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Enablement Mastery: Grow Your Business Faster by Aligning Your People, Processes, and Priorities, by Elay Cohen
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Review
''Elay Cohen, one of the greatest minds in sales enablement, has captured a vast amount of knowledge from his experience over the years to give us the what, the why, and the how of this exciting industry. Enablement Mastery shares the pros and cons as well as the highs and lows of Elay's journey as a sales enablement leader. Cohen also provides valuable ideas and game plans to help others on their journey. It's rare you find a book that will be a reference for the future. This book has valuable insights and ideas on every page. A home run!'' --Howard Dover, Ph.D.; Director, Center for Professional Sales, Naveen Jindal School of Management, University of Texas at Dallas ''Elay is hands down the best enablement leader I've worked with over the years. Enablement Mastery is a proven playbook for CEOs and leadership teams to embrace if you want to transform culture by aligning and enabling teams as scale. Well done, Elay!'' --Rob Acker, CEO, Salesforce.com ''Elay Cohen is a legend in the sales enablement industry, and I wholeheartedly endorse Enablement Mastery. Anyone starting, or looking to improve, their sales learning function needs to read this book first.'' --Brian Frank, Vice President, Global Sales Operations, LinkedIn ''Enablement Mastery is awesome. As a CFO, enablement as a percentage of revenue is something I think about a lot and I believe every C-suite member should be an evangelist of enablement. Enablement Mastery is a great roadmap for companies to tie enablement strategies with company strategies versus being an afterthought.'' --Elena Gomez, Chief Financial Officer, Zendesk ''Elay has cracked the code on sales success for large hyper-growth companies. Elay's success as the former SVP of Sales Productivity at Salesforce and decades of experience working with some of the fastest growing technology companies make him the expert in the industry, as shown in Enablement Mastery. This book is filled with strategies and practical advice to help leaders solve their top growth challenges.'' --Arjun Gupta, Chief Believer, Telesoft; Executive Chairman, SalesHood ''In 35 years of sales transformation projects, I have met only a few leaders who have helped generate billions of dollars of shareholder value and Elay was (and is) the thought leader by far. Elay's success is legendary. Elay goes beyond the theory of enablement and is able to create repeatable, predictable, and measurable selling results. Enablement Mastery is the book for creating great enablement leaders and highly functioning enablement teams.'' --Barry Rhein, Founder, Selling Through Curiosity ''Enablement Mastery is more than a book about sales enablement, it is a workbook that helps a practitioner at any stage of their career take their sales enablement effect to the next level. Whether you are just getting started, or have been in your role for a while, you'll take away expert insight and guidance that can be implemented immediately.'' --Carol Sustala, Vice President, Sales Enablement PowerSchool Group''With Enablement Mastery, Elay Choen enabled us with a masterpiece on sales enablement! A captivating roadmap to help shape your vision for sales enablement, this book also helps you blend the right enablement culture, organizational design, and process for a successful go-to-market strategy. A must-read for any leaders in sales, marketing, and learning and development roles in modern organizations.'' --Joël Le Bon, Ph.D.; Professor, C.T. Bauer College of Business; Director, Executive Education — Stephen Stagner Sales Excellence Institute (2010-2015), University of Houston ''If you want to know how to make your organization achieve revenue excellence, shorten your learning curve and read Enablement Mastery. Elay's book is practical, proven, uniquely insightful, and based on experience and hard lessons from the trenches. It's the Holy Grail of enablement. Elay's book contains the schematic, now execute!'' --Robert M. Peterson, Ph.D.; Dean's Distinguished Professor of Sales, NIU Professional Sales Program, Northern Illinois State University ''Elay does the enablement profession a huge service by writing Enablement Mastery. His book is perfect for practitioners who want to systematically improve the performance of the entire sales force and impact massive growth. Moving from tactics and tools into the strategic value of the role is how we will elevate the enablement profession.'' --Scott Santucci, Founder, Sales Enablement Society; President, Growth Enablement Ecosystems ''Elay's new book Enablement Mastery is very illuminating for sales enablement professionals. It should become their bible. Elay captured the emerging trends of learning, communicating, and collaborating using video. The book captures the amazing inside story at Salesforce, from Marc Benioff's vision, to execution of the sales enablement initiative. Elay humbly shares some of his own mistakes and realistic political battles that are inevitable on his journey to success. The book is real and authentic. Congratulations to Elay on an outstanding, insightful, practical, and inspiring book.'' --Gerhard Gschwandtner, CEO, Selling Power ''If you are a professional sales leader or are a non-profit trying to have more meaningful conversations with your customers or donors, this book is for you.'' --Lynne Smith, Vice President, Digital Services, United Way Worldwide
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Product details
Hardcover: 256 pages
Publisher: Greenleaf Book Group Press (January 8, 2019)
Language: English
ISBN-10: 1626345740
ISBN-13: 978-1626345744
Product Dimensions:
5.8 x 0.8 x 8.5 inches
Shipping Weight: 15 ounces (View shipping rates and policies)
Average Customer Review:
4.2 out of 5 stars
7 customer reviews
Amazon Best Sellers Rank:
#97,248 in Books (See Top 100 in Books)
A friend had recommended this book to me and I couldn't wait to get my hands on it! I've been thrown into the sale enablement world most recently and have been totally overwhelmed. After reading this book, it's calmed my nerves and assured me that I can indeed succeed in my new role. This book is the wiki of sales enablement - I especially love the best practices shared accompanied by real-life success stories of peers in other great companies! My mind's already firing on all cylinders - can't wait to share this book with our CEO and VP Sales to get their buy-in to the many programs we will run this year!
After 5 mins of getting into this book, it became very clear that it is written by a practitioner who has seen it all. Elay's perspective is demonstrably formed by seeing many different sales organizations at different stages, which makes this text nearly universally applicable. I am keeping it close to inform enablement decisions and avoid making the mistakes that experience helps avoid. Highly recommend.
What is so powerful about this book is that it's based on Cohen's first-hand experience, which he is able to bring to life in a way that is both inspiring and practically applicable. Cohen's framework that forms the backbone of the book is valuable for enablement orgs of any size or stage, and charts the practical actions that should be taken and processes that should be put in place to transform both sales enablement orgs and sales teams into well-oiled machines.
Sales enablement as a discipline is hard to define. Good sales enablement is even harder to define. Elay Cohen is one of the most respected voices in sales enablement. His first book was an amalgamation of stories that paint a picture about how front line managers drive good enablement. But with Enablement Mastery, it’s something completely different.Here through storytelling, he truly lays out a blueprint for how to do enablement. Any person stepping into an enablement role should literally read this book twice and take notes. Think of it as a readable reference book. It’s got “how to†and “what do I do if†guides that you can use. As a sales enablement professional, I personally found tons of value in the People section of the book. The “where should enablement live in an organization†and “what backgrounds make up strong enablement professionals†topics were illuminating for me.
Just finished reading this on my vacation. I've been in this enablement business for many years and always follow best practices from Elay Cohen. If you are in the industry this is a MUST read. As is his previous book. Not only will you learn best practices from the 'Guru" himself you will move your career forward. It's all about building your brand. Good work Elay Cohen.
Sales pitch for Sales Hood, the company he founded and is CEO of, which isn’t even a leading company in SaaS Sales Enablement per Gartner, Sirius, Forrester.
Practical advice with best practices, tools that enablement professionals and sales leaders can implement. This book includes a roadmap for how enablement along with leadership reinforcement and sponsorship can truly impact an organization's bottom line and success.
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