Sales Enablement Best Practices, with Robert Racine, Episode #33

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How can embracing sales enablement best practices help your company remain competitive and successful? What lessons and insights can you implement that will get you ahead of your competition? On this episode of #SellingWithSocial, you’ll hear from sales enablement expert Robert Racine. Robert is the Sales Enablement Community Leader for the Association of Professional Sales; a founding member of the Sales Enablement Society UK chapter, the chairman of the UK Strategic Sales Leadership Apprenticeships Trailblazer group, a UK council representative of NASSCOM, and is on the editorial board of the The International Journal of Sales Transformation. Don’t miss this great opportunity to learn from Robert’s unique perspective on sales enablement that can help you experience the growth and opportunity you’ve been looking for!

Sales Enablement Best Practices

One of the most frustrating aspects of being a student can be learning from someone who you have little confidence in. Sales enablement leaders can mitigate this frustration from their students if they remain engaged as sales enablement practitioners. On this episode of #SellingWithSocial, Robert explains the benefit that sales leaders like you can enjoy if you practice what you preach. This not only helps in the realm of credibility but it also helps the leaders keep their finger on the pulse of this every changing and evolving aspect of the sales industry. Make sure you take the time to listen to this episode and hear more great lessons and insight from Robert!

What is Sales Enablement?

You may have heard a lot of buzz around “Sales Enablement,” but what exactly is it? Sales enablement is relatively new to the sales community, having arrived on the scene in the last five years. Essentially it’s a “change the business function” that exists to take the strategic direction of a company and ensures that all of the policies related to selling and going to market are integrated into one cohesive selling system that continually evolves. Sales enablement acts as an umbrella organization which keeps evolving things as fast as the market is evolving. On this episode of #SellingWithSocial, you’ll hear from Robert, a sales enablement expert, dive even deeper into the subject of sales enablement so leaders like you stay ahead of the game. Don’t miss it!

Top Sales Enablement Trends

In order to peel back even further and get a helpful understanding of sales enablement best practices, it’s important to explore top sales enablement trends. On this episode of #SellingWithSocial, Robert walks through several examples that he has witnessed as he leads and trains others in the sales enablement community. One of the trends that Robert keys in on is digital transformation. Digital transformation is an important topic for sales leaders to understand and become an expert in. As the market continues to evolve and change at a rapid pace, salespeople need the tools to provide solutions that their clients are seeking. Join Robert and me on this episode as we explore additional trends in the sales community and how leaders like you can adapt to stay competitive!

Keys To Sales Success

Hearing from seasoned and successful sales leaders is such an honor and a privilege. I want to make sure listeners like you get the most value out of my time speaking with each of my guests. On this episode of #SellingWithSocial, Robert and I spend our closing minutes talking about his two key areas of focus when it comes to sales success. The first area that Robert touches on is the necessity of having a solid win strategy. Don’t go into a sales meeting with any doubt in your mind when it comes to the strength of your win strategy. The second area Robert gives is how important it is to have a well thought out and systematically executed account strategy. Take a long hard look at both of these areas and evaluate your operation. Is it strong or is it weak? What can you do to improve or take it to the next level? Make sure to listen to this episode to get more great sales insights!

Outline of This Episode

• [1:00] I introduce my guest, Robert Racine.
• [1:45] Robert tells his story, the cliff notes version.
• [6:30] The leadership of sales enablement must be practitioners.
• [11:00] What is sales enablement?
• [19:30] The top 3 sales enablement trends.
• [26:00] Overcoming challenges in digital sales.
• [39:00] Keys to sales success.

Resources Mentioned

• www.linkedin.com/in/robertracine
• Robert.Racine[at]wipro.com
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