Sales Enablement Soirée, Summer Virtual Event 2020

One of the most challenging aspects of sales enablement is precisely how to represent the value that a formal sales enablement function provides to the entire organization. However, doing so is critical to enlist buy-in from stakeholders, secure budget for sales enablement initiatives, and position sales enablement as an invaluable business partner. Learn how practitioners can build a rock solid business case for sales enablement by quantifying and proving impact.

When teams are unable to meet face-to-face, it’s all the more important to ensure that new hires are welcomed and set up for success through virtual onboarding experiences. Onboarding can often be information overload for new reps, so it’s sales enablement’s responsibility to get creative and craft programs that are engaging, interactive, and easily digestible. Learn how sales enablement can think outside the box to convey company culture from the onset, online.

Hear from industry experts Stephanie Sullivan, Director of Growth Operations at ChowNow and Andy Paul, best-selling author and podcast host, as they discuss continuing to provide business impact and cutting sales rep ramp time in the current economic climate.

Throughout the past few decades, economic turns have produced inventive solutions and strategic business pivots as a result. Taking time to reflect on the past can provide an important perspective on the present, and generate critical lessons to apply today. Learn how sales enablement can elevate the customer experience and invest in digital transformation to break through these unprecedented times.

Remote learning can present a host of unique challenges, especially in holding attention, facilitating practice, and ensuring retention. Remote learning presents an opportunity to create innovative and engaging training programs in online environments. Sales enablement can take advantage of the situation by utilizing a variety of new teaching techniques, such as videos and podcasts, self-learning, or gamification. Hear best practices for making training stick in a virtual world from our panel of experts.

Join Dave Howe, Business Enablement Manager at TouchBistro, as he tells us exactly how he drove a 34% increase in his average deal size in Q2 by enabling his reps to sell on value instead of price by bringing together Outcome-Based Enablement and Revenue Intelligence.

Digitizing the buyer experience helps drive buyer-centricity and personalization, especially in an increasingly virtual world. Sales enablement can ensure sales reps continue to deliver top-tier experiences by enabling reps to leverage technology to better engage with their buyer, from learning how to capture attention to utilizing data to identify areas for improvement. In moving to a predominately digital environment, learn how sales enablement can make the transition as seamless as possible, for buyers and salespeople alike.

Maintaining a strong coaching program in virtual environments is critical to help sellers continually refine their skills and keep pace with change. Consistent, high-quality coaching can prove to be challenging in a virtual world, but is necessary for sales rep success. Learn how sales enablement can help frontline managers pivot to virtual coaching, create a process that can be tailored to different situations, and utilize new tools to enhance the quality of coaching.

Sales enablement cannot excel without the support and buy-in of the sales organization, from sales reps to executives. Developing a deep understanding of who sales enablement serves within the organization – and how to best engage with these audiences – is essential to building successful sales enablement initiatives. This course covers core internal audiences within the sales organization, the importance of collaboration with different members of sales enablement’s audience, and strategies to work productively with each.

As sales enablement practitioners learn how to “navigate the new normal,” we still have the potential to innovate impactful and meaningful training experiences for our sales professionals. Utilizing principles of modern learning, LifeScan has been leveraging tools to deliver engaging training programs. This session will overview the phases of its recently successful product launch training.

In the midst of uncertainty, sales enablement can be a crucial asset to guide organizations through change. From adapting to new workflows while working remotely to preparing salespeople to practice critical skills such as empathy, practitioners can help teams make this transition as seamlessly as possible. Learn how sales enablement can become a strategic asset to help organizations drive impact through uncertainty.

With virtual selling as the new reality, sales enablement can play an essential role in arming reps with the best content for every conversation. Making relevant content easily accessible in a virtual environment is crucial to driving sales productivity through digital selling. Learn why relevancy is more important than ever, and how sales enablement can better equip reps to become top-tier digital sellers.

Find out how WalkMe uses sales intelligence to unlock their secret sauce to optimize best practices among their sales reps, establish these best practices across their entire organization, and drive sales efficiency.

Whether teams are working from home, or scattered across the globe, staying aligned on key initiatives, processes, and goals is more important than ever. Sales enablement is necessary to facilitate alignment between revenue roles, from pre-sales to post-sales and even channel partners. Learn how sales enablement can focus on revenue team alignment to work collaboratively and productively, and ultimately drive tangible business results.

Navigating sales conversations in unfamiliar environments can be intimidating to any sales rep. Sales enablement can help reps adjust to the digital world by crafting sales plays and processes that help sales reps to utilize content and training in an effective way. By developing step-by-step sales guidance specific to digital selling, practitioners can help reps execute with impact, no matter where they are.

Developing a deep understanding of how your sellers operate and factors that impact their success – both internally and externally – is critical for sales enablement to help sellers reach their goals. This course covers strategies to create the tools and resources salespeople need to succeed and stay ahead of competition. Learning how sales enablement can work to reduce complexities and implement the resources salespeople need to exceed is essential to crafting enablement programs that translate to real impact.

Randstad has long been successful at developing people, with an expert internal team producing world-class live training events. But COVID-19 required them to shift suddenly to an all-virtual strategy. Join Wesley Connor, Global Head of Learning & Development, as he shares what he has learned and experienced.

Consensus selling is hard. With the current economic events, buying just became even harder. But sales enablement stay help sales reps evolve as needed. Learn how to use empathy and transparency in today’s economic climate, and what sales enablement can do to support the path toward change.

While digital selling presents many new challenges, it’s important to remember that buyers still expect value and insights at exactly the right time. Digital sellers need to be enabled to deliver these messages in a virtual world. Learn how sales enablement can ensure reps are equipped to engage buyers with the right message, at the right time.

Learn how the Brown Family Wine Group in Australia arms sales reps with the latest information in the field, the challenges they’ve faced, and how sales enablement continues to drive business impact in their organization.

Crises don’t have to bring business to a halt, but can present great opportunities for innovation and creativity. Altering daily operations or even larger business goals is a necessary reality during turbulent times. Learn why rethinking the way you do business may be necessary, and what sales enablement can do to innovate and drive business impact.

Without in-person interaction, it can be difficult to see the impact of sales enablement within the organization. Data is a powerful and necessary tool in demonstrating the value of sales enablement initiatives, both in a virtual world and beyond. Learn how sales enablement can identify key metrics for success and make meaningful, data-informed impact a priority.

Sales enablement practitioners are the ultimate project managers. Whether you need to plan a brief training on a specific skill, gather global teams at a sales kickoff meeting, or launch a new sales methodology, foundational knowledge of how to effectively manage a project is necessary for success in sales enablement. Learn how practitioners can successfully carry out a project to maximize impact, from developing a plan, to closing out a project.

Join Sales Enablement leader, Nicola Hartery-Sampers from TD Ameritrade Institutional to learn how she successfully initiated a Sales Enablement platform evaluation and drove internal alignment to ensure the most strategic priorities, helping sellers optimize revenue impact at scale, were met.

Sales enablement can be invaluable in helping organizations navigate change and continue to drive momentum in unfamiliar environments. As such, enablement’s efforts during times of crisis can be important to positioning sales enablement as a strategic business partner. Demonstrating value, whether through data or alignment to strategic initiatives, is essential for practitioners to earn a seat at the table in times of crisis and beyond.

In an increasingly digital world, the ability to conduct business virtually is necessary across organizations and business functions – and sales enablement is no exception. For practitioners, transitioning to virtual enablement can present unique opportunities to rethink strategy and create innovative enablement programs. Learn how sales enablement can capitalize on digital experiences to not just pivot to virtual environments, but innovate and drive impact while doing so.

Join Krishna Saw, Senior Systems Manager, and Sally Cox, Instructional Designer from Splunk, as they present how to drive a coaching culture. In this presentation, they will share how Splunk develops their team’s competencies through targeted enablement and role-specific coaching, and measures performance metrics and analytics through targeted integrations.

Being able to quickly adapt to change and rapidly implement new sales strategies is an inherent necessity for sales enablement. Designing for momentum from the start ensures that sales enablement initiatives produce impactful results quickly and can pivot when needed. Learn how HubSpot defines sales enablement and how they’ve executed sales enablement as a discipline.

In times of uncertainty, ensuring that organizations are united and collaborative is all the more important to provide a strong support system for employees. Sales enablement can help foster organizational culture by determining values that resonate with team members and driving initiatives that result in culture changes. Learn why culture is more important now than ever before, and what sales enablement can do to create a meaningful and productive environment.

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.

Learn how AT&T is using tools, processes, training, and analytics to create transformative sales projects that drive business impact.