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. 30 - Britta Lorenz - Executive Coaching For Revenue Enablement Teams
May 03, 2022 15:00 - 29 minutes - 20.2 MBWhere does executive coaching fit into your Revenue Enablement strategy? What about executive coaching for the Revenue Enablement team members? Britta Lorenz joins me for this episode to share how Revenue Enablement teams can support people in gaining the clarity needed to guide them towards their goals. Hint: the key is mixing coaching and compassion by focusing on the 3 P’s – People, Purpose, and Performance. Specifically, we’ll cover: Understand Difference Training, Coaching, (Mentoring...
Ep. 29 Pt. 2 - Jamie Klanac - The Critical Role Of Revenue Enablement In Successful Mergers and Acquisitions
April 19, 2022 05:00 - 32 minutes - 22.1 MBCorporate mergers and acquisitions are typically a time of stress and uncertainty for both newly acquired and existing revenue teams. Revenue Enablement teams play a key role in accelerating time to post acquisition revenue and ensuring employee retention during this pivotal period. This is the 2nd part of a 2 part series where Jamie Kanac is sharing what he’s learned through 20+ years as a revenue & growth operations leader directing strategic sales initiatives, mergers, and acquisitions ...
Ep. 29 - Jamie Klanac - The Critical Role Of Revenue Enablement In Successful Mergers and Acquisitions Pt. 1
April 05, 2022 02:00 - 25 minutes - 17.7 MBCorporate mergers and acquisitions are typically a time of stress and uncertainty for both newly acquired and existing revenue teams. Revenue Enablement teams play a key role in accelerating time to post acquisition revenue and ensuring employee retention during this pivotal period. In this 2 part series Jamie Klanac will share what he’s learned through 20+ years as a revenue & growth operations leader directing strategic sales initiatives, mergers, and acquisitions for IBM and other compa...
Ep. 29 Pt. 1 - Jamie Klanac - The Critical Role Of Revenue Enablement In Successful Mergers and Acquisitions
April 05, 2022 02:00 - 25 minutes - 17.7 MBCorporate mergers and acquisitions are typically a time of stress and uncertainty for both newly acquired and existing revenue teams. Revenue Enablement teams play a key role in accelerating time to post acquisition revenue and ensuring employee retention during this pivotal period. In this 2 part series Jamie Klanac will share what he’s learned through 20+ years as a revenue & growth operations leader directing strategic sales initiatives, mergers, and acquisitions for IBM and other compa...
Episode 28 - Steffaney Zohrabyan - Using Digital Enablement To Amplify Results
February 28, 2022 23:00 - 37 minutes - 25.8 MBShould Digital Enablement be part of your Revenue Enablement strategy? What is “digital enablement” anyway? How is it different from other Sales Enablement programs? Download this month’s episode of “Stories From The Trenches” and learn the answers to these questions and more as Steffaney Zohrabyan from Cisco and I talk about her career and success with Digital Enablement. You’ll learn: The technical challenges Digital Enablement can help solve for. Strategies that drive adoption and usag...
Episode 27 - Ashley Butler - Enabling Channel Partners For Success
February 22, 2022 01:00 - 26 minutes - 18.4 MBChannel partners are a force multiplier for companies across a wide spectrum of industries and a critical part of their go to market strategy. Channel programs require their own enablement strategy to be effective. In this episode Ashley Butler from Appian shares her experiences in defining and building a successful partner enablement program. Where should partner sales enablement report? Taking an on-demand first approach in creation Enabling partner account managers Partner sales asse...
Episode 26 - Rusty Jensen - Creating Stickier Enablement By Meeting Revenue Teams Where They Are
January 20, 2022 17:00 - 35 minutes - 24.7 MBAre you and your team successfully serving the revenue leaders and teams you support “where they are”? In this month’s episode Rusty Jensen – VP of Revenue Generation at NICE Corp. – and I talk about how to build stronger relationships with those internal customers thereby seeing increased adoption and accelerated sales effectiveness. Rusty shares his insights on: What sales leaders look for in a sales enablement program. Building sales enablement at scale. How to meet sales teams “where ...
Episode 25 - Shelley Mesh - Recruiting and Onboarding Non-Traditional Candidates
December 20, 2021 19:00 - 26 minutes - 18.1 MBWith so much competition for sales and SDR candidates has your company started identifying and recruiting candidates that may not have traditional sales backgrounds? How can Sales Enablement support HR in expanding their search? What about B2C vs. B2B sellers? Join us for this episode with Shelley Mesh and hear her discuss the success she’s had in these areas and what she’s learned. Should Sales Enablement be involved in creating Sales and SDR job descriptions? Is Sales Enablement for B2C ...
Episode 24 - Malvina EL-Sayegh - The Sales to Sales Enablement Journey
November 01, 2021 00:00 - 30 minutes - 21.1 MBHave you considered recruiting sales people or SEs to fill the next opening on your team? With the demand for Sales Enablement pros at an all time high it often makes sense. Successful sellers like to solve problems and help people which can be a solid foundation for success in our profession. Listen in as Malvina EL-Sayegh from Reachdesk and host Paul Butterfield discuss why successful sellers often become great enablement professionals. How sales skills align to Sales Enablement Recruit...
Episode 23 - Lisa Hammack - Using Data to Identify and Prioritize Sales Enablement Initiatives
August 30, 2021 18:00 - 24 minutes - 16.7 MBThere's been a lot of focus on using data and metrics to determine the effectiveness of Sales Enablement initiatives and rightfully so. What about using metrics to identify and prioritize which enablement projects the team focuses on? In this episode Lisa Hammack of Cornerstone OnDemand and host Paul Butterfield discuss how she and her team are doing just that by: Working with other teams in the org to gather and analyze the data Using both quantitative and qualitative data to analyze sal...
Episode 21 - Patek Hawkins - Selecting and Successfully Implementing a Sales Methodology
June 16, 2021 03:00 - 35 minutes - 24.7 MBPetek Hawkins, Head of Global Learning Enablement Development at Fivetran and Paul Butterfield, Instructure Revenue Enablement VP recently discussed Sales Enablement’s role in the selection, customization and successful implementation of sales methodologies and share their experiences with several of the leading methodologies. Why is a sales methodology so critical? Is a sales methodology different from the sales process? How? What to look for in evaluating and selecting a sales methodolog...
Episode 22 - Patek Hawkins - Selecting and Successfully Implementing a Sales Methodology
June 16, 2021 03:00 - 35 minutes - 24.7 MBPetek Hawkins, Head of Global Learning Enablement Development at Fivetran and Paul Butterfield, Instructure Revenue Enablement VP recently discussed Sales Enablement’s role in the selection, customization and successful implementation of sales methodologies and share their experiences with several of the leading methodologies. Why is a sales methodology so critical? Is a sales methodology different from the sales process? How? What to look for in evaluating and selecting a sales methodolog...
Episode 21 - Jay Zandstra on Building Sales Playbooks and Driving Adoption
March 23, 2021 03:00 - 26 minutes - 18.5 MBJay 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 overstretched The biggest challenges of building a new sales playbook and first steps Reinforcing and developing sales team skills using the playbook Driving adoption of the playbook by sales teams Bio: Jay enjo...
Episode 20 - Gail Behun on Her #ProveIt Approach to Tracking the Right Metrics
February 24, 2021 00:00 - 30 minutes - 20.9 MBGail Behun, Sr. Director, Sales Effectiveness, Enablement & Productivity at PandaDoc and Paul Butterfield, Instructure Revenue Enablement VP share a wide-ranging discussion about the challenges of tracking Sales Enablement success and her LinkedIn campaign to #ProveIt using metrics and goals to setup up sales reps for success. Join us to hear about Gail’s experiences in: Creating a culture where metrics and goals align Providing ways for reps to achieve little wins as they ramp to big wins...
Episode 19: Adriana Romero on Onboarding and Ramping for Sales Enablement Pros
January 26, 2021 05:00 - 33 minutes - 23 MBAdriana Romero, Director Enablement Solutions for LevelJump.io joined Paul Butterfield, Instructure Revenue Enablement VP to talk about a topic that doesn’t get a lot of coverage. We spend a lot of time planning for new Sales hires but what about the critical onboarding and ramping phases for new Sales Enablement employees? Adriana shares her experiences and insights into: ● Managing your own ramping as the first Sales Enablement hire ● Setting the mission and boundaries for Sales...
Episode 18: Lindsay Morga on Successfully Integrating Global New Hires Virtually
December 29, 2020 02:00 - 25 minutes - 17.4 MBLindsay Morga, Manager, Sales Enablement at Tanium joined Paul Butterfield, Instructure Revenue Enablement VP to talk about the tenets that she and the Tanium team used to create and lead 14 cohorts through remote onboarding and ramping this year. She addresses how they addressed the challenges of onboarding international teams and helped new employees feel a part of Tanium’s culture. ● Communication creates connection ● Executive engagement and participation ● How to embe...
Episode 17: 3 Sales Veterans Share Their Holiday “Wish List” of What Sales Teams Hope Sales Enablement Is Thinking About In 2021
November 16, 2020 04:00 - 33 minutes - 23.3 MBFor this episode Paul Butterfield invited veteran sales pros Ryan Simpson, Tyler Smith and Taylor Baranowski to discuss their holiday “wish list” of what they hope Sales Enablement teams are thinking about for 2021. With over 30 years of collective experience in direct and channel sales they bring real world insights into: ● How sales enablement needs differ between direct and channel sales teams ● How should sales enablement think about sales leadership development ● Best ...
Episode 16: Misha McPherson On Creating a Winning Sales Enablement Strategy and Setting Priorities
October 15, 2020 02:00 - 30 minutes - 20.7 MBMisha McPherson, Head of Global Revenue Enablement at Coursera joined Paul Butterfield, Instructure Revenue Enablement VP for a conversation about setting a Sales Enablement strategy and priorities whether an army of one in a startup/scaleup or leading a team that supports hundreds of sellers. ● How to create an effective strategy for scaling ● Setting up for success by gaining executive sponsorship ● Providing effective sales enablement to a global sales team Misha McPh...
Episode 15: Melissa Regan On How to Create Sticky Sales Enablement and Onboarding
September 16, 2020 15:00 - 27 minutes - 18.8 MBJoin Melissa Regan, Sr. Manager, Global Sales Enablement. & Onboarding at RingCentral and Paul Butterfield, Instructure VP of Revenue as they discuss how she is creating sticky onboarding and ongoing enablement that makes the sales grind easier and faster. She’ll share innovative ways she’s found to: ● Engage all the senses to create memorable learning experiences ● Create agile, role-based onboarding programs – even in the post CV19 world ● Integrate some very unusual prop...
Episode 14: Mark Fellowes Discusses the Unique Roles Sales Enablement and Sales Ops Play and How They Succeed Together
August 18, 2020 20:00 - 30 minutes - 20.8 MBMark Fellowes, Head of Sales Operations at Scandit and Paul Butterfield, Instructure Revenue Enablement VP explore the unique roles Sales Enablement and Sales Operations play and how they can forge the strong partnership that is critical to a sales organization’s success. Mark will share his insights into: ● Is Sales Enablement part of Sale Operations? ● What are the pillars for a successful relationship between the 2 groups? ● What are the differences between a sales proc...
Episode 13: Cynthia Barnes Shares Insights Into Enabling Women in Sales to Reach the Top 1%
July 19, 2020 19:00 - 23 minutes - 16.3 MBCynthia Barnes, CEO of NAWSP and Paul Butterfield, Instructure Revenue Enablement VP talk about the ways men and women sell differently and how Sales Enablement teams can be more effective through incorporating those different approaches into their programs. ● How Sales Enablement can help nurture a culture of sales diversity ● Some of the key differences in how women and men approach selling ● Her biggest challenge with the work she is doing and how she’s overcoming it Cynthia...
Episode 12: Erica Newell shares the Unique Sales Enablement Needs of Customer Success Teams and How to Enable CSMs for Success
July 11, 2020 00:00 - 28 minutes - 19.5 MBErica Newell, Sr. Strategic Customer Success Manager at Bridge and Paul Butterfield, Instructure Sales Enablement VP talk about an area of Sales Enablement that is often overlooked - Sales Enablement for Customer Success teams. The fact is many customer success organizations drive a significant amount of revenue but have different enablement expectations and needs. Erica shares insights into: How is Customer Success different from Sales? How are they similar? What questions to ask your CS...
Episode 12 - Erica Newell shares the Unique Sales Enablement Needs of Customer Success Teams and How to Enable CSMs for Success
July 11, 2020 00:00 - 28 minutes - 19.5 MBErica Newell, Sr. Strategic Customer Success Manager at Bridge and Paul Butterfield, Instructure Sales Enablement VP talk about an area of Sales Enablement that is often overlooked - Sales Enablement for Customer Success teams. The fact is many customer success organizations drive a significant amount of revenue but have different enablement expectations and needs. Erica shares insights into: How is Customer Success different from Sales? How are they similar? What questions to ask your CS...
Episode 11: Roderick Jefferson on the Role Sales Enablement Professionals Have in Driving a Culture of Equality and Inclusion
June 19, 2020 04:00 - 30 minutes - 21.1 MBSales enablement thought leader Roderick Jefferson and Paul Butterfield, Instructure Sales Enablement VP explore the role that sales enablement teams should play in driving a diverse and inclusive corporate culture. As Roderick put it “Diversity means you’re invited to the table. Inclusion means you have access to the menu along with the opportunity and ability to order from it.” How sales enablement teams can help ensure a diversity of job candidates What ways can we create sales assets,...
Episode 11 - Roderick Jefferson on the Role Sales Enablement Professionals Have in Driving a Culture of Equality and Inclusion
June 19, 2020 04:00 - 30 minutes - 21.1 MBSales enablement thought leader Roderick Jefferson and Paul Butterfield, Instructure Sales Enablement VP explore the role that sales enablement teams should play in driving a diverse and inclusive corporate culture. As Roderick put it “Diversity means you’re invited to the table. Inclusion means you have access to the menu along with the opportunity and ability to order from it.” How sales enablement teams can help ensure a diversity of job candidates What ways can we create sales assets,...
Episode 10: Chris Sargent on How to Implement and Measure Adoption of a Global Sales Methodology to Remote Sales Teams
June 16, 2020 18:00 - 28 minutes - 19.5 MBChris Sargent, Sr, Director of Global Sales Enablement at NICEinContact and Paul Butterfield, Instructure Sales Enablement VP discuss why a global sales methodology is critical and the best practices that he has developed while heading up sales enablement at multiple SaaS companies. The conversation then pivots to how the NICEinContact team has successfully adapted what’s worked in the past for the post COVID-19 enablement delivery environment. Why implement a global sales methodology and ...
Episode 9: Lish Gates on Delivering Impactful Onboarding and Coaching for Socially Distant Sales Reps
May 07, 2020 22:00 - 30 minutes - 21 MBLish Gates, Head of Global Revenue Enablement at Algolia and Paul Butterfield, Instructure Sales Enablement VP have a wide ranging discussion about how she and the Algolia team are delivering impactful onboarding and coaching to the global Algolia sales teams even during the COVID-19 lockdown. Establishing digital routines for successful reps and new hires Help new hires learn company culture while socially distanced Ideas and tools to avoid “death by virtual classrooms” Algolia is a fa...
Episode 8: Bruce Graham on Remote Learning and Assessment That Has Impact
April 21, 2020 02:00 - 30 minutes - 21 MBBruce Graham founder of Perfect Performance Training Ltd. and Paul Butterfield, Instructure Sales Enablement VP explore what makes up an engaging and effective remote learning program. Bruce will also share the best practices he's developed while creating online learning programs for Oracle, PepsiCo, Hewlett Packard, McDonalds and Vonage. He'll share insights on launching a remote learning program as well as taking an existing program to the next level. Best practices for content creation/fo...