In today’s competitive business landscape, sales enablement has become a crucial aspect of driving revenue and ensuring success. According to Spotio, 84% of sales agents are able to hit their sales targets if their company has a solid sales enablement function.
To stay ahead of the game, it is necessary to equip yourself with the knowledge and tactics that leading sales professionals depend on. And what better way to do this than by diving into some of the best sales enablement books?
Yes, that’s right. Reading books on sales enablement written by industry leaders is one of the most effective ways to acquire knowledge on the subject. These books will provide you with a wealth of knowledge and act as a sales enablement checklist, allowing you to equip your sales team with the right resources.
So, in this post, I have curated a list of the 14 best sales enablement books that you simply cannot afford to miss in 2024. Whether you are an expert in the field or just starting your career in sales, these books will offer priceless insights and advice to propel your sales performance to another level. Let’s get to it.
Reading books on sales enablement can offer several benefits to you in the field. Below are a few crucial advantages:
Sales enablement books offer practical tips and real-life case studies to improve your sales skills. They provide you with valuable guidance and give an account of what has worked for the author or how the author got past certain challenges that you might also face in the future.
By incorporating this information and strategies in your approach, you can enhance your sales capabilities to handle multiple types of sales.
By investing time in reading sales enablement books, you invest in your professional development. The knowledge and abilities you acquire through reading can bring you new opportunities, allow you to advance your career, and enable you to position yourself as a thought leader in the industry.
Reading success stories and experiences that the top industry experts went through in their life can serve as a source of inspiration for you to do the same.
Authors often highlight their stories and explain how they achieved their sales success, the strategies they implemented, and the relationships they built over the course of their professional life.
The narratives can fuel our drive, boost your confidence, and allow you to smoothly guide prospects through the stages of the sales pipeline. Continuous interaction with your prospects is a crucial step in every sales process. And you can see its importance through this quote:
“Start working with your prospects as if they’ve already hired you.“ – Jill Konrath
The market is continuously evolving, and staying up to date with the latest trends is important. Sales enablement books contain information about the trends going on during the time the book was written and also a forecast of what’s to come next.
Hence, by reading these books, you can stay ahead of the curve, adapt to the changing market, and grow your business by optimizing your sales process.
Now that you are aware of the benefits of reading these books, it’s time to take a look at the 14 top sales enablement books that will serve as a guide, allowing you to implement a proper enablement program.
The Sales Enablement: A Master Framework To Engage, Equip, And Empower A World-Class Sales Force is composed by Byron Matthews and Tamara Schenk, two market leaders with decades of experience under their belt. This book offers a comprehensive framework for implementing effective sales enablement strategies.
It goes over the best practices and tips for creating an enablement program and lets you empower your salespeople with the required resources. Furthermore, the book provides you with real-life success stories to demonstrate how an effective sales enablement program operates.
The Sales Enablement Playbook is written by Cory Bray and Hilmon Sorey, who co-founded a business advisory agency called ClozeLoop, which provides consultation on sales enablement.
The book offers ideas and advice on building a sales enablement ecosystem for your business and consists of individual units with different strategies and infrastructures that you can readily use, irrespective of your organization’s size or the market you operate in.
Regardless of if you are a sales rep, professional, or business owner, this book will definitely allow you to find your duty and implement a healthy sales enablement process.
As you can guess from the title, in this book, Elay Cohen, co-founder of SalesHood and renowned sales enablement expert, shares his tried and tested approach to aligning teams, putting in place effective communication processes, and providing sales training.
For example, videos are an amazing medium to train your sales staff. And conveniently, Zixflow an outbound sales software, gives you the capability to add training and learning videos directly to the software. This way, all of your sales team members can view the content without ever leaving the application.
You will also learn how to develop company culture and boost the number of sales by empowering your sales team to perform efficiently. This book showcases how to be a sales leader and implement a sales enablement process to ensure that your sales and marketing departments are on the same page and establish an ongoing learning mindset.
Sales Enablement 3.0 is a book that will give you a roadmap to create and put in place a sales enablement system that will allow you to stand out from your competitors and build a buyer-centric sales process. Written by Roderick Jefferson, a famous keynote speaker and a sales veteran with more than 20 years of experience in the field.
The book goes over not just the concepts of sales enablement but also brand messaging and positioning. Roderick provides you with a comprehensive formula, consisting of different methods and his personal strategies to put your business on the right track to achieve success.
Aligned To Achieve focuses on aligning your marketing and sales division. The book offers a ton of success stories, suggestions, and advice that let you put what you have learned into practice. In addition, it contains several instances highlighting the result of these practical steps for B2B businesses.
It is penned by industry experts Tracy Eiler and Andrea Austin and it is meant for sales reps and experienced professionals looking to understand the meaning and power of aligning sales and marketing teams. Plus, the book features other experts and B2B thought leads, which delivers a new viewpoint and will guide you towards asking the right sales qualifying questions and obtaining your overall objectives.
Evolved Selling offers a comprehensive evaluation of the sales enablement process and allows you to have meaningful dialogues and boost your number of sales. This book contains a lot of analysis, interesting ideas and suggestions, and recommendations because Tom was a former Gartner analyst.
Even though analytical material is difficult to understand for new agents entering the field of sales, Tom made it so that the book can be understood by everyone and act as an actionable source of information. He also included a ton of graphics, images, charts, and workbooks to help you develop a blueprint for your sales enablement and close more sales efficiently.
As the name suggests, Create Togetherness is a tactical blueprint for B2B sales experts to overcome the obstacle of getting their sales and marketing teams on the same page for better sales engagement and delivering quality customer experience.
Jeff Davis is an expert at aligning that provides an in-depth guide to putting both sales and marketing teams together, hence building a partnership that fulfills the needs of the customers.
T. Melissa Madian is the founder of TMM Sales Enablement Services and has 225 years of experience in the industry. In this book, she explains the meaning of sales enablement, its benefits, and the reason why it is critical for your company.
She goes over the ways to deploy an enablement system in your company, allowing you to understand the needs of your potential customers and select the correct sales engagement model to reach out to them.
Pam Didner is a marketing professional, who is active in the field of sales for more than two decades. By working for B2B companies for so long, she learned how these businesses operate, and she shares these insights in Effective Sales Enablement.
Being a marketer herself, she not only provides you with ways to establish effective collaboration between sales and marketing but also offers innovative tactics and approaches to optimize your sales enablement process. On top of that, by utilizing success stories and examples of renowned companies, she delivers a roadmap to put in place a sales enablement system that will boost your number of sales.
And if you want a solution that will let you access your leads’ data from a single location, making it easy to share and improve collaboration, then Zixflow is the tool for you. It is a sales engagement platform that lets you manage your prospects' data from a centralized dashboard, reducing the time spent on searching for relevant information and increasing efficiency.
Unlike other books in this article, this book will not tell you how to create and develop a sales enablement system for your company. But instead, it will address the obstacles you might come across after you have a sales enablement process in place.
On top of that, it starts by providing you with a website link where you can take a self-assessment to see how well your current sales enablement practices stand against industry standards. Based on your answers, you will get a report showcasing the strengths and weaknesses of your enablement system.
The Building Blocks of Sales Enablement revolve around the different aspects of sales enablement, such as onboarding, training, and sales content. In this book, thought leader Mike Kunkle provides you with the knowledge to resolve these concerns and offers a certified method that assists not only in enhancing the skills of your sales team but also to drive solid results.
This book is suitable for experienced sales enablement managers and sales experts who are looking to implement or customize their sales enablement system. It can also be utilized by someone who has a sales enablement process and wants to analyze its effectiveness and plan ahead.
This book allows you to establish a sales enablement program with an emphasis on the needs of your customer. It specifically focuses on buying decisions and helps in utilizing this key aspect to build your enablement system based on that.
Here, the authors take into account the complete sales enablement system rather than just one part of it, allowing you to create a framework that helps in effective collaboration across all the departments of the business. Furthermore, the book describes the best sales enablement technologies used in the market and ways to build your sales enablement process from the ground up.
Business Development Culture allows you to foster a sales culture across your entire organization, empowering it to close more deals constantly. By offering assistance on having a sales-oriented culture, this book makes sure that the ultimate goal of driving revenue is on the mind of every member of the company, and not only the sales staff.
The book delves into increasing the efficiency of existing operations, it includes multiple solutions and proven strategies to help you adjust your methods at tactical as well as physical levels.
SalesCraft offers knowledge and details as to the ways to implement an enablement ecosystem within your company. The book goes on about how you can benefit from empowering your sales team and how it results in generating more revenue for your organization. Sharon also explains how having a sales enablement program in place is critical in today’s market, allowing you to grasp its importance and put one in place within your organization.
These are the 14 best sales enablement books that you must read in 2024 to either implement a sales enablement function in your business or optimize the one that you currently have.
These books are a treasure trove of knowledge and will enable you to empower your sales team correctly with the right strategies and planning, to consistently drive profits for your company in the long run.
But apart from knowledge, you will also need the right tools to improve the efficiency of your sales process. And one such tool is Zixflow. It is an advanced salesOS that lets you automate your sales process with a sales cadence. By utilizing its sales cadence platform, you can eliminate redundant follow-up processes and ensure that your sales reps are engaged in closing more sales.