Strategic Revenue Enablement
Most companies treat revenue generation as if it belongs to sales alone. It doesn't. Sustainable growth requires every department pulling in the same direction. This book shows you how to make that happen.
Strategic Revenue Enablement goes beyond the familiar four of training, content, performance, and tools. It tackles the systemic problems that training alone can't fix: organizational silos, misaligned incentives, fragmented ownership, and the fatal gap between strategy and execution.
What to Know
The evolution from sales enablement to revenue enablement. The buyer journey. The shift from go-to-market to go-to-customer. The art of salesmanship and the role of customer success.
What to Do
Organizational alignment. Complexity theory. The EFQM diagnostic model. Internal consulting. Sales competencies and sensemaking. Salespeople analytics. Adult learning. The Four Buckets onboarding framework. The GROW coaching model.
What to Say
Sales messaging and the Four Pillars. Silver bullets and gold nuggets. Salesification. Building your revenue enablement charter. Assembling your team.
Real frameworks. Built from 25 years of doing the work.
What People Are Saying
“Neil is a great sales coach. His breadth of industry knowledge and personal sales experience set him apart from other mentors I have worked with.”
I became quite impressed by Neil’s professional approach and his unique focus on business results for the customer. Simply put, Neil sees an opportunity to excel where others only see a challenge, and he's an absolutely capable leader who rallied his internal and external teams to deliver results to very high standards.
Neil has a strong, broad understanding of technology, enabling him to provide current, realistic, and practical solutions – truly leveraging today's technological capabilities. And, of course, I enjoy his sense of humour and positive energy.
"Finally — a book that treats enablement as organizational strategy, not just training coordination. Required reading for any sales VP trying to fix the root cause, not the symptoms."
Adopted as a University Textbook
Strategic Revenue Enablement has been adopted at universities and colleges. If you are an instructor interested in adopting this book for your course, contact us for information on volume pricing for your school's bookstore.
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