Sales Enablement

After decades of working with sales consultants who help sales teams and executives produce better results for their companies, Selling Power is proud to introduce our 2018 List of Leading Sales Enablement Consultants. This list focuses specifi­cally on consultants who have expertise in sales enablement, and it will help you find and hire the sales consul­tant who best fits your sales enablement needs. The list of Leading Sales Enablement Consultants is presented alphabetically, with no ranking implied.

  • Chris Champagne
    President, Champagne Consulting Group

    Chris Champagne is a highly respected bilingual sales transformation specialist inspiring sales leaders and sales professionals to unlock their potential. Chris partners with industry-leading sales enablement organizations – most notably the Canadian Professional Sales Organization (CPSA) – to leverage his expertise developing and delivering sales programs.

    Chris has over 25 years of sales and sales leadership experience, including working with Hewlett Packard Enterprise as vice president, partners, in Canada.

    His company, Champagne Consulting Group Inc, established in 2005, is focused on helping address the sales skill gap in today’s hyper-competitive marketplace, with a focus on personal and professional growth.


    Areas of Expertise
    • Sales and sales leader facilitation
    • Strategic sales coaching
    • Communication
    • Consultative sales process
    • Passionate sales enablement
  • Mark Gibson
    President, Rmarkgibson Consulting

    Mark believes sales enablement success depends on leadership buy-in. Mark’s work focuses on the holistic development of individuals and imparts soft skills in the form of mindset, values, goals, empathy, vulnerability, listening, and storytelling. He creates messaging frameworks and tools to capture positioning and competitive differentiation, and to share knowledge and best practices. He creates visual stories and immersive roleplaying workshops for building situational fluency.


    Areas of Expertise
    • Aligning selling process with I-M-P-A-C-T B2B buying process
    • Whiteboard storytelling
    • CEB Challenger Selling
    • Story Seekers™ storytelling and story tending
    • Social learning theory for subject mastery and building confidence
  • Peter Horwing
    CEO, Chart Learning Solutions

    Peter is CEO of Chart Learning Solutions, the award-winning blended learning company in leadership, sales, and customer service. Peter has achieved over 20 percent yearly growth in Swedish global stock-listed technology companies, where he has been senior vice president in sales and marketing. The key for growth is to create a positive and winning environment, continuously work with change, coach the sales teams according to the sales methodology, and have everyone know your value proposition.

    Chart has won five Brandon Hall Awards and was finalist in 2018 London Global EdtechX. Talk with Peter to understand the importance in driving positive behaviors to achieve outstanding results.


    Areas of Expertise
    • Sales coaching and training teams
    • Leadership development
    • Strategic thinking
  • Roderick Jefferson
    CEO, Roderick Jefferson & Associates

    Roderick is an acknowledged thought leader and keynote speaker in the sales enablement space with 20+ years of leadership experience. Roderick has held a variety of executive leadership, sales, sales enablement, operations, and customer experience roles for Marketo, Oracle Marketing Cloud, Salesforce.com, 3PAR/HP, Business Objects, NetApp, PayPal, Siebel Systems, and AT&T. His extensive real-world experience in creating award-winning sales enablement organizations has translated into the creation of Roderick Jefferson & Associates, a consultancy community of sales enablement experts focused on driving growth in several small/mid-size companies and Fortune 500 corporations. Roderick has won numerous awards, including selection as the 2015 Sales Onboarding Program of the Year by SiriusDecisions. He is a founding member of the Sales Enablement Society and a member of several advisory boards, including Capella University and Selleration Inc.


    Areas of Expertise
    • Sales Enablement
    • Sales Strategy
    • Onboarding
    • Continuing Education
    • Resource Planning
  • Pat Mustico
    Principal, Sales Performance PhD

    Since leaving the Marine Corps, Pat has spent the past 25 years as a sales practitioner, leader, and consultant. Pat brings a well-rounded, results-driven perspective to his clients. His “get real” approach brings sales skills, processes, and coaching to life in a real-world context. Pat works with clients throughout the entire sales-force transformation process to ensure success. Being a Miller Heiman Group independent, Pat has access to a deep network of IP, research, and support while maintaining the flexibility of an independent consultant. Pat holds a PhD in Organization and Management.


    Areas of Expertise
    • Creating high-value interactions
    • Improving sales skills and processes to increase win rates and average revenue per sale
    • Transitioning sales forces from transactional to complex sales processes
    • Creating value-driven interactions to generate demand
  • Anita Nielsen
    President, LDK Advisory Services

    Anita Nielsen, president of LDK Advisory Services, LLC, is a sales enablement consultant and performance coach with over 20 years of experience in B2B sales and support. Anita’s clients learn to create differentiating value to supersize deals, accelerate organizational growth, and create loyal, lifetime customers. Anita is devoted to helping sales professionals understand the basics of psychology and human behavior and apply them in consultative sales interactions to win bigger and win more. Her Psychology in Selling training is a growing sensation among B2B sales organizations and is quickly becoming known as a “secret sauce” for developing high-performance, future-ready B2B sales professionals.


    Areas of Expertise
    • Sales performance coaching
    • Psychology-based consultative selling
    • Sales transformation
  • Tim O'Connor
    President, Uptrend Partners

    Tim is one of the rising stars in the sales consulting industry. In less than three years since leaving a sales leadership position at Johnson & Johnson, he has served numerous S&P and Fortune 500 clients. Tim’s recent real-world experience – coupled with proven sales methodology – make him unique in the industry. He created the P2P Ratio™, a new success metric. Tim is also one of an elite group of Global Business Partners with Sales Performance International.


    Areas of Expertise
    • Sales force training and development
    • Sales process design and implementation
    • Sales management, coaching, and reinforcement
  • Scott Santucci
    CEO, Growth Enablement Systems

    Scott Santucci is the CEO of Growth Enablement Systems, a new style execution agency that provides its clients with the right blend of consulting, delivery, and training resources they need to drive organic revenue growth. The firm specializes in the brackish water between strategy and execution. They help executive teams develop strategic sales enablement functions – and sales and marketing leaders create the enabling programs required – to drive measurable results. Their teams follow proven methods to streamline the content, tools, and training required to help your sales teams create value for customers. Services include: customer engagement playbooks, programs to help clients drive internal selling, customer outcome content creation, and buyer empathy training for sales.


  • Tamara Schenk
    Research Director, CSO Insights

    Tamara Schenk is a sales enablement leader, analyst, speaker, and co-author of Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force. Tamara is research director at CSO Insights, the research division of Miller Heiman Group, where she is focused on global research on sales enablement, CX and sales effectiveness. She has enjoyed 25 years of experience in sales, business development, and consulting in different industries on an international level. Before becoming an analyst in a research director role in 2014, she had the pleasure to develop sales enablement from an idea to a program and a strategic function at T-Systems, a Deutsche Telekom company where she led the global sales force enablement and transformation team.


  • Adam Sheenan
    Senior Consultant, Sales Benchmark Index

    Adam has leveraged his sales and consulting background in a variety of sales strategy and enablement projects while at SBI. Adam has designed and implemented best-in-class custom sales processes for multiple clients. He has redesigned territories, realigned quotas, and constructed sales compensation plans to provide the best opportunity for reps to optimize their selling time – and for clients to make their number. Adam builds deep relationships with his clients to ensure the solutions built are successfully executed and implemented, achieve company growth targets, and enable reps to reach their full potential.


    Areas of Expertise
    • Sales enablement
    • Sales process design
    • Market and competitive intelligence

Note: This list is sponsored and is organized in alphabetical order; no priority or ranking is implied.

Are you a candidate for the next Leading Sales Consultant listing? Email Gerhard at gg@sellingpower.com for details.