Sales Enablement
topic on 3 shows · 13 statements across 11 episodes
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13 statements about Sales Enablement, every show
Dedicated Sales Enablement Is Needed at 30 to 40 Reps
“So at 10 reps, do you need an enablement person? Probably not. And each circumstance clearly is unique, but at 30 to 40, yeah, you better start to think about it.”
Delay Formal Sales Enablement Until Closing 10 to 20 Customers
“For a founder at a, you know, let's say a series, a company, I would get some really smart, hardworking you know, enthusiastic individual contributors and go build it. And you won't, and you'll be able to build your enablement after you've closed, you know, 10…”
Startups need dedicated sales enablement at 30 to 40 reps
“So at 10 reps, do you need an enablement person? Probably not. And each circumstance clearly is unique, but at 30 to 40, yeah, you better start to think about it.”
Fiechtner: Early startups should prioritize manager feedback over formal sales enablement
“If I am a good FLM, and if I am empowered and accountable to drive all of the micro moments, and we say, Harry, We just got off this call. Here's the three things you could do better. Help me understand what I could have done better. Like, and actually create …”
Zaparde: Sales confidence stems from enablement and repetition rather than pep talks
“No, it's better enablement, more at-bats right? It's like when you're in this type of situation, You know what to say. And you can say it with confidence. Like you can say that, yes, this thing, yes, our, like our product does that and does it really well. Her…”
Rosemblat: Knowledge Matters More Than Visual Polish in Sales Enablement
“The knowledge is all you need. Whether they look good or not, doesn't matter.”
Dorfman: Startups hire RevOps and sales enablement too late
“I always think people hire rev ops too late and sales enablement too late because you can't hire it once you need it. You got to hire it before you need it.”
Bouten: Category classification aids sales and fundraising, but takes immense time
“You know, if people are able to put your company, your software into a category, it actually helps with selling more deals, it helps with closing funding rounds, because people have a better understanding in which space you're in. It impacts, ah, attracting ce…”
Bouten: Sales enablement software is only at roughly 10% market penetration
“I think enablement is at like 10% penetration today. I think it's still a massive market.”
Herzberg: Founders wait too long to hire revenue ops and sales enablement
“They wait way too long to hire revenue ops and sales enablement teams to make the team successful. So they invest all this time and money Into hiring a sales leader, maybe some sales reps, and they don't have the support systems to set them up to thrive and sc…”
Cornish: Call reluctance stalls B2B sales reps at three follow-ups
“We found that on average people follow up about three times, but it takes a team plus contacts to actually close a deal. So there's a big discrepancy between those two. And you start looking and go, why are they not following up? And you start finding that the…”
Headley: Sales onboarding should target 20 outcomes across four daily sessions
“What are the top 20 things that you want your reps to walk away with, and why is it 20? Because you can structure your five day a week new hire training, two sessions in the morning, two afternoon, And that's where adults can really learn, and that's about wha…”
Headley: Ratios of 20 reps per manager destroy sales ramp and productivity
“Sales enablement seems to almost be exclusively for sales reps. And I think we've forgotten our managers and there's some things out there that I feel like a manager ratio some of the companies I've heard or even been at have been 50 to one 20 to one, and I'm …”