Once you’ve diligently chronicled the buying journey (whether straightforward or circuitous) from a customer’s perspective, it’s logical to map out the sales process and its supporting documents. Sales enablement relies on science to figure out the ideal cadences for nurturing, which materials increase sales velocity and ultimately land deals. This guide is meant to cover the basics of sales enablement and best practices to effectively launch it in your organization.

The following guide is meant to help you take advantage of premade customer journey templates and morph them into something useful. While evaluating and modifying your organization’s processes from your customers’ point of view, it is an opportune time to overlay a RevOps framework.

Most of us want productive and healthy work relationships. The ability to influence is an essential element for success, regardless of title or reporting structure. Core to my RevOps work is identifying when people, process and technology cause friction. As such, that friction provides ample opportunity to practice influencing skills. It’s in that spirit that I offer some perspective and advice.

If your organization has engaged or is thinking about hiring a RevOps consultant, this article is for you. If your organization has engaged or is thinking about hiring any kind of consultant, this article is for you. Having been on both sides -- as the client and as the consultant -- there are some not-so-obvious rules for a successful engagement.