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
The role of Revenue Enablement in supporting Customer Success
October 20, 2020 19:00 - 29 minutes - 40.7 MBEmily Garza is the AVP of Customer Success at Fastly. She sat down with The Collaborator to explore her experiences in sales, enablement, and customer success and how Enablement can best support customer success, and therefore your customers, in their journey. Key tips include: 1️⃣The importance of partnering with, and leveraging the support of leaders in the customer facing teams. 2️⃣How to leverage your current efforts to provide training and content to sales, to repurpose it for custo...
How to effectively apply comms to Enablement to better roll out information to teams
October 19, 2020 16:00 - 33 minutes - 45.6 MBRebecca Bell is the Assoc. Director, Global Sales Enablement at IQVIA. In this session with The Collaborator, Rebecca explored how an understanding of comms can transform your revenue enablement efforts. In addition, we explored: 1️⃣ The importance of audience mapping, both internally within the business but also externally as you consider various members of the buying committee. 2️⃣ The importance of measurement, the ease of leading indicators and the challenges with, and importance of ...
What your CRO is really thinking about right now
October 17, 2020 12:00 - 34 minutes - 47.8 MBStephanie Cox is the VP of Sales and Marketing at Lumavate. In this conversation with The Collaborator we explored what CROs like Stephanie are focused on right now. This included topics like: 1️⃣Effectively driving change in the organization. 2️⃣ Keeping teams aligned when they are remote 3️⃣ Training approaches for revenue enablement teams to consider And even a rant on MQLs. :-) Support the show
Retention strategies and tactics with Phil Chew
October 15, 2020 16:00 - 34 minutes - 47.3 MBPhil Chew was formerly the Sales Skills Learning Directory at Refinitiv and Thomson Reuters and is now taking on the world working as a consultant at BPM Works and delivering training with Global Performance Group. In this conversation with The Collaborator, Phil focused on retention strategies and tactics any business should consider using. Amongst the topics covered include: 1️⃣ When does the retention strategy/process begin? 2️⃣ How the retention process works with account planning. ...
A look at Enablement in Real Estate
October 14, 2020 18:00 - 33 minutes - 46.5 MBSarah Cannistra is the Chief Learning Officer of The Overnight Trainer, a program that trains subject matter experts on how to become better trainers. Over the past 8 years, she has built training departments for several real estate companies as they doubled and tripled in revenue. Sarah and The Collaborator talked about her journey from being a subject matter expert to leading training strategy and development for several different companies. We talked all things learning and sales enablem...
Scaling your sales system for growth
October 14, 2020 12:00 - 29 minutes - 40.5 MBDamian Thompson is the Founder and Chief Scale Officer at VPSales as well as the Co-Founder and Chief Sales Officer of LeadFuze. Damian focused on how the use of Revenue Operations can help you scale the sales system from PM Fit to Scale. The conversation was chock full of insight and included topics such as: 1️⃣ What do you look for, and how do you hire, your first revenue operations teammate 2️⃣The importance of remembering the WHY behind your technology choices and the importance of ...
The power of diverse teams to create amazing results
October 13, 2020 18:00 - 32 minutes - 45 MBBlaire Hervey is the Sales Productivity & Readiness Lead, Digital Native Business & Games, at AWS. In this conversation with The Collaborator, she share her thoughts and insights on the power of diverse teams to drive big results, as well as how we can do a better job of recruiting, nurturing, and growing teams that are more diverse. Amongst other things, we explored: 1️⃣ How we need to open up our approaches on how, and where, we recruit for talent in our businesses. 2️⃣ The types of re...
The overlap between comedy writing and sales messaging
October 12, 2020 19:00 - 31 minutes - 43.4 MBJon Selig is a former seller turned comedian and sales trainer. He joined The Collaborator to explore why the process of writing jokes helps sales reps better learn about their buyers, why they matter to them, and how they can transform that into icebreakers that help them have more and better conversations. We also explored: 1️⃣ How the process of writing jokes helps sellers trigger their buyers' emotions so they can start more conversations. 2️⃣ How failure, self-awareness, and a desir...
Dionne Mischler shares her thoughts on hiring and growing inside sales teams
October 10, 2020 13:00 - 30 minutes - 41.6 MBDionne Mischler is the CEO and Founder of Inside Sales by Design, CEO of Salesclass.io, and advisor extraordinaire. She joined The Collaborator to share her thoughts on how to hire and grow a great Inside Sales team, while balancing that with a clear understanding of the importance of humanity and empathy in all we do. Give a listen as even the dogs and cats shared their opinion during this episode. Support the show
How sellers can maximize their efforts with email
October 09, 2020 12:00 - 27 minutes - 38.5 MBKristina Finseth is the Growth Marketing Lead at Interseller. During this conversation with The Collaborator , Kristina dug into: 1️⃣Her thoughts on Enablement from the marketing perspective. 2️⃣ How a year in sales influenced her view on marketing and enablement. Hint: More collaboration to deeply understand the needs of the sellers and the customers they support. 3️⃣ A reminder that marketing must “Drive revenue, not MQLs.” AMEN!! Give a listen to learn more about these topics and ...
Fred Diamond reminds us what it means to be a professional
October 07, 2020 21:00 - 24 minutes - 33.8 MBFred Diamond is the President and Co-Founder for the Institute for Excellent in Sales. Fred joined The Collaborator to explore how we remain credible and create value in the short term and where we should focus so that we deliver insights to the community. As we explored the topic, Fred reminded us that professional practitioners and leaders take their careers into their own hands, that includes: 1️⃣ Seeking to understand our own gaps, identify how we can close them, and seek to be a li...
Why do so many demos go so badly?
October 06, 2020 19:00 - 29 minutes - 41.1 MBEd Jaffe is the Founder of Demo Solutions. In this session we spent time exploring the top reasons for demo failures and how to avoid them. For those of you that want to read the original blog post on topic of demo fails, check it out on Ed's site, but we did spend time discussing: 1️⃣ Slow your roll. Stop spending time talking about how great you are. Seek to understand your customer and their needs. Remember, it's about them. 2️⃣Narrating the demo. Stop reading the slides and stop ...
Why are we launching the series on equity, inclusion, and belonging
October 05, 2020 14:00 - 31 minutes - 43.2 MBRoderick Jefferson, Tamara McMillen, and The Collaborator kicked off the launch of this new series by both sharing their thoughts on equity, inclusion, and belonging, but also by sharing why this matters so much now. In addition, Roderick provided a framework for businesses and individuals to use to begin addressing these challenges and lead to a better world, a better human people. You can access this framework right here and begin putting it in action today. http://ccsepodcast.com/wp-...
Managing enablement at scale in a highly regulated industry
October 02, 2020 19:00 - 31 minutes - 43.5 MBKareem Kombarji is the Senior Vice President - Head of Sales Productivity & Digital Enablement, Global Commercial Bank at Citi. In this session with The Collaborator, Kareem explores how he creates a scalable, data-driven, decision making process for enablement enablement environment. Key topics included: 1️⃣A focus on the moveable-middle, your B players. Delivering them the right tools, processes, and support. 2️⃣Importance of process reviews as a means of uncovering challenges and loo...
An overview of enabling the SDR role with Eddy Morris
October 01, 2020 16:00 - 31 minutes - 42.9 MBEddy stopped in to provide us an overview of SDR/BDR/ADM Enablement (building programs, onboarding, skilling towards sales roles, culture, partnering with Stakeholders, etc.). Stay tuned as Eddy will be back again at the end of the month to go deeper, but in this episode we did learn a great deal about how their broad, Revenue Enablement based approach, is building alignment between teams and fostering a more collaborative and successful environment. Support the show
Aiding junior sellers in career development and improving their sales skills.
September 30, 2020 16:00 - 33 minutes - 46.7 MBHeather Reed is the Director of Sales Development at LogicGate. Heather stopped in to chat with The Collaborator about career development and coaching of reps who are fairly junior in their careers. There was an amazing amount of insight. The one that stuck most with us was the development of the SDR to AE training program. This program focused on closing the skills gap that lay between the SDR and AE role, here is how she delivered it successfully. Partnered closely with sales leaders ...
Pam Didner stops by to share her insights on marketing and sales alignment
September 29, 2020 20:00 - 27 minutes - 37.3 MBPam Didner is the Founder of Relentless Pursuit, a passionate B2B marketer, and an author of 3 books: Global Content Marketing, Effective Sales Enablement, and the Modern AI Marketer. Pam shared her insights on how to tighten up marketing and sales alignment based upon her years of experience on the marketing side of the house. Support the show
Nick Saunders shares how he is effectively enabling the entire revenue organization
September 28, 2020 18:00 - 30 minutes - 41.5 MBNick Saunders, who runs revenue enablement at Mimecast, shared his journey from sales to revenue enablement. In addition, he gave us a lot to consider he explored the following topics while chatting with The Collaborator. 1️⃣ The scalability of impact and reach by focusing on the managers. 2️⃣The importance of building change management into the entire process. 3️⃣How he has structured his global team, job titles, and approach to both tactical and strategic work. and, as always, much mo...
Britta Lorenz discusses enablement in Austria, and beyond.
September 25, 2020 16:00 - 26 minutes - 36.9 MBBritta Lorenz is a Sales Department Manager and Customer Success Partner at PDAgroup. The 3 keys for success in enablement, based upon our conversation with Britta: 1️⃣ Collaboration and communication across and throughout the business. 2️⃣ The importance of playing that key role of facilitator/organizer/orchestrator of change. 3️⃣ A comfort level with challenging ourselves and others to always get to the WHY of what we are doing. Activities (strategic and tactical), must tie to business...
Enablement in the startup and accelerator world.
September 25, 2020 12:00 - 20 minutes - 28.5 MBBrian Denenberg is a Sales advisor, mentor and investor. During this session, he set with The Collaborator to explore his insights and perspectives, based upon his work at Techstars and Agile Sales Method, on what sales teams need today to be successful at this early stage of growth. Support the show
Thoughts on how we shape future enablement executives
September 24, 2020 16:00 - 28 minutes - 39.4 MBYarun Nahar is the Head of Enablement & Learning Solutions at Facebook in the UK. Yarun and The Collaborator will spent time discussing how to grow the next generation of Enablement execs. Yarun's background, across sales, marketing, product marketing, and now to Enablement have provided her visibility into the entire revenue engine and towards how we best enable our customer-facing teams. Great insights and reminders include: 1️⃣ Enablement is one piece of the business, you must collabo...
Inside Revenue Enablement - Perspectives from the journey at Flexera
September 23, 2020 21:00 - 35 minutes - 48.1 MBLouise McNeill is a Senior Revenue Enablement Manager at Flexera. In this conversation with The Collaborator, we explored her enablement journey, which started nearly 8 years ago when sales enablement was beginning at Flexera and has now taken her to the next logical step, Revenue Enablement. We spent time digging into how the team is: 1️⃣ On-boarding multiple customer-facing roles. 2️⃣ On-boarding and training new enablement teammates. 3️⃣Measuring success at the activity level and at ...
A Chief Sales Enablement Officer shares insights from the top
September 22, 2020 23:00 - 39 minutes - 54.9 MBMary Tafuri is the Chief Sales Enablement Officer and VP - IBM Cloud & Cognitive SW at IBM. Mary gave us much to consider: Humble leadership, something to consider about the enablement career path, and a focus on creating truly transformative models leveraging a lot of design thinking principles. A simply summary of the principles? Create a collaborative working relationship both across the customer facing teams you support but also throughout, and even outside, of your business. The r...
How a background in education taught this Enablement leader to succeed
September 21, 2020 19:00 - 31 minutes - 43.2 MBShannon Hempel, M.Ed. came out of school with a degree in Education and followed it up, a few years later, with a M.Ed in Educational/Instructional Media Design. During this conversation with The Collaborator, Shannon discusses how this background has shaped her approach to enablement and shares some great tips we can all learn from. During this conversation, Shannon shared a number of great insights, but two that I want you to take away if no others: 1️⃣ Take a look at WiSE (Women in Sal...
What does Revenue/Sales Enablement look like in India?
September 18, 2020 15:00 - 24 minutes - 33.4 MBSrividhya V.S., Global Head - Sales Effectiveness & Enablement at Infosys, stopped in to share insights about enablement in India and share insights on programs like her Sales Leader Simulation and Development program. In addition to the gamified sales leadership training program, which is leading to better trained leaders, Srividhya and The Collaborator discussed: 1️⃣ A cognitive search platform that they created to better surface the right information, at the right time, to their seller...
Stacey Justice talks about rolling up your sleeves to drive positive business outcomes
September 17, 2020 18:00 - 23 minutes - 32.3 MBStacey Justice joined The Collaborator to share how her enablement team is remaining focused on business metrics to create a truly transformational enablement program. During their session, Stacey shared information such as: 1️⃣ How projects and ad hoc requests are prioritized against business metrics to ensure they do the right work. 2️⃣ How she has structured her team of 8 enablement practitioners. Each practitioners is a lead to a specific sales team as well as has expertise, and sha...
Spencer Wixom talks about driving change via methodologies and tools
September 15, 2020 20:00 - 32 minutes - 44.4 MBSpencer Wixom is the Senior Vice President of Marketing & Business Development at Challenger. He stops in to share his thoughts on the importance of methodologies and how you can drive adoption to drive results. While Spencer and The Collaborator covered a great deal of ground, one area that stood out was the discussion around skills and competencies. Spencer noted that a year or so back he did research with a large data set of seller characteristics (as evaluated by their managers). The ...
How Enablement leaders can positively impact and shape an individuals development
September 15, 2020 20:00 - 34 minutes - 47 MBSusan Dumbauld is the Vice President of Partner Strategy at MX. Susan stopped in to share her insights on personal and team career development. Among other tips, she discussed the use of a Talent Profile to capture team member’s strengths and opportunities. It was a simple two-page PPTX – First page was all about the individual – likes, family, friends, hobbies, passions, etc. Second page had five key areas – current responsibilities, 2-3 strengths and opportunities aligned to our comp...
Running a successful virtual SKO
September 14, 2020 19:00 - 21 minutes - 30.1 MBVictoria Sexton is the Manager of Global Sales Enablement at SAI Global and recently ran her first virtual sales kickoff. She stopped in to share her tips on how an enablement team of one can create a successful virtual SKO for a team of nearly 500. A few tips: Keep it short and sweet Pre-record information when applicable Choose the right platform Invite EVERYONE! Be kind to yourself Don't go it alone. Victoria also wrote a blog post to flesh out these tips a bit further, check i...
The ServiceNow award-winning data-driven sales productivity approach
September 14, 2020 18:00 - 33 minutes - 45.4 MBPhilip Aaronson and Gregory Moore stopped in to share their work on data-driven sales productivity at ServiceNow. Their work has been recognized by Brandon Hall where they won the Silver Medal in 2020 for Best Advance in Machine Learning and AI. The good news is this work can be replicated, on a smaller scale, without investing thousand or millions in technology. 1️⃣ Begin by collecting the data you have on your sellers, the deals they are closing, etc... 2️⃣Analyze what the best sellers...
Building enablement from scratch - with someone that has done it 3+ times
September 14, 2020 15:00 - 27 minutes - 37.8 MBSara Dee has built enablement programs from scratch multiple times. In her visit with The Collaborator, she shared what's worked, lessons learned, and a five-step process she uses every time she is starting from scratch. 1️⃣Define a charter 2️⃣Understand the reps/managers world what does it look, feel and sound like 3️⃣Define the sales process and buyer journey 4️⃣Strategically align priorities 5️⃣Align resources - work smartly to scale Support the show
Maggie Callahan chatting about running revenue enablement
September 10, 2020 21:00 - 35 minutes - 48.6 MBMaggie was recently named one of the top women in Sales Enablement by Sales Hacker. She stopped in to chat with The Collaborator about what she's been up to at Convercent where she is running the Revenue Enablement function. 1️⃣She is focused on optimizing the methodologies and practices and empowering people to make the changes required to adopt and succeed with these practices and methodologies. 2️⃣She is part of a small team at the moment, with only her working in Enablement and suppor...
How to really use social media to recruit, prospect, and find real business opportunities
September 09, 2020 16:00 - 38 minutes - 53 MBTim Hughes is the CEO and Co-Founder of DLA Ignite as well as Executive Director of HighChloeCloud. In both cases, these businesses are focused on the social transformation taking place in the business world as a result of social media. In this session, Tim shared: 1️⃣How to replace your recruiting spend with a smart use of social to find the right talent. 2️⃣How to differentiate yourself from the noise on social to truly stand out and find the right business opportunities. 3️⃣The impor...
How LatelyAI is reducing churn to sub 1% while crushing their sales numbers
September 08, 2020 19:00 - 25 minutes - 35.6 MBLauren Turow, Head of Growth at LatelyAI, joined The Collaborator again to provide updates on life inside of a fast growing startup. In this session, Lauren shares: 1️⃣ How LatelyAI has taken their churn rate from 3% to below 1% over the course of the last 3 months by focusing less on process optimization and more on the success of their customers. 2️⃣ That they are now crushing their sales numbers by getting smarter where they invest their sales cycles. A startup is often focused on win...
Thoughts on MEDDIC and Sales Training from Discovery through Negotiation
September 04, 2020 15:00 - 40 minutes - 56.1 MBMeghann Misiak, Associate Director of Go-To-Market Training at Moveable Ink, stops in to chat with The Collaborator about enablement's role in and around the discovery process. Lots of insights from Meghann, including: 1️⃣The power of the MEDDIC sales checklist to help uncover the key pieces of information required to win deals. 2️⃣An approach she used when interviewing for the role at Moveable Ink (and it's one you should use if you are looking for a sales trainer job). 3️⃣The importanc...
Christina Brady stops by to chat about the future of sales
September 04, 2020 10:00 - 26 minutes - 36.9 MBChristina Brady, President at Sales Assembly and Co Managing Director of VentureSCALE, will stop by to chat with The Collaborator about these ventures, the future state of sales, how enablement teams can better support and collaborate with sales, and so on. A few takeaways: 1️⃣ Enablement should partner with ops to identify trends and areas of opportunity. 2️⃣ Customer-facing teams need to work on non-verbal skills Support the show
Susan Savona joins The Collaborator to discuss scaling a global enablement program
September 03, 2020 10:00 - 30 minutes - 42.2 MBSusan Savona, VP, Global Sales Enablement at Monster, will share her insight and experiences about building a global enablement program. 1️⃣ Her team of 4 support between 350 and 400 sellers globally. This is in line with the ratios we are seeing across this series of conversations. The enablement team is made up of people with strong product/program management skills who facilitate and drive enablement projects forward. 2️⃣ 80% of what the team creates is able to be used by the entire...
Real talk about social selling from sales thought leaders, consultants, and authors
September 02, 2020 11:00 - 34 minutes - 48 MBJeff Bajorek and Todd Caponi stop in to chat with The Collaborator on when, and if, social selling is of value to businesses. Note: We did have a couple of network issues at the beginning. Give a listen as their points are spot on. 1️⃣ Selling hasn't changed dramatically over time. Yes, we have more channels, but that doesn't change the fact that the goal is still to help customers understand, and then overcome, their business problems using your solutions. 2️⃣ There are certainly peo...
Is your team Rebound Ready? What can sales, customer success, and Enablement do to get there?
September 01, 2020 10:00 - 28 minutes - 39 MBWhat does it mean to be Rebound Ready? Kristie Jones, Principal at the Sales Acceleration Group, will join The Collaborator to discuss what it takes to be Rebound Ready. 1️⃣ 65-70% of your clients are ready to give a reference but only 11% of sales reps ask for one. Get your reps to ask for that reference. Kristie shares tips on when to ask to maximize results. 2️⃣ The reasons why your sales ops team is more critical than ever right now. 3️⃣ The importance of regularly delivering value...
Supporting seller curiosity through Sales Enablement at Hootsuite
August 29, 2020 11:00 - 31 minutes - 43.5 MBShamis Thomson, Global Manager of Sales Enablement at Hootsuite, shares his insights around mindset and intellectual curiousity. In addition, conversations about: 1️⃣ Building alignment across the organization through collaboration. 2️⃣ Supporting social selling in a social selling company. 3️⃣ Using curiosity to support personalization the right way. Support the show
Enablement in Denmark and thoughts on sales on-boarding
August 28, 2020 10:00 - 26 minutes - 36.6 MBMarie-Louise Dalsgaard, Head of Sales Enablement at Pleo, joined The Collaborator to discuss her on-boarding program as well as to share insights on the state of enablement in Denmark. Support the show
Customer Success Secrets and how Enablement teams can support better outcomes
August 27, 2020 10:00 - 29 minutes - 40.4 MBJen Jortner Cassidy is the Senior Customer Success Manager, LinkedIn Learning. Jen joined The Collaborator to discuss how customer success teams can thrive and explore how enablement teams can support these teams. The following topics were discussed: 1️⃣ What does a customer success manager do? 2️⃣ How do you measure the success of customer success teams and individuals? Support the show
Dr.Jeremy Noad FRSA discusses sales leadership development
August 26, 2020 10:00 - 35 minutes - 49.2 MBDr. Noad joined The Collaborator to share his insights, based upon years of experience and involvement on research, on sales leader development. We covered a lot of ground, including areas such as: 1️⃣ New ideas coming out around sales research that you should consider, or at least be aware of. 2️⃣ How to make new sales mangers successful as they transition from individual contributor to manager. 3️⃣ A new book that's coming out next month. A college textbook, focused on 2nd year college...
Enablement in Germany, enablement metrics, partner enablement and more
August 25, 2020 10:00 - 31 minutes - 43.6 MBKen Millard, former lead of Partner Enablement at Automation Anywhere joined The Collaborator to talk about the state of enablement in Germany, enablement metrics, partner enablement and more. Specifically, they dove into: 1️⃣ The formality of selling in Germany. 2️⃣ Tips on how to improve partner enablement and the importance of streamlining the regular updates to the channel. 3️⃣ The importance of partnership between enablement and operations and thoughts on how to streamline the lives...
Carly Lehner of Axiom shares her tips on the best sales enablement metrics
August 22, 2020 11:00 - 28 minutes - 38.8 MBCarly Lehner is the Global Head of Sales Enablement at Axiom. She joined The Collaborator to discuss her work running a global enablement program, onboarding effectively in the age of covid, and some of the best metrics (and worse) to use for measuring her teams efforts. 1️⃣Carly has a team of two: Carly and Emma (a former BDR); supporting around 150 commercial teammates, about half of which are sellers who carry a quota. 2️⃣At Axiom, Enablement reports to Ops who then reports into the h...
Social selling, video for sales and how to inspire tech sales teams to transform
August 22, 2020 11:00 - 34 minutes - 47.4 MBAnna Rokina, Digital & Social Selling Enablement Sr. Manager JAPAC for Oracle, stopped by to share her insights on social selling, video for sales and how to inspire tech sales teams to transform. Key points include: 1️⃣Anna has been in social media branding and sales since 2006. Corporate blogs were the big thing then. She has now been at Oracle for 3 years and supports social selling enablement in the JAPAC region. 2️⃣They support about 300 sellers across 5 regions across this region...
Special Episode - The role of ABM + Social to reach the buying committee
August 21, 2020 10:00 - 23 minutes - 32 MBA great conversation on ABM, Social Selling, and the roles of marketing, sales, and enablement in supporting better, more targeted and personalized, messaging. Support the show
Sales, Business, and Sales Enablement in South Africa
August 21, 2020 10:00 - 29 minutes - 39.9 MBSibusiso Msomi is the Managing Director at The Sales Enablement Company. In this session, Sibusiso and The Collaborator will explore Sales, Business, and Sales Enablement in South Africa. 1️⃣Sibusiso shares insights on the growth of business, and the opportunities available to business, in South Africa. Also, while there are 13 official languages in South Africa, english is the prominent language. 2️⃣What concerns do CEOs have in South Africa today? How can their businesses be more eff...
Special Episode - Marketing and PR Support of Social Selling and Branding
August 21, 2020 01:00 - 18 minutes - 25.2 MBWhat can #marketing or #PR do to better support teammates and clients in building a social selling and branding plan; then to execute upon it. Pam Didner and Scott Baradell join Josie Marshburn and The Collaborator to share their episodes. Support the show
Special Episode - Why are people still struggling with social selling and how do we fix it?
August 21, 2020 01:00 - 9 minutes - 12.7 MBAt the end of day one of the Stop the Sales Drop LinkedIn Training event, Spencer Wixom, Fred Diamond, Daryl Praill, and Josie Marshburn stop in to share a few of their thoughts, and tips on this important topic. Support the show