Sales Enablement Workbook

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An Introduction to Sales Enablement Strategy

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Welcome to the sales enablement strategy guide. My name is Kyle Jepson, and I’m the sales enablement instructor at HubSpot Academy.

To start, what is sales enablement?

Sales enablement is the processes, content, and technology that empowers sales teams to sell more efficiently at a higher velocity. To implement a sales enablement strategy at your company, your marketing and sales organizations are going to have to work closely together. The exercises in this section will help you evaluate the current state of your organization so you can know where you should focus your efforts first.

With any large initiative, you need both a guiding vision and actionable goals.

What You’ll Learn in This Workbook

The activities and readings in this workbook will give you an introduction to sales enablement, and simple ways to align your teams around a unified revenue goal. You'll learn how to develop a lead qualification framework, how to hold teams accountable with Service Level Agreements, and how to use content and technology to empower your sales team.

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