--- title: EP. 16) How Sales Enablement Can Be Most Impactful With Andrew Quinn description: How do you execute a successful sales enablement strategy in order to close more deals and grow revenue? It all starts with... image: https://blog.pipelineops.com/hubfs/016-announcement.png --- 602-536-5560 [hello@pipelineops.com](mailto:hello@pipelineops.com) [![Pipeline Ops](https://blog.pipelineops.com/hubfs/Pipelineops_November2019/Images/Pipeline_Ops_logo_hubspot-sales-crm-consulting.png) ](https://pipelineops.com/) # Revenue Ops & Automation Blog ## EP. 16) How Sales Enablement Can Be Most Impactful With Andrew Quinn Posted by [Josh Paul](https://blog.pipelineops.com/author/josh-paul) on Nov 10, 2020 9:18:27 AM ![Josh Paul](https://app.hubspot.com/settings/avatar/0e6086b699e99d17d4a87634f064a41b) - [Tweet](https://twitter.com/share) Sales enablement is a term that has recently gained a lot of traction in the business world. While sales enablement has always existed, it is only in the past five years that a universally accepted term has been put forth to describe the processes, people, and technology that reduces friction in the sales process. ![defining sales enablement](https://lh4.googleusercontent.com/odLRjT0KU-H3XMh_8gYyWgzQDJtcVfA4kX7OXfp7QWh2SGzrii7EXLBstkgRtQPwZsPl1RhHKzJ2BU_rc_R_ydpczaTP_U-wrHLy3ujkz0IcQSOkxwQrkGByAC9zFIdIWGzg_0fK) It seems everyone is in agreement that successful businesses should focus on sales enablement in order to close more deals and grow revenue, but when it comes to executing sales enablement strategies, there is a lot of confusion about the most impactful approaches. Therefore, many companies fall short.  We talk about the challenges of sales enablement with Andrew Quinn, Vice President of Sales Productivity and Enablement at HubSpot, on this episode of the Modern Sales Management Podcast.  ![sales enablement debate with Andrew Quinn](https://blog.pipelineops.com/hs-fs/hubfs/016-announcement.png?width=1000&name=016-announcement.png) Andrew shares that sales enablement is often viewed as a business department or a tech stack, when instead it should be treated as a discipline within your company (similar to annual planning or financial disciplines, for example).  To build a strong sales enablement culture at your company, Andrew says you should pinpoint what the ideal outcomes are for your business and work backwards to identify the present-day roadblocks that prevent you from reaching those desired goals. Once those are apparent, sales enablement is making the most impactful changes with the least amount of effort.   Our discussion also covers: - What role technology plays in sales enablement - Tips on building a sales enablement culture at your company - Why friction in your sales process can be an important starting point in your sales enablement strategy - How to find the balance between the physicality of sales and the technical infrastructure behind your CRM to maximize sales revenue  - What role trust plays in sales enablement - Why sales enablement is change management at its core - What the three main components of sales enablement are and how to equip your sales team with these tools - Why companies struggle to create simple sales processes for their salespeople and how to overcome this hurdle - How to perform due diligence on your CRM in order to prioritize success for your sales team - How sales enablement has changed within the past 5 years and its future outlook - What role senior leaders should play in sales enablement - How to use a salesperson’s path of least resistance to optimize your sales process - Why every department has a role in sales enablement and how to align your entire company with this strategy Connect with Andrew on [LinkedIn](https://www.linkedin.com/in/andrewtquinn/) or email him at [aquinn@hubspot.com](mailto:aquinn@hubspot.com).  Subscribe and listen to all episodes of the [Modern Sales Management podcast](http://modernsalesmanagement.com/) on your favorite podcast app or by visiting [ModernSalesManagement.com.](https://pipelineops.com/modern-sales-management-pipeline-ops-podcast/) [![New call-to-action](https://no-cache.hubspot.com/cta/default/3861269/6cdce752-8ca1-44cd-88b9-a45cfc6c78d6.png)](https://cta-redirect.hubspot.com/cta/redirect/3861269/6cdce752-8ca1-44cd-88b9-a45cfc6c78d6) Topics: [Sales](https://blog.pipelineops.com/tag/sales), [Sales Process](https://blog.pipelineops.com/tag/sales-process), [Modern Sales Management Podcast](https://blog.pipelineops.com/tag/modern-sales-management-podcast) ### Recent Posts ### Posts by Tag - [Sales (34)](https://blog.pipelineops.com/tag/sales) - [HubSpot (29)](https://blog.pipelineops.com/tag/hubspot) - [Modern Sales Management Podcast (25)](https://blog.pipelineops.com/tag/modern-sales-management-podcast) - [Podcast (23)](https://blog.pipelineops.com/tag/podcast) - [CRM (20)](https://blog.pipelineops.com/tag/crm) - [Lead Management (16)](https://blog.pipelineops.com/tag/lead-management) - [Sales Process (16)](https://blog.pipelineops.com/tag/sales-process) - [Sales Efficiency (14)](https://blog.pipelineops.com/tag/sales-efficiency) - [Company News (10)](https://blog.pipelineops.com/tag/company-news) - [B2B Marketing (8)](https://blog.pipelineops.com/tag/b2b-marketing) - [Productivity (8)](https://blog.pipelineops.com/tag/productivity) - [Sales Automation (8)](https://blog.pipelineops.com/tag/sales-automation) - [CRM Adoption (7)](https://blog.pipelineops.com/tag/crm-adoption) - [Inbound Marketing (7)](https://blog.pipelineops.com/tag/inbound-marketing) - [Revenue Operations (7)](https://blog.pipelineops.com/tag/revenue-operations) - [Content Marketing (6)](https://blog.pipelineops.com/tag/content-marketing) - [Sales and Marketing Alignment (5)](https://blog.pipelineops.com/tag/sales-and-marketing-alignment) - [Customer Experience (4)](https://blog.pipelineops.com/tag/customer-experience) - [Email Marketing (3)](https://blog.pipelineops.com/tag/email-marketing) - [Lead Nurturing (3)](https://blog.pipelineops.com/tag/lead-nurturing) - [Marketing Automation (3)](https://blog.pipelineops.com/tag/marketing-automation) - [Sales Messaging (3)](https://blog.pipelineops.com/tag/sales-messaging) - [Campaign Planning (2)](https://blog.pipelineops.com/tag/campaign-planning) - [Enterprise Sales (2)](https://blog.pipelineops.com/tag/enterprise-sales) - [HubSpot Reporting and Analytics (2)](https://blog.pipelineops.com/tag/hubspot-reporting-and-analytics) - [Search Engine Optimization (SEO) (2)](https://blog.pipelineops.com/tag/search-engine-optimization-seo) - [Social Media (2)](https://blog.pipelineops.com/tag/social-media) - [sales content (2)](https://blog.pipelineops.com/tag/sales-content) - [Account-Based Marketing (1)](https://blog.pipelineops.com/tag/account-based-marketing) - [Career Advice For Marketers (1)](https://blog.pipelineops.com/tag/career-advice-for-marketers) - [HubSpot User Group (1)](https://blog.pipelineops.com/tag/hubspot-user-group) - [Marketing And Sales Budgets (1)](https://blog.pipelineops.com/tag/marketing-and-sales-budgets) [See all](https://blog.pipelineops.com/ep.-16-how-sales-enablement-can-be-most-impactful-with-andrew-quinn#) #### About Pipeline Ops Pipeline Ops is HubSpot's premier sales enablement and marketing automation partner. We serve people who are generating leads today or have target accounts, but too few of those leads are converting into revenue. #### How We Help [HubSpot CRM & Sales Hub Implementation](https://pipelineops.com/hubspot-sales-crm-implementation/) [HubSpot RevOps Consulting](https://pipelineops.com/hubspot-crm-sales-consulting/) [HubSpot Training](https://pipelineops.com/hubspot-training-and-workshops/) [HubSpot Automation Solutions](https://pipelineops.com/hubspot-sales-marketing-automation-services/) #### HubSpot Solutions [HubSpot Custom Chat Bot](https://pipelineops.com/solution-hubspot-chatbot-setup-custom-chatbot-consultants/) [HubSpot Custom Reporting & Dashboards](https://pipelineops.com/hubspot-reporting-custom-dashboards/) [Lead Nurturing Automation](https://pipelineops.com/hubspot-lead-nurturing-automation/) [Lead Routing Automation](https://pipelineops.com/hubspot-lead-routing-automation/) [Automated Lead Qualification](https://pipelineops.com/hubspot-lead-qualification-automation/) [Automated Webinar Funnels](https://pipelineops.com/hubspot-auto-webinar-funnel-automation/) [Customer Advocacy/Escalation Engine](https://pipelineops.com/hubspot-customer-service-automation/) [Automated Accountability](https://pipelineops.com/hubspot-sales-team-automation/) [Lead Scoring Engine](https://pipelineops.com/hubspot-lead-scoring-automation/) #### Pipeline Ops Gilbert, Arizona (602) 536-5560 hello@pipelineops.com ![Academy_Badge_certifiedpartner-left-aligned-stacked-light-300x115](https://blog.pipelineops.com/hs-fs/hubfs/Pipelineops_November2019/Images/Academy_Badge_certifiedpartner-left-aligned-stacked-light-300x115.png?width=300&height=115&name=Academy_Badge_certifiedpartner-left-aligned-stacked-light-300x115.png "Academy_Badge_certifiedpartner-left-aligned-stacked-light-300x115") © 2022 Pipeline Ops (formerly Small Marketing Teams, LLC) | [Privacy Policy](https://pipelineops.com/privacy-policy/) ```json { "@context" : "http://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Josh Paul" }, "dateModified" : "November 10, 2020, 2:18:27 PM", "datePublished" : "2020-11-10 14:18:27", "description" : "How do you execute a successful sales enablement strategy in order to close more deals and grow revenue? 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