WiSE on what your organization can do to support women in sales enablement.

Sales coaching is a key investment for sales enablement to effectively support their sales reps. But the world of coaching has evolved over the past year, with many organizations moving to a remote work environment. As organizations pivot back to in-person work environments, enablement plays a key role in delivering effective hybrid coaching programs for both in-person and virtual sales reps. Join this session to hear how practitioners are approaching this transition and equipping their teams for success.

The customer experience in the digital world has drastically changed over the past year. But as some companies are starting to pivot back to an in-person work environment, while others remain entirely digital, what are the key steps that need to be taken to improve the customer experience in a hybrid world? Hear from our panel of experts on what they believe are the key components to today’s customer experience and how enablement can help support the transition back to an in-person work environment.

Learn how Shopify embraces change to evolve their sales enablement initiatives and drive business results.

Over the years, sales enablement has expanded beyond just supporting the sales team. As the function grows to support the entire revenue team, practitioners must have a good understanding of what matters most to today’s revenue leaders to drive organizational success. Hear the CRO perspective on what enablement leaders should focus on in the year ahead to drive success.

Sales managers were often the star sales reps on their teams. But what makes a manager great is their ability to facilitate and lead, and many sales reps are not taught how to do this. It’s important for sales enablement to aid managers with the tools and resources they need to effectively lead sales teams. Hear from expert practitioners on how they enable frontline managers to properly lead their teams and ultimately drive sales success.

Selling to existing customers can be a challenge for many customer teams, with many of them being hesitant to pitch new products for fear of overpromising and under delivering. But enablement is well-equipped to help them overcome this risk-averse mindset and get customer teams excited about providing value to existing customers. Join this session to hear expert practitioners on how they’re enabling customer teams to create the best buying experience for existing customers.

The first step to crafting effective sales readiness programs is understanding your audience. Knowing how your sales reps consume and retain information helps ensure that learning resonates and creates impactful change. Learn best practices to engage adult learners, ensure learning sticks, and ultimately drive business impact through sales readiness programs.

Hear from a sales enablement leader at Zoom on how they use AI to drive sales success by scaling their sales certification program.

One of the most essential partnerships for enablement success is with sales leaders. It is essential for enablement to have a deep understanding of the sales leader’s goals and the metrics that keep them up at night. Join this session to hear how enablement can develop deep partnerships with sales leaders to drive sales success.

Tension between marketing and sales – it’s a common problem for many organizations. But sales success cannot be achieved without collaboration and alignment between the two teams. Enablement is the key to help foster alignment. Join our panel of experts as they discuss how they’re effectively partnering with sales and marketing teams to make the most of their enablement initiatives.

With cross-sell, up-sell, and expansion opportunities, it’s more important than ever to drive organizational success with customer enablement. There is no better time to invest in enabling teams to drive revenue even after a buyer becomes a customer. Hear from our expert practitioners on how to enable revenue-facing teams to effectively engage customers and expand revenue.

Learn from sales enablement leaders at Lever on how they’re amplifying sales guidance and building strategic sales plays to drive revenue.

As many organizations have prioritized customer engagement in the last year, the role of enablement has become increasingly important in developing an exceptional customer experience. Sales enablement can play a critical role in curating seamless, personalized customer experiences in order to deepen impact. Join this session to hear from our expert speaker on how enablement can partner with customer leaders to effectively enable post-sales teams.

As the world adjusted to the pandemic, one big question was on the mind of every business leader: how can we navigate our processes in an ever-changing world? In planning a transition back to an in-person work environment, many salespeople now must navigate selling in a hybrid world of in-person and virtual customers. Join our panel of experts as they discuss how they’re tackling the hybrid sales environment over the next year and beyond.

The goal of an organization’s services team is ultimately to help customers succeed. But what is enablement’s role in this process and how can practitioners aid services in achieving success? Join this session to hear from experts on how enablement can effectively enable services teams to continue providing an exceptional customer experience.

Too often, sales enablement can become the “fixer of broken things”, solving problems as they arise with no real scope or strategy for prioritization. Establishing a formal charter is necessary to clearly define sales enablement’s role and drive impact on a deeper level. By establishing a charter and mapping out key resources, your team and stakeholders can align on what sales enablement will accomplish, and what it will take to reach those goals. Learn how you can establish your own sales enablement charter to mature your sales enablement function, gain stakeholder support, and drive change.

Vertical selling can be a challenge for many organizations. Find out how Fastly drives selling success and tangible business results.

Sales and marketing, although both essential to the buying process, often have differing priorities and focuses when it comes to engaging customers. Through communication and collaboration, alignment between the two teams can make or break the sales enablement process. Hear a marketing leader’s perspective on ways to maximize alignment with sales and marketing teams, and how enablement can foster this throughout the sales cycle.

What do exceptional buyer experiences look like in a hybrid world? The world of work has changed over the past year, and buyer needs have evolved along with it. Sales enablement practitioners must recognize how to enable sales reps to reach customers working in a virtual environment, as well as customers who are transitioning back to an in-person work environment. Hear from our experts on how the buyer experience has changed and how they’re enabling their sales reps to change with it.

Keeping customers engaged in a virtual world can be difficult, and customer churn is a prevalent concern for many organizations. Investing in post-sales enablement is critical to helping avoid the downfall of ineffective customer engagements. Hear from our panel of experts on how they’re enabling their teams to reduce customer churn and provide meaningful engagements with customers