Publications

How To Execute A “Customer-Core” Strategy

Minds & More Event #MSPS15, Brussels  

November 18, 2015

Slides from my presentation at the Minds&More Marketing and Sales Performance Summit in Brussels. Based on our latest research on enablement’s business impact, I build a case for a strategic sales enablement approach that is centered around the customer’s journey. A maturity model and a master framework help sales enablement leaders to determine their current state and to decide on the right next steps.

Author: Tamara Schenk

 

The Sales Influencer Series Presents Tamara Schenk

Episode 13:  Mechanics and Dynamics of B2B Sales  

October 2015

“Today’s episode features Tamara Schenk, Research Director for CSO Insights, a B2B sales research firm committed to providing the best research, data and expertise on sales performance and productivity in B2B sales that sales leaders respect and trust globally.

Tamara has a tremendous background that includes over a decade of business tech consulting experience and 2+ years as the VP of Sales Enablement at T-Systems, a Deutsche Telekom company just as T-Mobile.

Tamara’s incredible personal blog on sales technology, “Sales Enablement Perspectives,” is one of the best in the business. And she joins us today to discuss technology and offer a compelling paradigm for optimizing your sales organization’s structure, processes and talent management.”

Author: Tamara Schenk, Jeremy Boudinet

 

Why A Systems Approach To Sales Enablement Is Crucial

Season 1, Episode 13:  Thierry van Herweijnen and Tamara Schenk @ Sales Enablement Lab

August 2015

During this week’s podcast Tamara shares her perspectives on Sales Enablement. She shares how she has seen Sales Enablement evolve from a highly fragmented function with disconnected programs to a much more integrated selling systems approach in the recent years.

Tamara shares how you can create your own selling system based on her four key principles:

  • Map your sales execution to your business strategy
  • Define which Sales Enablement Services you want to offer
  • Measure your impact through Sales Enablement Operations
  • Focus on reinforcement, adoption and change management

We also touch on the million dollar question, to who should Sales Enablement report in the organisation? Sales,  Marketing or … ?

At the end Tamara will give you her top 3 tips you can use to start building your own selling system today!

Author: Tamara Schenk, Thierry van Herweijnen

 

Closing Your Sales Productivity Gap

Business Innovation Series: Coffee Break with Game-Changers,  presented by SAP

August 2015

The buzz: Zzzzs. Is sales productivity, or lack of it, keeping your C-suite awake at night? They have good reason, with the sales quota attainment gap hovering around 52% (CSO Insights). From sheer exhaustion, many companies jump into a technology solution without best practices strategies to address changed buying behavior and the roles of enablement and technology. Help is here! The experts speak. Barbara Giamanco, Social Centered Selling: “If you run into a wall, don’t turn around and give up. Figure out how to climb it, go through it, or work around it” (Michael Jordan). Tamara Schenk, MHI Research Institute: “Knowing is not enough; we must apply. Willing is not enough; we must do” (von Goethe). Robin Saitz, Brainshark: “Be disagreeable and be willing to tackle something unpopular; be imaginative to reframe the problem; and be in a hurry and act with a sense of urgency…you can make a difference in the world” (Malcolm Gladwell). Join us for Closing Your Sales Productivity Gap.

Author: Barbara Giamanco, Robin Saitz, Tamara Schenk
Moderator: Bonnie D. Graham

 

Redefining Enablement in Times Of Rising Buyer Expectations

Keynote @SAVO Sales Enablement Summit

June 2015

Today’s buyers expect a higher level of expertise from the salespeople who sell to them. Salespeople must arrive with full knowledge of the customer’s business, ask insightful questions, understand the customer, and provide value-added perspective. Not only should salespeople meet those rising expectations to succeed, they also have to decode the buyer’s decision dynamic: Who are the people involved? What is the process they follow? What are the politics that come into play? Not everyone will succeed. Schenk will explore how true sales professionals can improve their chances.

Author: Tamara Schenk

 

The Four Pillars of Sales Enablement Success 

Showpad @ Slideshare

June 2015

In this slide deck that supported a webinar, I discuss the business drivers for a strategic and holistic sales force enablement approach based on our latest research, the 2015 MHI Sales Best Practices Study. Four pillars are essential to evolve enablement to this next level, especially integrating the frontline sales managers.

Authors: Tamara Schenk, Mario Haneca

 

The Four Pillars of Sales Enablement Success 

Showpad Webinar

May 2015

In this webinar, I explain the business drivers for a strategic and holistic sales force enablement approach based on our latest research, the 2015 MHI Sales Best Practices Study. Four pillars are essential to evolve enablement to this next level: a customer-core foundation based on the entire customer’s journey, integrating the frontline sales managers as a key target group, having a foundation in sales operations and integrating content and training services.

Authors: Tamara Schenk, Mario Haneca

 

Orchestrate a Successful, Quota-hitting Sales Organization

LiveHive Webinar, Top Sales World

March 2015

A key part of having a successful sales organization starts with linking sales coaching with the sales process. And developing a good sales process starts with the customer in mind and identifying critical success factors.

So how do you orchestrate a successful, quota-hitting sales organization?

Watch our recorded webinar with world-renowned authors and industry sales experts Linda Richardson, Tamara Schenk, and Jonathan Farrington who will discuss ways you can transform your organization with proven principles. They’ll discuss:

An alternative approach to coaching
How to link sales coaching with sales process
How to orchestrate your internal operations the way you want to get served as a customer
Do’s and don’ts of building success criteria

Authors: Linda Richardson, Tamara Schenk, Jonathan Farrington

 

The Customer-Core Foundation Method: Enabling A Better Sales Force

BrightTalk Webinar

March 2015

The term “Sales Enablement” is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales performance and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. More often sales enablement is a tactical approach to fixing a quarter rather than a strategic approach to transform a sales organization to a customer core, customer result-based and value-creating approach.

To get to a more strategic sales force enablement approach, a customer core foundation based on the entire customer’s journey is essential. Three additional pillars, that are all based on the customer core idea, have to be integrated with current concepts to evolve sales enablement to sales force enablement.

Why you should attend – your main takeaways:

• Why a customer core approach is key to success, and how to design it.
• Why frontline sales manager are a key target group.
• Why not only sales and marketing are relevant – how to take advantage of a strong foundation in sales operations.
• Why content and training services should be integrated – along the customer’s journey.

 

Value Messaging and the Sales Enablement Process with Tamara Schenk [Q&A]

Brainshark

December 2014

Q&A based on the blog post “Sales Enablement’s Role in Value Messaging”

Authors: Tamara Schenk, Brendan Cournoyer

 

Sales Force Enablement – Best Practices and Emerging Trends

The Sales Management Association

Dezember 2014

The term “Sales Enablement” is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales productivity and to drive revenue growth. Nevertheless, sales enablement is rarely a strategic and holistic discipline that translates business strategy into integrated sales execution plans. To create sustainable business impact and to increase the value of sales conversations, an organization’s specific selling challenges have to be addressed.

A customer core approach that covers the entire customer’s journey is the foundation of a strategic sales force enablement approach. Additional key elements have to be integrated with current concepts to evolve sales enablement to sales force enablement.

Upon viewing this webcast, your main takeaways will be:
– Why a customer core approach is key to success, and how to design it
– Why frontline sales manager are a key target group
– Why not only sales and marketing are relevant – how to take advantage of a strong foundation in sales operations
– Why connecting the dots between content and training creates immediate value

Sales Force Enablement – Getting To The Next Level

Top Sales World

November 2014

The term “Sales Enablement” is used for almost everything that has to do with content, training, coaching, technology and collaboration to improve sales productivity. The function is rarely a strategic and holistic discipline that works backwards from business strategy to sales execution, to create business impact, but also to drive sales force transformation. Four key elements that are often missing have to be integrated to evolve sales enablement to sales force enablement (SFE). Our MHI sales force enablement master framework helps to navigate complexity, to define, to structure, to process and to prioritize your enablement efforts.

 

Panel: Getting the Most from your Sales Enablement Initiative

BrightTalk

November 2014

If you are like many, moving from random acts of sales enablement to a more “systemized” approach to enable sales success is new to your organization. This panel covers what to anticipate and how to overcome obstacles that cause sales enablement initiatives to either fail or simply fall short of expectations.

Autoren: Tamara Schenk, Craig Nelson, Thierry van Herwijnen

 

World-Class Sales Performance – The Defining Difference

Top Sales Magazine

October 2014

Dr. Jonathan Farrington, CEO Top Sales World, interviews Tamara Schenk, Research
Director for the MHI Research Institute on world-class sales performance and the defining difference. The interview is focused on the key behavior how to connect and engage with prospects and customers – providing perspective (based on our MHI Sales Best Practices Study 2014). What “providing perspective” is, how it works and what the success factors are – download your copy here!

 

Panel: Equip Your Sales Team with Content That Creates Value, Not Noise

BrightTalk

June 2014

Successful sales enablement starts with not only understanding your customer’s journey, but also with your sales team understanding what you’ve created and being able to use it effectively and repeatedly. Join this discussion to learn how to provide content and training that your sales managers value and the sales reps will use.

Panelists:
– Mark Synek, Principal, Sales Benchmark Index (Moderator) @MarkSynek
– Tamara Schenk, Research Director, MHI Research Institute @tamaraschenk
– Jim Moliski, SVP Strategic Services, Launch International @moliski
– Phil Aaronson, Director, Sales Enablement, Oracle Marketing Cloud @pavlovissmart

 

Panel: Game-Changing Sales Enablement: Repeatable Conversations that Drive Revenue

BrightTalk

March 2014

Great sales conversations have never been more important. Today’s complex problems require new ways to engage buyers across all stages of their journey. Join a panel of sales enablement experts to learn how to develop a systematic program that enables your salespeople to have insightful conversations that set them apart from competitors.

Panelists:
– Craig Nelson, Founder and Principal, Sales Enablement Group
– Pat McAnally, Research Director, Portfolio Marketing Strategies, SiriusDecisions
– Tamara Schenk, Research Director, Miller Heiman Research Institute