Our guest today on Sales on Sales is world-known author and sales enablement thought leader, Tamara Schenk, who joins us from Wiesbaden, Germany.Tamara is an advisor, keynote speaker, and author.  In 2018, she co-authored the book, Sales Enablement: A Master Framework to Engage, Equip, and Empower a World-Class Sales Force, published by Wiley with co-author Byron Matthews.Tamara initially learned her sales enablement chops as a practitioner at T-Systems International (the parent company of T-Mobile here in the USA) and was Research Director at both MHI Research Institute and CSO Insights, formerly a division of Miller Heiman, now Korn Ferry.Currently, she provides sales enablement consulting through Bartlett Schenk & Company at www.bartlettschenk.com, serves as Strategic Advisor for Showpad; and she also mentors individuals on their journey to self-actualization at www.fieldmastery.com.In this conversation, Tamara reveals that:The days of presenting 15 slides on “our company and our products” are gone - sellers need adaptive skills that enable them to take the buyer on an interactive journey with branching paths.Sellers should avoid asking buyers, "What do you want?" because it leads to every solution being a custom solution.Sellers should ask buyers, "What will help you improve your business results?" and then move down a funnel of discovery to define the precise value proposition at the end of the process, rather than the beginningVirtual sellers need to be able to provide energy, interactivity, and personalization to sales interactions, which are likely to be shorter in duration, with smaller groups.Having a formal Sales Enablement Charter has been the #1 takeaway from her book, because enablement succeeds when business and sales strategies are aligned with enablement activities and correlated with results. The “professional symphony” of cross-functional collaboration is the central challenge of sales enablement.To “win over” sales leaders, enablement professionals should be humble and listen to the people who sell every day. People who come from the sales organization are well-suited to sales enablement roles because they have credibility with sales. Sales and marketing team members should learn more about each other’s roles by having "day-in-the-life" experiences with their counterparts.