Top New Sales Enablement Priorities with Phil Cleary

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Head of sales enablement for the APAC region, with 15 years experience at Salesforce.com. Phil and his team enable their account executives, business development teams and sales leadership to find more pipeline, execute transformational sales journeys, and become trusted advisors to their valued customers.

Aligned tightly to sales leadership priorities, they onboard new hires, coach sales teams and deliver messaging, product and skills training programs across their sales hubs in Australia, New Zealand, Singapore and India.

Phil’s career in Sales Enablement began in 2008, when he spent his days onboarding new hires in Salesforce’s Dublin office in Ireland. Relocating to Sydney in 2011, he now leads the Salesforce sales enablement team in APAC, who build and deliver on-boarding, product training, business acumen and selling skills programs for all their sales teams and leaders across ANZ, Asia and India.

Phil is passionate about enablement strategy, enabling enablers, and attracting more people to the noble profession of enablement.

Key Points of This Discussion

  • Phil’s impressive career and journey into Sales Enablement
  • Phil’s recent LinkedIn article “My Sales Enablement Lessons Learned in 2020.”
  • Executive selling – establishing credibility, and gaining trust
  • Why everyone needs an individual elevator pitch
  • Why Leaders need to be coached to coach
  • Specialisation – and the 4 key pillars involved in sales enablement
    • Curricular design and structure
    • Building content/tools and assets
    • Content delivery and managing a room
    • Stakeholder engagement
  • Understanding the needs of the customer’s customer
  • Delivering sales enablement programs virtually

Excellent value for any sales or business leaders looking to launch or expand upon a sales enablement program within your company.

To learn more about Phil and Salesforce, you can find him here on LinkedIn

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Steven Norman

Steven Norman

Steven Norman is an accomplished frontline sales and business leader dedicated to helping B2B sales leaders upgrade their knowledge and skills, build next-generation sales teams and turbo-boost their careers. Over a 25 year career Steven has been responsible for more than US$4 billion of sales with major tech companies such as Dell, NEC and Targus across the Asia Pacific. Recent years of intense B2B sales research and analysis led to the foundation of Growth Acumen, a modern sales and leadership development advisory service. In 2019 Steven released his New Book Future Proof Sales Strategy. Seven steps to equip sales leaders with the tools to rise above the complex challenges facing the B2B sales industry.

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