If you are new to the concept sales enablement and would like a thorough introduction to what this practice can do for sales in your company, then a book is a great place to start. We got you covered with this overview of the top three sales enablement books on the market. They are all written within the last two years and give you updated and relevant insight into a world of powerful sales forces. Hopefully you will find the one (or three) resource(s) you have been looking for to optimize your sales process.
Authors: Byron Matthews & Tamara Schenk
Published: April 6th, 2018
Overall rating: ⭐⭐⭐⭐
“Sales Enablement” gives you a framework for smarter selling that is centered around the buyer experience. The rationale is that modern buyers call for modern sellers, and this book aims to bring today’s sales forces up to speed with buyers via sales enablement.
Where other sales enablement books can tend to be a little fluffy, this book provides clarity to the concept with its framework for engaging, equipping and empowering sales forces. The model that the authors have devised for this is very suitably called “The Clarity Model”, which is shaped like the diamond on the cover of the book. Specifically, the book digs deeper into training, content creation and coaching and provides case stories that illustrate best practices in enablement programs.
The authors Byron Matthews and Tamara Schenk are respectively CEO of the sales consultancy organization Miller Heiman Group and Research Director at CSO Insights, a Miller Heiman Group division. They help companies to sell smarter in their everyday, and it is evident that their book is written for sales professionals by sales professionals. Though it takes a holistic perspective on the sales activities in sales enablement, it lacks a broader perspective on sales enablement in the organization that includes the marketing department. Still, it delivers on its promise and provides a framework for successful sales enablement that empowers your sales force.
The Sales Enablement Playbook
Authors: Cory Bray & Hilmon Sorey
Published: June 23rd, 2017
Overall rating: ⭐⭐⭐⭐
If you are tired of heavy, theoretical books that do not provide tangible advice for implementation in your daily work, then this book is for you. “The Sales Enablement Playbook” is to the point and provides actionable tactics that allow for immediate implementation in any organization.
The chapters focus on sales activities ranging from onboarding new sales reps to closing deals and creating customer success. At the end of every chapter are a few bullet points with metrics and the “plays” in brief, which show you how to get started and how to evaluate your efforts.
The book is mainly written for sales reps, but it emphasizes that sales enablement is an ecosystem. Therefore, it argues that successful sales enablement is a matter of instilling a culture of sales enablement in the entire organization by promoting a prospect-centric mindset.
Like the authors of the aforementioned book the authors of this book are sales management consultants and trainers. Therefore, they naturally speak from a sales perspective. The book could place more emphasis on involving other departments of the organization, especially since the authors in the very beginning point out that sales enablement is an ecosystem.
Effective Sales Enablement
Author: Pam Didner
Published: October 3rd, 2018
Overall rating: ⭐⭐⭐⭐⭐
“Effective Sales Enablement” is not your average sales enablement book, because it is written by a marketer. It integrates sales and marketing and suggests that effective sales enablement is achieved through collaboration between the two departments.
The book provides creative approaches for marketers to make them better at supporting their colleagues in sales. It goes beyond sales training and development and shows how marketing activities become sales enabling in chapters about messaging, content, design and more. The book concludes with chapters about the practicalities of implementing a sales enablement program including building the team, utilizing technology and taking action in the organization.
“Effective Sales Enablement” is mainly written for marketers, but sales professionals can benefit from reading it as well. That will only further the collaboration, since sales professionals can get insight into the role that marketing plays in boosting sales growth, and more importantly – understand how the two departments can accelerate sales growth together.
All three sales enablement books bring valuable insight and useful tactics to the table. Very briefly, you can tell them apart by thinking of them as respectively “the sales framework for sales enablement”, “the sales playbook for sales enablement” and the “the marketer’s role in sales enablement”.
If you already feel well-informed about the basics of sales enablement, it might be time for you to investigate what a sales enablement platform can do for your business. Feel free to reach out to us for a personal introduction.