The Enablement Brew
239 episodes - English - Latest episode: 6 months ago - ★★★★★ - 19 ratingsWelcome to the Enablement Brew! Grab your beverage of choice and tune in to episodes with Carly Lehner and Malvina EL-Sayegh! Get the real scoop on what’s happening inside revenue enablement teams. We share the good, the bad and the ugly and we don't hold back.We share conversations that explore into the inner workings of revenue enablement and the role it plays in fueling the revenue machine.
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
2nd Annual Enablement Horror Stories
October 31, 2023 14:00 - 33 minutes - 23 MBWhat is the most scary thing that can happen to an Enablement practitioner? Tune in to find out this year's scariest stories! Subscribe to the podcast and please leave a review!
Backstage Selling with Richard Smith
October 25, 2023 08:00 - 35 minutes - 24.4 MBOn this episode we are joined by Richard Smith: EMEA Sales Leader of Sales Enablement platform Allego and former Co-Founder of Refract (acquired by Allego in 2020) Get ready to dive deep into the world of building champions and identifying them to ensure you're working on real deals that drive success. Join us as Richard shares his invaluable insights on the strategies and techniques that can elevate your sales game to new heights. Discover the secret sauce behind Backstage selling and how...
AI in Sales with Ryan Staley
September 08, 2023 10:00 - 24 minutes - 17.1 MBRyan Staley joins us to discuss how AI will impact sales organizations. Subscribe to the podcast and please leave a review!
Behaviour Change Code with The Practice Lab
July 12, 2023 08:00 - 34 minutes - 23.7 MBEver spent a long time putting together a training only to find that not long after your sellers hardly remember a single thing? Yup! W've all been there! So how do we change behaviour and get sellers to do the things that we know work and are effective? Meyah Rose and Jonathan Mahan from The Practice Lab join us to share their best practices for effective and impactful training. The Practice Lab is the first sales training company that's taken the most powerful approach known for developi...
Sales Velocity Labs | Kunal Pandya
June 21, 2023 11:00 - 34 minutes - 23.9 MBKunal Pandya, Founder and CEO of Sales Velocity Labs, joins us to share his thoughts on why Enablement should be thinking about attribution of their programs by leveraging the Sales Velocity Equation. Subscribe to the podcast and please leave a review!
Preparing for the Good Times w/ Morgan J Ingram
June 07, 2023 11:00 - 33 minutes - 22.9 MBThe down times won't last forever, so we spoke with Morgan J Ingram about what sellers can do to prepare for the when the good times make a comeback. Subscribe to the podcast and please leave a review!
Why "Jolt"and Why Now with Ted McKenna
May 24, 2023 16:00 - 35 minutes - 24.4 MBTed McKenna joins us to discuss the book "The Jolt Effect" co-authored by Matt Dixon and Ted McKenna! We dive into why jolt and why now? How do we deal with customer indecision and the fear of messing up in the current economic environment. From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales. In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When thi...
The Kick Off Experience with Jaren Krchnavi
May 10, 2023 12:00 - 24 minutes - 16.9 MBJaren Krchnavi from Siemens joined us to share his approach to sales kick offs and why it's definitely way more than just a "two day event". Hear his approach to organising an off site event for more than 200 people! Check out this post too! Subscribe to the podcast and please leave a review! Subscribe to the podcast and please leave a review!
Trust in Sales with Andrew Sykes
April 19, 2023 10:00 - 25 minutes - 17.6 MBAndrew Sykes from Habits at Work joined us to share how Sales can be one of the most trusted professions in the world, if only we thoughtfully seek to build trust from the onset of every conversation we have, and also avoid Trust Destroyers. Subscribe to the podcast and please leave a review!
Change Management in Enablement with Del Nakhi
March 29, 2023 05:00 - 25 minutes - 17.4 MBDel Nakhi joins us on the podcast to talk about change management frameworks that have helped her in her enablement journey! Why is change management important? What is the preferred framework? How to drive change effectively in your organisation? ADKAR: a model for change in business Check out Del on LinkedIn: https://www.linkedin.com/in/del-nakhi/ Subscribe to the podcast and please leave a review!
Strategic Prioritization with Whitney Sieck
March 15, 2023 18:00 - 26 minutes - 17.9 MBThe Enablement Enthusiast herself joins The Enablement Brew to share how teams can prioritize their initiatives using a framework that will help all parties involved speak the same language. Framework can be found here: https://www.linkedin.com/posts/whitneysieck_i-got-sick-and-tired-of-hearing-i-just-got-activity-7032406321672974336-7njb?utm_source=share&utm_medium=member_desktop Check out Whitney on LinkedIn: https://www.linkedin.com/in/whitneysieck/ Instagram: @enablemententhusiast Web...
The Fitness Coaches of Sales | The ROI of Enablement
March 01, 2023 09:00 - 30 minutes - 21.1 MBJoin us as we speak to Ben Purton, Director of International Sales Enablement at RingCentral, on our latest episode of The Enablement Brew. Subscribe to the podcast and please leave a review!
Bounce Back Enablement with Matt Schalsey
February 15, 2023 06:00 - 31 minutes - 21.6 MB2023 definitely didn't start as we expected, with mass layoffs in the tech space continuing. So what is the enablement community doing to help and support those that have been affected? Carly and Malvina are joined by Matt (Scheitle) Schalsey to talk about the brand new initiative of "Bounce Back Enablement" and how to fully leverage the power of communities in the search for your new role. About Matt Schalsey: Over a decade of direct sales/customer success experience, continuing to mas...
Social & 2023 Trends with Udi Ledergor, Chief Evangelist at Gong
January 25, 2023 06:00 - 36 minutes - 25.3 MBCarly and Malvina are joined by Udi Ledergor , Chief Evangelist @Gong, to talk buyer enablement, existing trends in market, forecasting capabilities and the importance of social presence! Some of the key themes from the episode: We’re seeing a lot of discussion around 2023 being the year of Buyer Enablement. How does Gong help its customers focus on the Buyer? Gong is a leader in sharing trends, what are some existing trends we are seeing in the market? What are Gong's forecasting ca...
Enablement Effectiveness with Hendrik Isebaert, CEO at Showpad
January 11, 2023 06:00 - 30 minutes - 21.2 MBCarly and Malvina are joined by Hendrik Isebaert , CEO @Showpad, to talk the concept of Enablement OS, enablement effectiveness ( yup, effectiveness over efficiency), thoughts on the economic downturn and what tech companies should consider when evaluating their effectiveness & efficiency. Some of the key themes from the episode: How Showpad is pivoting & adapting in 2023 Enablement Operating System (Enablement OS) Trends in Enablement What other CEO's should consider when they are ...
Flipping the Script with Stephanie White
January 04, 2023 06:00 - 36 minutes - 25.2 MBCarly and Malvina are joined by Stephanie White to talk about flipping the script in enablement. Get processes and tools working for people, rather than people working for them. About Stephanie White: B2B Revenue Enablement and Operations leader with 15+ years in technology helping clients grow and better their business! For me, revenue enablement is people enablement. I love connecting with people and driving change in a way that truly moves business and people - and wake up excited to m...
Laid Off Enablement with Tom Cheriyan
December 21, 2022 05:00 - 43 minutes - 29.7 MBCarly and Malvina are joined by Tom Cheriyan to talk about the topic of "Laid Off Enablement". As inflation, supply-chain problems, and geopolitical turmoil curb revenue growth for tech companies, they have resorted to reducing headcount—some with massive layoffs—to bolster their balance sheets. Tech companies as big as Netflix have slashed jobs this year, with some citing the effects of the COVID-19 pandemic and others pointing to overhiring during periods of rapid growth. Silicon Val...
It's not 'coaching culture' it's 'coaching language' with Aaron Evans
December 14, 2022 05:00 - 38 minutes - 26.5 MBCarly and Malvina are joined by Aaron Evans to talk about the hot topic of "coaching" and why it's so under-utilised. Scaling sales coaching was the number one priority among sales teams, according to 2021 research from Revenue.io. In a separate 2021 survey, 96% of respondents either agreed or strongly agreed that effective sales coaching positively impacted their salespeople’s performance. A recent survey of 250 companies found that 87% of salespeople want more coaching. Demand for more c...
Gender Pay Gap and Burnout in Enablement
November 23, 2022 05:00 - 32 minutes - 22.5 MBCarly and Malvina dive into Sales Enablement's Pro recent report and hone in on two key findings: gender pay gap & burnout! The disparity between men’s and women’s salaries in enablement is $70k! Shocking! For male managers and senior managers of enablement, the median salary is $70,000 higher than women in the same positions. It is important to note that the majority (61%) of the respondents are female, while less than half (38%) are male. We talk burnout: The research uncovered that pr...
Gender Pay Gap and Burnout in Enablement
November 23, 2022 05:00 - 32 minutes - 22.5 MBCarly and Malvina dive into Sales Enablement's Pro recent report and hone in on two key findings: gender pay gap & burnout! The disparity between men’s and women’s salaries in enablement is $70k! Shocking! For male managers and senior managers of enablement, the median salary is $70,000 higher than women in the same positions. It is important to note that the majority (61%) of the respondents are female, while less than half (38%) are male. We talk burnout: The research uncovered that pr...
When things go terribly wrong in enablement, horror stories!
November 11, 2022 16:00 - 37 minutes - 25.6 MBTune in to enablement horror stories from our guests. We talk about all the things that go wrong in enablement! Adriana Romero: Senior Manager Productivity at Salesforce Laura Wheeler: VP Revenue Enablement & Operations at Spekit Stephanie Middaugh: Director of Enablement at Workramp Jesse Potter: Director Field Enablement at Docusign Subscribe to the podcast and please leave a review!
How to gain tool adoption and combat constant repetition in enablement
September 26, 2022 15:00 - 25 minutes - 17.6 MBIn this episode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about the constant feeling that you are repeating yourself! 🐟🐟The average attention span for the notoriously ill-focused goldfish is nine seconds but people now generally lose concentration after eight seconds. What does that mean for enablement? A whole lot of repetition!! 🐟🐟 “If you give a man a fish, you feed him for a day. If you teach a man to fish, you feed him for a lifetime.” Ho...
Are you sales trainings putting people to sleep?
August 24, 2022 16:00 - 28 minutes - 19.4 MBIn this episode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about how to make your sales training fun! No one wants to sit through an hour long powerpoint... so what else can you do? Subscribe to the Enablement Brew on LinkedIn for all of our recent updates! Subscribe to the podcast and please leave a review!
Are you sales trainings putting people to sleep?
August 24, 2022 16:00 - 28 minutes - 19.4 MBIn this episode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about how to make your sales training fun! No one wants to sit through an hour long powerpoint... so what else can you do? Subscribe to the Enablement Brew on LinkedIn for all of our recent updates! Subscribe to the podcast and please leave a review!
Revenue Enablement in Times of an Economic Downturn
August 02, 2022 10:00 - 23 minutes - 16.1 MBIn this epsiode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about the importance of enablement in times of an economic downturn. With recent layoffs happening in the tech space... enablement is usually the first on the firing line. Subscribe to the Enablement Brew on LinkedIn for all of our recent updates! Subscribe to the podcast and please leave a review!
Revenue Enablement in Times of an Economic Downturn
August 02, 2022 10:00 - 23 minutes - 16.1 MBIn this epsiode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about the importance of enablement in times of an economic downturn. With recent layoffs happening in the tech space... enablement is usually the first on the firing line. Subscribe to the Enablement Brew on LinkedIn for all of our recent updates! Subscribe to the podcast and please leave a review!
Using video to build relationships with Julie Hansen
June 12, 2022 19:00 - 36 minutes - 25.1 MBMany relationships never progress past "you're on mute." Why? Essential qualities you may easily convey in person, like trust, empathy, and authenticity, get lost on video. Actor and virtual communications expert Julie Hansen shares eye-opening—and often counter-intuitive—techniques to adapt to the camera's constraints and communicate with greater influence, credibility, and engagement You’ll Learn: How to establish a personal connection with one person or one thousand on video How to av...
Using video to build relationships with Julie Hansen
June 12, 2022 19:00 - 36 minutes - 25.1 MBMany relationships never progress past "you're on mute." Why? Essential qualities you may easily convey in person, like trust, empathy, and authenticity, get lost on video. Actor and virtual communications expert Julie Hansen shares eye-opening—and often counter-intuitive—techniques to adapt to the camera's constraints and communicate with greater influence, credibility, and engagement You’ll Learn: How to establish a personal connection with one person or one thousand on video How to av...
"Coaching" just a buzzword?! with Caitlin Finnegan
April 26, 2022 22:00 - 37 minutes - 25.8 MBCoaching... Let's talk about Coaching! Is it just a buzzword? Is the reality that everyone is just too busy to "coach" ? How receptive are "sales" individuals to coaching..? Do they need it? Do they want it? On today's episode I am joined by Caitlin Finnegan to discover the topic of "coaching" and why its certainly more than just a buzzword. How can you make "coaching" sticky, how can you build a culture of learning and why coaching doesn't always have to be an hour long 1 on 1 with your m...
Enable without Enablement with Felix Krueger
April 18, 2022 11:00 - 37 minutes - 25.7 MBFelix Krueger joins me on the podcast to talk about enablement as a "consultancy" and why certain companies turn to him for help. What do you do if you don't have an enablement function but still need "enablement"? You’ll Learn: Who exactly needs enablement and why? Where to focus your attention to see revenue backed results? Common pitfalls in "enablement" About Felix Over the last 15 years, Felix Krueger has worked as a sales enabler, seller, and buyer with some of the most recogniz...
Enable without Enablement with Felix Krueger
April 18, 2022 11:00 - 37 minutes - 25.7 MBFelix Krueger joins me on the podcast to talk about enablement as a "consultancy" and why certain companies turn to him for help. What do you do if you don't have an enablement function but still need "enablement"? You’ll Learn: Who exactly needs enablement and why? Where to focus your attention to see revenue backed results? Common pitfalls in "enablement" About Felix Over the last 15 years, Felix Krueger has worked as a sales enabler, seller, and buyer with some of the most recogniz...
The Influencer: Secrets to Success and Happiness with Brian Ahearn
March 09, 2022 09:00 - 31 minutes - 21.8 MBBrian joins us on the podcast to talk about his incredible new book "The Influencer:Secrets to Success and Happiness" You’ll Learn: Why it's not all about "getting people to like you" The power of staying connected How to become an extraordinary influencer About Brian Brian Ahearn is the Chief Influence Officer at Influence PEOPLE. A dynamic international keynote speaker, he specializes in applying the science of influence in everyday situations. Brian is one of only 20 individuals ...
Digital Transformation & Adoption with Steffaney Zohrabyan
February 22, 2022 10:00 - 34 minutes - 23.5 MBIn this episode I am joined by Steffaney Zohrabyan to talk about digital transformation and adoption! You'll Learn: 1. Digital Adoption- Why it shouldn't be an afterthought. 2. The power of learning "on the job" 70/20/10 3. Using technology to enable your front line sellers. About Steffaney: Steffaney Zohrabyan is an award-winning digital adoption leader with several years of experience creating engaging employee and sales enablement programs for companies such as LendingClub, Robert Hal...
How to measure success in enablement with Paul Butterfield
January 31, 2022 11:00 - 31 minutes - 21.7 MBIn this episode I am joined by Paul Butterfield to talk about how to measure and attribute success to enablement. You'll Learn: 1. How to correlate enablement to revenue growth. 2. Building out your internal NPS score. 3. What specific initiatives drive enablement success forward. About Paul: Paul Butterfield is the Vice President of Global Revenue Enablement at Instructure, and one of the founders of the Sales Enablement Society. Leveraging his 20 years in sales and sales enablement...
How to measure success in enablement with Paul Butterfield
January 31, 2022 11:00 - 31 minutes - 21.7 MBIn this episode I am joined by Paul Butterfield to talk about how to measure and attribute success to enablement. You'll Learn: 1. How to correlate enablement to revenue growth. 2. Building out your internal NPS score. 3. What specific initiatives drive enablement success forward. About Paul: Paul Butterfield is the Vice President of Global Revenue Enablement at Instructure, and one of the founders of the Sales Enablement Society. Leveraging his 20 years in sales and sales enablement...
What politics teaches us about the world of sales with Paul Ruppert
January 17, 2022 15:00 - 39 minutes - 27.5 MBIn this episode I am joined by Paul Ruppert to talk about the link between politics & sales. We combine his experience in the White House with the world of sales! You'll Learn: 1. How to be a tactful negotiator 2. How to maintain control throughout the sales process. 3. What key lessons from the white house can be applied in sales. About Paul: Paul Ruppert has been a senior corporate executive, entrepreneur, product visionary and strategist in the global mobile industry driving immediat...
How to delight and surprise your customers with Paul Rutter
December 14, 2021 17:00 - 33 minutes - 22.8 MBIn this episode I am joined by Paul Rutter to talk about delighting and surprising your customers to deliver a remarkable experience. We draw on his experiences from his latest book " You can't make this ship up" You'll Learn: 1. Why going above and beyond is the success of repeat business. 2. How to delight your customers at every step of the journey. 3. What sea based businesses can teach land based business About Paul: After spending over 25 years in the hospitality industry, Paul ha...
How to accelerate your deals through the sales pipeline with Steve Gielda
November 30, 2021 00:00 - 31 minutes - 21.7 MBIn this episode I am joined by Steve Gielda to discuss how we can all accelerate deals through the sales pipeline! You'll Learn: 1. Why 65% of deals stall somewhere in the sales process 2. How to qualify your deals early on in the sales process 3. What are the key milestones in your buyer's journey About Steve Gielda Steve Gielda is the president and co-founder of Ignite Selling, a global sales performance improvement company enabling businesses to exceed their revenue goals by improving...
How to accelerate your deals through the sales pipeline with Steve Gielda
November 30, 2021 00:00 - 31 minutes - 21.7 MBIn this episode I am joined by Steve Gielda to discuss how we can all accelerate deals through the sales pipeline! You'll Learn: 1. Why 65% of deals stall somewhere in the sales process 2. How to qualify your deals early on in the sales process 3. What are the key milestones in your buyer's journey About Steve Gielda Steve Gielda is the president and co-founder of Ignite Selling, a global sales performance improvement company enabling businesses to exceed their revenue goals by improving...
How to tailor your onboarding to different personality types with Crystal Franco-Nikosey
November 09, 2021 00:00 - 31 minutes - 21.9 MBIn this episode I am joined by Crystal Franco-Nikosey to talk about how sales onboarding can be tailored to different personality types! You'll Learn: 1. How "personality" ties into the success of your onboarding program 2. How to leverage personality tests to make tweaks within your onboarding program 3. Why onboarding is a continuous process of improvement About Crystal Crystal is a sales enablement leader with 6 years of enablement experience and 10 years of inside and field sales ex...
Go from Order Taker to Quota Breaker with Jason Cutter
October 25, 2021 23:00 - 25 minutes - 17.8 MBJason Cutter joins on the podcast to talk about his book Selling with Authentic Persuasion! Are you in sales but struggling to make quota? Did you just take a sales job out of desperation but don't think it's the right career for you? What you'll learn: 1. How to go from an order taker to quota breaker 2. How to sell with authentic persuasion 3. Why there are no "ready born" sales people. About Jason Cutter Jason Cutter has a degree in marine biology from the University of California, Sa...
Go from Order Taker to Quota Breaker with Jason Cutter
October 25, 2021 23:00 - 25 minutes - 17.8 MBJason Cutter joins on the podcast to talk about his book Selling with Authentic Persuasion! Are you in sales but struggling to make quota? Did you just take a sales job out of desperation but don't think it's the right career for you? What you'll learn: 1. How to go from an order taker to quota breaker 2. How to sell with authentic persuasion 3. Why there are no "ready born" sales people. About Jason Cutter Jason Cutter has a degree in marine biology from the University of California, Sa...
How to get more referrals with Donnie Boivin
October 11, 2021 23:00 - 37 minutes - 26.1 MBDonnie Boivin joins me on the podcast to talk about strategies to get more referrals for your business. We take a closer look at his book: "Endless Stream of Referrals: 10 ways to bring in referrals Daily" What you'll learn: 1. Techniques to get more referrals for your business 2. How to ask for a referral without it sounding uncomfortable 3. How to build a lasting relationship with your clients About Donnie Boivin At 40 years old Donnie Boivin (Pronounced Beau-Veen) discovered he’d been...
How to onboard and train your fully remote sales force with Celine Grey
October 05, 2021 08:00 - 33 minutes - 23.2 MBYou can be anywhere in the world and still have all the opportunities in a fully remote world. In this episode Celine Grey joins me on the podcast to talk about the benefits, challenges and sales enablement techniques in a fully remote world. You’ll Learn: 1. The advantages of an equally distributed workforce 2. How to equip and enable your salesforce remotely 3. How to work together when everyone is working in different locations & timezones. About Celine Grey Celine Grey is the Direc...
How to onboard and train your fully remote sales force with Celine Grey
October 05, 2021 08:00 - 33 minutes - 23.2 MBYou can be anywhere in the world and still have all the opportunities in a fully remote world. In this episode Celine Grey joins me on the podcast to talk about the benefits, challenges and sales enablement techniques in a fully remote world. You’ll Learn: 1. The advantages of an equally distributed workforce 2. How to equip and enable your salesforce remotely 3. How to work together when everyone is working in different locations & timezones. About Celine Grey Celine Grey is the Direc...
Don’t say something you will regret with Kevin McCarney
September 12, 2021 23:00 - 39 minutes - 27.1 MBKevin McCarney joins me on the podcast to talk about his book "Big Brain Little Brain" and how we can use communication as an asset rather than a liability. Whenever we’re frustrated, angry, or under stress, those negative influences try to control what we’ll say next. When we give in to them, they get more powerful, controlling our tone and our words, and ultimately having a negative impact on us. Fortunately, there’s a way for you to take charge. Big Brain Little Brain distills all ...
Ep82: Big Brain Little Brain with Kevin McCarney
September 12, 2021 23:00 - 39 minutes - 27.1 MBKevin McCarney joins me on the podcast to talk about his book "Big Brain Little Brain" and how we can use communication as an asset rather than a liability. Whenever we’re frustrated, angry, or under stress, those negative influences try to control what we’ll say next. When we give in to them, they get more powerful, controlling our tone and our words, and ultimately having a negative impact on us. Fortunately, there’s a way for you to take charge. Big Brain Little Brain distills all ...
How to be an incredible leader with Darren Reinke
September 06, 2021 08:00 - 33 minutes - 23 MBDarren Reinke joins me on the podcast to talk about his book "The Savage Leader" and the key principles to becoming a great leader. You’ll Learn: 1. Why becoming a great leader starts from the inside out? 2. Adapt best practices for authenticity 3. Forge unbreakable bonds with your tribe About Darren Reinke Darren Reinke fundamentally believes there is greatness within each one of us. His mission is to unleash the inner lion within leaders so that they can lead a more authentic and joyf...
Ep81: The Savage Leader with Darren Reinke
September 06, 2021 08:00 - 33 minutes - 23 MBDarren Reinke joins me on the podcast to talk about his book "The Savage Leader" and the key principles to becoming a great leader. You’ll Learn: 1. Why becoming a great leader starts from the inside out? 2. Adapt best practices for authenticity 3. Forge unbreakable bonds with your tribe About Darren Reinke Darren Reinke fundamentally believes there is greatness within each one of us. His mission is to unleash the inner lion within leaders so that they can lead a more authentic and joyf...
How to be an incredible leader with Darren Reinke
September 06, 2021 08:00 - 33 minutes - 23 MBDarren Reinke joins me on the podcast to talk about his book "The Savage Leader" and the key principles to becoming a great leader. You’ll Learn: 1. Why becoming a great leader starts from the inside out? 2. Adapt best practices for authenticity 3. Forge unbreakable bonds with your tribe About Darren Reinke Darren Reinke fundamentally believes there is greatness within each one of us. His mission is to unleash the inner lion within leaders so that they can lead a more authentic and joyf...