Coffee, Collaboration, and Enablement

Devon McDermott sits down with Mia Swift to discuss her journey from a team of one Customer Success Enabler to a Revenue Enablement Professional.They discussed many great points including:- Challenges with CS metrics.- Learning how to set, collaborate, and communicate priorities using big rocks, stones, and pebbles.- The importance of taking the time to communicate clearly and concisely.And tons more insight and value throughout.Support the show (https://join.slack.com/t/trustenablement/shared_invite/zt-zqacvwmv-UCiO74qbmAKJ0n7hoykYFQ)

Greg Kotovos is the Chief Revenue Officer at Kwanzoo.  Greg joined The Collaborator to discuss his journey to CRO and his work in providing insights on building an open go-to-market platform.Greg shared great insights, including:Insights on Kwanzoo and why he joined the team.Kwanzoo is a smaller ABM platform that aligns all phases of the go-to-market motion across marketing, sales, and customer success.His rationale for leading GTM operations from a Customer Success first perspective.There is a lot of gold in here for small-to-mid-size business CROs, give a listen.Support the show (https://join.slack.com/t/trustenablement/shared_invite/zt-zqacvwmv-UCiO74qbmAKJ0n7hoykYFQ)

Amanda Yanushefski and Megan Ley joined The Collaborator to discuss their journey to stand up a brand new onboarding program.They discussed:How Amanda decided it was time to hire a new Enabler (Megan) to lead onboarding.How Amanda partnered with leadership to determine the skills and capabilities they wanted to include in onboardingHow Amanda collaborated with the entire organization to get others across the business to co-develop and deliver contentThe onboarding program covers various topics from sales skills, general employee and industry insights, and more. The goal is to help new hires succeed in their current role and beyond.Support the show (https://join.slack.com/t/trustenablement/shared_invite/zt-zqacvwmv-UCiO74qbmAKJ0n7hoykYFQ)

Kevin Mulrane is the CRO of Onramp Invest and Co-Host of the Addicted to Growth podcast.In our conversation, he discussed a lot of great information, like this where we were chatting about the 3 or 4 processes he considers key to staying on track with your goalsCreating goals as a unified group between sales and marketing.Talk through, if we fail, why?  If we crush, why?Review what numbers mean, not the numbers themselves, every week.Plan ahead.  In addition to the amazing lessons and tips shared by Kevin throughout this episode, we want to ask you to check out No Kid Hungry,  a charity that Kevin mentions in our episode.  Ensuring our children have food is a great cause, check it out.Support the show (https://join.slack.com/t/trustenablement/shared_invite/zt-zqacvwmv-UCiO74qbmAKJ0n7hoykYFQ)

Maria Paz Van Thienen, Head of Global Sales Enablement at 360Learning, joined The Collaborator to discuss the state of Sales Enablement in France, her program, and how she focuses her efforts.Maria noted that her team only works on projects that fall under these two KPIs:Time to first dealQuota AttainmentThis requirement gives her clarity when choosing what projects to work on and how to prioritize.Their team size?  3 Enablement professionals.Their tech stack?Salesforce CRM360LearningSeismicGongMojo (French equivalent to Gong)SalesLoftSupport the show (https://join.slack.com/t/trustenablement/shared_invite/zt-zqacvwmv-UCiO74qbmAKJ0n7hoykYFQ)

Team of One Host, Devon McDermott, sits with long-time Trust Enablement friend, Adriana Romero, to dig into the topic of growing your team.Support the show (https://members.trustenablement.com)

This week, Pooja Kumar spoke with Dheeraj Prasad from Nytro.ai about the benefits of using AI in Sales coaching. Here are some highlights:- AI does not replace the Human Side of the coaching rather it helps augment the coaching with intelligence to get better results- Some benefits for using AI in sales coaching:   * The biggest ROI for AI in Sales coaching is the amount of time it saves from sales managers   * It builds confidence in a rep by allowing them to practice in a safe environment, taking away any unconscious bias the coach may have.*   Data shows it accelerates time to first meeting, revenue and a BIG one, it increases the psychological safety score in teams which leads to higher performing teamsCurious? Give it a listen here, or it is also available on Spotify/ iTunes under “Trust Enablement's Podcast - Coffee, Collaboration, and Enablement”Support the show (https://members.trustenablement.com)

The Trust Enablement leadership team, plus good friend Felix Krueger, set down for a first-of-a-kind global roundtable on the state of sales enablement.Coming from the Northern and Southern hemispheres, from the East and the West, we will share our perspectives on the State of Sales Enablement from each of our regions and globally.If you want to get a true sense of Enablement on the planet earth in 2021, you don't want to miss this event.John Moore - The Collaborator - North AmericaBritta Lorenz - EuropeDave Nel - AfricaPooja Kumar - ASEAN and IndiaFelix Krueger - AustraliaSupport the show (https://members.trustenablement.com)

In this conversation with Devon McDermott, Carissa Thomas, Director of Sales Enablement at Pendo.io, will share her insights on how to grow an enablement function from a team of one to a team of many--including how she built an enablement center of excellence and prepared her organization for the implementation of a robust enablement ecosystem!Support the show (https://members.trustenablement.com)

I am growing concerned.

What do 'Baby Shark' and Enablement have in common? Nothing! But now you have the earworm too :-)Adriana Romero and Pooja Kumar had a fun conversation, full of insights on how you can make sure your onboarding programs are successful. Lots of great information from their experience and the experience of other excellent enablers here. Just a few of the highlights are- You are still dating when onboarding so make sure you are making a good impression. Consider the details you are putting forward to them.- Change should be a constant. Reflect after every cohort to see how you can make this better. Ask your reps " if you had the power to change one thing, what would it be?"- Less is more- Give them less information at the start ( hint:no boot camps), and create a space where they learn by doing.- Peer to Peer learning is king!- The most valuable advice of all time, leave your ego at the door when designing/ revamping your program.Lots more tips in this lively chat. Curious? Give it a listen here.Support the show (https://members.trustenablement.com)

What do these two adorable dogs have in common with many Enablement teams?

In this episode, Africa Regional Host Dave Nel joins Trust Enablement Customer Council Member Petek Hawkins and Greg Stockton, CEO of Prosperity, a Financial Planning firm in Dubai, to explore the Sales Velocity Equation.What is the Sales Velocity Formula?The formula measures how quickly you are bringing money in the door and is calculated by taking the product of the number of opportunities, deal value, and your current win rate and dividing that value by the average deal cycle length.The discussion in this session raised exciting points for all of us to consider:This formula is very short-term focused - or, as Simon Sinek would say, playing the Finite game.  Strategic, long-term companies should use this as one metric amongst all. You cannot play the infinite game and win if you only measure using finite game metrics.To maximize sales velocity, you can see significant payback by influencing all of these values. However, most often, it's best to focus on influencing one of these metrics as that singular focus will work best for most companies.Give a listen and remain curious.Support the show (https://members.trustenablement.com)

What a great conversation with Matt Compton over at Filo.co!While I don't promote any vendors I love the way Matt and the FILO team are thinking about the virtual/hybrid world that is our norm, and how to best support key enablement and sales activities like:- Sales Kickoffs- Executive Briefings- Onboarding- Deal RoomsIf you are in #salesenablement, give a listen to get your thoughts flowing. Thanks to all who attended, and especially to Bob Dozois who for the conversation in chat!Support the show (https://members.trustenablement.com)

In this episode, Petek Hawkins is joined by her colleagues, Emma Rosen and Monica Murphy, to discuss onboarding from their experiences at Melio and beyond.You'll hear them discuss:What is challenging for revamping an existing onboarding?Who are your key stakeholders?What is top of mind for the revenue leaders?How do you show success to business?Keep listening and remain curious.Support the show (https://members.trustenablement.com)

In today's conversation, The Collaborator puts forth a challenge around how to work with buyers to truly approach them with a servant-leader mindset.  The ideas being shared are not new, in fact, they are decades old and based upon work created by Sharon-Drew Morgen.Give a listen and remain curious.Support the show (https://members.trustenablement.com)

Dave Lichtman, Founder of of Enablematch, Rockstar of Recruiting Enablers, joined us for a private event in our community, focused on sharing insights and tips for Enablement Managers looking to hire and preboard Enablers.The Collaborator shares the highlights in this recording, including:

In Anlehnung an das Schwerpunktthema des Monats August sprach ich mit Benjamin Rolff über "New Work, New Performance" und dessen Auswirkungen und Bedeutung für das Onboarding. Hören Sie hinein und finden Sie antworten zu Fragen wieWas genau ist New Work und sind wir bereits in diesem Zeitalter angekommenWas verbirgt sich hinter New PerformanceWelche Herausforderungen und Chancen ergeben sich für UnternehmenWie lässt sich dies auf Enablement und Onboarding umlegen

In this episode of Coffee, Collaboration, & Enablement Team of One - Devon McDermott talks with Katie Williams about her experience building an enablement function from the ground up with a focus on working with leaders, and internal stakeholders to build, launch and elevate the enablement function.Katie does a brilliant job of sharing:What's worked over the course of the first 8 months of her team-of-one journey.Lessons learned during her team-of-one journey.Lots of lessons learned here.Give a listen and remain curious.

African Regional Host, Dave Nel, sat with Alan Versteeg, CRO at Growth Matters, to take a broad, 360 degree view of onboarding.One of the key messages right out of the gate in this conversation is that onboarding often doesn't work because we don't define the role properly (not the job description), but the key responsibilities like these for a seller:Build the right relationshipsHave relevant conversationsCreate valueAlign outcomesTo deliver on these responsibilities, break down in each of these categories what disciplines they need to have:MindsetToolsetSkillsetHelp setIf this sound interesting to you, give a listen and remain curious.

Michael Teoh is the Founder of Thriving Talents, a company that consults and trains youth talents in organizations and universities to succeed in life and work. Last week, Michael shared his insights on how to engage and onboard a Millennial sales force and start them off on the right way in your organization.Michaels 3 tips to make your onboarding programs successful:1) Give them Clarity- on goals- understanding themselves- on what is expected2) Develop Mastery- Sales skills- Soft skills (especial for the virtual environment )- Product or Solution skills3) Sustainability- Build practices to help them stay motivated and engaged. This is especially important to consider if your sales force is still working in a virtual world.Lots more actionable tips in here. Give it a listen and remain curious!

Dave Nel, Petek Hawkins, and John Moore (The Collaborator) explore the Trust Equation and how it impacts the approaches Enablement teams take in establishing trust internally with their stakeholders.

Sapna Sulaya, Partner Middle East & India at Global Performance Group, joins Africa Host, Dave Nel, to discuss the the WHY and HOW for Enablements focus on both internal (sellers) and external (clients).Sapna notes that she is seeing more and more focus on customers in the Enablement space.Why?Customers no longer compare banks to one another, they compare them to platforms they use elsewhere like Amazon and Netflix.The trick for the business, and Enablement specifically,  is to align the customer and sales journeys to ensure great experiences and results for both.Give a listen and remain curious.

Jenna Jeffries sat with Africa Regional Host, Dave Nel, to go deep into the world of sales coaching.They covered a lot of ground including:The 70/20/10 development model70% of knowledge comes from experiential learning (doing it)20% from social learning (coaching, networking, mentoring)10% from formal learning (courses, training programs)The latest Global Coaching Report from ICF.ICF Global Coaching Report Take away #1 - The number of managers and leaders using coaching has nearly doubled.ICF Global Coaching Report Take away #2 - The biggest obstacle to  coaching are untrained people who call themselves coaches.

Thorsten Stiller, EMEA Senior Sales Consultant, Sales Planning & Strategy Dell Technologies | Field Sales Enablement, joined DACH Regional Host, Britta Lorenz, to discuss the power of MEDDIC.What is MEDDIC?  It is a framework for discovery where the letters stand for:Metrics - What are the #s driving the deal?Economic Buyer - Who are we impacting with this deal?Decision Criteria - What is the prioritized list of criteria that will guide who the prospect buys from?Decision Process - What process is the prospect using to decide who to buy from?Identified Pain or Value Drivers - What is customer seeking to gain as a result of this buying journey?Champion - Who is my partner on the buyer side that is helping me of navigating the buying process?MEDDIC can be customized to your needs, powerful and worth understanding.Thorsten notes, in addition that he is happy to help companies to implement MEDDIC as Coaching and Communication process:Starting with common first Information about the idea and process, how to use and what are the expectationsSecond for Managers how to support and motivate the sales force on implementation and value driveThird a quality check and alignment of potential shortfalls and improvements, to share best practices His special offer is to help companies in German or English language on all three stages via:Upon request a deeper dive into the MEDDIC terminologies and sales process, what does good look likeOr, a general Company session on Sales Strategy, what to expect and what to invest when implementing MEDDIC

Neha Dhanuka is a Global Social Selling program manager at Infosys. She speaks to Pooja about what needs to be done to create a social selling program at scale.Key aspects to consider when building a social selling program- Perception - Linked In is still perceived by many as a job-hunting platform and it's important to educate sellers on the use of this as a tool to engage and build relationships with people.- Learning - train on how to use the tool effectively- Role-based programs - Understand the requirements of the role and develop a program aligned to their needs- celebrate and feature successNeha also talks about how they scale and measure success. Curious? give it a listen. This episode is also available as a podcast on 'Coffee Collaboration and Enablement' on Spotify, ITunes or wherever you get your podcasts.

Soni Bhattacharya is the founder of The Painted Sky and a Master Certified Coach with a passion for developing coaching capabilities in leaders. Key takeaways -- The understanding of coaching is evolving among business leaders- It is becoming a skill that is more valued and one that- to develop a coaching culture it must start with the leadersThere are several stories of business success that she shares and even a couple of tips for leaders to get started with developing their own coaching capabilities.Interested? Give it a listen and remain curious. This episode is also available on the Coffee Collaboration and Enablement podcast, available on Spotify, iTunes or wherever you get your podcasts.

Daniel Robus, Go To Market Executive & Facilitator and Bryan Difford, NTT Ltd. Sales Director - UK & Ireland, join African Host, Dave Nel to explore the intersections of sports and sales and what sellers can learn at that intersection.As we explored the overlap between sales and sport, the following key points were discussed:The importance of work life balance in your overall success.How structure will enable more productivity across the various aspects of your life (family, work, sport).It is critical to put people into their best positions to win.  Great sellers are not automatically going to be great managers, as one example we have all seen.These lessons apply fully to Enablement professionals and coaches. It's about putting a structure in place and focusing on the whole person -- not just the seller, but the seller and the human being doing the selling.Give a listen and remain curious.

Lipika Subbiah is the Head of Sales Enablement for Linked In. She has recently kicked off a sales coaching program herself and shares her thoughts on how to operationalize it. Key takeaways1) creating a peer-to-peer coaching system/ by introducing coaching to everyone and allowing them to experience it.2) Coach the Coach - not just training sales managers, but creating a process to support them while coaching and make them stronger coaches3) Process - Lipika talked about the ABC coaching program in their organization that is built to operationalize sales coaching.Finally, when it comes to measurement. Consider this...Crawl, Walk and Run when thinking about aligning Metrics.We loved her approach and her tips! We hope you do too. Give it a listen and stay curious!

Rebecca Bell takes the hosting reigns for UK and Ireland in her first episode, sitting down with former host, Dr. Jeremy Noad.The show primarily focused in on the lessons Jeremy learned from the sessions over the course of hosting these shows but also reviewed his approach to Sales Effectiveness at Linde.Jeremy's team is not trying to be all things to all people in the business.  Instead, they focus on the following 3Cs:

Anna Rokina is an expert in social selling and the founder of Smart Social. She works with B2B GTM teams who want to transform their sales process, adding social selling to the mix and helping them with the adoption of new tactics and getting business results.In her conversation with Pooja they discussed - - Social selling is important and it's about building your brand and TRUST with your prospects.-Top tips on how we can localize social selling efforts in APAC and why that is important- Anna dives into a programmatic approach and business measurements.She has also left us with a Social Selling checklist to helo you and your companies. https://gosmartsocial.com/socialselling-checklistGive it a listen & stay curious

Larry Long Jr. is the (Founder of LLJR Enterprises, focused on Keynote Speaking and Sales Coaching, to help individuals and organizations elevate their game to that ‘next level’) Director of Collegiate Sales at Teamworks and he will be stopping in to discuss the concept of sales as a team sport.Larry joined The Collaborator to bring his deep insights, and high energy, to the topic at hand.

Deepkaran Singh Ahuja is an enablement specialist with Tech Mahindra and focuses his efforts on microlearning strategies to support their sales teams. In this conversation he had with Pooja Kumar, they covered:1) The need for a stronger enablement team and strategy that was born out of the challenges that the pandemic has created around the world.2) Deepkaran and enablement colleagues were asked to interview reps/ sales leaders and ideate on enablement solutions that would support them best.3) this ideation led to the creation of a platform for microlearning using in-house experts and sales leaders to deliver content. The content is broken into consumable parts that lead to certification.Deepkaran also spoke a little about how they measure success with business metrics and will be able to give us more information about that in a few months once he has collected enough dataGive it a listen and remain curious.

Design thinking is a process for creative problem-solving. It has a human-centered core. It is used to solve problems in organizations and is can specifically help sales and marketing teams. Pooja spoke to the experts from HumanInc about this methodology can create a truly connected customer experience and impact sales significantly. Key takeaways1) Design thinking helps orient sellers to their customer's business problems and focus their products and services to deliver more value to their customers. 2) It helps sellers navigate complex structures in organizations and bring ultra-relevant experiences for the customer 3) The ROI for sales and the seller is significant and the team share their stories of success Give it a listen, stay curious, and connect with Mike Cannon and Synne Sogge Stohlmacher if you are keen on more information

In this session, Shamis Thomson, Global Manager of Sales Enablement at Hootsuite, stops back in to chat with The CollaboratorShamis will share his thoughts on Enablement when run in Enablement, Product, and then Sales.When not in a direct revenue-generating team you often have the opportunity to be more strategic as not heavily focused on the day to day.  The downside, you are further away from that team you are supporting and harder to influence the team in their day-to-day.When a part of the revenue-generating teams, you tend to be more tactical, less strategic, but the ability to have larger impact is a reality.As Shamis notes, and I agree, there is not necessarily one right answer for where the team should report.  Where are your teams reporting into organizationally?Keep listening and remain curious.

Javnyuy Joybert, Business Growth & Operations Design Trainer, Consultant & Entrepreneur, joins Dave Nel, Regional Host for Africa. Javnyuy will explore sales in Cameroon, the pathway to building successful sales systems, and more.Javnyuy shared his journey from a small town in Cameroon, paying for his University training, then returning to his village and starting a training program to educate those in the local area, and then throughout Africa.Javnyuy also spoke about the challenges in setting up sales systems in parts of Africa, from distribution, through financial systems to collect money, through the multitude of cultures and languages to understand to properly deliver value.Give a listen and remain curious.

James Palin, Senior Sales Training and Development Specialist (EMEA), at SAS, joined Regional Host, Jeremy Noad, to explore the 7 minute training session and more.James shared insights on the 7 minute training session, modeled after the 7 minute briefing model the FBI had used.  At a. high level.Students are given pre-training materials to prepare for the training.The briefing is very focused on one take away.Post training work provided.James admits he had a healthy dose of skepticism about the approach but it has worked very well thus far.Give a listen and remain curious.

Ben Gaston, Sales Director for Toshiba in the UK, set with Regional Host, Dr. Jeremy Noad, to explore situational coaching (along with many other sales leadership related topics).Ben spoke to the fact that, while there is value in generalized training, the recognition that each seller has different needs, is part of the reason why coaching is so important and critical to sales team success.Give a listen to Ben and Jeremy as they explore these topics.

Bill Walton is the Executive Vice President of Sales- Digital Sales Enablement at Ascend Advisors. Bill joined The Collaborator to discuss AI-inspired prospecting.Lots of good insights from Bill, but especially loved his MAIN approach.MAIN (Market do they operate in, Account - the company they work for, Individual - them, Network, where are they speaking and sharing value, what are they talking about).Give a listen and remain curious.

NK Chari from Streamz AI breaks down the difference between- Sales Training, Sales Readiness, and Sales enablement. These terms are often used interchangeably but actually serve different purposes. They are in fact 3 different parts of the maturity curve to drive results for businesses.1) Sales Training - sales or product training help sales get ready for conversations with their customers. 2) Sales Readiness  -Measures the capabilities of the sales rep and allows the leadership the visibility to skills gaps so as to provide appropriate learning/coaching interventions to support the sales objectives3) Sales Enablement - at the top part of the maturity curve, enablement is responsible for sales metrics and collaborate across the organization to ensure sales teams deliver customer value and business results. They also discussed the value of tools in the different parts of the process.Give it a listen and remain curious.

Florian Gottschall, Sales Readiness Manager at WalkMe, joined DACH Regional Host, Britta Lorenz to discuss no pressure prospecting.Florian's key thoughts revolve aroundListening with the intent to understand.Building trust Throughout this conversation, Florian and Britta discuss several stories and share many insights.Give a listen and remain curious.

Dr Mark Hollyoake, Founder, Director & Head of Business Capability, at Customer Attuned, joined Regional Host, Dr. Jeremy Noad to discuss the topic of trust in sales.Dr. Hollyoake has studied this topic in depth as part of his doctoral efforts.Sales must make themselves more vulnerable to their buyers.  Over time, through ability, credibility, and the way we work together you must create mutual value.  Trust is not built quickly.The role of sales is to mitigate and reduce risk in the relationship as they work with individual customers.This is a wonderful conversation about a core attribute of sales: Trust.Give a listen and remain curious.

Shauna MacNeil is the Global Sales Enablement Team Leader at Nokia. In this conversation with The Collaborator,  Shauna shared her insights on being the cross-functional glue for the organization.Shauna shared a great example of why this is so important for the business.When she first started her current role, the team was rolling out a new  they tool for leads tracking.    As the team rolled out the tool, the discovered that they broke lead reporting for the marketing team.  The failure point?  No one had taken the time to talk to marketing.To fix it, Shauna took the following approach:Identified people from across the business who were involved or impacted by the lead process.This group came together to identify each team's needs and map the entire lead process.The end result?A much simpler implementation that fit within the existing CRM and worked far better for everyone.Cross-functional collaboration for the win.Give a listen an remain curious.

Katie Williams is the Sales Operations and Enablement Manager at Sandler Training. In this session, Katie joined The Collaborator to share why and how she made the transition into Enablement, as well as giving us some insights into what it’s like as a first-time enabler working as a team of one.1️⃣She shared how her interest was sparked when she had the opportunity to be involved in non-L&D projects in her previous job.2️⃣She shared her outreach across the community, noting the number of supportive enablers who provided her with rich insight.Katie also discussed her journey through job hunting and how she has approached the first four months in this new career.Give a listen and remain curious.

Marne Chen, Sales Enablement Lead for Africa at SAP, joined Regional Host Dave Nel to explore how she balances Enablement across more than 50 countries on the African continent.To create a baseline of sales skills, with local competencies added to best support each market:1️⃣SAP deploys Essentials Sales Learning globally through the four quarters of the year.  This training is mandatory for all sellers in the company.The goal?  Upon completion of those modules, the sellers are able to speak to the strategy with one voice.Regional and local leads are then responsible for ensuring their teams complete this training.2️⃣Regionally, monthly meetings are held to discuss different aspects of enablement, from onboarding through leadership training.3️⃣Locally, ever seller has a sales skills assessment test, which is combined with a manager-delivered assessment.  The results of this evaluation results in the creation of workshops and training to close the remaining skill set.With this approach, every seller reaches a standard baseline plus a localized set of skills to maximize their value in the region.There is so much value in this conversation.Give a listen and remain curious.

Claire Scull, Director, International Sales Enablement, at Veritas Technologies, joined Dr. Jeremy Noad, Regional Host for the UK and Ireland, to discuss several different topics, including:As an international sales enablement leader, she recognizes the 80/20 rule whereby 80% of the efforts are common, but 20% is customized down to each regions needs. The importance of  enabling the enablers.Women in Sales Enablement (WiSE).Where does Enablement go from here.Give a listen and remain curious.

Devon McDermott is the VP, Enablement & Learning and Development at Persado. In this conversation with The Collaborator, Devon shared her insights on Enablement as a team of one.Some amazing insights around topics such as:1️⃣Tips for interviewing for Enablement roles for teams of one.2️⃣Insights for getting started with Enablement as the team of one.3️⃣The importance of educating the team around you about what Enablement does, and does not, do.  Give a listen and remain curious.

Pooja spoke to Chatur Grandhi who is the Director for Inside Sales for Asia Pacific for the International Workplace Group. They offer 'workplace as a service' and flexible office solutions. Chatur has manages sales teams in a variety of industries across asia pacific. Key areas discussed - 1) What makes a good Salesperson2) cultivating customer-centric sales teams3) Chatur's perspective on Sales enablement based on his experience....and how it compares with driving out on an open road :-)Give it a listen, remain curious and reach out to Chatur if you would have any questions or would like career advice.

Dan Stratton is the Director, Sales Acceleration & Enablement, at Cisco Meraki. In this session, Dan joined The Collaborator to share his thoughts and insights on cross-functional collaboration, a cornerstone to success with Enablement.While there was a lot of great advice, this is one I'm personally stealing for my own use Color code your meetings on your calendar so. you can easily look back at a week or month and see how you've spent your time.Use it for customer meetings, internal meetings with various groups, and so forth.   Keep listening and remain curious

Matt Cohen is the Enablement Manager at Workfusion and formerly the Product Enablement Leader at Seismic. In this session with The Collaborator, Matt provided a great overview of the power of Product Enablement.Training on productsFacilitating internal launch of new releasesHow to position products in the marketListen and learn how the role differs from product/solution marketing, building alignment from front to back of house and vice versa, and much more.Give a listen and remain curious.

Rebecca Bell, Director of Global Sales Enablement at IQVia, joins the show again, this time chatting with UK And Ireland Regional Host, Jeremy Noad, Phd.  In their conversation, they discussed how a global team can best support regional teams, giving them the autonomy to leverage best practices from the global organization.Rebecca shared her insights on a variety of topics, including where she sees Enablement moving over the course of 2021 and 2022.1️⃣ Continue to help our sellers thrive in a hybrid world with a mix of virtual and in-person selling post-pandemic.2️⃣ Enablement needs to take a deep breath and transition to a more strategic view, less random acts.3️⃣ Moving to being able to demonstrate impact in a measurable manner.So much in here.Give a listen and remain curious.