Many B2B organizations struggle to drive revenue because they lack a consistent onboarding process and the training and tools their sales teams need to provide buyer focused experiences.
Roderick Jefferson, Founder and CEO of Roderick Jefferson & Associates, has made a career out of helping organizations build world-class sales enablement programs. At the 2020 B2B Marketing Exchange, Roderick revealed how a few key adjustments to on-boarding, enablement and collaboration practices can help decrease time to revenue.
“I realized quickly that if you asked 10 people what sales enablement means, you’ll probably get 12 answers,” Roderick said. “The reason is because it’s still being defined.”
For this week’s episode of the B2BMX Podcast, we’re revisiting Roderick’s thought-provoking session. In addition to hearing the seven steps for building an effective sales enablement program, you’ll learn how to:
- Build a role-specific education program;
- Develop a consistent, scalable and repeatable baseline of learning;
- Increase funnel opportunity by aligning all selling metrics to the buyer’s cycle; and
- Use the latest tools and technology to track revenue focused metrics & KPIs.
