Inside Sales Coach ®

It's the final episode of the SalesCoach podcast. This is episode 222. After 222 weeks, recording one episode a week, it's time to say goodbye and thank you! For more than 4 years, I've had the privilege of your company and that of my many guests! In April 2024, the first of my LinkedIn Learning Courses will go live. I will also be launching a newsletter.  So there is still lots I can serve you with. Thanks for your listenership, love and loyalty on this journey so far! My very best to you! Mark 

This week on the Sales Coach Podcast, we welcome Ross McClean. Ross is the Vice President of GTM Enablement at Aiven.   With a rich background in software solutions, he's dedicated to boosting performance. Ross brings insights into stakeholder alignment, innovative training methods, and tech use in training. Today, Ross outlines how to create a dynamic enablement ecosystem. This system supports sales team growth and aligns with organizational goals. It makes sales enablement more impactful and efficient. Listen in to learn: The value of aligning stakeholders in a global program. Engaging training techniques beyond traditional methods. Enhancing training with technology. Ross believes in connecting with the audience in varied ways.   "No single method works for everyone. It's about engaging people to want to learn," he says. Get set to redefine your sales strategy. Discover how to use technology for better training.  Ross's tips will help create a more effective and engaging learning environment for your team.

Sales leaders and teams can adapt to changing dynamics in enablement and training by embracing a holistic approach that integrates stakeholder alignment, innovative delivery methods, and cutting-edge technology. My guest this week on the Sales Coach podcast is Gary Broadbent, VP of Global Enablement at JAGGAER. Gary has over 20 years of experience in implementing and selling software solutions for various business functions and markets. He is also passionate about driving performance improvements across employees, partners, and customers. In today's episode, Gary shares his insights into stakeholder alignment, innovative training delivery, and the utilisation of technology to provide a comprehensive blueprint for creating a dynamic and effective enablement ecosystem. This ecosystem not only supports the continuous growth and development of sales teams but also ensures that training initiatives are closely aligned with the strategic goals of the organisation, thereby maximising the impact and efficiency of sales enablement.   Tune in today and you'll learn the following: plus MUCH MORE: The importance of stakeholder alignment and transitioning from tactical projects to a cohesive global enablement program Techniques for delivering engaging and impactful training sessions that go beyond traditional methods How to leverage technology to enhance the efficiency and effectiveness of sales training   As Garry says: "My role as a leader is to relate to the end audience as much as possible, and that means providing different mediums and different ways to connect with them in a way tha is going to make them want to engage and help the training stick. But there's no one trick pony or silver bullet to any of this....It's about finding the right opportunities and the right way to be able to drive people to want to take training." Get ready to discover how to revolutionise your sales enablement strategy, harness the power of technology in training, and create a more engaging and effective learning environment for your team.

Facing another change? Let's explore how this could be your opportunity to excel in sales enablement and leadership.   In this week's episode of the Sales Coach podcast I'm speaking to Jeff Lowndes, Revenue Enablement Leader at Snap.   Jeff has a rich background in various enablement roles and a Master's in Organisational Development.   Today, Jeff shares his invaluable insights into the dynamics of organisational change and the pivotal role of sales enablement in navigating these transformations.   Tune in and you'll learn: The essence of organisational change and how it paves the way for growth and adaptation The significant difference between change management and transition management The importance of addressing the internal transition that individuals experience during change. Practical strategies for ensuring that changes not only take place but are embraced and integrated into the organisational culture   By listening to this episode, you'll discover how embracing change can help to drive both your personal advancement and professional achievements.  Turning each new challenge into a stepping stone towards greater success.   As Jeff says: "Change management starts with the very first conversation I have with a stakeholder. When I'm scoping out a problem, or a challenge that is going to lead to a bigger project, the questions I ask and the way I frame up the issue itself really sets the stage for the trajectory of the change."   Join us to explore how you can turn the inevitable changes and transitions within your organisation into opportunities for innovation and success.

Are you curious about how understanding people can boost your journey to becoming a top sales leader? In this week's episode of the Sales Coach podcast I'm speaking with Georgina Beard, Head of Sales Enablement at SEON Fraud Fighters. Her current role involves being a one-woman team supporting sales and revenue teams globally, focusing on enhancing efficiency and effectiveness across the board.   Tune in today and you'll gain insights into the following, plus MUCH MORE: How improving your emotional intelligence can lead to a better understanding and management of your sales team The art of persuasive communication: essential for effectively influencing your team's dynamics and your client interactions How aligning your personal goals with your professional development can propel you forward in your career, especially when preparing for senior leadership roles.   As Georgina says: "For me, little wins are the things that mean a huge amount to an individual, but not necessarily a huge amount for business. I also think that little wins help drive adoption. If someone can see that enablement, or leadership are supportive and helpful, then ultimately that drives engagement with that person moving forward." Tune in to uncover how blending empathy with strategy can help you to not only meet your sales targets, but also inspire your team to achieve their best.

Are you struggling to navigate the complex world of enablement, grappling with competencies, coaching, and performance frameworks? If so, you're not alone. And today's episode is here to help! My guest this week on the Sales Coach podcast is Rebecca Bell, Senior Director and Head of Global GTM Enablement & Business Operations at Zendesk. Rebecca prides herself on her ability to build teams and strategies that accelerate business success and create advocacy. She also holds the prestigious title of Founding UK Chapter President of the Revenue Enablement Society.   Tune in and you'll learn the following: Discover the importance of defining core competencies while acknowledging the role of individualized coaching in fostering growth Uncover the pivotal role of managers in driving success within go-to-market teams Learn how to spot coachable individuals from the outset and how to foster a growth-oriented mindset from the hiring process onwards   As Rebecca says: "My definition of coaching probably aligns with being a guide. Essentially, like a Sherpa going up Mount Everest. You know the route and understand the terrain, and you're helping to carry some of the burden for the person you are guiding. But the individual is still taking the steps forward themselves." Don't miss out. Tune in to gain an invaluable perspective on coaching and enablement. Stop struggling and start growing in your journey to becoming a better coach and leader.

What is the key to effective enablement and how can you drive maximum impact within your organization? My guest this week is Brooke Coletti, Senior Scaled Go-To-Market Enablement Manager at Amazon Web Services (AWS). In this episode, Brooke shares invaluable insights into the world of enablement. She sheds light on key strategies for garnering buy-in, understanding adoption curves, and prioritizing initiatives to drive organizational success.   Tune in today and you'll learn the following, PLUS MUCH MORE: The critical role that partnerships play in enablement success How to and why you need to build effective relationships with stakeholders outside of the enablement function The importance of understanding the learning adoption curve and its impact on organizational change   As Brooke says: "Knowing your stakeholder's motivations will really help you be able to tailor your message and in turn, build that relationship fast." Tune in now to gain valuable insights and strategies that will help you unlock the full potential of your team and drive maximum impact within your organization.

Have you ever wondered why some sales teams soar to success while others struggle to meet their targets? The secret might lie in something that's often overlooked but crucial in the sales world: effective coaching and analytics. My guest this week, Mike Kunkle, Vice President at SPARXiQ, is a seasoned professional in the realm of sales effectiveness services. His expertise is further solidified by his authorship of the book "The Building Blocks of Sales Enablement," which reflects his deep understanding of the field.   Tune in today and you'll learn the following, plus MUCH MORE: The crucial role of analysing results to improve sales skills and strategies Understanding the true essence of coaching, differentiating it from mere feedback or advice Techniques for effective sales management, including how to utilize analytics for performance improvement   As Mike says: "When I talk about coaching, I always say that the rep has to own their development, and the manager becomes their guide or their sherpa." Don't miss this opportunity to elevate your sales knowledge and skills. Tune in to the full episode today and subscribe to get more episodes like this!

Enabling sales managers is critical for any sales enablement program to succeed ‼️ My guest this week is Amanda Dossey, Head of Sales Enablement at Keyfactor, based in Atlanta. Keyfactor provides certificates for machine identities to help ensure secure connections. Amanda runs enablement as a team of one currently and prides herself on being a leader who fosters teamwork. She has been called a thoughtful and empathetic leader and an outstanding enablement leader.

Ever wondered what it takes to drive success in a start-up's enablement journey? My guest this week us Emily Isensee, the Senior Director of Global Enablement at Esper. With a background in leading large teams, Emily took on the challenge of being a team of one. She has since navigated the start-up landscape with resilience and adaptability.   Tune in today and you'll discover the following, plus MUCH MORE: How to build a lean enablement team and create a robust strategy. The importance of making learning a connected experience The significance of working closely with leaders at different levels   As Emily says: "A mindset of constant learning and experimentation is key" Gain valuable insights on building relationships, fostering experiential learning, and collaborating effectively. Tune in to the full episode today and subscribe to get more episodes like this! 

If you are only focusing on the buying journey and not looking at the value journey, you are leaving vast amounts of money on the table. The data is clear, if you invest time in the revenue enablement model you are 80% more likely to hit their revenue targets and 70% more likely to impact your cross sell and upsell targets. My guest this week is Meganne Brezina, Senior Director of Enablement at Seismic. Meganne has over a decade of experience serving global B2B SaaS teams, known for empowering individuals and organizations to reach their full potential. She is an active participant in the Enablement community and is a member of the Revenue Enablement Society and its Indianapolis chapter, as well as a frequent contributor to The Enablement Squad. Meganne founded and currently leads the Indianapolis chapter of Women in Sales Enablement and serves on the WiSE global board of directors as a global lead, to help make a lasting impact on the professional growth of women in the industry. In her current role at Seismic she brings together her extensive Enablement knowledge and leadership skills to drive success for internal and external stakeholders alike.   Tune in today and you'll learn the following, plus MUCH MORE: What is required before moving into a revenue model. Why competencies, processes, and methodology should be viewed through the lens of “field” and not “sales". The importance of setting up enablement team structure and skillsets to support a field model.   As Meganne says: “You need to really understand the revenue engine in your company only then are you going to be able to have conversations with senior leadership that they will respect." ‼️ Tune in to the full episode today and subscribe to get more episodes like this!

ℹ️ Giving people information is not going to get them anywhere. We need to coach to get transformation. My guest this week is Professor Stefanie Boyer, Professor of Marketing at Bryant University and Co-Founder and Chief Education officer of RNMKRS. Stefanie is passionate about elevating the sales profession with research, education, and technology. She teaches and coaches students on various aspects of sales, such as the conversation, social media, analytics, executive presence, and design thinking. Stefanie also co-authored "The Little Black Book of Social Media" on social media strategies for business, influencers, and personal branding, as well as "9 Ways to Develop Highly Effective Salespeople" designed for sales managers, and an Audible series called "6 Sales Skills Everyone Should Know" partnering with Wondrium, The Great Courses and Audible, an Amazon Company.

You have so many distractions from things like your tech stack, right?

Many of the people I talk to in enablement land in a position where the infrastructure of a company is already in place. But what do you do if you need to build a function from the ground up? This week I'm chatting with Matt Cohen, Senior Sales Enablement Manager at Dotmatics. Matt's passion for alignment is why he is in Enablement. He focus on proactively identifying gaps in the buyer journey and prioritizing solutions that optimize people, processes, and technology. To advance the Enablement community, Matt sits on the board of the Sales Enablement Society's Boston Chapter and co-founded the San Diego Chapter. He frequently shares thought leadership in various forms, including articles, podcasts, and webinars. In 2023 Matt was recognized by SalesHood as an Enablement Leader Making It Happen.   Tune in today and you'll learn the following, plus MUCH MORE: What enablement should and shouldn't be responsible for How you can build a function from scratch How you can align to existing priorities when a function already exists or enablement is being done ad hoc   As Matt says: “I think it's really important to keep in mind that you have to align to the priorities of your organisation. Even if that function doesn't exist, even if you are building it from scratch. There needs to be a bit of give and take, and a willingness to expand the function to your vision of what it should and could be.” Tune in to the full episode today and subscribe to get more episodes like this!

By the very nature of your industry, you are in service. You feel a tendency to say yes to everything. But this causes burn out for you and your team. This is where ruthless prioritisation comes in. This week I'm chatting with Sheevaun Thatcher, VP of Strategic Enablement at Salesforce. Sheevaun is a people focused enablement professional and a passionate thought leader. Sheevaun's playbook includes an infrastructure of proven methods she has developed over the years. Along with tools, systems, metrics and tactics which will help you to increase sales velocity and performance.   Tune in today and you'll learn the following, plus MUCH MORE:   The importance of Sales Manager Coaching Why Strategic Management is a game changer How to avoid burn out with ruthless prioritisation   As Sheevaun says: “It's about recognising who you are. You are not a bartender taking orders as they come in. You are a coach, a part of the team that is in the background making sure that the team on the field are in the best shape of their lives.” Tune in to the full episode today and subscribe to get more episodes like this one. 

It's important that as sales leaders we are providing our reps with the support they need to be successful. This week I'm chatting with Katie Kentner Swick, Global Sales Enablement Lead at Stripe.

Revenue enablement seems to be constantly evolving. As an enablement professional you'll know how important it is to stay up-to-date with news, updates and insights from experts in enablement!

As an enablement professional if you can help deliver and enable to a personalised scale in a simple way the ROI of your programmes will go up! This week I'm chatting with Laura Wheeler, VP of Revenue Operations & Enablement at Spekit 

The world of AI is so fast, it's almost becoming an industrial revolution, so how can we keep up and use AI to our advantage in enablement?! This week I'm chatting to Ellie Salicetti, Senior Revenue Enablement Manager at Red Sift.

Those of us in enablement should be thinking about how we design and build our programs and other deliverables the way that software teams build great products! This week I'm chatting to Sally Ladrach, Revenue Enablement Manager at ThoughtBot.

If we can provide our sales team with clear, real-life examples of successful strategies and approaches, it will be easier for them to replicate those practices.

How you can leverage coaching frameworks like GROW within qualification methodologies like MEDDPICC? 

❓How can sales leaders continue to reinforce the usage of your tech stack? How do you enhance revenue generation without losing focus on your day-to-day tasks? If you're struggling to get your teams to use the tech stack effectively and efficiently, then you'll want to check out this episode of the Sales Coach Podcast!

Did you know that through coaching you can significantly improve your teams' productivity? Want to know how? Then you'll want to check out this episode of the Sales Coach Podcast ❗️

How can enablement be viewed as the problem... but always be the solution? The latest Sales Coach Podcast is now LIVE! My guest this week is Carolyn Bathauer, Vice President for Product Enablement at SalesForce.   Today, you'll learn about the following, plus much more:

By acting as a role model for your reps you can help to shape desired skills, behaviours and results in your reps. The latest Sales Coach Podcast is now LIVE❗️ My guest this week is Jody Geiger, Revenue Enablement Coach at Klue. ⬇️   Today, you'll learn about the following, plus much more:  

Is coaching implemented in everything you do as a manager? The latest Sales Coach Podcast is now LIVE ❗️

Revenue Operating Rhythm (ROR) is a game-changing strategy that can propel your sales leadership skills to new heights. The latest Sales Coach Podcast is now LIVE❗️ My guest this week is Liz Pulice, Vice President Global GTM Strategy, Operations, and Enablement.  

Have you ever heard of data driven coaching?   The latest Sales Coach Podcast is now LIVE❗️   My guest this week is Stefan Funk, Global Head Data Driven Coaching Programs at SAP ⬇️    Today, you'll learn about the following, plus much more:   Why implementing a data-driven approach to your sales coaching practice is effective What metrics should be captured in your reports Ways to improve adoption of your sales coaching through integration   Check out the episode now! And subscribe to get more episodes like this one! 

How can you make coaching more deeply engrained, show leaders the impact of coaching and speak the right language to align with your CRO?

There is hard work to do to obtain a certification, so as a rep, why should they bother? What's in it for them?

Enablement is often misunderstood and gets pigeonholed... Find out how to open your organisation's eyes to what Sales Enablement actually is and why Sales Enablement is essential to help organisations identify areas to inject positive change.  

Turning a 1:1 into an effective coaching session that you can track...it doesn't have to be difficult...

Motivation, Motivation, Motivation! If someone is not motivated to perform, then coaching will be significantly limited in its impact!

In sales metrics are super important, but you must never lose sight of what ultimately moves the needle on those metrics....relationships! ➡️ The latest Sales Coach Podcast is now LIVE❗️ My guest this week is Michelle Curtis, Director of Revenue Enablement at Accredible. Michelle is an enablement professional and is passionate about helping customer-facing folks improve efficiency by creating efficient frameworks and processes which help drive revenue and create a better customer experience.  

Do you believe enabling coaches enables ICs? ➡️ The latest Sales Coach Podcast is now LIVE

When is the best time to invest in enablement?

What is managing up and what does it mean to you? By managing up, could you create more value for your business and managers? My guest this week is Courtney Tucci, Director of Sales Enablement at Mirakl. Courtney is an accomplished GTM enablement leader and skilled in managing enablement teams to support the scalability of high-growth organizations.   Today you'll learn about: Ways you can manage up & getting buy-in How you can build a "lead from the front" culture How you can become a trusted advisor to stakeholders   As Courtney says: "I was making the mistake of fighting fires in the field before I switched to a leading from the front model. This is where you enable all of your leaders on the initiative that you're pushing for and let them put it out there and have a trickle-down effect." Check out the episode now! And subscribe to get more episodes like this one! Search for SalesCoachr on Apple Podcasts, Spotify or Stitcher

Will ChatGPT have an impact on the way you coach your teams in the future, and if it does are you prepared to adapt? My guest this week is Thomas K. Cheriyan, Director of Revenue Enablement at Rattle. Tom is a proven leader and innovator in the technology sector. He brings to the table years of experience in intellectual property, technology, engineering, thought leadership, strategic marketing, sales and business management.   Today you'll learn:   What AI's role in the future of sales coaching is How you can use AI to enhance your sales coaching Why ChatGPT won't replace you as a sales coach   As Tom says: "If you are using ChatGPT for sales coaching, but you're a novice at coaching, ChatGPT may actually hurt you, versus help you, because you still need to do the basics and fundamentals first." Check out the episode now! And subscribe to get more episodes like this one! Search for SalesCoachr on Apple Podcasts, Spotify or Stitcher

Most of the time leaders who are coaching only think that they are coaching, so what do you really need to know to make you a great coach? My guest this week, Jonathan M Kvarfordt, is a Sales and Enablement Executive with over 15 years of experience in implementing enablement programs for global organizations, Fortune 500 clients, and startups. Jonathan was also recognized in SEC's 2023 Enablement Ones to Watch report.   Today you'll learn:   How you can create a coaching environment What can shut down progression in your team How to drive behavioural change   As Jonathan says: "A lot of people confuse coaching with counselling, or consulting, or feedback sessions as they've never actually experienced a good coach. In sales what I've found is that most managers are unconsciously competent, and speak from a level that their sales person doesn't get, or use their ‘coaching sessions' to be corrective, rather than coach." Check out the episode now! And subscribe to get more episodes like this one!   Search for SalesCoachr on Apple Podcasts, Spotify or Stitcher

Do you find challenges with coaching, not sure if you are doing it right or have the right tools in your arsenal? My guest this week is Crystal Nikosey, Voted "One to Watch" 2023 and is a Self confessed Obsessed Strategic Business Driver in transforming revenue enablement into a revenue-outcome. Today you'll learn: The transformations Sales Coaching can achieve Why competency driven sales coaching is important Aligning competencies to metrics As Crystal says: "There's multiple forms of coaching, but I feel that Sales Coaching is when you have a one-to-one session and you focus on the seller, on their skills, and on their behaviours. You are driven by actual data. This is not an intuition based one-to-one or deal review, this is a guide taking in their seller and looking at their competencies, skills and behaviours and really building them out for the seller." Check out the episode now! And subscribe to get more episodes like this one!