Episode 21 - Jay Zandstra on Building Sales Playbooks and Driving Adoption

Revenue Enablement Society - Stories From The Trenches

English - March 23, 2021 03:00 - 26 minutes - 18.5 MB
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Previous Episode: Episode 20 - Gail Behun on Her #ProveIt Approach to Tracking the Right Metrics

Next Episode: Episode 21 - Patek Hawkins - Selecting and Successfully Implementing a Sales Methodology

Jay Zandstra, Sales Enablement Mgr. at UpKeep joins Paul Butterfield, Instructure Revenue Enablement VP to discuss several topics many Sales Enablement teams face and how he and the team are solving for them.

How to successfully request help from other departments that are also overstretchedThe biggest challenges of building a new sales playbook and first stepsReinforcing and developing sales team skills using the playbookDriving adoption of the playbook by sales teams

Bio:

Jay enjoys the challenge of diagnosing a problem and researching the best ways to solve it, His view of Sales Enablement is that “It's hard, it's challenging and it's incredibly rewarding when you see the light bulbs turn on with the sales teams, and see them succeed”.

Away from work he spends his time doing home improvements and working on cars. He and his wife recently moved to southern California after living in Indiana for the past 5 years.

UpKeep is a cloud-based CMMS (computerized maintenance management system) designed to be used on mobile devices, and suitable for a range of industries including manufacturing, construction, distribution, warehousing, utilities, hotels, restaurants, food processing, churches, and education.

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