Trust Enablement's Podcast - Coffee, Collaboration, and Enablement
239 episodes - English - Latest episode: over 2 years ago - ★★★★ - 8 ratingsWe are retiring our podcast to make way for the next generation of phenomenal humans. We hope you enjoy the library we have created and find value in it for years to come.
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Episodes
Team of One - From CS Enabler to Revenue Enabler
January 21, 2022 12:00 - 34 minutes - 46.8 MBDevon McDermott sits down with Mia Swift to discuss her journey from a team of one Customer Success Enabler to a Revenue Enablement Professional. They discussed many great points including: - Challenges with CS metrics. - Learning how to set, collaborate, and communicate priorities using big rocks, stones, and pebbles. - The importance of taking the time to communicate clearly and concisely. And tons more insight and value throughout. Support the show
Greg Kotovos shares his on Kwanzoo and being a small business CRO
January 05, 2022 15:00 - 27 minutes - 37.8 MBGreg Kotovos is the Chief Revenue Officer at Kwanzoo. Greg joined The Collaborator to discuss his journey to CRO and his work in providing insights on building an open go-to-market platform. Greg shared great insights, including: Insights on Kwanzoo and why he joined the team. Kwanzoo is a smaller ABM platform that aligns all phases of the go-to-market motion across marketing, sales, and customer success. His rationale for leading GTM operations from a Customer Success first perspective...
Rebuilding the onboarding program at 15Five
January 03, 2022 13:00 - 28 minutes - 39 MBAmanda Yanushefski and Megan Ley joined The Collaborator to discuss their journey to stand up a brand new onboarding program. They discussed: How Amanda decided it was time to hire a new Enabler (Megan) to lead onboarding. How Amanda partnered with leadership to determine the skills and capabilities they wanted to include in onboarding How Amanda collaborated with the entire organization to get others across the business to co-develop and deliver content The onboarding program covers va...
Kevin Mulrane shares his insights on the role of the Chief Revenue Officer
December 16, 2021 15:00 - 26 minutes - 36 MBKevin Mulrane is the CRO of Onramp Invest and Co-Host of the Addicted to Growth podcast. In our conversation, he discussed a lot of great information, like this where we were chatting about the 3 or 4 processes he considers key to staying on track with your goals Creating goals as a unified group between sales and marketing. Talk through, if we fail, why? If we crush, why? Review what numbers mean, not the numbers themselves, every week. Plan ahead. In addition to the amazing lesson...
A chat with Maria Paz Van Thienen - taking a data-driven approach to Enablement
December 13, 2021 13:00 - 16 minutes - 23 MBMaria Paz Van Thienen, Head of Global Sales Enablement at 360Learning, joined The Collaborator to discuss the state of Sales Enablement in France, her program, and how she focuses her efforts. Maria noted that her team only works on projects that fall under these two KPIs: Time to first deal Quota Attainment This requirement gives her clarity when choosing what projects to work on and how to prioritize. Their team size? 3 Enablement professionals. Their tech stack? Salesforce CRM ...
Theme: Growing Your Team & Delegating
November 12, 2021 17:00 - 37 minutes - 51 MBTeam of One Host, Devon McDermott, sits with long-time Trust Enablement friend, Adriana Romero, to dig into the topic of growing your team. Support the show
The use of AI in sales coaching
October 14, 2021 11:00 - 25 minutes - 34.8 MBThis week, Pooja Kumar spoke with Dheeraj Prasad from Nytro.ai about the benefits of using AI in Sales coaching. Here are some highlights: - AI does not replace the Human Side of the coaching rather it helps augment the coaching with intelligence to get better results - Some benefits for using AI in sales coaching: * The biggest ROI for AI in Sales coaching is the amount of time it saves from sales managers * It builds confidence in a rep by allowing them to practice in a safe environ...
The Global State of Sales Enablement
October 07, 2021 11:00 - 50 minutes - 69.6 MBThe Trust Enablement leadership team, plus good friend Felix Krueger, set down for a first-of-a-kind global roundtable on the state of sales enablement. Coming from the Northern and Southern hemispheres, from the East and the West, we shared our perspectives on the State of Sales Enablement from each of our regions and globally. There was a lot of great insight, anchored around insights recently shared from Felix. Give a listen to learn more from the team. John Moore - The Collaborator -...
Team of One - Building a Business Case for Headcount
September 29, 2021 09:00 - 28 minutes - 39.4 MBIn this conversation with Devon McDermott, Carissa Thomas, Director of Sales Enablement at Pendo.io, will share her insights on how to grow an enablement function from a team of one to a team of many--including how she built an enablement center of excellence and prepared her organization for the implementation of a robust enablement ecosystem! Support the show
It's time to put an end to negative selling tactics
September 15, 2021 10:00 - 15 minutes - 21 MBI am growing concerned. 💡 The rise of negative selling, due to too much pressure, too little education and support, negatively impacts business performance and the mental health of both buyers and sellers. Give me a listen and let me know what you think. Will you join me in making a stand against negative selling? Support the show
The biggest failure of onboarding programs
September 13, 2021 23:00 - 31 minutes - 43.4 MBWhat do 'Baby Shark' and Enablement have in common? Nothing! But now you have the earworm too :-) Adriana Romero and Pooja Kumar had a fun conversation, full of insights on how you can make sure your onboarding programs are successful. Lots of great information from their experience and the experience of other excellent enablers here. Just a few of the highlights are - You are still dating when onboarding so make sure you are making a good impression. Consider the details you are putting f...
Enablement - focus on yourself, your teams, and the jobs that matter
September 11, 2021 14:00 - 12 minutes - 17.4 MBWhat do these two adorable dogs have in common with many Enablement teams? 👉 They will run around non-stop trying to make everyone happy, forgetting to eat or sleep until they are too exhausted to go further. My Enablement friends and teammates, please consider the following: 💡 Put yourself on your priority list with mental and health breaks. You deserve it. 💡 Focus on business impact. Are you clear WHY you are doing a certain activity and HOW it will help your business? If not, don't do...
The Sales Velocity Equation - A tool for good and evil
September 08, 2021 22:00 - 25 minutes - 34.8 MBIn this episode, Africa Regional Host Dave Nel joins Trust Enablement Customer Council Member Petek Hawkins and Greg Stockton, CEO of Prosperity, a Financial Planning firm in Dubai, to explore the Sales Velocity Equation. What is the Sales Velocity Formula? The formula measures how quickly you are bringing money in the door and is calculated by taking the product of the number of opportunities, deal value, and your current win rate and dividing that value by the average deal cycle length. ...
Matt Compton discusses FILO, SKO, onboarding, deal rooms, and a bit more.
September 08, 2021 11:00 - 27 minutes - 37.6 MBWhat a great conversation with Matt Compton over at Filo.co! While I don't promote any vendors I love the way Matt and the FILO team are thinking about the virtual/hybrid world that is our norm, and how to best support key enablement and sales activities like: - Sales Kickoffs - Executive Briefings - Onboarding - Deal Rooms If you are in #salesenablement, give a listen to get your thoughts flowing. Thanks to all who attended, and especially to Bob Dozois who for the conversation in chat! ...
Smart onboarding tips from the enablement team at Melio
September 02, 2021 11:00 - 10 minutes - 14.1 MBIn this episode, Petek Hawkins is joined by her colleagues, Emma Rosen and Monica Murphy, to discuss onboarding from their experiences at Melio and beyond. You'll hear them discuss: What is challenging for revamping an existing onboarding? Who are your key stakeholders? What is top of mind for the revenue leaders? How do you show success to business? Keep listening and remain curious. Support the show
Are you taking your buyers seriously?
September 01, 2021 13:00 - 9 minutes - 12.8 MBIn today's conversation, The Collaborator puts forth a challenge around how to work with buyers to truly approach them with a servant-leader mindset. The ideas being shared are not new, in fact, they are decades old and based upon work created by Sharon-Drew Morgen. Give a listen and remain curious. Support the show
Hiring and preboarding Enablement teams
August 26, 2021 21:00 - 12 minutes - 16.8 MBDave Lichtman, Founder of of Enablematch, Rockstar of Recruiting Enablers, joined us for a private event in our community, focused on sharing insights and tips for Enablement Managers looking to hire and preboard Enablers. The Collaborator shares the highlights in this recording, including: 👉 Tips for managers on how to think about their hiring needs. 👉 Great questions for both managers and job searchers to ask during the interview process and the use of projects/presentations. 👉 Preboa...
German/Deutsch - New Work, New Performance, Enablement und Onboarding
August 20, 2021 12:00 - 33 minutes - 45.4 MBIn Anlehnung an das Schwerpunktthema des Monats August sprach ich mit Benjamin Rolff über "New Work, New Performance" und dessen Auswirkungen und Bedeutung für das Onboarding. Hören Sie hinein und finden Sie antworten zu Fragen wie Was genau ist New Work und sind wir bereits in diesem Zeitalter angekommen Was verbirgt sich hinter New Performance Welche Herausforderungen und Chancen ergeben sich für Unternehmen Wie lässt sich dies auf Enablement und Onboarding umlegen Support the show
Team of One: "Building an Enablement Function" w/ Katie Williams
August 19, 2021 17:00 - 21 minutes - 28.9 MBIn this episode of Coffee, Collaboration, & Enablement Team of One - Devon McDermott talks with Katie Williams about her experience building an enablement function from the ground up with a focus on working with leaders, and internal stakeholders to build, launch and elevate the enablement function. Katie does a brilliant job of sharing: What's worked over the course of the first 8 months of her team-of-one journey. Lessons learned during her team-of-one journey. Lots of lessons learned ...
A 360 degree approach to onboarding sellers as humans
August 17, 2021 17:00 - 18 minutes - 25.4 MBAfrican Regional Host, Dave Nel, sat with Alan Versteeg, CRO at Growth Matters, to take a broad, 360 degree view of onboarding. One of the key messages right out of the gate in this conversation is that onboarding often doesn't work because we don't define the role properly (not the job description), but the key responsibilities like these for a seller: Build the right relationships Have relevant conversations Create value Align outcomes To deliver on these responsibilities, break down...
Tips to onboard your Millennial Sales teams. Starting them off right!
August 16, 2021 13:00 - 30 minutes - 41.6 MBMichael Teoh is the Founder of Thriving Talents, a company that consults and trains youth talents in organizations and universities to succeed in life and work. Last week, Michael shared his insights on how to engage and onboard a Millennial sales force and start them off on the right way in your organization. Michaels 3 tips to make your onboarding programs successful: 1) Give them Clarity - on goals - understanding themselves - on what is expected 2) Develop Mastery - Sales skills - Sof...
Establishing and building Trust in Enablement
July 23, 2021 12:00 - 24 minutes - 33.2 MBDave Nel, Petek Hawkins, and John Moore (The Collaborator) explore the Trust Equation and how it impacts the approaches Enablement teams take in establishing trust internally with their stakeholders. Support the show
Balancing Client and Seller focus in Enablement
July 22, 2021 11:00 - 24 minutes - 33.2 MBSapna Sulaya, Partner Middle East & India at Global Performance Group, joins Africa Host, Dave Nel, to discuss the the WHY and HOW for Enablements focus on both internal (sellers) and external (clients). Sapna notes that she is seeing more and more focus on customers in the Enablement space. Why? Customers no longer compare banks to one another, they compare them to platforms they use elsewhere like Amazon and Netflix. The trick for the business, and Enablement specifically, is to align...
Sales Coaching Insights from Jenna Jefferies
July 09, 2021 12:00 - 31 minutes - 43.2 MBJenna Jeffries sat with Africa Regional Host, Dave Nel, to go deep into the world of sales coaching. They covered a lot of ground including: The 70/20/10 development model 70% of knowledge comes from experiential learning (doing it) 20% from social learning (coaching, networking, mentoring) 10% from formal learning (courses, training programs) The latest Global Coaching Report from ICF. ICF Global Coaching Report Take away #1 - The number of managers and leaders using coaching has nearl...
Using MEDDIC for sales success
July 07, 2021 15:00 - 30 minutes - 41.7 MBThorsten Stiller, EMEA Senior Sales Consultant, Sales Planning & Strategy Dell Technologies | Field Sales Enablement, joined DACH Regional Host, Britta Lorenz, to discuss the power of MEDDIC. What is MEDDIC? It is a framework for discovery where the letters stand for: Metrics - What are the #s driving the deal? Economic Buyer - Who are we impacting with this deal? Decision Criteria - What is the prioritized list of criteria that will guide who the prospect buys from? Decision Process -...
Running a scalable social selling program
July 01, 2021 00:00 - 18 minutes - 25.6 MBNeha Dhanuka is a Global Social Selling program manager at Infosys. She speaks to Pooja about what needs to be done to create a social selling program at scale. Key aspects to consider when building a social selling program - Perception - Linked In is still perceived by many as a job-hunting platform and it's important to educate sellers on the use of this as a tool to engage and build relationships with people. - Learning - train on how to use the tool effectively - Role-based programs - ...
Developing coaching capabilities in leaders
June 28, 2021 12:00 - 31 minutes - 42.8 MBSoni Bhattacharya is the founder of The Painted Sky and a Master Certified Coach with a passion for developing coaching capabilities in leaders. Key takeaways - - The understanding of coaching is evolving among business leaders - It is becoming a skill that is more valued and one that - to develop a coaching culture it must start with the leaders There are several stories of business success that she shares and even a couple of tips for leaders to get started with developing their own coac...
Going for gold in Sales, what we can learn from sports! Helping individuals
June 17, 2021 11:00 - 31 minutes - 43.6 MBDaniel Robus, Go To Market Executive & Facilitator and Bryan Difford, NTT Ltd. Sales Director - UK & Ireland, join African Host, Dave Nel to explore the intersections of sports and sales and what sellers can learn at that intersection. As we explored the overlap between sales and sport, the following key points were discussed: The importance of work life balance in your overall success. How structure will enable more productivity across the various aspects of your life (family, work, spor...
Sales Coaching from Concept to Practice
June 16, 2021 11:00 - 29 minutes - 40.5 MBLipika Subbiah is the Head of Sales Enablement for Linked In. She has recently kicked off a sales coaching program herself and shares her thoughts on how to operationalize it. Key takeaways 1) creating a peer-to-peer coaching system/ by introducing coaching to everyone and allowing them to experience it. 2) Coach the Coach - not just training sales managers, but creating a process to support them while coaching and make them stronger coaches 3) Process - Lipika talked about the ABC coachi...
Lessons learned as we hand off hosting of the UK and Ireland to Rebecca Bell
June 03, 2021 12:00 - 39 minutes - 54.7 MBRebecca Bell takes the hosting reigns for UK and Ireland in her first episode, sitting down with former host, Dr. Jeremy Noad. The show primarily focused in on the lessons Jeremy learned from the sessions over the course of hosting these shows but also reviewed his approach to Sales Effectiveness at Linde. Jeremy's team is not trying to be all things to all people in the business. Instead, they focus on the following 3Cs: 👉Coach in business 👉Collaborate on projects 👉Concierge Service Do...
"Will it work here?” Localizing social selling programs for APAC.
May 27, 2021 17:00 - 30 minutes - 41.6 MBAnna Rokina is an expert in social selling and the founder of Smart Social. She works with B2B GTM teams who want to transform their sales process, adding social selling to the mix and helping them with the adoption of new tactics and getting business results. In her conversation with Pooja they discussed - - Social selling is important and it's about building your brand and TRUST with your prospects. -Top tips on how we can localize social selling efforts in APAC and why that is importan...
Larry Long Jr discusses sales as a team sport
May 27, 2021 12:00 - 16 minutes - 22 MBLarry Long Jr. is the (Founder of LLJR Enterprises, focused on Keynote Speaking and Sales Coaching, to help individuals and organizations elevate their game to that ‘next level’) Director of Collegiate Sales at Teamworks and he will be stopping in to discuss the concept of sales as a team sport. Larry joined The Collaborator to bring his deep insights, and high energy, to the topic at hand. 👉Collaboration is key and it must be driven from the top down. 👉How do you hire for great team coll...
Effective Sales enablement in a virtual world
May 21, 2021 12:00 - 25 minutes - 35.7 MBDeepkaran Singh Ahuja is an enablement specialist with Tech Mahindra and focuses his efforts on microlearning strategies to support their sales teams. In this conversation he had with Pooja Kumar, they covered: 1) The need for a stronger enablement team and strategy that was born out of the challenges that the pandemic has created around the world. 2) Deepkaran and enablement colleagues were asked to interview reps/ sales leaders and ideate on enablement solutions that would support them b...
Design thinking and it’s impact on Sales
May 13, 2021 12:00 - 37 minutes - 51.5 MBDesign thinking is a process for creative problem-solving. It has a human-centered core. It is used to solve problems in organizations and is can specifically help sales and marketing teams. Pooja spoke to the experts from HumanInc about this methodology can create a truly connected customer experience and impact sales significantly. Key takeaways 1) Design thinking helps orient sellers to their customer's business problems and focus their products and services to deliver more value to thei...
How the Reporting Structure of Enablement Impacts Outcomes
May 12, 2021 12:00 - 23 minutes - 32.7 MBIn this session, Shamis Thomson, Global Manager of Sales Enablement at Hootsuite, stops back in to chat with The Collaborator Shamis will share his thoughts on Enablement when run in Enablement, Product, and then Sales. When not in a direct revenue-generating team you often have the opportunity to be more strategic as not heavily focused on the day to day. The downside, you are further away from that team you are supporting and harder to influence the team in their day-to-day. When a par...
Developing productive sales systems in Cameroon, Africa, and Beyond
May 04, 2021 12:00 - 32 minutes - 45.1 MBJavnyuy Joybert, Business Growth & Operations Design Trainer, Consultant & Entrepreneur, joins Dave Nel, Regional Host for Africa. Javnyuy will explore sales in Cameroon, the pathway to building successful sales systems, and more. Javnyuy shared his journey from a small town in Cameroon, paying for his University training, then returning to his village and starting a training program to educate those in the local area, and then throughout Africa. Javnyuy also spoke about the challenges in ...
James Palin explains the power of the 7 minute training session
May 03, 2021 12:00 - 30 minutes - 42.1 MBJames Palin, Senior Sales Training and Development Specialist (EMEA), at SAS, joined Regional Host, Jeremy Noad, to explore the 7 minute training session and more. James shared insights on the 7 minute training session, modeled after the 7 minute briefing model the FBI had used. At a. high level. Students are given pre-training materials to prepare for the training. The briefing is very focused on one take away. Post training work provided. James admits he had a healthy dose of skeptic...
Thoughts on the situational coaching with Ben Gaston
April 29, 2021 16:00 - 25 minutes - 35.3 MBBen Gaston, Sales Director for Toshiba in the UK, set with Regional Host, Dr. Jeremy Noad, to explore situational coaching (along with many other sales leadership related topics). Ben spoke to the fact that, while there is value in generalized training, the recognition that each seller has different needs, is part of the reason why coaching is so important and critical to sales team success. Give a listen to Ben and Jeremy as they explore these topics. Support the show
Bill Walton discussing AI-inspired prospecting
April 28, 2021 12:00 - 26 minutes - 37.1 MBBill Walton is the Executive Vice President of Sales- Digital Sales Enablement at Ascend Advisors. Bill joined The Collaborator to discuss AI-inspired prospecting. Lots of good insights from Bill, but especially loved his MAIN approach. MAIN (Market do they operate in, Account - the company they work for, Individual - them, Network, where are they speaking and sharing value, what are they talking about). Give a listen and remain curious. Support the show
The difference between Sales Training, Readiness and Sales enablement
April 25, 2021 14:00 - 36 minutes - 49.9 MBNK Chari from Streamz AI breaks down the difference between- Sales Training, Sales Readiness, and Sales enablement. These terms are often used interchangeably but actually serve different purposes. They are in fact 3 different parts of the maturity curve to drive results for businesses. 1) Sales Training - sales or product training help sales get ready for conversations with their customers. 2) Sales Readiness -Measures the capabilities of the sales rep and allows the leadership the visi...
No Pressure Prospecting - with Florian Gottschall
April 22, 2021 12:00 - 33 minutes - 46.4 MBFlorian Gottschall, Sales Readiness Manager at WalkMe, joined DACH Regional Host, Britta Lorenz to discuss no pressure prospecting. Florian's key thoughts revolve around Listening with the intent to understand. Building trust Throughout this conversation, Florian and Britta discuss several stories and share many insights. Give a listen and remain curious. Support the show
Dr Mark Hollyoake shares his thoughts on Trust in sales
April 19, 2021 12:00 - 25 minutes - 35.6 MBDr Mark Hollyoake, Founder, Director & Head of Business Capability, at Customer Attuned, joined Regional Host, Dr. Jeremy Noad to discuss the topic of trust in sales. Dr. Hollyoake has studied this topic in depth as part of his doctoral efforts. Sales must make themselves more vulnerable to their buyers. Over time, through ability, credibility, and the way we work together you must create mutual value. Trust is not built quickly. The role of sales is to mitigate and reduce risk in the r...
Shauna MacNeil on being the Enablement Glue
April 18, 2021 13:00 - 24 minutes - 33.9 MBShauna MacNeil is the Global Sales Enablement Team Leader at Nokia. In this conversation with The Collaborator, Shauna shared her insights on being the cross-functional glue for the organization. Shauna shared a great example of why this is so important for the business. When she first started her current role, the team was rolling out a new they tool for leads tracking. As the team rolled out the tool, the discovered that they broke lead reporting for the marketing team. The failu...
Katie Williams shares her journey into Enablement
April 17, 2021 12:00 - 26 minutes - 35.8 MBKatie Williams is the Sales Operations and Enablement Manager at Sandler Training. In this session, Katie joined The Collaborator to share why and how she made the transition into Enablement, as well as giving us some insights into what it’s like as a first-time enabler working as a team of one. 1️⃣She shared how her interest was sparked when she had the opportunity to be involved in non-L&D projects in her previous job. 2️⃣She shared her outreach across the community, noting the number of...
Marne Chen (Le Roux) shares what it's like to run Enablement in Africa
April 16, 2021 11:00 - 23 minutes - 31.7 MBMarne Chen, Sales Enablement Lead for Africa at SAP, joined Regional Host Dave Nel to explore how she balances Enablement across more than 50 countries on the African continent. To create a baseline of sales skills, with local competencies added to best support each market: 1️⃣SAP deploys Essentials Sales Learning globally through the four quarters of the year. This training is mandatory for all sellers in the company. The goal? Upon completion of those modules, the sellers are able to ...
Claire Scull and Jeremy Noad talking about Enablement in the UK and Ireland
April 15, 2021 11:00 - 20 minutes - 28.2 MBClaire Scull, Director, International Sales Enablement, at Veritas Technologies, joined Dr. Jeremy Noad, Regional Host for the UK and Ireland, to discuss several different topics, including: As an international sales enablement leader, she recognizes the 80/20 rule whereby 80% of the efforts are common, but 20% is customized down to each regions needs. The importance of enabling the enablers. Women in Sales Enablement (WiSE). Where does Enablement go from here. Give a listen and remai...
Devon McDermott takes on the Enablement Team of One Journey
April 13, 2021 21:00 - 32 minutes - 44.3 MBDevon McDermott is the VP, Enablement & Learning and Development at Persado. In this conversation with The Collaborator, Devon shared her insights on Enablement as a team of one. Some amazing insights around topics such as: 1️⃣Tips for interviewing for Enablement roles for teams of one. 2️⃣Insights for getting started with Enablement as the team of one. 3️⃣The importance of educating the team around you about what Enablement does, and does not, do. Give a listen and remain curious. Su...
The Case for Sales Enablement
April 09, 2021 12:00 - 29 minutes - 41.2 MBPooja spoke to Chatur Grandhi who is the Director for Inside Sales for Asia Pacific for the International Workplace Group. They offer 'workplace as a service' and flexible office solutions. Chatur has manages sales teams in a variety of industries across asia pacific. Key areas discussed - 1) What makes a good Salesperson 2) cultivating customer-centric sales teams 3) Chatur's perspective on Sales enablement based on his experience....and how it compares with driving out on an open road ...
Thoughts and insights on cross-functional collaboration with Dan Stratton
April 07, 2021 12:00 - 26 minutes - 36 MBDan Stratton is the Director, Sales Acceleration & Enablement, at Cisco Meraki. In this session, Dan joined The Collaborator to share his thoughts and insights on cross-functional collaboration, a cornerstone to success with Enablement. While there was a lot of great advice, this is one I'm personally stealing for my own use Color code your meetings on your calendar so. you can easily look back at a week or month and see how you've spent your time. Use it for customer meetings, internal ...
On the need and power of Product Enablement - with Matt Cohen
April 04, 2021 15:00 - 23 minutes - 32.3 MBMatt Cohen is the Enablement Manager at Workfusion and formerly the Product Enablement Leader at Seismic. In this session with The Collaborator, Matt provided a great overview of the power of Product Enablement. Training on products Facilitating internal launch of new releases How to position products in the market Listen and learn how the role differs from product/solution marketing, building alignment from front to back of house and vice versa, and much more. Give a listen and remain ...