Tom [the sales rep] hadn’t approached this sale unprepared—he just had the wrong kind of preparation: wrong expectations, wrong materials, wrong approach. Tom hadn’t failed. I—and the company—had failed Tom.

– Jeff Ernst, from the The New Rules of Sales Enablement

In his new eBook, The New Rules of Sales Enablement: How to Stop Sabotaging
Your Sales Teams and Start Empowering Them for Success, Jeff Ernst suggests that the traditional approach to sales enablement is plain broken.

He challenges those responsible for sales enablement to make a shift to a new, more effective approach– one that he’s learned by trial and error during 20 years of supporting sales teams.

Praise for the eBook

The lone cowboy gunning for deals just isn't as successful these days. The New Rules of Sales Enablement shows you everything you need to create a sophisticated modern selling machine.

- David Meerman Scott, bestselling author of The New Rules of Marketing & PR 

The eBook describes the disconnect between sales tools and the people who use them. It challenges conventional wisdom of what marketers and execs think salespeople need. If you're responsible for sales tools, you should definitely read this.

- Steve Johnson, Pragmatic Marketing

We need to rethink sales enablement as something other than a one-way deposit of sales tools in a portal. This point was really driven home for me in the eBook: The New Rules of Sales Enablement. It's not often I finish a 34-page eBook in one sitting, but I did last night and you should too.

- Trish Bertuzzi, The Bridge Group Inc.