Accelerating Revenue

This book is intended to support GTM Enablement professionals with the core information needed to succeed in a modern Enablement role. Many successful businesses today rely on an Enablement function as a proven revenue multiplier that sits between the Sales, Success, Product, Marketing, and Operations teams. Often, however, there isn't the necessary expertise within the company to effectively mentor and develop the enablement professionals who are critical to the company's continued growth. Providing this expertise, bridging this gap, and "enabling Enablement" is a big part of why we created our consultancy.

Our focus has been Software as a Service (SaaS) technology companies, but the concepts and approaches we present can be applied within any industry. The underlying premise of all enablement is empowering customer-facing reps and management with the communication skills, processes, tools, and strategies that optimize engagement and produce revenue.
We offer the information in this book with the assumption that, regardless of industry, you are established in an Enablement role, are newly promoted into the role, are looking to grow your skill set to position yourself for the jump into Enablement, or are someone who needs Enablement insights. Perhaps you don't have a formal Enablement role (e.g., you are a Sales leader or cross-functional stakeholder such as Revenue Operations or Product Marketing) but have been tasked with providing resources to move the needle on your team's productivity and need a more comprehensive understanding of how you can effectively support and partner with the Enablement function.

At the end of each chapter, you'll find a Debrief and Applied Learning section. Debrief questions are designed to help you reflect on how each chapter's ideas may or may not be at play in your organization. Applied Learning prompts are intended to help you proactively engage with the ideas presented in the context of your current work environment. Many chapters also conclude with suggestions for related episodes from our podcast, Fueling the Revenue Engine, or our blog, Next Level Thoughts.