Revenue Enablement Society - Stories From The Trenches
78 episodes - English - Latest episode: about 2 months ago -
The Revenue Enablement Society's "Stories From The Trenches is where revenue enablement practitioners share their real world experiences. Get the scoop on what's happening inside revenue enablement teams across the global RES member community. Each segment of "Stories From The Trenches" share the good, the bad, and the ugly practices of corporate revenue enablement initiatives. Learn what worked, what didn't work, and how obstacles were eliminated by enablement teams and GTM leadership. Sit back, grab a cold one and join host Paul Butterfield, founder of Revenue Flywheel Group for casual conversations about the wide and varied profession of revenue enablement where there is never a one size fits all solution.
The wide and varied profession of Revnue Enablement ensures there is never a one-size-fits-all solution to be successful. Amidst constant change the journey to successful outcomes is never the same. Learn from your peers and gain insights on topics like:
-Building strategies and metrics that correlate back to revenue impact
-Gathering requirements to identify stakeholders
-Gaining buy-in and executive sponsorship
-Aligning with sales leaders
-Facilitating cross-functional collaboration
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Episodes
Ep. 79 - Juliana Stancampiano - The Evolution and Future of Sales Enablement
June 04, 2024 19:00 - 35 minutes - 24.2 MBHow has the role of sales enablement transformed since its early days, and what does this mean for the future? Join me for my final episode of "Stories from the Trenches" as I sit down with Juliana Stancampiano, CEO of Oxygen and former board president of the Revenue Enablement Society (RES). We trace Sales/Revenue Enablement's transition from traditional sales training to the more holistic approach of modern sales enablement, emphasizing the diverse backgrounds of professionals in the fie...
Ep. 78 - Keenan - The S.P.E.E.D. Revenue Enablement Model
May 22, 2024 16:00 - 31 minutes - 21.5 MBHave you ever wondered why some sales teams consistently hit their targets while others struggle? Keenan, CEO of A Sales Growth Company and acclaimed author behind "Gap Selling," rejoins me on the podcast to unravel the secrets of enabling high-performing sales teams with his innovative S.P.E.E.D. model. Gain insights into creating enablement impact by prioritizing actual sales performance outcomes and aligning strategies with critical business metrics sales leadership uses. Learn about ...
Ep. 76 - Stephanie White - The Power of Community and Personal Network
May 07, 2024 14:00 - 30 minutes - 20.7 MBNone of us is as smart as all of us. Engaging with peer groups and industry networks can accelerate your career, enhance your skills, and provide invaluable professional development. In this episode, we explore the transformative power of communities and personal networks with Stephanie White, Sr. Director of Revenue Enablement at Medallia. Stephanie highlights the tangible benefits she's gained from participating in various revenue enablement communities, fostering a sense of belonging a...
Ep. 75 - Tim Riesterer & Chris Kingman - DigitalNow Revenue Summit Topics and Trends
April 16, 2024 12:00 - 42 minutes - 29.4 MBThis episode features Tim Riesterer, Emblaze's Chief Research Officer, and Chris Kingman of the RES board, sharing their observations from the Emblaze conference earlier this month. Tim and Chris delve into details about insights and practical strategies shared by speakers and panels on integrating enablement . They also discuss the undeniable impact of strategic enablement, when it aligns perfectly with company revenue objectives. You'll hear their insights on: The digital transformatio...
Ep. 74 - Sibusiso Msomi - Sales Enablement vs. Sales Training
April 02, 2024 12:00 - 33 minutes - 23.4 MBMy guest Sibusiso Msomi is a sales enablement pioneer in South Africa and in this episode we explore his career evolution and what he learned when making the strategic shift sales training to sales enablement: How shifting from sales training to sales enablement to provide more comprehensive solutions that integrate training, tools, and processes, enhancing overall sales effectiveness and what that looks like. How engagement with clients has evolved from focusing solely on skills to align...
Ep. 73 - Alex Berry - The Evolution Of SDR Roles
March 19, 2024 12:00 - 30 minutes - 21.1 MBIn this episode, Alex Berry, co-founder of 42AI an AI-powered company that revolutionizes customer insight discovery, joins me in discussing the transformation of go-to-market strategies. We discuss why Sales Development Reps (SDRs) must break out from the current hyper-specialization to succeed in the competitive sales environment. Alex shares his insights on how diverse backgrounds can help SDRs connect with customers on a personal level. He maps out a path to gaining a wider business acu...
Ep. 72 - Dayna Williams - Building A Blueprint for AI
March 05, 2024 19:00 - 31 minutes - 21.9 MBHow do you balance the potential of AI to impact revenue generation, sort through the hype and be strategic in your deployment of AI? Join me as I sit down with Dayna Williams, and we peel back the layers of AI's role in the future of sales and delve into the intricate dance between leveraging cutting-edge tools and staying true to the timeless principles of sound business practices. We tackle the challenges faced by sales teams and explore how they can navigate the pressures of consistent...
Ep. 71 - Peter Ostrow - Maximizing The Effectiveness of A.I.
February 19, 2024 19:00 - 28 minutes - 20 MBGet ready to accelerate your revenue enablement success with insights from Forrester VP and Principal Analyst, Peter Ostrow. Recently Peter joined me to unpack the potential of AI to transform Revenue Enablement efficiencies and results. If your Sales Enablement budget is like most the team is understaffed and underfunded while juggling competing priorities. Listen now to hear how you can use AI tools you already own to maximize their impact on every facet of your enablement programs, fro...
Ep. 70 - Sandy Robinson - Aligning Rev Ops and Rev Enablement
February 10, 2024 00:00 - 31 minutes - 22 MBIn this episode with I discuss the critical partnership between Rev Ops and Rev Enablement with Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation. Sandy shares her experiences and ways to unlock the synergies between these two teams regardless of where they report. Some of the topics we covered: How Rev Ops and Enablement ideally partner Successful change management Systems selection and deployment Metrics and reporting Sandy brings over 20 years of experie...
Ep. 69 - Meet Gail Behun, New RES President!
January 23, 2024 15:00 - 27 minutes - 19.1 MBThis episode I have the opportunity to sit down the new RES Executive Board President Gail Behun. She opens up and shares her thoughts and observations about: The current state of the revenue enablement profession Her 4 key revenue drivers for measuring the success of enablement Observations from the 2023 RES Experience and what's to come Her priorities and vision for RES in 2024 and beyond Gail Behun is a seasoned Sales Enablement leader, currently serving as the Director of Revenue En...
Ep. 68 - Rodney Umrah - Tiger Seller Profiles
January 09, 2024 15:00 - 29 minutes - 20.2 MBHave you heard of the "Tiger Seller Profile"? It's a concept and framework developed and used by Rodney Umrah during his years in sales, account management and enablement at IBM, Microsoft, NetSuite and in his current role as Head of Global Revenue, Partner and Customer Enablement. In this episode Rodney explains how to elevate your sales team's performance as we dissect the elements that transform good sellers into great ones, and how tailored enablement programs can act as a catalyst for ...
Ep. 66 - Jerry Pharr - Measuring Enablement Impact That Has Credibility
December 05, 2023 17:00 - 29 minutes - 20.6 MBWhy do sales leaders undervalue their enablement teams? With all the conversations and opinions about how to measure and demonstrate business impact are Enablement teams actually gaining credibility? Jerry Farr, founder of Sales Excellence Advisors, joined me recently and shared his unique insights on why sales leaders might still be undervaluing their enablement teams and how Enablement leaders and teams can flip that perception. How do sales leaders really perceive the value of Enableme...
Ep. 65 - Paul "Norf" Norford - The Digital Aspects of Enablement
November 21, 2023 17:00 - 32 minutes - 22.4 MBEver wondered how to successfully make the shift from "doing digital" to "being digital"? In this episode Paul "Norf" Norford, VP of Global Enablement at Ivanti enlightens us with his insights on this topic and discusses the usage of digital platforms like YouTube and LinkedIn for skill enhancement. What are the digital aspects of Enablement? Doing digital vs. being digital Using micro learning and JIT training Leading with stories Paul ‘Norf’ Norford is the VP Sales Enablement and Chi...
Ep. 64 - Jonathan "Coach K" Kvarfordt - Enablement AI
November 07, 2023 17:00 - 30 minutes - 21.2 MBDo you ever wonder about the intriguing intersection of AI and sales enablement? Join us as we sit down with Jonathan Carford, aka Coach K, the new head of revenue enablement for an exciting startup, Symmetric. Unravel the mystery between predictive analytics and true AI as Jonathan shines a light on their key differences and how to unlock the full potential of each platform to streamline your work and increase efficiency. Strolling through the futuristic world of AI application in sales, ...
Ep. 63 - Irina Soriano - Social & Life Brands
October 24, 2023 16:00 - 29 minutes - 20.3 MBDiscover the transformative power of a life brand in this episode with Irina Soriano, Vice President of Enablement at Seismic. Join us as we explore the concept of a life brand - one that transcends self-promotion, and instead, emphasizes service to others and contributing to the community. We'll hear Irina's insights on how this unique approach to branding can significantly alter the perception of enablement professionals and leaders. She also opens up about her personal journey in enablem...
Ep. 62 - Recorded Live at the SES Experience - Stories of Personal Evolution
October 10, 2023 20:00 - 26 minutes - 18.5 MBWho doesn't love a great success story? This year the Sales Enablement Society Experience was held in San Diego and the theme was "The Enablement Evolution". For this episode I had the opportunity to sit down with 10 different Revenue Enablement pros and listen to their stories about personal and career Evolution. They shared great ideas that were new to me and I'm sure you're going to enjoy listening to them just as much as I did! Thank you Mike Simmons, Sheryl Buscheck, Jill Guardia, Am...
Ep. 61 - Brett Childs - SDR Enablement
September 19, 2023 17:00 - 28 minutes - 19.9 MBGet ready to unlock the secrets of successful SDR enablement with Brett Childs.. This episode sees us peeling back the layers of the often under-appreciated role of the Sales Development Representatives (SDRs), the true warriors at the frontline of the customer journey. Brett pulls back the curtain on his proven approach to enabling SDR teams, one that prioritizes tracking every step of the sales process and honing individual skill sets. He walks us through his system that includes watchin...
Ep. 60 - SES: Expertise and Member Engagement Evolution
September 05, 2023 20:00 - 28 minutes - 19.9 MBI recently sat down with the 4 newest members of the Sales Enablement Society Board of Directors to talk about the evolution of Sales Enablement and the Sales Enablement Society itself. Del Nakhi, Gail Behun, Mary Beth Hanifer, and Chris Kingman share their experiences, passions, and talk about the SES initiatives they're each leading. You'll hear Del talk about engaging members with compelling content while Gail is on a mission to strengthen our community. Mary Beth is leveraging her extens...
Ep. 59 - Jenn Glabicky - Organized and Accessible Collateral
August 15, 2023 18:00 - 29 minutes - 20.4 MBIn this engaging session with Jenn Glabicky, she shares her innovative approach to collateral organization with an emphasis on the importance of sales and marketing teams working together to enhance the buyer experience. Together we unpacked: How collateral is viewed from both Marketing and Enablement perspectives Creating a plan for organizing and reviewing collateral Ensuring cross-functional alignment during collateral audits Where collateral should live in an organization Jenn Glab...
Ep. 58 - Meagan Davis - Aligning Enablement, Customer Success and Customer Experience
August 01, 2023 21:00 - 25 minutes - 17.6 MBOn this episode my guest is Meagan Davis, the Director of Sales Enablement at Hunters. Please join us as she shares her experiences and perspectives on not just enablement for sales teams, but for also marketing, customer success, and sales engineering teams. She also introduces customer certification into the mix - a bridge that fosters empathy and shared experiences between the Go-to-Market teams, prospects and customers. Meagan underlines the significance of unearthing business outcomes...
Ep. 57 - Kieran Smith - Are You Strategic Or Operational?
July 18, 2023 20:00 - 36 minutes - 24.8 MBNavigating sales enablement can be a labyrinth, but not when you have a strategic vision and the right metrics to guide you. In Episode 57 we dive into a discussion about what separates operational vs. strategic Enablement and how to develop a data driven strategy that has measurable impact. Learn how to: Differentiate between operational and strategic Enablement Use metrics to understand what can be measured, influenced and controlled Align your tech stack to support data driven strateg...
Ep. 56 - Felix Krueger - Developing Strategic Stakeholder Relationships
July 04, 2023 04:00 - 38 minutes - 26.3 MBGet ready to secure your seat at the table where business decisions are made as we unravel the important role of stakeholder management in sales enablement. We're joined by the always insightful Felix Kruger, a name synonymous with sales enablement, founder of FFWD, and the voice behind the popular podcast, State of Sales Enablement. We talked about: The importance of stakeholder management in Enablement Effective strategies for building strong relationships - even difficult ones How to d...
Ep. 55 - Priya Sachdev - Sales Automation To Integration
June 20, 2023 21:00 - 31 minutes - 21.9 MBAre you navigating the complex landscape of tech-driven sales enablement? Join me as I chat with Priya Sachdev, founder of Sprouting Shoots, who sheds light on this often overwhelming topic and how to avoid the pitfalls of "shiny object syndrome." Learn from Priya's expertise on striking the perfect balance between technology adoption and practical application, as well as understanding the driving force behind the advancements in sales management technology. During our conversation Priya sh...
Ep. 54 - Phil Putnam - Nurturing And Motivating The Whole Person
June 06, 2023 15:00 - 37 minutes - 26 MBIn this episode discover the power of nurturing the whole person. Learn why motivation is the cornerstone of effective coaching and how each individual's desired work experience fuels it. We also cover the importance of equality in the workplace, especially concerning gender and motherhood. Listen in as we explore how embracing the whole person, understanding motivation, and striving for equality can unleash human potential and create a more fulfilling work experience for all. Phil Putnam i...
Ep. 53 - Alli Rizacos - Conquering Imposter Syndrome
May 16, 2023 21:00 - 35 minutes - 24.4 MBHave you ever doubted your abilities and felt like a fraud, despite being very competent? Have you tried to help a friend dealing with feelings of inadequacy? If so you've likely experienced Imposter Syndrome which causes people to feel anxious and inadequate and affects their mental well-being. Learning to overcome it is a critical skill for sustained mental health. For this special Mental Health Month episode professional Imposter Syndrome Coach Alli Rizacos joins us to share insights int...
Ep. 52 - Brian Geery - Enabling Dynamic Demos
May 03, 2023 04:00 - 33 minutes - 23.2 MBHow do you enable sales teams to turn average demos into compelling stories that capture their prospects' attention and keep them engaged? Can demo effectiveness be measured? If so, how should Enablement teams track and improve their demo enablement? In this episode, Brian Geery shares his proven strategy and techniques for enabling sales pros to give demos that highlight solutions to prospects' business challenges and helps them create a vision for how to solve those challenges. Listen in ...
Ep. 51 - Matt Cohen - Building A Foundation For Revenue Enablement
April 18, 2023 17:00 - 35 minutes - 24.6 MBTrue revenue enablement is a strategic approach that aligns sales, marketing, customer success, and product teams to improve customer experiences, drive revenue growth, and increase profitability. In this episode Matt Cohen, Sr. Sales Enablement Manager at Dotmatics and I discuss the foundational elements of creating strategic enablement that he's used successfully. Listen and catch valuable insights into: Determining if an organization is ready for strategic Enablement Defining Enablemen...
Ep. 50 - Terry Bird - Enabling Sales Leaders For Success
April 04, 2023 04:00 - 31 minutes - 21.5 MBAccording to Forrester, direct managers have the most impact and influence on sales reps’ success and organizations must make their enablement of sales managers as comprehensive as that of rep-level contributors. Forrester has also found that B2B sales leaders often make flawed assumptions about the ease with which new sales managers can transition from previous roles. In our 50th episode Terry Bird, VP of Enablement at Vonage, and I explore ways in which sales enablement organizations can...
Ep. 49 - Competence vs. Performance - Kunal Pandya
March 22, 2023 03:00 - 31 minutes - 22 MBRevenue enablement teams aren't the same as HR - they don’t exist to deliver corporate and regulatory training. Revenue enablement teams exist solely to optimize the performance of all customer facing teams and have a positive impact on revenue. To fulfill that mission it's critical for revenue enablement teams to create and execute strategies and programs that correlate and align with the financial objectives of their executive team so in this episode Kunal Pandya and I discuss: Strategic...
Ep. 48 - Developing A Coaching Culture - Devon Anthony
March 08, 2023 02:00 - 29 minutes - 20.2 MBMost business leaders would agree with former Home Depot and Chrysler CEO Bob Nardelli that "people, unless coached, never reach their maximum potential," yet many teams and organizations lack a strong coaching culture. According to Devon Anthony, Director of Sales Enablement and Learning at Morningstar, Enablement teams can really impact revenue teams' success and create a multiplier effect by building and nurturing a strong coaching culture. Listen in while she shares: The differences ...
Ep. 47 - Sunil Chhabra - Enablement, What's In It For Sellers?
February 21, 2023 19:00 - 30 minutes - 20.8 MBEnablement - what's in it for your sellers? No, seriously. Can you measure and quantify the benefits or impact of your Enablement programs and activities? If not, how do you know whether you're meeting the needs of the Sales, SDR, or CSM teams your team supports? For Sunil Chhabra, Vice President, Global Enablement at Conga, having these critical benchmarks and measurements in place is non-negotiable. In this episode, he talks about: Providing guard rails Identifying the right metrics and ...
Ep. 46 - Matt Cameron - Emotional Intelligence In Sales
February 08, 2023 05:00 - 38 minutes - 26.6 MBHarvard Business Review reported that Emotional Intelligence accounts for nearly 90% of what sets high performers apart from peers with similar technical skills and knowledge (HBR, 4/3/19). Is EQ just as critical for success in sales? Matt Cameron, CEO of SaaSy Sales Leadership says "Yes"! In this episode he shares what he's learned about applying EQ in sales and sales coaching and the framework he's developed to support it: How to think about Emotional Intelligence in the context of sales ...
Ep. 45 - Macy Tanking - Got Curiosity?
January 25, 2023 06:00 - 29 minutes - 20.1 MBIn a 2018 survey of more than 3,000 employees from various firms and industries, less than a quarter said they regularly felt curious at work. According to Macy Tanking curiosity plays a critical role in successful revenue enablement teams. In this episode she shares the key elements of creating a culture of curiosity she’s learned and applied in her career: Obstacles to being curious and how to avoid them Ego vs. Empathy How to listen to understand; not to respond Conducting effective d...
Ep. 44 - Jeff Hatchell - How To Keep Your Vision No Matter What
January 03, 2023 05:00 - 32 minutes - 22.6 MBWhen John Lennon sang "life is what happens to you while you're busy making other plans" to his son Sean he captured what so many in the revenue enablement and tech communities are feeling right now. While working through challenges and setbacks it's critical to maintain your long term vision and perspective while continuing to bring your "A" game but it can also be very difficult. Jeff Hatchell, from American Express has worked through his share of career setbacks and disappointments. In ...
Ep. 43 - Del Nakhi - Sales Enablement, Sales Leadership And Change Management
December 21, 2022 00:00 - 28 minutes - 19.3 MBForrester calls First Line Sales Managers the "secret agents" of change and Revenue Enablement teams are often on the leading edge of change alongside them. In over a decade of experience as an enablement pro, Del Nakhi of MariaDB, has learned how to create and optimize those relationships for success. Listen in as she talks about: Why the change management relationship with Revenue Leaders is so critical. Where the Revenue Enablement role ends and the Sales Leadership role begins. How Re...
Ep. 42 - Lisa Capra - Successful Revenue Knowledge Strategy and Management
December 06, 2022 05:00 - 34 minutes - 23.7 MBGartner says the foundation of a sales enablement strategy is to provide sales teams with what they need to successfully engage the buyer throughout the buying process. How are you and your revenue enablement team ensuring sellers can easily find relevant customer facing assets? What about product info, research and competitive intelligence they will consume internally? In this episode Lisa Capra from Instructure shares some of the best practices she's developed over two decades including: ...
Ep. 41 - Sarah Fricke - Are Your Revenue Teams Happy?
November 23, 2022 03:00 - 24 minutes - 16.8 MBIs it possible to enable sales reps to hit quota more consistently while keeping them happy? How does a sales enablement team measure "happiness"? Can revenue enablement teams create a voice for sales teams that gives them input into corporate level decisions? According to Sarah Fricke of RingCentral the answer to all of the above is yes! Listen in as she shares: How they developed a sales happiness survey How it differs from engagement surveys from HR teams Examples of how the results of...
Ep. 40 - Recorded Live in Atlanta - Personal Stories About Taking A Leap!
November 08, 2022 05:00 - 34 minutes - 24 MBWho doesn't love a great success story? This year the Sales Enablement Society Experience was held in Atlanta and the theme was "Take The Leap". For this episode I had the opportunity to sit down with 11 different Revenue Enablement pros from as far away as Singapore and listen to their stories about a time in their careers when they took a big leap; why they did and the outcomes. These are inspirational stories. They shared great ideas that were new to me and I'm sure you're going to enjo...
Ep. 39 Pt. 2 - John Care - Effective Enablement For Sales Engineers
October 25, 2022 04:00 - 29 minutes - 20.4 MBWhat are the areas of professional development that Sales Engineers are interested in but that many Sales Enablement teams miss? How can Revenue Enablement teams generate excitement and boost morale within Sales Engineering teams? What do customers say they want Sales Engineers enabled to do well? John Care, Author and Managing Director of Mastering Technical Sales shares his insights with me in this 2 part series. In Part 2 we focus on discovering and developing professional development ...
Ep. 39 Pt. 1 - John Care - Effective Enablement For Sales Engineers
October 04, 2022 12:00 - 31 minutes - 21.6 MBHow do Sales Engineers learn differently? Is their attitude towards training different? What are the onboarding needs of an experienced vs. a novice SE? When should the handoff from the Enablement team to the SE leaders occur? What are the 3 critical legs of onboarding SEs? John Care, Author and Managing Director of Mastering Technical Sales shares his insights with me in this 2 part series. In Part 1 we focus on defining and understanding the Enablement needs of SEs and how to design an e...
Ep. 39 Pt. 1 - John Care - Effective Enablement For Sales Engineers
October 04, 2022 12:00 - 31 minutes - 21.6 MBHow do Sales Engineers learn differently? Is their attitude towards training different? What are the onboarding needs of an experienced vs. a novice SE? When should the handoff from the Enablement team to the SE leaders occur? What are the 3 critical legs of onboarding SEs? John Care, Author and Managing Director of Mastering Technical Sales shares his insights with me in this 2 part series. In Part 1 we focus on defining and understanding the Enablement needs of SEs and how to design an e...
Ep. 38 - Arup Chakravarti - Identifying And Negotiating Sales Enablement Priorities
September 20, 2022 12:00 - 32 minutes - 22.1 MBHow do you set the correct enablement priorities when you need to make a decision but don't have a lot of information? What is the only wrong decision you can make in any situation? Is following your gut a sound strategy? How can you apply buyer types to internal selling and negotiation? This episode features Arup Chakravarti, Director of Sales Excellence at Equifax UK and we discuss his unique insights on identifying, selling and negotiating enablement priorities and projects. Please su...
Ep. 37 - Chuck Marcouiller - Value Selling With Empathy
September 06, 2022 12:00 - 31 minutes - 21.9 MBWhat do buyers actually need sellers for? What are the "3 Cs" of empathy in selling? How do sellers enable buyers to build internal consensus? If a seller is empathetic do they risk losing control of the opportunity progression and velocity? How does an enablement team use selling with empathy to help sellers to not be "product pushers who reek of commission breath"? In this episode Chuck Marcouiller, VP of Revenue Enablement at Freightwave joins me to answer these questions and much more ...
Ep. 36 - Keenan - Developing The Skills To Learn
August 16, 2022 04:00 - 26 minutes - 18 MBAs Revenue Enablement professionals our mission is to enable others with the skills, knowledge, and experiences to grow and improve. With everything we focus on have you ever evaluated how well you and your team are teaching the actual skill of learning? Keenan believes that learning is a skill not a default mechanism. In his years of working with sales teams he’s observed that not enough time is spent teaching the skill of deliberate learning. In this episode he breaks it down for us. Keen...
Ep. 35 - Dave Lichtman - Career Advice For Market Downturns
August 02, 2022 11:00 - 32 minutes - 22.2 MBThe Sales and Revenue Enablement profession continues to thrive and grow overall but we’ve all seen enablement individuals and teams negatively impacted by the recent economic challenges. The sad reality is that even high performing enablement professionals can find their careers taking an unexpected detour. In this episode Dave Lichtman of Enablematch will offer insights in proactively managing your career to avoid redundancy but also what to do if it happens despite your best efforts. Da...
Ep. 34 - Mo Schlick - Looking Ahead With SES
July 19, 2022 20:00 - 38 minutes - 26.7 MBJoin Sales Enablement Society President Mo Schlick and I as we discuss the state of Sales Enablement, what she's learned from her experiences, and how she thinks about the future of our industry and the SES organization. Mo brings a unique diversity of experience to the SES Presidency, drawing from an extensive background in global sales enablement along with early non-profit work outside of B2B sales. In 2010, as a senior instructional designer at ADP, she was recruited internally to jo...
Ep. 33 - Kevin Jones - Sales Enablement for B2C Sales Teams
July 05, 2022 15:00 - 30 minutes - 20.8 MBSales enablement for B2C vs. for B2B - is there a difference? If so, what are the unique challenges and needs the Sales Enablement teams that support them need to address? In this episode Kevin Jones from Filevine shares the insights he’s gained over 6 years of enabling large B2C teams. You’ll hear about: H2H (human 2 human) selling Onboarding for a product driven company Training in a decentralized business Keeping up with fast changing consumer demands Measuring performance in a B2C e...
Ep. 32 Pt. 2 - Kristen McCrae McMullin - Accelerating Revenue Enablement Impact
June 21, 2022 14:00 - 31 minutes - 21.6 MBAre you and your team taking a truly customer-centric approach when developing your revenue enablement strategy and programs? How well are you using the concept of force multiplying to scale your impact? In Part 2 of my conversation with Kristen McCrae McMullan we discussed her ideas, experiences, and how she's learned to be effective in these areas: Taking a customer-centric approach with Innovative examples Using customer-centric micro KPIs to align priorities How to apply force multipl...
Ep. 32 Pt. 1 - Kristen McCrae McMullan - Accelerating Revenue Enablement Impact
June 02, 2022 17:00 - 31 minutes - 21.7 MBHow are you measuring the revenue impact of your Enablement initiatives? How quickly are you accelerating the time to revenue impact? What about identifying when a change in the approach is needed? Kristen McCrae McMullan of Amazon Web Services has tackled these challenges successfully and come up with innovative solutions that she shared with me in this 2 part series. In Part 1 you’ll gain insights into: How to successfully transition from being reactive to strategic Quantifying your impa...
Ep. 31 - James Roth - Leading A GTM Shift From Single Product Selling To Platform Selling
May 17, 2022 04:00 - 30 minutes - 21 MBAs companies grow and mature, they typically diversify their product offerings either organically or through acquisitions. Once this happens the need for the sales organization to quickly and successfully transition from selling a single solution to a platform sales approach becomes critical. In this episode, ZoomInfo Technologies SVP of Enterprise Sales and Account Mgt., James Roth, and I discuss the best practices organizations follow when leading this evolution. We discuss in detail: Th...