Fueling the Revenue Engine

Coaching go-to-market teams through their customer-facing conversations is often the key to a high-performing revenue team. In this episode, Level213 co-founders Roz Greenfield and Amanda Ambrose outline the key elements of successful sales coaching for managers, enablement, and reps alike.  

The synergy between Enablement, Operations, and Revenue leadership is vital to empowering GTM teams. In this episode, we welcome Adrien Del Bonta, Senior Director of Global Sales and Partner Operations at Contentful. Join us to explore the strategic role of Revenue Operations, their holistic view of the revenue organization, and how they collaborate and partner with Enablement to drive the revenue equation.

This episode welcomes Caroline Fox, Senior Director of Enablement at Iterable for a discussion about effective GTM onboarding programs, what to think about, and resources to use while building them, as well as the considerations we need to think through as we remain in a hybrid and/or virtual world. ​​

This episode welcomes Steve Hallowell, VP Strategic Services at Highspot for a discussion about the unprecedented acceleration of demand for enablement and how the role of enablement has evolved into a strategic partner to revenue and executive leadership.

This episode brings a special gift to the enablement community just in time for the holidays. We speak with Melissa Madian, Founder of TMM Enablement Services and author of the new book ‘Enabler? I Hardly Know Her! How to Make the Sales Experience Not Suck’. In this episode, we break down the different themes of her book.

Enablement exists to accelerate performance, but an effective enablement team has an even greater impact. We welcome Joel Anfuso, Director of People Enablement at Staffbase, to discuss the evolution of Enablement, how it shines in complex sales environments, and the impact it has on moving the company’s GTM culture forward. 

In this timely and relevant episode, we welcome Heather Mahendran, Sr. Sales Enablement Program Manager at Pantheon to discuss the strategies and best practices for an impactful virtual SKO in a post-Covid word. SKOs are typically the largest internal investment that a company makes every year. However, SKOs are going to look very different this year and we want to help provide a playbook for you to navigate uncharted territory.

Using metrics and data to guide enablement strategy ensures company alignment, executive support, and program impact. Join us for this episode as we welcome Jen Scopo of WorkRamp and delve into how enablement professionals should execute using metrics and data as our guiding principles. 

In response to listener requests, this episode is all about Partnership Enablement. We welcome expert consultant Lisa Lawson of LTL Partner Consulting to discuss this important aspect of enablement. Listen in for an exploration of everything from how to execute properly on partner enablement, to leveraging partnerships as an integral part of GTM strategy, the impact of partnerships on demand generation, and so much more.

In this episode, we welcome Robin Pam, Senior Director of Product Marketing at Optimizely to talk about the importance of strong partnerships between Sales Enablement and Product Marketing and how they benefit the revenue engine of an organization. 

In this unique episode, we welcome Taylor Gilbert (Strategic AE at Contentful) to get an insider’s view of the current reality for sellers, as well as changes on the buyer side during this global pandemic and economic turmoil. Our end goal is to understand more clearly how Sales Enablement and Sales Leadership can provide appropriate enablement for revenue generating teams selling in difficult times.  

In this episode, we focus on the benefits of agile enablement. We welcome Katie MacDonald, Sales Enablement & Productivity Lead at AWS for a conversation to discuss the shortcomings of a waterfall approach, the need for agile enablement, and how to go about making the shift. 

In this episode, we discuss how to design effective training that captures the attention of salespeople. Our guest expert Jill Clark brings over 20 years of experience as a content creator, curriculum designer, personal coach, and has unique insight into building engaging learning experiences that equip salespeople to increase sales and client retention.

Some of the best enablement professionals started in sales roles. In this episode, we talk with Sophie Wicks and Rachel Ho’a about their journeys from sales reps into sales enablement roles. Covering how their companies benefited, skills needed, supporting the transition, learnings, successes, and what they would change if they had it to do over again.

As Part 2 of What Should be in Your Sales Enablement Tech Stack, we’ll explore with Ceros Sales Enablement Manager Kelly Parks how to empower the Go To Market team with trusted information and confidence, so they can engage effectively in their customer-facing communications. Ceros leverages Guru to maintain a trusted source of verified knowledge. 

In our technology driven world, there are many ways to use technology based tools in the pursuit of revenue targets, productivity, efficiency, and training. Chad Trabucco, Head of Sales Enablement at Glint, discusses his approach, wins, and challenges in building a Sales Enablement tech stack that includes Knowledge and Asset Management, Learning Management Systems, Activity Management, Prospecting tools, and Call Coaching tools.

For this episode, we are joined by Andrew Hazard, Director of Go To Market Enablement at Contentful, who brings his experience in multiple roles as a VP of Revenue and an Enablement Leader. We’ll explore the importance and benefits of a strong partnership between the two roles, as well as how to establish it with both Sales leadership and Front Line Managers.

We welcome Misha McPherson, Head of Global Enablement at Coursera/Head Facilitator Sassy Sales Enablement, for a lively conversation delving into the foundation of Sales Enablement. We’ll look at defining Sales Enablement, the impact, and why it’s critical during a time of pandemic and financial crisis, setting a charter and priorities, as well as how and when to respond with a “yes”, “no” or pivot.