The Building Blocks of Sales Enablement

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The Building Blocks of Sales Enablement

A Formal Approach With Systems Thinking

To help senior sales leaders and sales enablement leaders effectively start or evolve a sales enablement function that delivers business results, I focus on a formal maturity model, with the sales enablement building blocks, supported by systems thinking (Figure 1-1).

Here is a description of each block in the building blocks framework:

•  Buyer acumen: In this building block you identify your buyer personas and their COIN-OP (challenges, opportunities, impacts, needs, objectives, and priorities), the problems they are trying to solve, what outcomes are they trying to achieve, and what metrics matter to each. This also covers their typical buying process, including ...