charlescarmichael

Senior Sales Engineer

Any sales enablement pro’s on Bravado?

I'm a sales engineer with 10 years in a customer success manager role and have recently been asked to support sales enablement.

this company has very little sales enablement as of today. we don't have a sales playbook, we're in the process of modifying our sales process, and don't have an onboarding plan, so I'm essentially working with a blank slate

one thing I want to do is document everything in confluence and so I'm curious, does anybody have any meaningful resources like books, podcasts, blogs, or content creators that are great coaches to learn sales enablement from.

if it helps at all guide any answers, we're using MEDDPICC

🧠 Advice

💡 Education/Resources

20 comments

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RandyLahey

Politicker

Account Executive

*pros

Fenderbaum

Politicker

Retired Choirboy🪕

Capitalization works as well.

Sunbunny31

Politicker

Sr Sales Executive 🐰

THANK YOU. You saved me from doing it.

poweredbycaffeine

WR Lieutenant

☕️

Hey there. VP Revenue Operations here. Did they throw this live grenade at you because they are broke or do they want to eventually hire full time for the function?

charlescarmichael

Good Citizen

Senior Sales Engineer

We just got a new PE firm in this year which slowed the process of refilling our VP sales role, so I’m filling the gap to help a couple new AE’s get up to speed - hope that helps!

RandyLahey

Politicker

Account Executive

Buddy we need to work on this typo. 's is to state possession. No need for the apostrophe if you are simply trying to state the plural version of a noun/acronym.
As for your question; Are you guys working on building outbounding efforts? If so, I highly recommend Becc Holland. She has incredibly detailed webinars/YouTube videos breaking down this topic.

charlescarmichael

Good Citizen

Senior Sales Engineer

Thanks man!

poweredbycaffeine

WR Lieutenant

☕️

Does the org have budget for a 3 month engagement to build out your enablement/training programs? Not trying to discredit you, but you’ve already got a full time job.

CuriousFox

WR Officer

🦊

Sounds like they need a consultant...

RandyLahey

Politicker

Account Executive

^^^ Sales enablement, done right, is very hard to do. You need experience, which can't be bought, and patience.
PBC is right. This is a task that requires a dedicated, focused effort. You'll be spread far too thin.

charlescarmichael

Good Citizen

Senior Sales Engineer

Great point and absolutely not taking that as you trying to discredit me. Hiring out a pro would be the most effective solution if the budget is there :)

poweredbycaffeine

WR Lieutenant

☕️

Feel free to DM me if you want more.

charlescarmichael

Good Citizen

Senior Sales Engineer

Seriously, thanks so much!

oldcloser

Arsonist

💀

Highly endorse this notion. Use this man’s expertise.

HVACexpert

Politicker

sales engineer

Definitely hit this man up, it’ll be worth it

RandyLahey

Politicker

Account Executive

Now this is what can make Bravado great folks.

Kosta_Konfucius

Politicker

Sales Rep

@Revenue_Rambo

wolfofmiami

Opinionated

🐺

Not sure abt content creators, you can find a bunch of fake gurus on LinkedIn by looking at top voices that are head of rev ops or sales enablement and look at their prob basic advice. One thing for sure is you should ask for a raise

Pachacuti

Politicker

They call me Daddy, Sales Daddy

Why would a SE want to work in Sales Enablement?!

Personally, it’s cool to mentor a couple people but to take on a real sales enablement role it’s not something most engineers are comfortable with.

Revenue_Rambo

Politicker

Director, Revenue Enablement

Sorry, but you are being set up to fail in this scenario.

Sales enablement is not about creating a pile of information. It's about influencing and changing the behaviors of your reps. Ultimately until you have a VP of Sales in place you'll be building a ship without a captain. Everything could simply shift as soon as they come on board.

With that in mind here is my advice:

1) Engagement is essential to enablement success. Put your documentation in a place that the sales team is already actively using. If that is not confluence then pick a different platform.

2) Start with the basics.
- Who is your ICP and what are their pain points?
- Value props provided & features used to deliver them
- Use Cases- Common Questions & Objections your team will receive
- Sales Process
- Pitch materials
- Stories & Existing Customer metrics

3) MEDDPICC is the "what" and about qualifying deals. It lacks the "how". Someone needs to pick a sales methodology. Doesn't matter which one as long as it's agreed upon and creates the baseline for expectations.
- Sandler
- SPIN
- Command of the Message
- Winning by Design

4) Inspect what you expect. All of this information is great, but as I mentioned before the goal of enablement is to influence and drive behaviors. For this someone will need to be the standard barer and be actively doing deal inspection and coaching.

5) Resources
- Audible Ready Podcast https://www.forcemanagement.com/resources/the-audible-ready-sales-podcast - Nick Lawrence on LinkedIn
- Josh Braun on LinkedIn- 30 Minutes to President's Club (LinkedIn & Podcast)
- Books:
** Never Split the Difference
** Sales EQ
** The Go-Giver / Go-Givers Sell More
** The Transparency Sale
** The Jolt Effect

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charlescarmichael

Any sales enablement pro’s on Bravado?

20 comments

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