Sales Enablement – Evolving from Random Acts to a Holistic System

MessageThis Webinar is over
Date Nov 6, 2013
Time 01:30 PM EDT
Cost Free
Lessons learned from Tripwire and others focused on increasing their level of sales enablement maturity

A recent SiriusDecisions survey finds that 60% of B-to-B companies plan to increase their overall spend on sales enablement in the next fiscal year, and sales enablement tools is the highest priority budget item for them. While they may not realize it, many of these companies inherently have sales enablement processes in place for ramping new reps or launching new products. However, due to lack of sales enablement maturity they most likely act independently and produce what Forrester Research calls “random acts of sales enablement”. By establishing more formal sales enablement processes these organizations can increase deal size and win rate, as well as decrease ramp time and sales cycle length. In this webinar we’ll help you identify what tools to use, as well as how to create a sales enablement framework and maturity model that will work for your organization.

Key highlights include:
  • What does sales enablement mean today? Trends in sales enablement and challenges to inner company alignment.
  • Stages of the sales enablement lifecycle – from how to get started to identifying best practices to advance your organization and tips for calculating payback.
  • Using technology solutions to support your efforts, including examples from Waste Management, Citrix and Tripwire.

  • Craig Nelson, Principal, Sales Enablement Group
  • Elizabeth Fox, Senior Manager Sales Enablement, Tripwire
  • Moderator, Chanin Ballance, CEO MobilePaks


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