Ramblings, Snippets of Wisdom and Other Bits & Bobs...
Richardson Sales Performance Acquires e4enable
Richardson Sales Performance, a global leader in sales training and performance improvement, has announced its acquisition of e4enable.
Read more about this exciting development
How Santa Continues to ‘Sleigh’ At Christmas
Last Christmas, we revealed the competencies behind Santa’s success. But as we approach another festive period, we’ve been wondering - has Santa kept his competencies up to date to tackle the ever changing demands of a modern Christmas?
There’s a new Enablement mandate in town…
When Gartner speaks, people listen...and this time, it has released a new mandate to tackle what it considers to be the 3 distinct gaps holding Enablement back.
So what are the gaps they have identified and how are they tackling them?
New York Revenue Enablers Have Spoken…
We had the honour recently or sponsoring and attending a gathering of some of New York’s finest Enablement and Rev Ops professionals - what a lovely bunch! When registering, they were asked about the top three challenges they were facing in enabling reps - we’re big believers in a problem shared being a problem halved so let’s take a look at the results:
Managers in the spotlight as Enablement leaders gather to discuss 2024 plans
Read the highlights from our latest roundtable where Enablement professionals share their challenges and priorities for the coming year.
From Juggling Act to Ringmaster - the role of enablement is changing…
Revenue enablement has often felt like a constant juggle, hasn’t it? We've been used to hustling, reacting to every sales request as it comes, and handling urgent needs on the fly. But let's face it, things are changing.
The CRO star is rising but so are the challenges…
There is no doubt that the job of a CRO is tough - but you already know that!
Aligning multiple teams towards a shared goal, achieving revenue targets and creating a path to predictable. long term growth can sometimes feel like herding cats… on roller skates…..in the dark….
e4enable and GTM Buddy integrate to drive sales success
GTM Buddy, the just-in-time revenue enablement platform, has launched its integration with a leading revenue competency intelligence platform, e4enable.
Ten ways a competency framework can transform your business
Forrester…Gartner…e4enable 😜 - these are just some of the voices singing the praises of a competency framework to underpin a successful revenue team. If that wasn’t reason enough to create one, we thought we would take a look at the ten amazing ways that they can support your business
Enablement Leaders’ Key Considerations For 2024
We’ve been fortunate to be joined by a number of great Enablement leaders at our recent roundtables. Their insight into challenges and priorities has been insightful - here we share some of that insight.
When it makes Zero sense!
There’s a lot been happening in the world of revenue enablement over the last 18 months and we at e4enable have been working hard to support our customers and prospects at the same time listening to the wider market to see how we can help. Here are our observations…
Have you adapted your competency framework to changing buyer behaviours?
It won’t be news to you that buyer behaviour has changed. They are conducting more of their own research than ever before and there are more stakeholders involved in the journey. This raises the question, are your reps equipped with the right skills, behaviours and knowledge to work with this new buyer behaviour?
Skills are great but confidence is key!
We don’t know about the race for life but in sales, as with many things, it’s all about balance. Confidence without the skills to back it up is a recipe for disaster! However, in Enablement we spend a lot of time addressing skills gaps but how often do we pay attention to how confident our reps are in using their new found skills?
Customer Success - WDGLL?
Given that both Gartner and Forrester have highlighted the importance of focusing on sales competencies for “best of breed sales teams” and organisations are only just catching up to that, what about focusing on the competencies that underpin success across the other revenue focused teams? In this blog we explore Customer Success…
What’s in a name?
From sales enablement to revenue enablement - what’s in the name change and what impact will it have?
How to win friends and influence people, enablement style!
Both Gartner and Forrester have talked about how important it is for enablement functions to be able to measure their business impact however for a role that is used to having a lot of responsibility but very little power, it can be hard to be seen as a strategy-maker rather than a strategy-taker and get buy-in from key stakeholders.
Sales Rep Scorecards: The Good, The Bad & The Ugly
Sales rep scorecards or performance scorecards have been around since the dawn of sales time. They enable a Manager / team or individual to track where they are against key performance indicators. But what should we be aiming for to support modern sales teams today? What’s the ideal rep scorecard?
I am Woman Hear Me Roar
For International Women’s Day we asked our CEO, Kate Lewis about what today means to her.
“Top performer analysis. Hardly ever talked about, almost never conducted”
In a recent poll of sales leaders and enablement professionals we asked “Do you know what attributes set your top performers apart from the rest?”. A staggering 45% had no defined or visible insight into this - based on the recent SalesForce news, Marc Benioff is also in this camp! So what can be done about it?
Hot Topic: Sales Enablement Measurement
Following the growth and success of the sales enablement movement over the last 3 years, a reckoning has happened over the last 6 months where enablement has been caught in the boom bust cycle of rapid hiring followed by the great layoff. It’s been sad to see so many talented sales enablement folks be caught in this. But what can we learn from it.