Sales Enablement: A Guide to Getting Started w/ Felix Krueger

Outbound Sales Lift

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#84: Listen as Felix Krueger, the CEO at Fast Forward Revenue Performance, discusses random acts of sales enablement and how you can better streamline the sales process.

Don’t feel like listening? Read the Episode Cliff Notes instead below:

What is Random Enablement? (0:22)

Unfortunately, random acts of an ailment are still something that you see more often than strategic sales enablement.

If sales leadership is not thinking strategically and is just running around, trying to fix the most urgent problem right then, you end up with misaligned enablements that are random.

These are so reactive that they even have that much of an impact? There’s a lack of understanding of sales as a structured process.

As soon as you create understanding, you suddenly create that alignment needed to create ongoing support. To have that alignment and buy-in on a leadership level is required for sales to be genuinely enabled and set up for success.

3 Stages of Sales Enablement (5:03)

There are three stages of the evolution of sales enablement within an organization.

If you spend too much time on sales enablement initiatives, and especially if cash flow is an issue, that might cause problems for the organizations

Formalize the coaching approach across an organization and create the structures necessary to implement a coaching program effectively.

Often we want to try to keep any client forever. Still, we also support the client in managing that transition from the lowest maturity stage to ultimately hiring a senior sales resource. As a result, they can drive that strategy effectively and maintain that alignment across the company.

Streamlining the Process (10:05)

Often organizations fall into the trap of analysis paralysis because they spend so much time analyzing all the moving parts, mainly because there are so many.

Unless you’re dealing with major corporations that are very established and interact with markets that are changing very frequently, you don’t want to spend too long analyzing.

Felix has a streamlined process for the study of development that takes about four weeks. So it’s a very full-on and involved program on that front.

Companies often miss out on hiring full-time senior sales and admin resources because sales enablement is a new discipline.

There are probably many definitions of sales and amens out there as people use the term. But what it certainly means is strategically aligning all the necessary components for sales to succeed.

We typically look at buyer acumen or essentially understanding what matters to the buyer and the problem you solve.

The buyer journey has to be core to anything done around sales enablement.

Felix’s Bio:

Over the last 15 years, Felix Krueger has worked as a sales enabler, seller, and buyer with some of the most recognized names in B2B technology and online media. Today he is the host of The State of Sales Enablement podcast and the CEO of FFWD, a global sales enablement consulting firm specialized in optimizing the revenue performance of SaaS, IT, and media companies.

Important Links:

Felix’s LinkedIn Profile

FFWD Website