Inside Sales Enablement

Join Erich Starrett in the Orchestrate Sales Studios as he interviews Jonathan "Coach K" Kvarfordt on the transformative power of AI in Enablement. Delve into Jonathan's insights on evolving the role of enablement professionals and the strategic impact of AI.Jonathan's journey from survival-focused to strategic thought leadership in sales enablementActive involvement in opportunities to improve Enablement The formation and goals of the RISE initiative for research-based enablement insightsThe role of AI in feedback, coaching, and automating administriviaFuture of enablement with AI and the necessity for adaptation and innovationWe can't wait for you to listen to this episode and harness the power of AI to elevate your enablement game. Jonathan's insights are not just enlightening but will truly redefine how we look at sales enablement's role in the future.Don't miss this in-depth discussion on the future of Enablement!5 Keys You'll Learn in This Episode

Welcome to OrchestrateSales.com‘s Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession.On ISEs3 Ep15 host Erich Starrett is joined in the Orchestrate Sales studios by new friend Danny Wasserman, whom he finally met F2F at Corporate Visions Emblaze #DigitalNow24 in early April. Danny has done game-changing tours of Enablement duty at top logos including Databricks, Gong! and Tableau. Q: So how *DOES* #RevenueEnablement gain a seat at the table in "the room where it happens?And what does THAT have to do with peanut butter, sausage, and Shake Shack?A: (in part) "whether it's in sales. Or whether it's in CS or it's in enablement, you cannot trivialize or overstate the importance of the intersection between hospitality and the world of business." Dive in with me and Danny to talk Strategy, Technology, Human Connection, and...PAST:⌛️ Danny was onboarded at Tableau at about employee 2k. The IPO had just recently happened, and his first "real" taste of enablement was onboarding with "the truly incomparable" Sarah Bedwell⌛️ Joining Enablement at after a sales spiff started a bit of a riff. "I was fortunate enough to be within the cocoon of Mother Goose (Nate) Vogel."⌛️ "My dirty little secret is that I'm an enablement? Dude. You couldn't have captured the essence of how I felt about being a former seller who had sort of taken a bite of the forbidden fruit."⌛️ Frank Slootman boldly came out and said, why am I going to put all of the customer success on one person?⌛️ Nate recruited Danny to re-join Enablement forces at DataBricks. PRESENT:

Welcome to OrchestrateSales.com‘s Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession.Mark Twain - the PIONEER of Sales Enablement who empowered a LITERAL customer facing frontline of 10,000!?!!!On ISEs3 Episode 14, Erich Starrett is out-history-nerded ENTIRELY when he is joined in the Orchestrate Sales studios by Sales Melon's Todd Caponi. Todd is not only an aficionado (and collector!) of SALES history, he is a man on a mission to further a movement towards sales TRANSPARENCY. This includes authoring a 3x award-winning book (

Welcome to OrchestrateSales.com‘s Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession.On a superfun ISEs3 Episode 13, Erich Starrett is joined in the Orchestrate Sales studios by Meganne Brezina, CCMP™. Meganne is not only the Senior Director of Enablement at Seismic, she's published Tomorrow's Enablement for Today's Leaders: The Strategic Guide to Demonstrating Value and Driving Outcomes alongside Irina Soriano.Highlights from the episode include...PAST:⌛️ While carrying a bag for the National Thoroughbred Racing Association (in partnership with John Deere) she quickly learned that hitting four or five dealerships and educating their salespeople how to sell to horse people was far more productive than going directly to 50 farms. ⌛️ Meganne's next stop was Exact Target, which was in the process of being acquired by Salesforce. She moved into an operations role and saw an opportunity to educate the customer facing team about the power of their internal "customer data warehouse" and spoke at SKO. That is when Meghan Gendelman came up to her and said "you need to be in Enablement!" And thus it began. ⌛️ In search of "what the heck is enablement?" Meganne searched the company directory and and up popped Brian Noss and Nina LaRouche (who co-leads the Indianapolis Chapter of WiSE with her today!)⌛️ Her early experience in Engaging the Revenue Enablement Society was being sold by vendors vs. solving problems in community. PRESENT

Welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On ISEs3 Episode 12, Erich Starrett is joined by Dr. Shawn Fowler, whom he originally met when Shawn was VP, Sales Enablement (a true cross-functional #Orchestrator) at SalesLoft, and a gracious host of his first executive board meeting as President of the Atlanta Revenue Enablement Society back in early 2020. Before then, Dr. Fowler had been the World Wide Director of Enablement & Learning for IBM, and is now a Partner in his own sales strategy and sales enablement consulting venture: RevenueReady.Highlights from the episode include...PAST:⌛️ Shawn "stumbled" into the profession working as the first services salesperson for Silverpop - essentially selling desired business outcomes. The SVP of sales, Todd McCormick, announced he was hiring a head of sales enablement and the hiring manager Drew Pronté said "hey, the CEO said that you should probably be the guy." ⌛️ He didn't know what sales enablement was. At the time he was pursuing a PhD in educational psychology so he combined what he learned from working as a sales engineer and as a services salesperson with what he knew about how psychology of learning works ...and he found himself implementing their first ever Sales Enablement program. ⌛️ His first Sales Enablement event was hosted by SiriusDecisions in Atlanta. "I was thinking we need to start something where we do that on a regular basis. This was easily the most valuable thing that I've done in the last six months."⌛️ "Getting a seat at the table was probably the biggest factor in helping me be successful in sales enablement."⌛️ Silverpop was purchased shortly thereafter by IBM when he then developed and executed their global expansion go-to-market plan. "I had the opportunity to see what it looks like in a much bigger level. IBM is basically a handful of multi billion dollar companies all put together. And I was part of one of those multi billion dollar companies inside of it. I got to see how these really big enterprise complex sales work, how you have to enable people across multiple different continents."⌛️ Shaw was responsible for internal sales enablement including customer service and sales engineers and external - partner enablement - as well. "I think it makes a lot of sense, honestly, when you are in that position you have the opportunity to identify and eliminate a lot of the organizational issues that negatively affects your customer and that negatively affect the team as well."PRESENT:

Welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession.On Episode 11, Erich Starrett hosts Bob Perkins, the Founder AAISP, the American Association of Inside Sales Professionals (now Emblaze) in the Orchestrate Sales Studios on the eve of the #digitalnow conference in Chicagoland next week (including a special promo code if you have not yet RSVP'd!) We begin with his origins in telesales to Inside Sales to forming the AAISP. And from where he first crossed paths with #SalesEnablement in the journey to modern day where Emblaze is partnering with the Revenue Enablement Society for track next week. Highlights from the episode include...PAST:⌛️ Bob was on the first ever Inside sales implementation of Siebel. "We used to pull out a stopwatch and time how long it would take to pull up a customer record."⌛️ Bob and Larry Reeves held the first AAISP conference for 50 people in Minneapolis in 2009 using a sound system borrowed from Bob's church.⌛️ By year two they had 200 and started getting calls from places like Japan, Afghanistan, France begging to start a chapter in their location.⌛️ The explosion of Inside Sales created a need to scale the training of less experienced reps. Which created demand for Sales Enablement.⌛️ Bob reflects on how Jill Rowley "The EloQueen" ushered the social selling mix onto the sales scene.⌛️ In Bob's early experience the SES he talked with Scott Santucci about the similarities and differences between the two organizations. PRESENT

In Episode 10 Dr. Brian Lambert is back in the Orchestrate Sales Studios with Erich Starrett, for part two of a two-part interview. Dr. Lambert is a Digital Value Architect at Elastic, co-founder of OSC, SES, and co-host of Inside Sales Enablement seasons one and two.In this segment we pivot from past to present and future, with an emphasis on the impact of AI and the new data = fuel paradigm. Highlights from the second part of our interview:PAST⌛️ What is Brian's take on the recent move by primary research companies to shift from "Sales" to "Revenue" and the Sales Enablement Society following suit to Revenue Enablement Society?PRESENT⌛️ Now that Brian has moved into the Marketing organization, what is his experience like compared to the Sales or Ops or Talent Enablement functions?⌛️ How does data collection compare among the functions?⌛️ What would it mean to truly be Revenue Enablement?⌛️ In line with recent interactions with @Hilary Headlee, Erich suggests the best first step towards true Revenue Enablement may be for Enablement leaders to engage with #RevOps and Brian reacts to the suggestion.FUTURE⌛️ Brian talks about the shift in focus from company to employee to customer ...and now we are shifting towards a data focus. A data centric view. One for which individuals, functions, and entire companies are ill prepared to pivot towards and fully embrace and benefit.⌛️ A potential new paradigm of looking at data less as a byproduct of doing work and more as a fuel for the digital economy. ⌛️ The promise and potential hurdles of AI for Enablement. >>> Understanding, embracing, and tapping into a hybrid human + artificial "collective intelligence." >>> Using AI to generate structured inputs that we as humans synthesize vs. outputs that leave the creativity to an unknown artificial third party. ⌛️ A "future of work" vision where we understand how data becomes information, how that information becomes knowledge, how that knowledge becomes insight, how that insight gets leveraged to make decisions and then how to effectively put AI on top of that to fully leverage what makes the company unique. ⌛️ There are a series of continuums:>>> Data awareness: From data aware to data led.>>> Organizational: From data "laying everywhere" to organized digital mastery.>>> Enablement: From being an Analyzer to an Orchestrator removing silos and creating the organizational structure of tomorrow"You have to be a synthesizer of all this information and AI can help you, but if you cannot synthesize this stuff across marketing operations, training, sales, customers, let's not forget, then you're not going to be an Orchestrator."Please click

Erich Starrett hosts Dr. Brian Lambert - co-founder of OSC, SES, and co-host of Inside Sales Enablement seasons one and two, back in the Orchestrate Sales Studios, for part one of two. A treat to have the epitome of past, present, and future enablement back on the property.And yes, of course he was there at the original founding and one of the ~hundred four founders I'm on a mission to interview over time was right there with @Scott Santucci and the other 99-ish.And BOY has it grown! He did a Google search on Sales Enablement way back in 2008 and got a hundred hits. He just did it again in the pre show and ...how about six million!Brian architected an early "PhD in Sales" building on an organizational behavior degree with an emphasis on sales in his dissertation, and multiple publications in academic journals. Having also been cited over 200 times he may just be on Dr. Rob Peterson and Howard Dover's heels. He's been a salesperson with a quota. He's been a sales manager with a team. He's been a sales enablement manager with a team of ~20. And most recently he took on the role of Big Data Value Architect at Elastic, where he is in a marketing messaging role, messaging enablement.Highlights from the first part of our interviewPAST... ⌛️ Brian's reaction when he first heard the word "Enablement." (hint: it wasn't positive) ⌛️ Brian first crossed paths with @Scott Santucci at a conference an heard him speak about his blueprint. That's where he originally heard Scott share the vision of value architects, communicating value and being orchestrators.⌛️ When at Forrester, Scott had to do a lot of work to sell this idea that there were people doing "this thing called Enablement." That people where challenging the status quo siloed view and breaking down the walls among sales training, marketing, ops, and other functions.PRESENT⌛️ Since corporate silos were born of the industrial revolution, why are they still the status quo and such a massive challenge in a hyper connected digital world where technically silos shouldn't matter? ⌛️ What does it mean to be an #Orchestrator? Why is it important?⌛️ What if Enablement is not the right home for orchestration?⌛️ Of the "four flavors of Sales Enablement" set forth at the SES founding, what percentage of each flavor would most who identify as Sales / Revenue enablement be?

On the eve of the Sales Management Association's annual Sales Force Productivity Summit right here in the ATL at Emory University (NEXT week! March 12-13th ...use promo code TAGFAM for nearly half off at salesmanagement.org) SMA founder and commander-in-chief @Bob Kelly joins me to discuss the past, present and future of enablement through the lens of a globally recognized ambassador of Sales Management. HIGHLIGHTS from the SHOW:The first time bob heard Sales Enablement was from John Aiello and his partner Drew Larsen at the Savo Group in the late 90s/early aughts. They had created a system for distributing content, they called sales asset management. Craig Nelson of iCentera was doing this as well.At that point Bob saw Sales Enablement chiefly as a solution for marketing. Due to Sale's uncertain agency marketing couldn't really see nor control what the sales force was doing with their content and feared much of it was going to waste.The Sales Management Association tends to be more broadly sales effectiveness focused, but they have had sales enablement sponsors / underwriters co create content with them including Brain Shark, Highspot and Seismic.Bob's appeal on behalf of the SMA to those who have a niche focus in sales enablement / supporting the sales force is to learn about the bigger, broader issues affecting sales leadership, sales governance. "(At the SMA) we try to put our arms around a very diverse membership with that basic proposition, learn about the big ideas and get a broad understanding. A liberal arts education about what it means to work and to manage the sales function."QUOTES of NOTE:"A criticism of sales enablement that I have that it's too overreaching in its scope and definition. Only because it's poorly defined.""I would like to see sales enablement making better managers. That should be the charter.""The traditional function of sales management, a nanny function of supervising, making sure people are doing the right things in the right spots, it's largely a problem we automate now. So this has at least in theory, freed up some capacity to focus on more substantive things like making the sales organization better." "Our research shows on average, large sales forces reorganize every three years. And often that's in response to this fundamental need to change how the sales organization delivers value."Don't wait - hit PLAY! - to hear about all of the above...and so SO much more.Join in the journey with curiosity alongside those courageously treading the past, present, and future frontlines of a growing function and global profession. Please click

Tim Riesterer - From Sales Enablement Origins to Orchestrating the Future of Revenue:On Episode 7, host Erich Starrett hops in the OSC Studios time machine with Tim Riesterer - Chief Strategy Officer, Corporate Visions + Chief Visionary, Emblaze.Tim shares his wealth of experience in sales enablement, spanning from the early days of automated RFPs and proposals to the evolution of the sales enablement function. He discusses the origins of sales enablement, its role in bridging marketing and sales, and its potential for strategic impact in the future. Tim also provides insights into the organizational hierarchy of enablement and its relationship to strategy, as well as the future of digital selling and the upcoming Digital Now Revenue Summit. Join us as we delve into the history, current landscape, and future possibilities of sales enablement with one of its foremost experts.Tim and Erich talk all things sales enablement, the evolution of the industry, the future of Revenue Enablement, and even share a few sips

Hello and welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 6, Erich Starrett hosts Christopher Kingman M.S., Global Head of Digital Sales Enablement at TransUnion, in the OSC Studios. And - SPOLER ALERT - this Ep is COMPLETE with a first of its kind opportunity to meet our guest IRL and face-to-face! Along with some of the best-of-the-best who have made (and continue to make) Enablement and Digital Sales history. And with not one but two ISE Insider benefits to make it easy on the travel budget.Chris has a captivating Enablement past as the youngest SES Fore-founder in "the room where it happened" ...just up the street from his Florida home. He is also well known for standing up in that very room as the voice of the next generation. He shares his unique perspective on the past, while concurrently holding executive board roles with both the Revenue Enablement Society and Emblaze. Don't miss insights from this consistent practitioner, leader and volunteer on the Enablement front lines about the past, present and future of the function and profession. Highlights include: PAST: > Participating in the founding meeting of the Sales Enablement Society with people who came from as far away as the Netherlands like Thierry van Herwijnen and big names like Gerhard Gschwandtner and Jill Rowley invested their time, talent, and travel generously. Dr. Robert M. Peterson, who never lets Chris forget that he was the "youngster" there. PRESENT: > Chris' board role with Emblaze (fka AAISP) is informed by years of involvement including at the F2F events. > RES and Emblaze have partnered around the concept that your enablement person and your CRO/CSO are two sides of the same coin.FUTURE: > Developing the first standards-based Enablement Executive Education program. > The 2024 Emblaze #digitalnow Revenue Growth Summit in which the RES is cultivating the Enablement track, and Chris and RES President Gail Behun will be hosting a "How to speak CRO" session. We also announce an ISE Season Three exclusive. In affiliation with the 2024 digitalnow Revenue Growth Summit in Chicagoland April 2nd to 4th. THE must-attend event for digital-first revenue leaders. Hosted by Emblaze. Powered by Corporate Visions. (Check out the "mentioned in this episode" section

Hello and welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 5 Sales Enablement Society Fore-founder and Entrepreneur Craig Nelson joins Erich Starrett in the OSC Studios to go in the wayyy back machine to a coffee shop in 1998 when he registered the domain Sales Enablement dot com and remembers wondering "do I reserve it for one year or three?"He breaks his journey down into three generations of Enablement history:Gen 1: Centralized Sales Content Thing (2003-2013) Gen 2: Content Packaged with Training, a Sales Thing (2013-2023) Gen 3: Sales Execution Across Buyer Journey, a Sales & Customer Success Thing (2024 - ) Please take a listen (and subscribe to!) the podcast to hear about all of the above, and so so much more.Let's Elevate Enablement TOGETHER!Join in the journey at OrchestrateSales.com/podcast Mentioned in this episode:Intro bumper - https://www.OrchestrateSales.com/Outro Bumper - https://www.OrchestrateSales.com/podcastThis podcast uses the following third-party services for analysis: Chartable - https://chartable.com/privacy

On Episode 4 of OrchestrateSales.com's ISE Season 3 - Enablement History - we hop into the present with Gail Behun who was announced just last week as the new President of the Revenue Enablement Society! In this episode, Gail shares insights gained from many milestones on her personal Enablement journey including...> Her PASSION for the elevation of the Enablement profession, including many companies (and namely those who laid off entire Enablement teams) coming to embrace the reality... "What was happening to our community wasn't about enablers not showing value. It wasn't about us not doing a good enough job at our job. It was very reactionary. It was our CROs and CEOs not understanding the value of Enablement.Going from mentality of growth at all costs to a mentality of profitability at all costs." And that meant they had to cut anything that didn't directly lead to profitability, which meant cutting Enablement because Enablement adds to the cost of sale....this crash was not just because of our performance and that we had to be able to own the parts of it that we didn't do well enough. We needed to understand how to better build a bridge to our CROs, and then we needed to understand how do we go forward from here.""We really need to bring this function back and bring it back strategically. "> The Sales Enablement Society's decision to rebrand in 4Q23 to the Revenue Enablement Society..."This is a real recognition that our profession is evolving dramatically...that we have a much bigger footprint that we're empowering, not just sellers, but customer success, solution consultants, marketing, working across product marketing. We really are that connective tissue to the sales organization.""The title is how people are seeing us. But for me and my passion is how are we seeing ourselves? How do we define what we're doing so that whatever our title is, we know we're having the biggest impact, whether you are, a support level, whether you're just coming in, whether you're a VP level and everything in between, really having a clear understanding of how you can have an impact on those bottom line revenue metrics. How what you're doing ties back to revenue.> How her love of the live conference community experience led her to lead the annual global SES/RES event..."It lets me really bring my passion for face to face marketing and the power of conferences and the power of connecting into an organization that I feel so strongly brings so much value to members. One of the things I love about sales enablement is it's still a niche profession. There's not a lot of us, we're still figuring a lot of stuff out. And so you have this community of people who are. Incredibly brave, incredibly creative, incredibly scrappy, and perfectly happy to show you what they're doing." > Her take on the future of Enablement, and elevating the profession..."The evolution for me is to continue to make sure that people have outlets to have good discussions with their community on a regional level, on a national level, on a slack level, that they have those conversations, and that those conversations can focus on 'What makes our strategy impactful?' Yeah, we've got to talk about the tactics, like how are we actually going to pull this thing off? But the more conversations we have about the strategy, the more that we speak that CRO / CEO language, the more likely we are to elevate our entire profession."Please take a listen (and subscribe to!) the podcast to hear about all of the above, and so so much more.Let's Elevate Enablement TOGETHER!Join the rise at OrchestrateSales.comMentioned in this episode:Intro bumper - https://www.OrchestrateSales.com/Outro Bumper -...

ISE Season 3 is focused on the past, present and future of Enablement History. And timed perfectly as we just celebrated the seventh anniversary of the official signing of the Sales Enablement Society into reality by the ~100 SES Fore-founders in Palm Beach, November of 2016.For Episode 3, Paul Butterfield, President of the Executive Board of the (as of recently) Revenue Enablement Society joins us on the Orchestrate Sales Property and shares his take on Enablement History:⏪ BEFORE the Sales Enablement Society: ❇️ Building out the enablement function for multiple companies including Vonage, Instructure, and General Electric's CoE. ❇️ Googling "Sales Enablement" and being introduced to the research of Scott Santucci⏯️ Paul's introduction to the SES via Jill Rowley and ultimately getting involved locally. ❇️ A review of the three founding positions and how they, in part, solidified Paul's findings from having built Enablement programs organically ❇️ A peek "behind the scenes" at the catalysts, current events, and decision making process that informed the executive board's transition from the SES to the RES⏩️ Paul's take on the present and future of Enablement and his personal mission to empower enablement through the lens of Customer Journey ❇️ Enablement has yet to fully embrace and apply "business within a business" ❇️ The impact and opportunity of A.I. ❇️ A challenge for all to embrace becoming Enablement Challengers vs. Waiters ❇️ Drop the "ROI calculator" and rather focus on reasonable correlation to resultsThis podcast uses the following third-party services for analysis: Chartable - https://chartable.com/privacy

Welcome to Inside Sales Enablement, Season three, where we take a leap into the enablement time machine and...> Take a look back with those who played a part in enablement history. > Pause in the present and hit on a few modern themes> And then shift our focus to the future and what it may bring for enablement teams. Hello and welcome! I'm Erich Starrett. I started out as an ISE "Insider Nation" devotee of Sales Enablement Society founding father Scott, Santucci, and trailblazer Dr. Brian Lambert. I then collaborated with them to build OrchestrateSales.com, the global home for the podcast and related resources for Enablement Orchestrators and sales enablement history. Why? Well as a sales enablement history nerd with a passion for the continued elevation of the profession. I see it as the Sales Enablement Smithsonian and, more specifically, an opportunity to serve you - the global enablement community. Together, we will revisit the wisdom of the treasures therein as well as uncover some new ones with a series of special guests, which may even include you.The foundation of cross-functional and enablement orchestration was established in the three founding principles signed into existence by the hundred-ish fore-founders of the SES back in Palm beach in 2016, for which this week in the studio is the seven year anniversary. So in celebration after a year of hiatus, we're knocking the dust off the orchestrate sales.com property. In the first episode we had Sales Enablement Society founding father Scott Santucci as our special guest, focusing on before the SES and how it almost didn't even exist.Today, Scott rejoins me in the orchestrate sales studios, as we land alongside the a hundred-ish, fore-founders in Palm beach, back in November of 2016, where, and when the Sales Enablement Society officially began.  This podcast uses the following third-party services for analysis: Chartable - https://chartable.com/privacy

Episode 64: ISE Season 3 #1: BSESWelcome to "season three" of Inside Sales Enablement ...ISE - focused on Enablement History. I'm Erich Starrett. I started out in the ISE audience listening to SES Founding Father Scott Santucci and Trailblazer Dr. Brian Lambert', and then collaborated with them to build OrchestrateSales.com to be the global home for the ISE Podcast and related resources for Sales Enablement #Orchestrators, including Sales Enablement Society history.It is the week of the seventh anniversary of the official signing of the SES into reality by the ~100 Fore-founders in Palm Beach, November of 2016. We begin ISE Season 3 with a focus on "Before the SES ...and how it almost didn't exist" with SPECIAL GUEST Sales Enablement Society Founding Father Scott Santucci himself.Was Sales *Enablement* the first choice, or were there a few left marked through on the Forrester whiteboard?What HEROic role did the four days of Scott and Brian Lambert's Forrester Sales Enablement Conferences play?Would the Sales Enablement Society have even become a thing if Jill Rowley didn't engage a cynical Scott in a Social Media challenge centered around Tiffani Bova, with a few extra nudges from across the pond thanks to Tamara Schenk?The significance of Lisa Pintner not just letting Scott sulk in a corner at the happy hour?How do you create a forum that fosters creative conflict and to challenge each other in a positive way?What was the role of vendors including Corporate Visions (@Jody Kavanaugh and Tim Riesterer,) SAVO Group (now part of Seismic) and @iCentera (Craig Nelson)?What came into reality of the intersections of Sheevaun Thatcher, CPC, Jill Guardia (she/her), and Daniel West introducing Scott to @Jim Ninivaggi?...with involvement of key players like Walter Pollard, Carol Sustala, Mike Kunkle, Lee Levitt)How long did it take Rahul Gupta to come up with the SES Lion brand marketing package...

Welcome to Inside: Sales Enablement Episode 63 How do we make sales today and one of the things that we need to concentrate on is selling the value of what is actually value mean in the first place? No human being on the planet can live without water. But water is cheap, and prevalent, and inexpensive in most places. Whereas none of us need diamonds to survive. But diamonds are expensive. So what actually is value? In this episode, the guys are joined by Jen Burns who runs sales enablement globally for IQVIA. The reason the concept is so important today is as we move into a digital into the digital economy where customer experience becomes so vital. The key questions you must be able to help your sellers answer are: What actually is valuable? Is the product and service that you have, is that what is valuable? Or is it the outcome the customer achieves? Is that what's valuable. That's what we're talking about today. Support this podcast

In this episode , we're joined by Brian King. Sales Enablement leader who brought a cross-functional team together to develop and clarify the value of his team at Intercontinental hostels. In this podcast, we talk through bringing together cross-functional leaders (all who have a myopic lens of "value") as well as understanding the commercial ratio and how to leverage to elevate the strategic conversation and strategies. Support this podcast

Welcome to Inside: Sales Enablement Episode 61 In this episode we're joined by long-time listener Erik Host-Steen who appreciates getting into the meat of some issues. Since we like introducing ideas and inviting people to participate and push back, Erik reached out to discuss business outcomes and business impact of Sales Enablement. Erik finds that sales, marketing, and product leaders are often working at cross-purposes. One way to get alignment is through business impact measures. What are the goals of the organization? And certainly, growth is usually a part of that. And that growth is for some purpose, value creation, profitability, etc. And then if it's a venture capital backed, firm, there's an exit. So then we have to have an eye toward valuation. And the top typical valuation models have many other factors involved rather than the Commercial Ratio we discussed on the show. What does the Commerical Ratio really add to the toolkit in terms of being able to solve growth problems being able to drive toward a particular valuation or profitability? Find out as we walk through the top-down view of business impact measures so you can quantify your business impact of the sales enablement function. Support this podcast

Welcome to Inside: Sales Enablement Episode 60 We're in the experience economy and Sales Enablement Orchestrators are working to bring together the valuable contributions of multiple departments in their organization to improve the customer experience. How are they doing that? By pulling together people, processes, technology, and information to benefit sellers and address the gaps in the selling eco-system. Curiosity is the new competitive advantage, as savvy leaders are taking a "how do we figure it out" approach and learn by doing. Forgoing the big-bang efforts for laser beam experience "labs" to figure out what works. In this episode, we’re joined by Bill Ball, a founding member, and one of the members of the Sales Enablement Board of Directors. As sales enablement society founders and members Scott, Brian, and Bill share their examples of creating an all-digital organization of volunteers through a shared and common experience to elevate the role. As Bill shares in the podcast; "We're navigating an evolving profession together. We have to get to know people and to help people, to figure it out together." Listen in as the guys share what they're seeing, and more importantly, what they have learned to help your own organization orchestrate and bring together people through a common and shared experience SES EXPERIENCE 2020 - Forward Momentum for a New Decade October 26 - 29 Virtual Join the members of the Sales Enablement society at their annual conference http://ses2020.sesociety.org/ (http://ses2020.sesociety.org/) Make sure you join Scott Santucci (SES Founder) in the Founders Room on Wednesday, October 28, 2020 at 4:15pm Eastern. >>>>>>> TRANSCRIPT FOLLOWS

Laying the foundation is critical to Sales Enablement Orchestrators. Laying the foundation is a foundational step to create the survival kit for an enablement leader. It's absolutely mandatory for the enablement leader. In this episode, we're joined by Tamara Schenk. Tamara talks with us about the blueprint Sales Enablement Orchestrators need to create with all teams and roles that are involved. Laying the foundation requires approval by senior executives so that this is your blueprint you're going to achieve. Laying a foundation is not an exercise you do for somebody else, it's not something you you do for finance or controlling. And it's definitely not filling out a form. That's the absolute the last step, when you put all the pieces together. It's a creative process of creating the blueprint you need in your organization, in your context, where you're currently at to achieve your goals. You You have to achieve an enablement to meet your company's sales objectives. Support this podcast

One thing that we like to do on our podcast is to make this very conversational. And the reason that we want to make it conversational, as we go through a structured format, it can get overwhelming. The things that we're all talking about are very, very complex. In this episode, the guys are joined by Steve Goas who is passionate about co-creating value in Message Enablement. Topics: The vision of Message Enablement programs Creating Routes to Value Orchestration across the organization Defining what "good" looks like with Sales Support this podcast

Are you embracing real-world reality? What is the impact of change on your customer’s conversations right now? Think about it: Are best practices really going to help you move forward when those practices were built and defined before COVID? Who really KNOWS the customer today and what are you going to do about it? Join Louis Jonckheere - President and Co-Founder of Showpad, a leading sales enablement messaging platform - as he talks about the ingredients of successful message enablement initiatives, the buy-in required to get results, and what it takes to gain a broader perspective – to elevate and improve messaging. He also talks about what it means to be customer-centric in a COVID-impacted world. Topics include: Why perspective matters The evolution of the sales enablement market Using technology to improve the quality of sales conversations Being a leader with the courage to act and engage The impact of COVID on “Best practice” What it means to be customer-centric Additional Resources: The Commercial Ratio (https://www.commercialratio.com) Watch the Sales Enablement Is at a Cross Road Webinar ON DEMAND (https://growthenablement.com/webinar-1-sales-enablement-is-at-a-crossroads) Join us at Showpad's Transform2020 Virtual Conference (https://www.transformconference.com/?utm_source=sp-Scott-Santucci) Oct. 1-2 to learn more about the future framework of sales enablement  Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 56 The close of the 19th century found Samuel Pierpoint Langley and Orville and Wilbur Wright in a competition to create a powered and controllable flight. Langley worked with a lot of government support and enormous public exposure, while the Wright brothers worked quietly using their own resources. Langley built a monolithic 54-foot-long flying machine had two 48-foot wings -- one in front and one in back. It was launched from a catapult on the Potomac River in October of 1903 and it fell like a sack of potatoes into the water. Just nine days later, the Wright brothers flew a trim little biplane, with almost no fanfare, at Kitty Hawk, North Carolina. Their advantage? They'd mastered the problem of controlling the movement of their plane by focusing on the environment in which they operated. Windy, uncontrolled, volatile, requiring the plane to harness those conditions. The results were remarkable, and as they say, the rest is history. In this episode, we're joined by Amy Benoit. An Orchestrator who is also focused on harnessing the often volatile, uncertain, and complex environment that salespeople operate within. While many (most?) organizations build out their monolithic sales engines with overlays, technology, and management support, Amy focuses on working "light and lean" to get moving and get results. There's a lesson in this episode for all of us, what do you think? Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 55 Our focus is on you a sales enablement leader and orchestrator. In your role, you've got to be mission and goal-focused to drive results by design, not effort, unlocking energy, and creating momentum and catalyzing change through collaboration. In this episode, the guys are talking about utilizing social media to gather information and insight. Not with the purpose of amplifying what's already known, but rather, for the purpose of understanding different perspectives. A key concept of Orchestration.' In this episode, we're joined by Greg Smith, a long-time listener. He joins the show to talk about one of his most recent posts on "SDR bashing" and what happened when he posted, what he learned, and why the subsequent discussions were valuable. That's really what we want to talk about here is we have a great opportunity for an awesome topic that requires a good healthy exchange and conversation. When we think about digital, why are we treating it as a separate medium? Why are people using it to share information, instead of understanding different points of view? Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 54 System thinking is a disciplined way of understanding dynamic relationships. It's an approach that enables you to make better choices and avoid unintended consequences. In this episode, we talk with Dr. Jerry Brightman, who teaches courses on systems thinking at Harvard University. The guys talk with Jerry to unpack a real-world example to understand the components and repeatable approaches to viewing the commercial system as an integrated system of people, processes, technology, and capabilities. In this episode: The definition of systems thinking The difference between managing and leadership The pros and cons of systems thinking The importance of short-term wins in service of the broader solution The best way to prioritize action in the day-to-day Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 53 Nine 4x2 Lego blocks have over 9 Billion unique combinations. How many "legos" does your product, solution, or service have? No matter how you define a "lego" at your company, the permutations are astounding, and yet this is the challenge salespeople navigate daily. On top of this, your company is changing -- rapidly. Moving from one form or the other. This journey represents another challenge salespeople must navigate. In this podcast, Brian and Scott are joined by Chad Quinn, the CEO & Co-Founder, Ecosystems and Jason Cunliffe, Group VP Content Marketing Services at IDC. Chad and Jason have created a partnership. How did it form? By a shared client's definition of value and the blending of capabilities to help sellers navigate a complex buyer-seller relationship. In this podcast, you'll hear: The definition of value Ways company's evolve their value communication approach Ideas to make value clear Ways to relieve seller burden in the sales process Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 52 What happens when you get people together remotely or in-person to build something to "help sales sell?". Take an Insider's look at what it takes to navigate internal perspectives, challenges, and vision to co-create value together. Doug and Imogen join the guys to discuss their work. They provide real-world examples that illuminate and provide structure to the challenges they overcome while working with marketing, sales, and product groups. You'll hear a lively discussion about what it means to orchestrate by blending together both strategy and tactics to simplify sales while achieving business objectives. Take a listen to learn more about: Why orchestration is valuable to executives What orchestration "looks like" to the leaders involved Ways to overcome internal bias and people who want to "steamroll" the solution Overcoming siloed thinking by creating clarity through the work Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 51  Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 50 Theres a huge difference between analysis and synthesis. Analysis requires you to break things down, measure them, and understand what happened. The very nature of "analysis" is rooted in the past, and the assumption that understanding what happened helps you figure out what to do. But, what happens when a pandemic hits, your company is going through digital transformation, and what worked in the past is no longer working? That's where synthesis becomes critically important. Why? Synthesis provides you the interconnection of seemingly unrelated components and the ability to project what to do to help "skate to the puck" and add immense value as an orchestrator. In this episode, we're joined by Brooke Spatz, a Sales Enablement Orchestrator in the middle of a transformation to help her company move from selling products to selling a platform. Tapping into her background as an actor, the guys explore the difference between success in the past vs. success today by exploring what it means to analyze vs. synthesize to create value for the organization. Improvisation seems like it's free-flowing and the like, but really to make that art form, there is a whole slew of rules that you need to learn. Brooke helps us explore so you can Orchestrate in the flow of business. Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 49 It's a given that the sales and marketing engine is full of waste and inefficiency. Despite the best intentions of very smart people, something is still not quite right. How do we know? The Commercial Ratio tells us that most companies get .15 cents of growth for every dollar they spend on sales and marketing. Scott and Brian are joined by Kunal Mehta from the Private Equity firm TCV. Kunal shares a behind the scene view of rolling out the commercial ratio to all TCV portfolio companies. What were those discussions? What was the focus? What happened? Find out why the commercial ratio is such a great starting point for addressing sales and marketing challenges and how you can use the metric to engage more strategically with your executive team. You can find out more about the commercial ratio at www.commercialratio.com (https://www.commercialratio.com) Let us know what you think! Support this podcast

The value of Sales Enablement continues to elevate for those who orchestrate across the company to bring together the right solutions at the right time while addressing seller burden. In this packed episode, Scott and Brian are joined by Joe, a VP of Sales for a Mid-Sized services company that works with some of the largest media companies on the planet. Joe talks about the evolution of selling over the past 20 years and what's happening the sales right now. Especially, with the impact of COVID, and the complexity his team is dealing with. Against this backdrop, Scott, Joe, and Brian discuss the perceived value and impact of Sales Enablement. The discussion includes: Peeling back the layers of VP of Sales challenges and situations, so you can gain more empathy The perceived impact of Sales Enablement Orchestration Tips and ideas on how to role-play sales enablement value Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation, and be part of the continued elevation of the profession. Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 47 In this episode, the guys are joined by Tom Pisello, the ROI Guy who shares his thoughts on the commercial ratio. To calculate the commercial ratio of your organization (www.commercialratio.com) (www.commercialratio.com)): Take your current annual revenue  Subtract it from the annual revenue of the previous year  Divide it by the total sales and marketing spending  The guys talk about : Why value is so important to understand in sales Why value is critical to sales enablement programs How sales and marketing are viewed as "growth programs" by investors The relationship between strategy and tactics in creating ongoing programs to improve value communication with a portfolio of sales teams The fundamentals of calculating the commercial ratio How the commercial ratio is used by investors and executives The role of Sales Enablement in moving the needle on the commercial ratio Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession. Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 46 There is a whole class of leader working in the gap between strategy and tactics, to blend together the right programs, actions, and processes to achieve outcomes -- often with people who don't report directly into them. In this episode, we're joined by Cathy - a sales enablement leader working in her company to bring together groups of people to drive outcomes. In this engaging discussion, we discuss: The value of orchestration to the sales organization Working with line managers who have the resources Enrolling people to achieve an outcome The difference between orchestrating teams and individuals The blend of strategy, process, technology, and information Examples of orchestrating people and groups The differences between project management and orchestration Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession. Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 45 A Sales Enablement Orchestrator and Sales Enablement Insider joins our show to talk about blending strategy and tactics. Doug Clower is a 20 year Sales Enablement veteran with orchestration experience in companies like MicroFocus. Doug joins the podcast to talk about the changing sales landscape and how Orchestrating success with sales, marketing, and operations leaders requires bridging the gap between their company’s business strategy, and the way customers need to buy. This creates space: between your company and your customers between your growth plans and activities to drive quarterly results between accomplishing goals and driving daily priorities between the sophistication of know-how and the simplicity of action between managing individual contribution and customer experiences among specialized functional departments Companies are structured in hierarchical functional silos making them unable to react quickly to the business landscape. Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 44 At the end of our anniversary show the guys talked with Sarah Fricke who is passionate about laying a path for other women to join us in the enablement field while also while promoting the fact that there are many paths into enablement. Sarah's joins the show to host a panel with: Amy Benoit - Renaissance Woman Catalyzing Change, consultant  Lindsay Gore- Microsoft Hang Black- Juniper Sarah Fricke - RingCentral Alicia Leach - Salesforce Stephanie Middaugh - Divvy Steph Bell - Salesforce The show topics include: Share how great women forged a path in sales enablement and why Share strategies of navigating career conversations within a male dominated organization that doesn’t have a definition for enablement To help improve businesses by creating an environment where everyone benefits by the ‘melting pot’ concept of bringing people together. The business case for diverse mindsets and cognitive diversity The importance of allies in the workplace Join us in this very important conversation! Support this podcast

Welcome to the Inside: Sales Enablement Podcast Episode 43. Let's Celebrate! Join 5 Sales Enablement Insiders and to talk through the past 12 months. In the last 12 months, 14,600 listens from 46 countries. instead of going back and reviewing all our shows again and creating some sort of review, we crowd sourced it. And you're invited to the party! Hear their top episodes, and how they action the podcast in their organization. Also, get the "inside scoop" on what we did behind the scenes! _ Here are some other stats from the podcast thus far: Listeners from 46 Countries.  USA represents 72% of listens When people listen: Mon – Thurs around 1pm Monday is our biggest listening day _ Joining us to celebrate on the Anniversary Show: Erich Starrett, Director of Business Development @ETA - Creative Event Producers. Based in Atlanta Sarah Fricke Senior Manager, Global Sales Enablement @ RingCentral Meagan Davis, Sales Enablement Manager at CyberArk Amy Benoit , Founder and Chief Consultant at AllPropos specializing in organizational design and strategy consulting Bill Ball, Director of Learning and Development at Disys. Support this podcast

Welcome to the Inside Sales Enablement Podcast, Episode 41 In this episode, we're joined by Erich Starrett, President of the Atlanta Chapter of the Sales Enablement Society. We engage in a lively, candid discussion on the differences between generating data and creating insights. These factors have massive implications for Sales Enablement Leaders looking to Orchestrate across functional groups. Why? Because: Gathering multiple perspectives by "shaking and sorting" each person's perspective into patterns that others can agree on is absolutely critical to orchestrating. Confirming those patterns while gaining commitment to act, and factoring in the current "mental maps" of others and how they see the challenge is required to enrolling others. Unifying action through clarifying where people "Get to yes" and then synthesizing the information into 2-3 executable insights are required to gain traction with important initiatives. _ Scott and Brian followed this process for the State of Sales Enablement Research. That's why listening to this episode is an important ingredient to your future success. Data just doesn't provide this level of current state reality -- Data is simply too far in the rear-view mirror. Support this podcast

Welcome to the Inside: Sales Enablement Podcast, Episode 41 In this episode Scott King joins the show to help "dissect" the revenue engine and discuss the wins he's accomplished in partnership with product, marketing and sales teams to drive profitable growth at his company. We tap into their shared experiences to discuss the revenue and profitable growth "anatomy" that exists within companies and how sales enablement leaders can help decrease seller burden and elevate sales conversations at scale in partnership with sales leadership Support this podcast

Welcome to the Inside Sales Enablement Podcast, Episode 40 In this episode, the guys interview Hang Black, Head of Global Sales Enablement at Juniper Networks and Insider Nation Member. Her mantra Earn It. Own It. Evolve It. As applied during COVID: Embrace the hard of this ....” She talks about her application and use of the HEROIC Leadership Framework and her journey to establish her charter. On this podcast you will learn how she is using the elements of HEROIC to blend her passion for engineering and sales to find her purpose with a modern approach to sales enablement. Her mantra: Embrace the hard of this. You are out on leading the edge. You must be relevant to sales. Learn what it means to be relentlessly relevant by applying the HEROIC leadership framework. Holistic: The whole is greater than the sum of the parts Engineered: How the parts best fit together Reality: How the parts behave Ongoing Operations: Continuous and sustained improvement Impactive: How you message to your community of stakeholders to drive action Collaborative: Process to factor in multiple perspectives required to drive cohesion. Support this podcast

Welcome to the Inside Sales Enablement Podcast, Episode 39 In this episode, the definition goes on trial and so does Scott Santucci. Scott gets temporarily removed from the co-host seat by John Thackston, VP of SOAR performance group. Perhaps no case in Sales Enablement history deserves the oft-used description "Trial of the Century" more than the case of Scott Santucci's Definition of Sales Enablement vs. the People. In this podcast, the prosecutor's arguments are presented in a trial fashion. The defendant is Scott Santucci and he's waived his right to an attorney. More than 10 years ago, the definition of Sales Enablement has existed in the market. The definition has created unprecedented international scrutiny and media attention, captivating the sales enablement profession. In one camp, the best definition = "whoever has the most organic search hits." On the side, the best definition is "created by VP's of Sales and CMOs and executives over the course of 2 working sessions as agreed upon by a team of practitioners." You're the juror. You decide. By the way, the first definition of Sales Enablement was written by Scott Santucci and published by Forrester in 2010. That Definition: Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system._ Since that time, he's received a lot of feedback on this definition, and many many many other definitions have sought to take it's place. Support this podcast

Welcome to the Inside: Sales Enablement Podcast, Episode 38 Ever wonder what executive sponsors talk to about to Senior Leaders? Wonder why Sales Enablement gets funding in some organizations and doesn't in others? What about the skills and competencies of sales enablement leaders? In this last panel of our State of Sales Enablement Research, Scott and Brian pull together an amazing panel of the executive sponsors chartering sales enablement functions to hear their take. On this panel, we have: Brian King, Managing Director King Consulting prior VP of Sales Enablement at Intercontinental Hotel Group Sameer Rupani, SVP Sales & Marketing at Solvay Greg Peelman, VP Operations at EcoLab Support this podcast

Welcome to the Inside Sales Enablement Podcast, Episode 37 Hello insider nation we're excited to bring you yet another star-studded panel. This time it's a dedicated panel of academics covering the Sales Enablement space from Universities such as Johns Hopkins, University of Texas - Dallas, and Northern Illinois. For many, the COVID Crisis of 2020 was a wake up call. The guys leaned into the Insider Nation to discover and learn their thoughts in response to the global crisis. Make sure you listen to episodes 27-31. We continue our groundbreaking research on the state of sales enablement research project this panel. In this episode, our guest panelists include: Dr. Robert Peterson, Editor Journal of Professional Selling and Professor of Sales at Northern Illinois University  Dr. Joel Le bon, Johns Hopkins University Digital Business Development Initiative Dr. Howard Dover, Director, Center for Professional Sales at University of Texas Dallas - To view the research method, visit https://www.insideSE.com/research ​ Support this podcast

Welcome to the Inside Sales Enablement Podcast, Episode 36 We here at inside sales enablement are dedicated to making sure listeners are successful overcoming the complexities in their own companies so that they can keep more effective in the market.  there are many names used to describe what that, and we've been calling it sales enablement for the last 12 years As a continuation of our State of Sales Enablement panel series, we created a “guest analyst” program. These panelists are super engaged. They are really spending time on the data, and they're here to share their thoughts on the data. In this episode, our guest panelists include: Barry Shields, Director, Customer Experience Training & Enablement, Avalara Garth McKinney, L&D Sales Consultant Red Hat David Somers, Director Field Enablement GitLab - To view the research method, visit https://www.insideSE.com/research ​ Support this podcast

Welcome to the Inside Sales Enablement Podcast, Episode 35 Continuing the ground-breaking series on the State of Sales Enablement, the guys bring industry trailblazers together to discuss the survey data and open-ended responses from over 100+ respondents. This is the 3rd panel discussion, and it's incredibly insightful. The panel discusses three critical questions: Having looked at the survey findings, what are a few things that stood out for you? What was your favorite question, and why?   What do you see as the future of sales enablement from here? - The panel podcasts guests are: Sheevaun Thatcher, CPC, Head of Sales and Global Enablement, RingCentral Imogen McCourt, Sales Enablement Leader & Advocate | Delivering the 'Business of Sales' Doug Clower, Head of Enablement, MicroFocus Support this podcast

Welcome to the Inside Sales Enablement Podcast, Episode 34 This is the second panel discussion where leaders dissect the research data points from the State of Sales Enablement study being led by Scott Santucci. Fielded in March 2020, the study data-set ended up with over 100 responses! There were so many open-ended responses that a "guest analyst" program was created to help sort through the massive amount of data. In this episode, we enroll the help of sales leadership. Question: What if your sales leadership called you in for an "Account Review" of your sales enablement efforts? How would you answer, and how would you explain your teams ongoing value to the organization, the specific initiatives adding the most value, and the upside potential (forecast) of your sales enablement efforts? Well, buckle your seat-belt, our special guest analysts cull through 100+ responses and provide their take on the Future of Sales Enablement. Our guests are: Skip Miller, CEO of M3 Learning Bob Apollo, CEO of Inflexion Point Strategy Partners Steve Crepeau, CEO of True Sales Results Support this podcast

Welcome to the Inside Sales Enablement Podcast, Episode 33 In March 2020, the guys fielded a groundbreaking study on the Future of Sales Enablement. We wanted it to have more open ended answers to reduce the sampling error bias and to take different lenses and different tools that we could use as researchers to do our analysis. Our goal was to get 50 responses. You (Insider Nation) gave us 70 responses within a week! We ended up with over 100 responses to that start survey -- which is incredible. To help us analyze the raw data, we created our Insider Nation: Guest Analyst Program. Our first 3 guests analysts are: Tamara Schenk: Sales Enablement Leader | Advisor | Author | Speaker | Mentor | Empowering Human Potential in Sales Teams and Leaders Josie Mashburn: Founder of Sales Benchmark Index with previous leadership roles in Sales Enablement at Oracle and VM Ware. Mike Kunkle: VP of Sales Effectiveness Services at SPARXiQ  Support this podcast

Welcome to the Inside Sales Enablement Podcast, Episode 32 Fresh off the COVID-19 Series, the guys take a deeper dive on Leadership. A new way of doing business is going to emerge. The old approach of sales responds to demand, marketing creates demand model isn’t going to work. Because we’re in an experience economy. We believe Sales Enablement leaders can usher in a new world by being heroic  They guys talk through the Being HEROIC Leadership Framework using a real-life case study example of a project in-flight. Support this podcast

Welcome to the Inside Sales Enablement Podcast, Episode 31 This is the 5th podcast in response to the global COVID-19 Pandemic. In our first 4 episodes (episodes 27, 28, 29, 30) we covered a lot of critically important topics such as: Part 1 (Ep#27):: What is really happening in the market? Part 2: (Ep#28): How are companies likely going to respond? Part 3 (Ep#29):: What can Sales Enablement leaders do? Part 4 (Ep#30):: What are your peers thinking and doing? Part 5 (Ep#31): How do we lead our teams, our companies, and our initiatives to help sellers be successful? In this episode (episode 31), the guys dive into the critical aspects of leadership and provide executable insights with a leadership framework you can use to 1) assess your current leadership stance (i.e., how are you showing up) and 2) how are you going to lead through this crisis and change? To help make this topic come to life, Brian and Scott conduct a live role play in response to the COVID crisis. As you listen, you will think deeply about your leadership skills and approach based on their lively interactions. In this episode, they provide a walk through the HEROIC Leadership Framework. A framework 11 years in the making and followed by some of the most strategic and results-oriented sales enablement leaders in the technology industry. H (Holistic): Leaders recognize the whole is greater than the sum of the parts E (Engineered): Leaders understand how the parts best fit together R (Reality): Leaders understand how the human element impacts how the parts behave O (Ongoing Operations): Leaders build continuous and sustained improvement I (Impactive): Leaders understand how they message to the community of stakeholders will ultimately drive action C (Collaboration)Collaboration and inclusiveness are required to drive cohesion in the commercial process _ As always let us know what you think by visting www.insidese.com Support this podcast

This is the 4th podcast in our dedicated series in response to the global COVID-19 Pandemic. As sales enablement leaders, we have a huge role to play in helping sellers navigate these trying times. If you listened to our first three episodes (episodes 27, 28 & 29) we talked about what is going on in the global market, how companies are likely to respond, and what you can do about it. In this episode, the guys are fielding your questions. The questions are based on podcast feedback and also the responses we collected with a short questionnaire we sent to Insider Nation.  Based on a rapid fire format, you’re bound to take away many actionable ideas on what you can do lead from the front.  Support this podcast

Welcome to the Inside Sales Enablement Podcast, Episode 29 This is the 3rd podcast in response to the global COVID-19 Pandemic. In our first two episodes (episode 27 & episode 28) we talked about what is going on, and how companies are likely to respond.  In this episode, we're synthesizing the information so you can take action. The panelists (Kunal, Lindsey, Howard) provide their thoughts and guide your decision-making by providing ideas that connect the dots and focus on what matters most. Concepts like "stitching together growth " and helping sales teams sell have a whole new meaning against the backdrop of the global pandemic. Working together, Sales Enablement leaders can provide sellers what they need while also improving engagement, and helping teams get back to being productive. In times of crisis, great leaders synthesize the information, confront reality, and overcome the disconnects that exist. Give it a listen, and let us know what you're putting into action!   Support this podcast