What is Sales Enablement?

 

"Nobody has the answer to every question"

Delighted to welcome Delfim Pereira on to this week's episode. Delfim describes himself as a "Sales and Enablement Leader who mobilizes sales organizations to effectively differentiate the value proposition, coaches sales leaders to inspire greater discretionary effort and helps clients to make the most impactful buying decisions"

He has the background to back this up too, having "carried the bag" as he says, through to leading sales and sales enablement functions for global brands. Most notably for me, he spent several years at CEB who shaped the thinking behind the Challenger™ Sale, whose research a lot of social and digital selling programs are predicated on.

Over the next 30mins or so, we chat through what his view is on Sales Enablement is and isn't.

How technology now plays a big part of this and why social selling should not become a ‘commodity'.

How not only Sales needs to embrace Enablement, for it to truly work, it needs to be an organizational play.

He has an interesting take on how clients and prospects may need "un-teaching" based on what research they have done on a product or service, as this could hinder you rather than helping you. (The 57%).

If you want to learn more about Delfim, please do connect with him on LinkedIn https://www.linkedin.com/in/delfimpereira180/