Unlocking Sales Enablement Success: Bob Britton's Journey from Sales Expert to Founder of Sales Enablement Sherpa

In this episode of Revenue Accelerators, join your host Deep Trikannad as he sits down with Bob Britton, the CEO & Founder of Sales Enablement Sherpa. Bob, with nearly three decades of experience in the sales world, sheds light on the concept of sales enablement and how it can differ from one company to another based on their unique challenges. He defines sales enablement in a concise and powerful way: "the identification and mitigation of friction that's impeding top-line revenue attainment."As a sales enablement expert, Bob shares valuable insights into how companies can navigate through hiring cycles and technology adaptations effectively. He delves into the critical role of sales enablement as an orchestrating function within organizations and uses the analogy of a racing crew to explain its importance in aligning different departments toward a common goal.Listen in as Bob talks about the transition from transactional selling to consultative selling, especially in the high-tech industry, and the challenges that come with it. Discover the key to building successful sales teams that can resonate with customers at various levels, from C-suite executives to decision-makers.Bob emphasizes the significance of effective coaching and why it's essential for sales leaders to be more Socratic than directive. He shares actionable tips on improving performance and achieving high-single to low-double-digit performance improvements. Learn how Bob's consultancy works with companies during a 4-day process of triage, diagnosis, prescription, and treatment to bring about meaningful change and revenue growth.Tune in to this episode for valuable sales enablement advice from a seasoned expert who understands the true power of storytelling and how it can impact sales conversations. If you want to enhance your sales team's performance and overcome systemic friction, this episode is a must-listen.