Podcasts about global sales enablement

Today is a special day—we're celebrating our 100th episode! For this milestone episode, we're diving into a theme at the heart of enablement: making the impossible, possible. In today's business landscape, only 28% of sellers expect to hit their quota. So how can you enable your teams to overcome the challenges of the current market to achieve consistent go-to-market success? Shawnna Sumaoang: Hi and welcome to the Win Win Podcast. I'm your host, Shawnna Sumaoang. Join us as we dive into changing trends in the workplace and how to navigate them successfully. In this episode, we'll hear from nine leaders who transformed challenges into business outcomes, delivering impact against their go-to-market initiatives through enablement. From earning leadership buy-in to aligning go-to-market teams and boosting productivity, these leaders enable the impossible for their businesses. We hope their stories will inspire you to push boundaries and redefine what's possible in your organization. Driving consistent revenue growth can feel impossible when silos divide sales, marketing, enablement, and revenue operations. A unified enablement approach can break down these barriers and drive measurable impact. But how do you demonstrate the value of enablement to stakeholders and secure their long-term support? In this part, we'll hear Pam Dake, senior director of GTM enablement at Menlo Security, share her success story for gaining leadership buy-in. Pam Dake: My name is Pam Dake and I work for Menlo Security, a cybersecurity company that actually has just surpassed a hundred million ARR. One of the bigger challenges that I’ve had recently has been in aligning the executive teams in order to really, truly understand how to be impactful, leveraging the go to market motion in a way that not only lands the big deal, but also allows us to have a very productive and valuable customer relationship long term. And so for me, it’s been gaining the opportunity to have that meeting with all of these critical stakeholders, have them see value. Each and every time that you meet with them, so that they feel like they’re getting something out of that meeting where it’s actually really driving the business forward in ways that they may not have seen initially. And so for me, it’s been setting up a recurring meeting with those folks who are the most senior and executive in the company to be able to drive forward what sales needs, which actually is driven primarily from what sales needs. Really, our customers are looking for from us as a company. Be tenacious about how you’re able to make a difference with aligning their internal stakeholders and really driving forward the programs that will make a difference, not only in the short term and the long term. So as you consider the strategy that you’re building. Ensure that you have your other internal stakeholders aligned and do that in ways that create value for them so that they can see the impact. One of the things that we talked about earlier was data. Leverage the data that you have on hand. Leverage tools that provide you with that really impactful data that provide you with insight into the leading indicators that will actually drive the business longer term with the lagging ones. So the bottom line is really taking an outside in approach with what you’re doing from an enablement lens. How does this impact my customers? Therefore, how am I able to build the best programs that I can that will enable My internal stakeholders, my internal teams, in order to be successful and provide value to our customers, not only in the short term with what wins they’re able to achieve, but how they’re able to grow and develop the relationships over time. SS: You need stakeholder buy-in to break down silos and align your go-to-market teams – but why is that alignment so critical? Without it, you can't coordinate, plan, and execute the initiatives needed to drive the business outcomes that matter most. And when 90% of organizations fail to execute their strategies successfully, it clearly takes more than guesswork to achieve those outcomes. So how can you define, execute, and optimize your go-to-market initiatives to deliver unprecedented impact? In this part, we'll hear stories from enablement leaders who brought key go-to-market initiatives to life through enablement. First, let's start with a common initiative that impacts teams across the go-to-market organization: product launch. Effectively bringing a new product to market can make or break your revenue targets. We'll hear from Chris Wronski, senior program manager at Keysight, on how he helped deliver a product launch that contributed to the first revenue growth in seven years despite a tough market. Chris Wronski: My name is Chris Wronski. I’m a Senior Program Manager at Keysight Technologies, and I am the architect behind our Highspot implementation. The last couple years have been very difficult in the, across the entire industry, right? Every, many companies are talking about it, us included. If you go pull our quarterly info, you can see the last seven quarters have been very difficult for us. So what I talked about earlier, the focus on new product introductions. That’s an opportunity for us to make some hay. That’s an opportunity for a, we’ve got a brand new product, we’ve got a brand new reason to go talk to customers. Even if they have no opportunities, at least go explain to them what we’ve got, right? There might be something in there. We’ve done a lot of work around building sales plays in a way that the seller can consume it and trying to crush it down. Really, um, aggressive simplicity is what I would call it. But by building that in and giving them just a little bit of info to start the discussion in a way that we knew you could start that discussion with nearly any customer, that’s enough to get the ball rolling and let them go do their sales job. We’ve done a ton of pushing training to them. I can see that in the numbers. I can see when we do our training. I can see the following week there’s a huge spike in people going to those sales plays and looking at them and using them. And so, Last quarter we, we turned the curve, right? Turned the knee of the curve and brought back at least a little bit of growth. We were positive for the first time in seven quarters. SS: Next, let's dig into an initiative that is likely on the minds of many GTM leaders with the new year around the corner: sales kickoffs and events. Starting off a year on the right foot can provide a business with momentum that carries through the rest of the year. Brooke Cole, manager of global field readiness at Workato, shares with us how her team drove an impressive boost in NPS with their first in-person SKO events. Brooke Cole: My name is Brooke Cole, and I’ve been at Workato for almost three years. A business challenge that myself and my team have overcome that we’re really proud of is probably our first in-person SKO events that we executed earlier this year. Because of COVID and just the nature of the world, we had been unable to get together in person as a collective regional team. Really, ever. We hadn’t. We had one scheduled, and then we had to cancel it, of course. Uh, so, earlier this year, our team, we ended up doing it regionally. So, in North America, in APJ, and in EMEA, our team was tasked with putting on three different SKO events within three to four weeks. And we traveled to each one of them. And the way that we overcame that really was just a sense of teamwork and camaraderie. We built trust with one another. We had really open dialogue and communication. And we really used our skill sets and our collaboration. To put on an event that got an NPS score of 85 globally. We heard the phrase, this is the best SKO we’ve ever had. And truly, to be fair, it’s the only one we’ve ever had in person. But people left jazzed, and they left inspired, and we leveraged Highspot as a part of that. Going into this next year, this is the second year where Highspot will be our landing page for our global event that we’re having, and so it’s going to be the Know Before You Go, and we did that as a trial period last year, and it worked out really well. The traffic was great when people had questions, we were able to direct them to Highspot for that, and I think we were proud overall of just the vision that we put together. And how we executed the tools and the apps that we already had at hand in order to bring everybody together in a centralized place to give them the awareness and create excitement around the events. SS: Now, we're diving into an initiative that can have a profound impact on productivity: the sales process. Research shows that just 28% of a rep's time goes to selling, and an optimized sales process can help you streamline workflows and save time. Let's hear from Jay Livingston, head of enablement at Corporate Visions, on how his team is improving the sales process and delivering time savings as a result. Jay Livingston: I’m Jay Livingston. I lead Global Sales Enablement at Corporate Visions. I remember when I got involved in enablement, one of the things that I learned is that sellers spend an inordinate amount of time each month preparing their own content. They have a lot of goals. so we in a headquarters environment have time to sit around and think about how to improve some of these processes. Salespeople don’t, right? They’re running from call to call, always trying to be ready to meet that moment. And so one of the, one of the main challenges I’ve been focused on quite honestly for more than just the last couple of years at CVI is how do we make. Content and resources and tools and assets more purpose driven more readily available, more easily findable, and then more from a usability perspective, make it easier for, again, for those sales folks to be able to execute in those moments. And so I remember when we first rolled out Highspot here back a few months ago one of the things that, that a member of my team Eric is a VP on our team, would say, man, he’s I just, I don’t have time to do all the things that I need to do because I’m constantly getting emails or messages or slacks about, hey, where’s this and where’s this and where’s this, Highspot literally I no longer have to field any of those calls. As a matter of fact, when we were here in August, I had a chance, we were sitting around the table to share a story that just in the month, I think we had been maybe a month in at that point the amount of time that Eric has been able to get back in his day. To not have to field those annoying, it can be very annoying requests, right? Because how many times do we tell our sellers where things are, how to use them, right? And you almost wonder sometimes, are they listening, right? Are we not communicating it effectively? All of a sudden now we’re seeing literally no request for where is this? How do I use it, right? And so again, what I would say is it’s not bulletproof, right? There’s always going to be opportunities to improve. But one of the hallmarks of the way that I’ve tried to lead enablement organizations is to really have it boil down to two things. One, what is the seller’s, or what is your colleague’s ability to be able to execute in this moment? We can lean into the ability to help them get better. And two, what is their willingness? And willingness, oftentimes, is influenced by how easy something is to execute. And so if we can remove the willingness component, then we can just focus squarely on the ability. And so as we continue to move forward those are really the two things that, that we continue to evaluate ourselves by. Are we making it simple? And how are we helping folks coach or how are we coaching folks to get better and to be more effective and to utilize these amazing tools and opportunities that we all have SS: And now, let's talk about an initiative at the heart of enablement: training. When done right, sales training can drive the behavior change reps need to consistently hit their targets–but often, that can be easier said than done. Let's hear Anthony Doyle, director of sales enablement at Turnitin, explain how he revitalized training and ultimately improved seller engagement. Anthony Doyle: My name is Anthony Doyle, and I'm the director of sales and development at Turnitin. In terms of overcoming really difficult problems, the biggest problem is engagement—engagement from the sales teams, leaning into the enablement programs, spending time, and investing their time in their own development. I think that's what we've seen a real uptick on and success on in the past, maybe six to twelve months. We've seen a change in attitude. We're getting success now when launching new training programs. People are leaning into them, they're completing them, and they're giving us good feedback too, which is something that I probably never thought I would have said twelve months ago because we started investing a lot of time and building a lot of training, but then that wasn't really getting consumed. It was very difficult to get managers to even back us up and roll it out with our teams. Whereas now, when I've just presented to the go-to-market team on a go-to-market all-hands, strategy for the sales academy, there was just a lot of love in the room. A lot of people saying, ‘This is fantastic. We can't wait to see it in action and get our hands on it.’ So we had a lot of good feedback from that session. And that's really pleasing for me because it means that the strategy was the right strategy. I think the message for teams and enablement teams out there, if you are getting those challenges with engagement, is to keep at it, show value, and really drive those proof points. Get those wins regionally with teams who will engage, then present it in a very easy-to-consume way, and in a way that the teams can feel confident about engaging with. You will see the results, and the tide will turn. So that's something I'm proud of. SS: Next, let's explore an initiative that drives long-term impact—coaching. Effective coaching helps sellers apply newly acquired knowledge to maximize their performance. Let's hear from Andrea Holzwarth, VP of Sales Enablement and Customer Operations at Project Lead The Way, on how she supports ongoing coaching to help reps sharpen their skills. Andrea Holzwarth: We see a lot of value in coaching and training. We have our senior directors, our sales managers, really providing that one-to-one support for our reps out in the field. And we want them to be able to have those coaching conversations and the meeting intelligence helps with that. So we can see the calls. What is that? What’s going well? Maybe what are they struggling with? But I think a lot of times. I say this, that it’s easier to edit than it is to get started, and so having that AI feedback automatically in there it’s helpful, that’s a starting point. And then our senior directors, our sales managers can go in, provide more of that personalized coaching that they may see, but it gives them a starting point. One of the other benefits that I see with Meeting Intelligence is I just think about as a sales rep being in the field especially virtually now that we’re, all we do is meet virtually. It feels like we’re in the, we actually go to schools and districts too, but I would have loved it when I was a sales rep to just see, I think I know how I show up on camera or how I’m speaking to a customer, but, It is so helpful to go back and record and just see man, I said “um” a lot. So it helps with some of that coaching too. SS: And to close out, we asked our guests for advice on how they enable the impossible in their organizations. Here are a few tips from Suzanne Heller of Flight Centre Travel Group, Jennifer Shelley of QuidelOrtho Corporation, and Susan Kinser of Net Health Systems to help you take your enablement efforts to the next level. Suzanne Heller: Just go for it. Because we have the tools that make us successful. We have the tools to be able to measure what we’re trying to achieve. And it is okay at the end of the day to go back to the drawing board if it doesn’t work. But we won’t know that if we don’t try. And if we look at enablement 5, 10, 15 years ago, it wasn’t like what it is today. But because of the trial and errors that have, come up. Advice to anyone that is in an enablement role is just to go with your gut and deliver. And it is okay to go back and look at the data and pivot and optimize. You won’t know what’s successful unless you try it. I think my second piece of advice is buy-in. To your business, your brand, you tell a story, you bring immense value, and it’s really critical to create that brand awareness for yourself and for your team, to be able to let them know the purpose, and the deliverables, and the ROI that you bring to the business. So this would be my two. Jennifer Shelley: Not to get discouraged. Sometimes, we initially we will bring to the table things that sound outside of the box and Highspot tends to be on the cutting edge of technology. But technology can be frightening, and I think that you can get discouraged when people are, not as excited as you are about what you’re trying to accomplish with the technology that you have.  And just take your time, stay focused stay, consistent with your message and understand that it takes time for people to really understand the vision that you might have if they haven’t been exposed to all the great the great information that Highspot is providing them in terms of that cutting edge capabilities in the platform. Susan Kinser: Whether you have a seat at a table or not is to, try to get your voice heard so that you start having those conversations to understand the business outcomes that your team is looking to change, right? I think that the moment you’re able to ensure that you’re aligning any of your programs or any of your initiatives to those specific strategic initiatives that your company in a larger way is looking to achieve when you get that kind of information and you’re getting that feedback and you’re having more, and then they have that insight into the change that you’re making it just makes you more of that strategic partner and it gives you that space to continue to make that kind of success progress and success, I would say get a unified platform. Use Highspot and use the resources. And so I think what’s fun is in this ever growing enablement space, having your voice being heard only. makes the impossible more possible, right? As we start bringing things together and we start, having different ideas or having different needs, and we’re able to do things in these different ways, I would say my advice is to get connected to those business strategies, those business insights, and then get that unified platform and keep scaling. SS: As you heard from the enablement leaders we featured in this episode, nothing is impossible with the right team, tools, and processes in place. In looking to the year ahead, take stock of the challenges on the horizon and rather than looking at them as obstacles, channel them into opportunities to push the boundaries of what you once thought was impossible. Thank you for joining us for this special 100th episode of the Win Win Podcast. We'd love to hear how you are enabling the impossible—be sure to connect with us in the Highspot Spark Community to share your advice, and tune in next time for more insights on how you can maximize enablement success with Highspot.

In the dynamic landscape of financial markets, understanding the role of fixed income in a diversified portfolio becomes increasingly more important, particularly with interest rate cuts expected in many major markets. Advisors play a pivotal role in navigating clients through these changes, including the complexities of public and private debt markets.Join Ingrid Macintosh, Vice President, TD Wealth, Head of Global Sales Enablement, Marketing and Digital Strategy, TD Asset Management Inc. (TDAM), Michael Augustine, Managing Director, Head of Fixed Income & Asset Liability Management, TDAM and Louis Bélanger, Vice President & Director, TDAM, as they discuss the current market environment, opportunities in fixed income through both a private and public debt lens, and the expanding TDAM capabilities in the global private credit space. For a full transcript in English and French, please visit the TD Asset Management Podcast page: https://www.td.com/ca/en/asset-management/insights/Please follow "TD Asset Management" on LinkedIn: https://ca.linkedin.com/showcase/tdassetmanagement/X: @tdam_canada

2024 is a record year for elections across the globe, with elections occurring in countries accounting for 60% of global gross domestic product and 40% of the world's population. The upcoming U.S. presidential election has the power to send shockwaves through the world's economies and investment markets, and the stage is set for a political rematch, with the Republican and Democratic parties once again fielding Donald Trump and Joe Biden respectively. What does this all mean for investors?Join Ingrid Macintosh, Vice President, TD Wealth, Head of Global Sales Enablement, Marketing and Digital Strategy, TD Asset Management Inc. (TDAM), Michael Craig, Managing Director, Head of the Asset Allocation and Derivatives Team, TDAM and Christian Medeiros, Vice President, TDAM, as they discuss the upcoming U.S election and its potential implications on markets.  For a full transcript in English and French, please visit the TD Asset Management Podcast page: https://www.td.com/ca/en/asset-management/insights/Please follow "TD Asset Management" on LinkedIn: https://ca.linkedin.com/showcase/tdassetmanagement/X: @tdam_canada

Commodities are another class of assets, just like stocks and bonds. From precious metals to food and energy sources, they are the building blocks for all goods and services. Commodities. Historically, this asset class has demonstrated a low correlation to the prices of stocks and bonds. This makes commodities a valuable source of diversification and a significant lever for investors' looking to add returns and reduce risk in their portfolios. Join Ingrid Macintosh, Vice President, TD Wealth, Head of Global Sales Enablement, Marketing and Digital Strategy, TDAsset Management Inc. (TDAM), Hussein Allidina, Managing Director, Head of Commodities, TDAM and Roxane Lapenna, Vice President & Director, Retail Client Portfolio Management, TDAM, as they discuss the opportunities in the world of commodities. Highlights include: 1:50TDAM's approach to capturing value in commodities4:19Why is cocoa making news headlines?6:45The role of precious metals and energy in portfolio diversification 14:32How investors can profit from an allocation to commodities 19:25Looking back at commodities performance in 2022 For a full transcript in English and French, please visit the TD Asset Management Podcast page: https://www.td.com/ca/en/asset-management/insights/Please follow "TD Asset Management" on LinkedIn: https://ca.linkedin.com/showcase/tdassetmanagement/X: @tdam_canada

Classified as Alternative Investments at TD Asset Management Inc. (TDAM), the strategies that invest in Commercial Mortgages, Private Debt, Real Estate and Infrastructure offer access to private market investments or those not typically available to the retail investor. Join Ingrid Macintosh, VP Wealth, Head of Global Sales Enablement, Marketing and Digital Strategy, TDAM, and Colin Lynch, Managing Director, Head of Alternative Investments, TDAM, as they take a deep dive into the role of private market investments in the modern investing landscape, outline the outlook for this asset class and discuss the concept of quality in Alternative Investments.Highlights include:Bird's-eye view of key private market categories (1:30)A flight to quality: Not all properties are created equal (3:32)Infrastructure investments – moving towards environmental sustainability (8:00)Commercial Mortgages: Creating accretive yield opportunities for individual investors (13:41)Importance of the TDAM brand when providing investors with access to higher returns (18:17)Also tune in on YouTube: https://www.youtube.com/watch?v=KKjTFR1D4f4  For a full transcript in English and French, please visit the TD Asset Management Podcast page: https://www.td.com/ca/en/asset-management/insights/Please follow "TD Asset Management" on LinkedIn: https://ca.linkedin.com/showcase/tdassetmanagement/X: @tdam_canada

In this episode, we hosted Krati Seth, Head of Global Sales Enablement at Whatfix to discuss how companies can build a sales enablement function to support sales teams and drive business impact.With over a decade of experience across different roles, Krati is Currently the head of global sales enablement at Whatfix.Before Whatfix, she spent 8 long years at Zycus - starting as a Business Development Associate and leaving as a Senior Sales Enablement Manager. Krati shares that there are 3 types of companies in India - those who are aware and convinced about enablement, those who are aware but are not convinced, and those who are unaware of enablement.She shares her insights on helping build enablement functions at Zycus and Whatfix, plus all the other companies she has consulted.She also talks about the problems that enablement will solve and the impact it drives.All this and more with Krati in this episode.Connect with Krati on LinkedIn - https://www.linkedin.com/in/kratiseth/

On this new TDAM Talks podcast, Ingrid Macintosh, VP Wealth, Head of Global Sales Enablement, Marketing and Digital Strategy, TD Asset Management Inc. (TDAM), welcomes Justin Flowerday, Managing Director, Head of Public Equities, TDAM, and Monica Yeung, Vice President & Director, Portfolio Manager, Public Equities, TDAM to discuss the driving forces in the Canadian market, themes emerging from the opportunity set, and issues surrounding Canadian productivity.7:00 What are the opportunities in the Canadian market?13:00 Is productivity an issue in Canada?14:30 Where can investors find opportunities in artificial intelligence (AI)?22:00 Rapid Fire: Housing, Consumer Debt, GICs  For a full transcript in English and French, please visit the TD Asset Management Podcast page: https://www.td.com/ca/en/asset-management/insights/Please follow "TD Asset Management" on LinkedIn: https://ca.linkedin.com/showcase/tdassetmanagement/X: @tdam_canada

Join Ingrid Macintosh, VP Wealth, Head of Global Sales Enablement, Marketing and Digital Strategy, TD Asset Management Inc. (TDAM), and Kevin Hebner, Managing Director, Global Portfolio Management, TD Epoch, as they discuss the impacts of artificial intelligence (AI) on the global labour landscape and financial markets, the path forward for the regulation of AI, and the AI investment outlook.Highlights include:How are the AI benefits reshaping the labour landscape? (1:05)"The future is already here – but it's not evenly distributed" (9:30)Will AI need to be regulated and how? (10:57)Is AI already a bubble? (17:52) For a full transcript in English and French, please visit the TD Asset Management Podcast page: https://www.td.com/ca/en/asset-management/insights/Please follow "TD Asset Management" on LinkedIn: https://ca.linkedin.com/showcase/tdassetmanagement/X: @tdam_canada

On this special International Women's Day edition of the TDAM Talks Podcast, Ingrid Macintosh, VP Wealth, Head of Global Sales Enablement, Marketing and Digital Strategy, TD Asset Management Inc. (TDAM), welcomes Kim Parlee, Vice President, TD Wealth, and Priti Shokeen, Managing Director, Head of the ESG Research and Engagement Team, TDAM. Together, they share experiences as women in finance and their career journeys, discuss the importance of diversity of thought, and celebrate women's social, cultural and economic achievements. Highlights include:Diversity, inclusion and equity as a key pillar of the ESG strategy (3:11)The evolution of women's roles in the financial industry (13:08)Looking at the AI-building algorithms through a female lens (19:01)Opening opportunities for women through mentorship and sponsorship (21:15)For the video version of this podcast, watch here!  For a full transcript in English and French, please visit the TD Asset Management Podcast page: https://www.td.com/ca/en/asset-management/insights/Please follow "TD Asset Management" on LinkedIn: https://ca.linkedin.com/showcase/tdassetmanagement/X: @tdam_canada

How Diversification and Consistency Build a Path to Financial Health During this critical time of the year when Canadians are making their Registered Retirement Savings Plan contributions and investment selections, Ingrid Macintosh, VP Wealth, Head of Global Sales Enablement, Marketing and Digital Strategy, TD Asset Management Inc. (TDAM), welcomes Michael Craig, Managing Director, Head of the Asset Allocation and Derivatives Team, TDAM, and Anna Castro, Managing Director, TDAM. Together they discuss the power of consistency and diversification, why it's important to have a disciplined path to building wealth and financial health in retirement, and how portfolios can be positioned to help meet long-term retirement goals.Highlights include:2024 market outlook (1:04)Inflation and growth: Let history be your guide (3:10)Disciplined path to financial health (8:51)Nimble TD Retirement Portfolios strategies for investors at the decumulating stage (19:01) For a full transcript in English and French, please visit the TD Asset Management Podcast page: https://www.td.com/ca/en/asset-management/insights/Please follow "TD Asset Management" on LinkedIn: https://ca.linkedin.com/showcase/tdassetmanagement/X: @tdam_canada

On this new TDAM Talks podcast, Ingrid Macintosh, VP Wealth, Head of Global Sales Enablement, Marketing and Digital Strategy, TD Asset Management Inc. (TDAM), welcomes Michael Augustine, Managing Director, Head of Fixed Income & Asset Liability Management, TDAM, and Benjamin Chim, Managing Director, Lead of High Yield Fixed Income Team, TDAM to discuss how investors in Fixed Income can better understand bond markets and some of the key factors that may affect the outlook.Highlights include:Return of Fixed Income in 2024 (1:30)Credit Challenges Ahead (4:00)Trajectory of Interest Rates (12:30)The Rapid-Fire Session: Recession, Global Tension, Election Year (19:00)  For a full transcript in English and French, please visit the TD Asset Management Podcast page: https://www.td.com/ca/en/asset-management/insights/Please follow "TD Asset Management" on LinkedIn: https://ca.linkedin.com/showcase/tdassetmanagement/X: @tdam_canada

On this first 2024 TDAM Talks podcast, Ingrid Macintosh, VP Wealth, Head of Global Sales Enablement, Marketing and Digital Strategy, TD Asset Management Inc. (TDAM), welcomes David Sykes, SVP TDBG, Chief Investment Officer, Head of Investments, TDAM, to discuss the trends that may shape the financial landscape in the year ahead, outline the expectations for different asset classes and describe TDAM's disciplined investment approach.Highlights include:2023 in a rearview mirror (2:23)Expectations for different asset classes in 2024 (4:15)The Magnificent Seven theme outlook for the year ahead (9:34)How real are recessionary fears? (19:01) For a full transcript in English and French, please visit the TD Asset Management Podcast page: https://www.td.com/ca/en/asset-management/insights/Please follow "TD Asset Management" on LinkedIn: https://ca.linkedin.com/showcase/tdassetmanagement/X: @tdam_canada

On a new TDAM Talks podcast, Ingrid Macintosh, VP Wealth, Head of Global Sales Enablement, Marketing and Digital Strategy, TD Asset Management Inc. (TDAM), welcomes special guest Tarik Aeta, Vice President, TDAM, to discuss trending topics in healthcare and provide insights into sector opportunities.Highlights include:Panoramic view of past, current and emerging healthcare trends (1:29)Outlook for the sector as obesity drugs gain popularity (3:46)What are the greatest barriers to growth in healthcare? (5:00)Investment segments within the sector (7:40)Role of artificial intelligence in healthcare (13:40)What's driving growth in healthcare? 16:45) For a full transcript in English and French, please visit the TD Asset Management Podcast page: https://www.td.com/ca/en/asset-management/insights/Please follow "TD Asset Management" on LinkedIn: https://ca.linkedin.com/showcase/tdassetmanagement/X: @tdam_canada

Episode 3: Know to Grow Sales Talent A crucial driver of an organization's revenue growth plans is the people that work there and how they perform. The importance of understanding how to develop top talent in go-to-market teams cannot be understated. In this episode, Senior Partner and TMT Practice Leader at SBI, Tony Erickson meets with Director of Global Sales Enablement at Nearmap, Karen Mattice to talk about Nearmap's approach to talent development through its Know and Grow strategy. Key Talking Points: Assessing talent and creating individual OKRs in line with corporate OKRs Developing standardized training that focuses on gaps in key competencies How Nearmap leverages AI to analyze and optimize sales conversations

Welcome to episode #219 of the How To Sell podcast with your hosts, Luigi Prestinenzi and Dave Fastuca. In this episode we have a special guest joining us, Tim Stansky, the Director of Global Sales Enablement and Training at Lusha, a true expert in the field of sales. Tim shares his remarkable journey from a traditional media contributor to a HubSpot partner. Tim's journey is nothing short of incredible, and we start by diving into his experiences handling sensitive customer queries and the incredible value of sales technology. Tim guides us through how he built a successful sales event and program for Lusha, drawing from his vast experience at Oracle. We also touch on the need to reconsider vendor relationships and updating sales technologies. Tim's also shares practical advice on tactfully comparing products to incumbents and the importance of recognising buyer needs.To round up the episode, we delve into the intricacies of sales enablement. Tim will share his wisdom on the importance of researching a potential customer's profile before the first contact, understanding their transition journey from large to small organisations, and the power of persistence. If you found these takeaways valuable, please consider leaving a 5-star rating on Spotify and a review on Apple Podcasts.Socials:- Spotify: https://shorturl.at/hJPQ8 - Apple: https://shorturl.at/oEI58 - LinkedIn: Luigi Prestinenzi - https://shorturl.at/diwy9Dave Fastuca -  https://shorturl.at/ctvLYTim Stanksy - https://www.linkedin.com/in/timstansky(00:00) Preview (04:20) Exploring Sales Technologies and Enablement(08:29) Large Company to Startup Transition(16:51) Rethinking Sales Technologies and Vendor Relationships(23:04) Unrecognised Sales Needs(30:28) Selecting the Right Vendors(36:29) Tim's Sales Enablement Strategies(41:10) Dave and Luigi's Sales Strategies(50:19) Selling and Prospecting Opportunities 

She's a proud Marquette alum, she's an avid book reader (at least 3 a week!!), and she knows where to find the best gluten free cookies in Milwaukee! All that and more on the latest episode of the SWOfiles with your hosts Levi & Abbie. Music, Mixing & Editing by fellow SWOmie: Brandon Avinger

Niamh is the Vice President of Global Sales Enablement at Mirakl. Mirakl is a global SaaS technology company that enables businesses to achieve profitable and sustainable eCommerce growth. Mirakl's industry-leading suite includes solutions in marketplace, drop-ship, supplier catalog management and pay-out, supplier sourcing ecosystem, personalisation, and retail media to revolutionise the way businesses sell online.

In the episode, Gary shares his insights on sales success, which are based on his years of experience as a serial entrepreneur. One of the key points he emphasizes is the importance of storytelling in sales. According to Gary, creating a better story that resonates with customers is more important than the product, competition, or market situation. He believes that leveraging the principles of persuasion and selling to the core of emotions can drive intentions and take actions from customers.   Another key idea discussed in the episode is the importance of using data in business messaging and sales. Gary suggests that businesses should let the numbers do the talking and use data to understand how their message is perceived by the target audience. He believes that messaging is not always black and white, but if businesses can understand the perceived value of their message, they can change it accordingly.   The interview also highlights the need to understand and resonate with the target market to find more people like them. Gary suggests that businesses should put their ear on the ground floor and figure out what resonates with their customers, clients, and prospects. By doing so, they can find more people who are just like their existing customers and create a better sales process.   Overall, the episode emphasizes the importance of having a solid sales process and appreciating the opportunity to share insights. Gary's insights on storytelling, data, and understanding the target market can help businesses improve their sales strategies and achieve success. You don't want to miss out on insights on how to get your sales system designed and optimized. Listen to the full episode now!   Resources Mentioned: Gary Garth | Linkedin | Instagram | Twitter | Facebook | Website Get your FREE 'The Zero to 100 Million Sales Blueprint' endorsed by: - Head of Channel Sales at Amazon - Director of Partner Program at Microsoft - Head of Global Sales Enablement at Google   Go to  www.0to100million.com Apply at checkout COUPON: growtharchitect  

My guest on this episode is Ben Putterman, a Learning and Talent Development leader with over 20 years of experience enhancing personal and organizational performance in multiple industries. I first met Ben when I transitioned from SolarCity to Tesla where he led the Global Learning & Development team, Tesla Academy. Currently, he is the Head of Global Sales Enablement & Readiness at LinkedIn. Throughout his career, Ben has been committed to the belief that any business only goes as far as its people will take it and that people in the right conditions and with the right support can accomplish amazing things. On the show, we learn what type of job he feels everyone should have at some point in the career, why leadership, people and culture matter, what is the first job of any leader, and what lessons he learned early in his career when he worked with the best-selling author of Multipliers, Liz Wiseman. He also shares the 5 key areas he and his leadership team focus on to reach optimal performance, why he believes in always assuming positive intent, what are the skills critical to advancing your career, how self-awareness is the cornerstone of learning, and how letting go of being a micro-manager will set you free. This show is full of insights like these and others so please enjoy the conversation with Ben Putterman on another episode of Insight Out! Support the show (https://www.patreon.com/bePatron?u=23010497) This is an encore episode and was originally published on September 29, 2019 Learn more about your ad choices. Visit megaphone.fm/adchoices

Every so often you meet people that are just darned impressive. Gary Garth is one of those people. He thinks I'm impressive. Perspective is everything I suppose. He started a business in Denmark when he was 19 years old. He claims to have done everything wrong, but in talking with him, it turns out that he learned and pivoted. And that's the real lesson here. Don't set out to fail, just know that you'll run into obstacles. Learn and move forward. Gary reminds us that “you're always in sales” and to keep looking for opportunities. They're right in front of you. Focus on what moves you - dive in deep and invest in your purpose. As with other successful guests, Gary notes, “look for patterns.” Gary gives us important information about go to market strategies. To overcome obstacles, know both your customer's and your own pain points. Constantly evolve yourself. Where there's uncertainty, there's hesitation. Get clear. Lean in. Gary has offered our audience a very, very special offer. You need to listen in, to get it!!! He'd also like you to check out his other resources here: https://garygarth.com/product/zero-to-100-million-sales-blueprint/ CRACK THE CODE ON SALES AND 10X YOUR REVENUE. Because you are a loyal listener of "One Sharp Sword" get your FREE 'The Zero to 100 Million Sales Blueprint' endorsed by: - Head of Channel Sales at Amazon - Director of Partner Program at Microsoft - Head of Global Sales Enablement at Google Go to https://garygarth.com/10x-your-sales-in-2023/ Apply at checkout COUPON: onesharpsword

Why doesn't sales and marketing play well together? How can we get sales and marketing on the same team? Episode 150 (Gary is based in Medellin, Columbia) __CRACK THE CODE ON SALES AND 10X YOUR REVENUE___ Because you are a loyal listener of "Your Intended Message" get your FREE 'The Zero to 100 Million Sales Blueprint' endorsed by: - Head of Channel Sales at Amazon - Director of Partner Program at Microsoft - Head of Global Sales Enablement at Google   Go to

For more prospecting and sales development tips, join 2'385 SDRs getting the newsletter here: ⁠⁠https://sdrgame.substack.com/⁠⁠ --- In this episode, I talk with Andres de Frutos Zambrano, Global Sales Enablement at Pigment, when he was the #1 BDR. Andres is a top Business Development Representative and has consistently exceeded his quota for nine consecutive months, achieving an overall 150% quota attainment. As the number one rep in pipeline creation, he generated over $2.5 million and set a company record for the fastest promotion out of the BDR organization in just nine months. In this episode, Andres shares his insights, strategies, and tips for mastering buyer personas, time management, cold calling, and much more. 0:30 - Targeting & Buyer personas: CFOs (Chief Financial Officers) 5:35 - Solving pain points: how Pigment addresses customer needs 8:16 - Setting KPIs and Goals 9:41 - Andres' effective prospecting triggers 13:43 - Mastering time management 17:00 - Cold calling tips 19:21 - Strategies for learning about buyer personas 24:01 - Maximizing results through multithreading 29:45 - Cold Calling 31:34 - Toughest meeting booked 33:16 - Favorite SDR Resources 35:00 - Top SDR tools 37:30 - Advice for new SDRs Follow Andres https://www.linkedin.com/in/andresdefrutosz/ — Follow me on LinkedIn: ⁠⁠https://www.linkedin.com/in/elriclegloire/ --- Send in a voice message: https://podcasters.spotify.com/pod/show/sdrgame/message

Gary Garth is the Founder and CEO of Great Dane Ventures, The Accelerator Platform and Elev8 Media. Author of 'The Zero to 100 Million Sales Blueprint' book and 'The Goals, Grit & Greatness' planner. He also leverages his resources as a sales leader and angel investor, helping high-potential startups go-to-market, scale, and become profitable via 360 degrees sales and marketing support, incubator programs, advisory services and proprietary technology, engineered with the purpose of empowering entrepreneurs. He has been featured in Inc., Forbes, Success, and many other prominent publications. A serial entrepreneur since 2002, Gary has started and successfully exited six companies, including large outbound sales call centers, radio advertising networks, and an award-winning, eight-figure digital marketing agency. Born in Denmark, Gary now lives in Medellín, Colombia. Listen Now to discover, "The Top 5 Attributes Of A Future Sales Champion" PS. CRACK THE CODE ON SALES AND 10X YOUR REVENUE!! Because you are a loyal listener of "The 30 Minute Hour Podcast" get yourFREE 'The Zero to 100 Million Sales Blueprint' endorsed by: - Head of Channel Sales at Amazon- Director of Partner Program at Microsoft- Head of Global Sales Enablement at GoogleGo to  https://garygarth.com/product/zero-to-100-million-sales-blueprint/Apply at checkout COUPON: the30minute --- Support this podcast: https://podcasters.spotify.com/pod/show/30minutehour/support

In the first episode of 2023, we are joined by Laura Valerio, Principal Consultant at Highspot and an influential figure within the Sales Enablement world. Laura is passionate about supporting customers in their go-to-market digital transformation, co-creating strategy and translating it into action to enhance productivity at scale and improve customer success through innovation.The Sales Enablement role has been one that has been adopted within many sales organisations to enhance sales productivity and ultimately sales performance.After an extensive experience in sales, Laura built out a Global Sales Enablement function for a fast-growing B2B company, meaning that she understands what truly drives sales productivity, motivation, and passion – as well as the tools that support them. She brings a wealth of knowledge and experience from companies such as Vodafone, Deliveroo and Expedia.Laura believes that helping sales teams to be the best is driven by how well you connect with the hearts of the people you're trying to help, and how effectively you communicate with them and coach them. Fuelled by a passion for working with sales on delivering results, Laura thinks creatively about strategy and effectively plans its execution. She is thrilled by agile, fast-paced environments where she can make things happen.Topics discussed were: -       [12:11] Understanding what true Sales Enablement really means-       [25:41] Two schools of thought to motivate your sales teams: fear vs support-       [32:42] Exploring what a ‘Strategic Enablement Framework' is and how important it is to the Sales Enablement roleConnect with Philip Squire on LinkedInConnect with Laura Valerio on LinkedIn Make sure you're following us on LinkedIn and Twitter to get updates on the latest episodes! Also, take our Mindset Survey and find out if you are selling to customers the way they want to be sold to today.

For anyone considering sales, just starting out, or a seasoned sales professional - this episode is for you. Aaron Adsit knows sales, and he shares how to become massively successful in this amazing and rewarding profession. Aaron began his career with a humbling entry level position in arguably one of the toughest selling industries there is… vacation rentals. After struggling to get by and questioning if sales was the path for him, Aaron made a commitment to his then girlfriend (now wife) that he would give it everything he had and gave himself a 2 month deadline to either hit his numbers or switch careers… Pretty soon he became the #1 rep in the company, month over month, year over year, ended up leading a team of his own, and now with over 15 years of sales experience and a highly decorated career, Aaron is the Director of Global Sales Enablement at Nintex, a tech company based out of Believe, Washington, where he develops and implements enablement strategy, programs, and curriculums to help drive sales performance and productivity. In this episode you'll learn about the mindset it takes to succeed in sales and in life, goal setting, leadership, defining your why, and always striving to grow, learn, and pay it forward. Whether you're new to the sales game, a seasoned vet, or simply learning to personally develop in your own ways, this episode has something for everyone. If you found any value in this episode, can you please leave a 5 star rating and review so we can help more people learn about the show? Thank you everybody for the continued support. It means the world. Follow on Instagram & TikTok Watch on YouTube -Keep Plantin' --- Support this podcast: https://podcasters.spotify.com/pod/show/thecolinwalters/support

Darryl Cross serves as the first in-house coach for Norton Rose Fulbright where he builds scalable sales programs and helps partners build their own impactful practices that mutually benefit clients and the firm. He has more than 25 years of experience in the legal industry and is an internationally known expert on high performance. His experience includes serving as a law firm Chief Marketing Officer, Vice President of Performance Development and Coaching at LexisNexis, and Head of Global Sales Enablement for Intapp. Darryl also served as the head of the Sales Skills and Methodology global strategy team for Amazon Web Services (AWS) and was the founder of HighPer Teams, a high-performance consultancy. Darryl has researched astronauts, pilots, athletes, Navy SEALs, surgeons, trial lawyers, and other professions where the high consequences for failure demand a higher standard of preparation. He has spoken to over 10,000 lawyers and business executives from over 100 countries on five continents on how to maximize performance and business results. Darryl is an evangelist on using the power of team dynamics to improve personal performance. He is the only Certified Team Performance Coach dedicated to the legal industry. To recharge his batteries, Darryl volunteers as the Head Coach of the Washington (D.C.) Irish Rugby Football Club, speaks to audiences on physical well-being for busy executives and enjoys chasing his 4-year-old granddaughter around the playground the best he can. This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: Book: Cultivating Excellence https://www.amazon.com/gp/product/B071NN3B43/ref=dbs_a_def_rwt_hsch_vapi_taft_p1_i0 https://www.linkedin.com/in/darrylcross/

In this episode, https://www.linkedin.com/in/hfkrueger/ (Felix Krueger) was invited to be part of a conversation between fellow sales enablement leaders worldwide on the Trust Enablement Podcast. The Global Sales Enablement Summit was led by https://www.linkedin.com/in/poojakumaraustralia/ (Pooja Kumar) (India and ASEAN) and joined by PDA Group's https://www.linkedin.com/in/brittalorenz/ (Britta Lorenz) (DACH region), Investec's https://www.linkedin.com/in/davenel/ (Dave Nel) (Africa) and https://www.linkedin.com/in/the-collaborator/ (John Moore) (USA) to talk about their perspectives on sales enablement in their respective regions. These are some of the questions/topics we're discussing: Emerging trends in sales enablement Tech buyer trends Buyer centricity Mental health in enablement The role of emerging technology in sales enablement Here are some of the resources referenced in this episode. Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn (https://www.goffwd.com/learn) Join the Trust Enablement community: https://www.trustenablement.com/ (https://www.trustenablement.com/) Connect with Felix Krueger online:https://www.linkedin.com/in/hfkrueger/ ( https://www.linkedin.com/in/hfkrueger/) Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast (https://www.goffwd.com/podcast) Where to find The State of Sales Enablement: Website (subscriber exclusives can be found here) -http://thestateofsalesenablement.com/ ( http://thestateofsalesenablement.com/) LinkedIn -https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/ ( https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/) Apple Podcasts -https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853 ( https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853) Spotify -https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g ( https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g)

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

Why does the word ‘sales' still give most business leaders, solopreneurs and marketers the chills? Why do we still often see sales as sleazy and squeezy?   Luis Báez is a Sales Enablement Strategist dedicated to serving business owners, including coaches, course creators, and consultants. Combined with his colourful Puerto Rican / New York charm, his range of cutting-edge skills has been acquired through his years of service in sales, working with big brands such as LinkedIn, Google, Uber and Tesla. Currently the Senior Manager of Global Sales Enablement at Deputy, Luis is not only changing the way that sales is delivered within organisations, but he's also going back to the core of how a sales team operates. He is a progressive, enlightening and charismatic professional who delivers training that's based around relationships, rapport, product knowledge and design.  By investing in core solutions and benefits fused with cultural and emotional intelligence, he's able to enable sales teams to flourish, be creative and turn sales into a sexy, fun and high functioning area of a business. Enjoy. Connect with Luis: Website | https://www.luisbaez.com/ (https://www.luisbaez.com/) Instagram | https://www.instagram.com/itsluisbaez/ (https://www.instagram.com/itsluisbaez/) Facebook | https://www.facebook.com/itsluisbaez (https://www.facebook.com/itsluisbaez) LinkedIn  | https://www.linkedin.com/in/baezluis/ (https://www.linkedin.com/in/baezluis/) Brand Master Flash is Jonny Prest. A brand strategist and director at brand agency Seed. Jonny prides himself on his work ethic, unique approach and sense of humour. He's passionate about brand strategy, working hard to get into the mindset of his clients and in the shoes of their consumers to find the right solutions and intelligent, fresh ideas for their project or campaign. He blows past the obvious; snubs the cliché and pushes ideas until they are powerful, meaningful and are at the highest standard reachable. Need brand support in your business? Hire me. Website | https://seedcreativity.co.uk/ (https://seedcreativity.co.uk/) Connect with Jonny: LinkedIn  | https://www.linkedin.com/in/jonprest/ (https://www.linkedin.com/in/jonprest/) Listen, Watch & Subscribe Instagram | https://www.instagram.com/jonnybrandmaster/ (https://www.instagram.com/jonnybrandmaster/) Twitter | https://twitter.com/brand_flash (https://twitter.com/brand_flash) Facebook | https://www.facebook.com/brandmasterflash/ (https://www.facebook.com/brandmasterflash/) YouTube | https://www.youtube.com/channel/UCVOrQ5SyDM3c2Fz6YRvKJiQ (https://www.youtube.com/channel/UCVOrQ5SyDM3c2Fz6YRvKJiQ) Subscribe to the Brand Master Flash Podcast: Captivate FM | https://brand-master-flash.captivate.fm/ (https://brand-master-flash.captivate.fm/) Apple Podcasts | https://podcasts.apple.com/ca/podcast/brand-master-flash/id1498100600 (https://podcasts.apple.com/ca/podcast/brand-master-flash/id1498100600) Spotify | https://open.spotify.com/show/37zStXSdbxhEavgBLeWljU (https://open.spotify.com/show/37zStXSdbxhEavgBLeWljU) Stitcher | https://www.stitcher.com/show/brand-master-flash (https://www.stitcher.com/show/brand-master-flash) Google Podcasts | https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5jYXB0aXZhdGUuZm0vYnJhbmQtbWFzdGVyLWZsYXNoLw (https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5jYXB0aXZhdGUuZm0vYnJhbmQtbWFzdGVyLWZsYXNoLw) Tune In | https://tunein.com/podcasts/Business--Economics-Podcasts/Brand-Master-Flash-p1292108/?topicId=160986585 (https://tunein.com/podcasts/Business--Economics-Podcasts/Brand-Master-Flash-p1292108/?topicId=160986585) Music Credits: YME FRESH https://soundcloud.com/user-445264460 (https://soundcloud.com/user-445264460) Big thanks to Jack Freestone (drums) and Lee Spreadbury (synths & keys) for the filthy beats and bass.

Sales coaching is critical to your organization's success. These days, businesses are focused more and more on learning and developing frameworks for sales enablement to support coaching. So, what's all the hype about sales coaching anyway – and why is it getting so much attention? I asked Nicholas Gregory, a seasoned, globally recognized sales enablement leader with 13 years of sales and sales enablement strategy development experience, about his thoughts. Nick is currently the Vice President of Global Sales Enablement at Korbyt, a workplace experience technology company. He has held global and regional sales enablement roles at technology organizations such as Veritas, Symantec, Sabre, and Automation Anywhere. Check out today's show, where Nicholas gives his unique perspective, drawing from years of deploying enablement on an international scale to help you coach your sellers to the next level. More Organizations Are Giving Attention to Sales Coaching My success in sales is directly attributed to coaching that I received when starting in the position of what we now call a sales development representative (formerly known as Telemarketer). As a result of a dedicated coaching plan I earned the opportunity to move to an account executive role in just 1.5 years. I asked Nicholas why he thinks sales coaching is necessary and why more organizations are giving it more attention these days. The first is data, which highlights the “why” behind the importance of coaching. With so much information available at our sellers fingertips and the proliferation of sales tools, a huge spotlight has been put on gaps in the coaching process, to help sellers weed through both data and tech. Nicholas stresses one point in particular, “One data point highlights why we should coach, and it shows that implementing a consistent coaching framework can increase rates on the sales forecast opportunities by nearly 13%.” Secondly, sales is an ever-changing profession. With the rapid change in the B2B sales environment (almost daily), expectations for sales professionals are continually changing. There are more distractions now and the pandemic has exposed those gaps. Nick states, “We concentrate investment on the sales side, not on the leader side.” What is Sales Coaching? What hasn't changed is the fact that we still buy and sell. Prospecting has, however, changed quite a bit in recent years. Ask any sales leader over 45, and their knowledge on how to engage the modern buyer through modern selling techniques is lacking. The problem here isn't that they aren't doing it so much that they didn't know how - they weren't trained or retrained to address modern-day prospecting. “Coaching improves both sales behaviors and results through constructive feedback and recognition,” Nicholas says.  “One of the key objectives,” he explains, “is to improve morale and sales skills rather than behaviors, and to build sales rep trust.” The Barriers to Sales Coaching One of the most significant barriers we face in the pandemic is that our people are still remote. Nicholas agrees that the current remote office atmosphere is the tip of the spear when it comes to barriers in coaching. “If you weren't successful in leading into the pandemic, it's going to be hard to fill that gap and advance quickly,” he says. “It's about adapting to and setting the expectations for coaching via the current remote sales tools available to coach in the remote environment.” Coaching is not about “calling people out.” It's about having good intentions and empathy. Technology and Methodology that Supports Healthy Coaching It's essential to provide a platform and methodology to allow coaching to permeate across the organization.  He specifies that it's still crucial to establish coaching methodology as part of your sales culture in the virtual environment. The coaching sales methodology of choice for Nick?  Miller Heiman's professional sales coaching. My personal choice for sales coaching technology? Gong.io is the one we know, love, and trust! Tune in to the show and hear how I put myself on the hot seat when it comes to creating a sales coaching culture with Nicholas. How To Deploy a Sales Coaching Strategy Nicholas gives me two ways of how an organization can bring coaching into their organizations. “One is if your organization and your team are fortunate enough to have the budget and time to go out and purchase coaching framework, IP, training, and consulting… then that would be the ideal state,” Nick explains. Conversely, Nick says that you can start small. You can use tried and trustworthy consulting firms that bring proven methodologies and focus on the imperative and build the framework up, then continue to build out from your small pilot group.  Be sure to listen to the entire episode of Nick's tips on deploying coaching in an organization successfully and how critical it is to succeed in the modern sales world. 

The 24th episode of our ‘SaaS expert interview series' features a conversation between Matt Milligan and Scott Barker, the Global Sales Enablement Manager for communications platform 8by8. He walks us through his career and comments on the importance of establishing a charter. Scott knows that practice is key, and shares his methods for assisting the coaching of salespeople at any stage of their career.

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast, I'm Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today, I’m excited to have Uttam Reddy from Rackspace join us. Uttam, I would love for you to introduce yourself, your role, and your organization to our audience. Uttam Reddy: Hi, my name is Uttam Reddy. I’m the Vice President of Global Sales Enablement and Strategy at Rackspace Technology. I joined last August and previously I’ve had a wide range of roles at large and small companies, private and public. Coming on board, it’s been an exciting time at Rackspace to see it grow. SS: Absolutely. Uttam, I’m so excited that you’re joining us. Again, as you mentioned, you come with a wide breadth of experience across teams building the business, including revenue operations and sales operations. How would you say that that experience, in particular in those types of operational type roles, influence your approach as an enablement leader? UR: No, thank you for that Shawnna. Those experiences shaped and molded my thinking of what enablement needs to do and what it means to the company, having a laser-like focus on business outcomes of coaching up our people. If I had to put one word on it, it would be relevance: business relevance for enablement. Enablement isn’t just about training, which is what it used to be. Enablement is truly making our customer-facing Rackers, whether it’s customer success or client executives, making them successful. The roles that I had previous to Rackspace, running the business, owning a P&L, and being a Chief Operating Officer, help form business relevance to everything that we do. SS: Absolutely. Now, given your experience as an operations leader and a member of the C-Suite, what advice would you have for sales enablement practitioners in how to build alignment with their executive leaders to maximize the impact of their efforts? UR: Again, awesome question. I start with the end in mind. My approach is really cascade; I start with the company goals. Rackspace wants to become X, Y, and Z, so what are my stated goals? I work backward to what is the overall strategy for the company from our CEO and our executive leadership team, and then underneath it, what role does enablement play to align with these things? It’s having the alignment from the company goals, all the way down to our frontline Rackers and doing the stakeholder management, making sure that everything that we’re doing informs the thing above it. As long as those things are in full alignment, we’re going to be successful. SS: Absolutely. Now, on that note, in a recent panel discussion you shared your best practices on measuring sales enablement outcomes. In your opinion, what are some of the core metrics that listeners should be tracking in order to make sure that they’re demonstrating business impact? UR: I love this question because back to the relevance and business impact, the things that we look at and I report to quarterly with our board of directors specifically is really, are we effectively attracting the right talent into sales and are we onboarding them successfully? Are we ramping them productively? What does that mean? We’re looking at everything on a quarterly basis around everything from time to first sale as well as average deal size, time to second sale, average pipeline created. These are applied outcomes of everything we’re reinforcing in enablement. Again, tying back to, am I helping a Racker that’s customer-facing carrying a quota? Am I making them successful? We maniacally measure this stuff. We do 90-day check-ins, we do 180-day check-ins with not only the sales manager, but the individual themselves. We’re always continuously improving, continuously learning with closed-loop feedback on the effectiveness of our enablement programs. SS: I love that, I think that’s fantastic. Now, I’m hearing from a lot of sales enablement practitioners that a lot of their organizations are coming to them understanding, what is it that enablement can do? What are the initiatives enablement can do to help our organization protect and preserve the positive elements of our culture, particularly in the past year as everything shifted to virtual. I wanted to ask you a question just as a bit of a follow-on to that. From your perspective, what are the things or initiatives that enablement can put in place to help organizations both preserve positive culture as well as to potentially even enhance it amongst revenue teams? UR: No, that’s a terrific question. It’s hard. I’ll tell you with 15 months of COVID and remote work, sellers that are used to being in front of customers physically and having to adapt to virtual and being able to have that sales and winning culture, customer-facing culture, without physically meeting someone has been a challenge. The culture here is very customer-obsessed and they’re very interpersonal. Everyone’s used to being in the headquarters or traveling and being in front of customers. It was a very strong adjustment for the enablement team to get creative around virtual and keeping connected with sellers because maintaining that sense of teamwork and camaraderie while still engaging people productively in Zoom was definitely something that we had to work on. Some of the things that we did on our side was we tried to make it more fun, especially since everyone was working from home. We added some elements of gamification and prizes and points for completing different things and different tasks within our enablement program. We tried to add some fun factor into it, just to keep people smiling, keep people focused, keep people on task around what we were doing for enablement. SS: That’s fantastic. Now you did talk about the transition, and I think virtual enablement really was uncharted territory for many sales enablement practitioners. You recently spoke about how your team at Rackspace dealt with all the unprecedented events from last year, and really came out on top. How have you approached this transition and what aspects of virtual enablement do you see being a continued practice as we returned to maybe in-person or a combined hybrid environment? UR: What I would tell you that we learned at Rackspace, it started again before my arrival at the company last year, but taking a three-week in-person at the headquarters sales onboarding program and making it a hundred percent virtual, talk about pressure to go deliver something in a challenging environment. I don’t think we’ll ever go back to 100% in-person anymore. There are definitely elements of it that can be done between pre-work, some of it virtual, some of it in-person. The human touch is very, very important. It’ll never fully go away. It’s part of embedding and assimilating people into our culture as they join the company, it's an important piece. We learned a lot about making things interactive, making things fun, making things live. We would do a lot of preparation with subject matter experts that were delivering our modules. We built out 150 different unique learning modules for our program last year virtually. There were four distinct learning paths by role, and I’ll tell you, we didn’t miss a beat because we tried to simulate as much of the physical class as we could and tried to make it that way. We had break rooms, breakout rooms that had break times, we made it feel as much as we could as the real class. SS: That’s amazing, I love that. In that same talk, you used a phrase that I think is common, but I’d love to hear the context behind it. You mentioned diamonds are created under pressure. Can you explain what this meant to you in terms of sales enablement, and how that mindset sets your team up for success? UR: Yes. For us, failure was not an option. There was a tremendous amount of pressure here from the business. Last year was a watershed event for Rackspace. We were reemerging from being privately held, private equity-backed, back into the public markets. Going public was a major milestone for us, so we had this pressure of the company wants to IPO in August. COVID hit. We needed to continue training and we were aggressively hiring a lot of salespeople last year. We’re hiring at a fast clip, lots and lots of people who have never been to our headquarters who need to assimilate and learn to sell the Rack way, if you will. That’s our constituted selling methodology in the company. These were tremendous amounts of pressure. When I say diamonds get created under pressure, coming out of all of these constraints and external pressures we created an award-winning sales enablement program. In fact, we were awarded a 2021 Stevie for Global Sales Enablement Program of the Year, we were bronze winners. It was good external validation, good internal validation, good feedback from our actual Rackers that have been through the program. If we just did this without the pressure of the external factors, I don’t know if we would’ve gotten there. SS: Well, congratulations on the award, very well-deserved. Thank you again so much for the time today. UR: Awesome, thank you. SS: To our audience, thanks for listening. For more insights, tips, and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about, please let us know. We’d love to hear from you.

Kory Kogon talks about the science behind extraordinary productivity. Hear how to get the right things done, both personally and professionally, and with quality.  Kory highlights three productivity challenges: decision management, attention management, and energy management, and she describes the 5 choices to implement to master these challenges. Table of Contents 00:25 … Meet Kory02:52 … Extraordinary Productivity07:24 … The Productivity Paradox11:18 … Choice #1:Act on the Important. Don't React to the Urgent13:06 … The Time Matrix16:37 … How to Model Productivity18:51 … Scope Creep and Intentionality24:43 … Choice #2: Go for the Extraordinary. Don't Settle for Ordinary27:53 … Choice #3: Schedule the Big Rocks. Don't Sort the Gravel31:14 … Best Way to Teach This to Your Team33:42 … Choice #4: Rule your Technology. Don't let it Rule You37:59 … Choice #5: Fuel your Fire. Don't Burn Out42:17 … Sleep on It43:45 … Connect with Kory44:27 … Closing KORY KOGON:  So those three challenges – decision management, attention management, and energy management – have risen to the top because, if you master those, you will end up with time management and go to sleep at night feeling accomplished. WENDY GROUNDS:  Welcome to Manage This, the podcast by project managers for project managers.  I'm Wendy Grounds, and joining me in the studio is Bill Yates.  Welcome, Bill. BILL YATES:  Good to be in here with you. Meet Kory WENDY GROUNDS:  Today we are talking to Kory Kogon.  Kory has over 25 years of business expertise.  She is FranklinCovey's Vice President of Global Sales Enablement.  Kory has been featured on Inc.com and in its Productivity Playbook online series, on FastCompany.com, Forbes.com, and in Investor's Business Daily.  She has also appeared on NBC's Today with Hoda Kotb.  And we're very privileged to have Kory with us today. BILL YATES:  Yes, we are.  And I'm so excited to talk with her about her book.  She's a co-author of the #4 Wall Street Journal Bestseller, “The 5 Choices:  The Path to Extraordinary Productivity.”  She also wrote “Project Management Essentials for the Unofficial Project Manager” – we may have to have another conversation with her about that – and “The Presentation Advantage.”  This book at that we're going to focus on, “The 5 Choices:  The Path to Extraordinary Productivity,” is so full of great advice.  And you know, one of the things I appreciate is she's going to talk about the science behind some of this, too. WENDY GROUNDS:  Yes.  Sometimes we struggle to get everything done that we need to do in a day.  And she's just going to give us advice on how to choose what we need to do and what's important.  And I think it's going to be a great conversation.  Kory, welcome to Manage This.  Thank you so much for being our guest. KORY KOGON:  Well, thanks for having me.  I'm excited to be here with you. WENDY GROUNDS:  Yeah, we're looking forward to getting a little deeper into this book that you've written.  But what we like to find out from authors is why did you write the book? KORY KOGON:  Well, you know, I am part of FranklinCovey, who is very well known, like, oh, “The 7 Habits of Highly Effective People” and within that “First Things First” and our whole background around principle-based time management, life management.  Over the years we've iterated based on pointing those principles at the relevancy of particularly the workplace.  And so a few years ago we again updated our work around those principles in relevancy.  And it was just an honor to be able to, with my colleagues, really take this work into the 21st Century – when people are busier than ever before, and a little crazed – and, under the conditions pre-pandemic, able to really help people accomplish the most important things in their life. Extraordinary Productivity BILL YATES:  There are so many principles that we're going to get into that are in the book that resonate with me and,

As Director of Global Sales Enablement at UserZoom, Kunal is responsible for the enablement of the global revenue team, including a full spectrum of roles: SDRs, account executives, account managers, and strategic account executives. He talked to us about maintaining a culture of engagement and collaboration, how onboarding himself created a roadmap for onboarding new hires, and his commitment to unlocking the potential in every individual to be the best that they can possibly be. 

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

Marissa Gbenro: Hello and welcome to the Win-Win podcast by Highspot. Join us as we dive into changing trends in the workplace and how to navigate them successfully. I’m your host, Marissa Gbenro. Gartner recently reported that 41% of employees are likely to remain remote post coronavirus pandemic. So what are some best practices for training, specifically onboarding, for a remote workforce? I’ve asked my friend Shamis Thomson, Hootsuite’s Manager of Global Sales Enablement, to join us as we explore this topic. Welcome, Shamis, and thank you for joining us. Can you introduce yourself and your role to the audience, please? Shamis Thomson: Thank you so much for having me, Marissa. So, my name is Shamis. I am on the sales enablement team here at Hootsuite. I’ve been at Hootsuite for seven and a half years and on the enablement team for the last four and a half. I focus on supporting our entire revenue organization within the sales enablement team, currently sitting in our sales operations department. MG: Thank you, Shamis. So, since the start of the pandemic, virtual training and onboarding have become so much more important for organizations, but particularly for sales, who are the main drivers of revenue. And because of that, it’s really important that they get new sellers up and running as fast as possible and as effectively as possible. I know onboarding is an area of interest for you because, again, it can mean the difference between a great seller or one who struggles to hit quota for a few months or quarters, even. Can you tell us what your biggest onboarding goals are for the next six to 12 months? ST: Yeah, it’s a good one. We have a lot of ambitious goals around this, and I think the move to virtual has really caused us to have to look at this a lot more closely. One of the things that I’m really keenly interested in better understanding is how our onboarding efforts set up our ongoing employee experiences and, ultimately, their development, and how we can further tailor those experiences to really give them what they need in a much quicker way. That’s going to be one of the big focuses for 2021. MG: Do you feel that with this move to make sure that everyone can get what they need a lot quicker you have seen anything in particular that has helped you accomplish that goal? Is it tools? Is it processes? Where have you found success with making sure that your sellers or the entire org that you support are getting what they need as timely as possible? ST: So I think it comes down to a couple of things. It’s really about visibility and communication. You know, having visibility through our technology and understanding how people are potentially experiencing that onboarding experience. Then, in turn, being able to reach out and connect with those individuals and better understand what that experience is like and what we can do to continue to refine it and improve upon it has been a key win for us today. MG: I know Hootsuite culture is really important to you guys and supporting the growth of your organization. How have you found success in nurturing company culture while also supporting that growth mindset culture? ST: Culture, for me, is really about beliefs and behaviors. One of the most important things to focus on first is really what you’re measuring. For example, think about one of the best measures of revenue growth actually is LTV or lifetime value, right? From the customer standpoint, it’s really prioritizing that customer experience, and culture often stems from the top. We’re fortunate. We have a new leader, Tom, who is our new CEO and he has a real focus on the growth mindset and bringing that into the conversation, which in turn is helping us revisit our values and where we’re reinforcing them in the business. MG: It’s always really nice when you have a leader who shares the same values and it’s coming from the top down, right? You don’t have to worry so much about driving this initiative alone because now it’s coming from the top and you get to say, “OK, we all have this vision. Now it is a company-wide initiative and I’m not just over in the corner tinkering and doing it on my own — I have some support here.” You mentioned a little bit about visibility being important. Can you dive into how you cultivate visibility and accountability in your onboarding program in particular? ST: Yeah, of course. Visibility and accountability might be my two favorite words. Visibility really comes down to what you can see from the data you have available. We’re often limited to subjective qualitative data, which in turn is often filled with a lot of bias. Getting that quantitative data really allows us to start asking better questions, getting to more root cause more effectively. We’ve used Highspot, actually, in a number of instances to help us do this and really just shine a light into areas that are relatively dark and that’s been fantastic. Accountability may be the more challenging of the two, and I think it really comes down to trust. You need to be able to establish trust before you can get anyone’s accountability. It sort of inherently stems from the individual and  I often say trust is the currency of movement. If you want to move forward, you need to establish trust. If you find yourself moving in the wrong direction, it’s likely an area you need to revisit. So, from my experience, sometimes it’s going to involve working through stakeholders who already have that trust in place in order to reduce the amount of time you have to spend developing it yourself. Not to be limited by the circle of trust that you, extend that into the stakeholders you work with as well. MG: Can you share an example of someone new, such as a new leader you haven’t worked with before — how are you gaining that trust so that you can hold their team accountable or hold their frontline sellers accountable? Everything is distant from what it used to be and being able to have these conversations in-person and meeting someone and building that trust in-person I think is a lot easier than virtually. What are some recommendations that you have? ST: Don’t do it alone. It’s about establishing that sphere of influence around the people that you want to work with. Trust is earned over time and it’s earned through exposure and experience that you have. So recognize where there are opportunities to work with other people that are already in that sphere of trust and influence and work closely with them to align around what the common goal is. It will only expedite your time towards trust with the individuals you want to work with as well. MG: I love that. When you mentioned visibility, you talked about one of the metrics of success for culture being lifetime value. Can you dive into the top three metrics that you look at for success when regarding onboarding? How does our audience discover what the metrics of success are for them and what have they been for you? ST: There’s a there’s a lot of things you can measure, and measurement and tracking are maybe two sides of a coin. When I think about measuring success I think about it from the context often of the average contract value, time to close, pipeline, velocity, things like that. Obviously, we talk a lot about ARR and SAS, but I think LTV is another one that more organizations are recognizing is important. When I look at the tracking site, it’s a lot more about leading indicators as well. Seeing how engaged our reps are, what is the volume and frequency that they’re engaging with the resources that we provide to them, the training, or the content. It’s a good indicator of sort of the level of investment that they’re putting into themselves. Another area that we look at is how are they showing up? We use things like call intelligence and other platforms to help us get an indication of how well they’re adopting the material and the training that we’re providing to them. Then looking at effectiveness, win rates, and are they approaching the right opportunities? Are they making the right kind of decisions and digging into those areas? MG: Have you found that any of your metrics have shifted or changed since moving to a fully remote workforce? ST: I would say there is a natural sort of evolution and I’m not sure that that the virtual side is necessarily been the driving force behind that yet. But I’m suspecting as we continue to evolve our approach into 2021, there may be some more learnings that we’ll have around that. Today there hasn’t been anything that sort of stands out as, “Oh, now that we’re virtual now the measures change.” MG: That’s really interesting. I think because so much has changed as a result of virtual life, but so much has stayed the same when it comes to, “Hey, these are the things that are important and this is still our north star.” That continuity for me personally has been very satisfying and helped a lot with this transition to say, “OK, my job has shifted in the way I’m going about it. However, my key metrics of success, my KPIs, the things that I need to accomplish on a grand scale, have remained the same.” I think it does take a little bit of the stress off for managers like yourself to say, “Hey, we still have the same goals. It just may look different the way we go about executing them.” How do you know if certain actions that are being taken by sellers, certain behaviors are necessarily the right ones? How do you make that correlation between a seller sending 50 emails a week that may have equated to them meeting quota? How do you go back to the metrics and behaviors and connect those two with performance? ST: I look at it from a couple of perspectives, one is looking for those early warning signs. For example, looking at the data and tracking or monitoring it to see if a particular group hasn’t adopted at the rate that we see for the broader cohort. That’s a bit of a flag that we can then chase down in a more specific way when it comes to measuring. Though typically we’re more focused on more official things that we’ve already gotten placed. So, I think about the sales process, right? And how are our teams adhering to our sales process? Those are very quantified, measurable steps that involve both ourselves and our customers and really help us understand how we’re moving along. That’s probably where we do most of our measurement relative to that, but there is value in the tracking and those early warning flags for us. MG: So, Shamis, I think you and I both understand and know the importance of training and onboarding for sales teams, especially now more than ever. Taking a step back and kind of getting broad, can you just share your thoughts and insights on why onboarding is so important? If we’re speaking to a sales leader, what value do you really see when looking at metrics, behaviors, and performance tied to onboarding? ST: I’d say onboarding is very important. It’s the first impression that someone has of your organization. It can really set the tone for what that individual’s experience is and becomes. So getting that right is critical. Living in this virtual world, there is more consideration that we have to have around how are we improving that experience and adapting that experience to this environment. There are things that we would have relied on previously with face-to-face interaction and all the benefits of that. I think that we need to recognize that this is also an opportunity for us to go deeper in terms of how we are tailoring that sort of corporate orientation and onboarding into these longer periods. So maybe onboarding was weeks before and now it’s months, or maybe it was a couple of months and now it’s several months. It’s looking at a longer tail to what onboarding is and how we can tailor that more to each of the different teams as well as individuals within those teams. I think it’s a really good opportunity for us to recognize that we don’t want to put top performers through an experience that is meant for struggling performers. That’s going to chase them out the door. So this is a real opportunity for us to go deeper. MG: I completely agree that it has to be tailored, especially if it’s a longer tail program. If I’m a top performer and I consistently hit my numbers and the training I’m going to for three hours a day is about engaging customers, that’s not really content that I need to consume. When looking at tailoring programs, are you going by, “Here are the three buckets that we think are the most important and the sellers that fall within the buckets, therefore they will go to these individual lessons?” How are you deciding who should do what as far as continued education and tailored onboarding programs? ST: I think the important piece here is to allow people to sort of self-select to an extent into this. Through their actions and their behaviors, the people that want to lean in more should be given more. People that maybe aren’t taking the opportunity to dive into what they’re given, we need to recognize that as a different type of experience that we need to align around. Whether it’s bringing in more of a buddy system to support those individuals that aren’t as engaged and trying to find other ways to bring them in and get them more engaged. And conversely, with folks that are leaning in, how do we get their IP more distributed within our organization? How do we connect them with other parts of the business that want to hear from our sales organization? And make sure that they’re given that opportunity to sort of share their expertise within the business and reward them that way. MG: You said something and a light bulb went off. As you said, it’s self-selection to a certain extent and the participant, the seller, whatever their job title may be, has to want to be there. And how do you get these sellers or managers on board and subscribe to what you're putting down? Essentially, if they’re detractors who don’t really think that they need this they’re tenured, they’ve been selling for 15 years and they don’t need one more onboarding program. How do you win them over and get them really bought in on recommendations that you may have? ST: I think one of the areas is just showing results. Seeing is believing for most when it comes to overcoming the objections of critics, I think you just have to find ways. Sometimes you have to get creative, but you have to find ways to show them and they’ll see and recognize that there’s an opportunity just waiting for them if they want to take it. We’re not in the business of standing behind people and pushing them, but we’re absolutely in the business of leaning down and pulling people up who want to be pulled up. I think that it’s important to recognize that we’re all — well, most of us, I imagine, suffer from a resource constraint in our roles, and with a finite amount of bets to place you want to make sure you maximize your results. I am going to bias towards helping those that want to be held probably more. I’d love to help everybody, but my default is to help people that want to be helped first. MG: I love that term that you used: “I’m in the business of pulling people up who want to be pulled up.” I think that’s actually pretty powerful when looking at training and onboarding — you can’t force anyone to do anything. What you can do is if someone is struggling and they want to get better or figure out where they’re falling flat, then I'm all bought in and I know how to help you. I think that often with training, onboarding, and any change management role, I can’t help you if I don’t know what you need. I think that’s really at the heart of when you said tailoring programs and training to what the rep in front of you really needs to improve on. I loved that idea of, “I can only do so much.” So, Shamis, what has helped you in building an effective and efficient onboarding program? ST: Some of the things that have been really beneficial for us in our development of onboarding programs have really been gaining that visibility into what’s working and what’s not working. It can seem like a kind of an obvious thing. But for our processes, we didn’t have any kind of real granular visibility into just how effective was our onboarding efforts. So by starting to leverage the technology — and Highspot was critical to gain that visibility into how our new owls were going through their onboarding experience. The level to which they were going through and engaging with the resources provided to them. It really allowed us to start to see the connection between the people that were embracing that experience and the people that weren’t. In turn, we were able to work with our business leaders to build out on that more and put more structure and build accountability into that process. That really solidified that trust element that allowed us to continue to build and refine our efforts there. It really started with just gaining visibility into what’s working and what’s not working. I think maybe if there’s one thing I would leave on, it would be that learning is a learned skill. It’s important to recognize that because it’s something that can be developed and coached, but it’s not something we can just assume everybody has developed already. MG: Can you dive a little deeper into your experience with that? ST: So for me, there are really two qualities that are really important in what goes into a successful rep. Emotional intelligence, which is really about interpersonal skills and the ability to control pressure and stress and adapt to the uncertainties of the job. Another area that we don’t often spend a lot of time on is curiosity. The notion of the curiosity quotient. This is, to me, one of the areas where it really stands out because one of the things that identify people that have a higher degree of curiosity is their willingness to invest in their own level of understanding and knowledge on a subject. They tend to go far deeper than their peers that lack that level of natural curiosity. That’s easier for us to identify from one standpoint, but it’s also about how they show up in conversation too. It’s the way they approach a discovery conversation with a customer. Ultimately combining these two things leads to a better buying experience. When I say learning is a learned skill, it is, but it’s a very identifiable skill and it’s one that I’m always looking for. MG: Have you found that curiosity and emotional intelligence are the hallmarks of a great seller or someone who’s just going to be very successful within a training program? ST: Both. I think they are hallmarks of great salespeople, perhaps they’re not requirements per se, and we haven’t made them requirements yet from a traditional selling context. I think that’ll change over time, to be honest. I think as we continue to move into this buyer’s world, we’re going to start to recognize that these are actually the new things that we want. You know, we’re not looking for closers and all these more historical things that we’ve associated with what great sellers look like. I think the future of great sellers is the current great learner. This virtual forward environment. MG: I think you are absolutely right — the future is going to require someone with a decent to high emotional intelligence and curiosity because you no longer get the luxury of being personable in person. You have to be personable on an email, over Slack, on the phone. You lose some of that charisma that you can turn on when you’re in-person and shaking someone’s hand. You have to be able to translate that through emails and phone calls now, and you have to be more curious to go find your own answers now that you can’t turn around and ask Shamis anymore. Gartner recently said that they’re expecting 35 to 40% of sellers not to return back to the office and remain remote. If that is the case, 35 to 40% of people who are selling virtually right now will remain selling virtually. Curiosity and emotional intelligence is going to be detrimental to their success. If I were to list a few takeaways of a great onboarding program based on this conversation, they would be visibility, accountability, and trust. ST: Completely agree with that. MG: Well, Shamis, thank you so much for your time. This has been an amazing conversation and I’ve enjoyed every minute of it. It’s always a pleasure to work with you and thank you for joining the Win-Win podcast. ST: Thank you so much, Marissa.

Summary: Do you think that there's a fine line between confidence and arrogance? How can you display confidence in a way that isn;t perceived as icky? It starts with realizing everyone is different and putting yourself in the mindset of the other person. Billy Saleeby is so good at this. His career has spanned making movies, to selling solar, to VP of sales and training, to leading Global Sales Enablement for Tesla. And now as a CEO and podcast host. His approach has always been about honesty over the sale, empathy over relentlessness, and knowing how to frame things differently for different people. This episode you'll learn about how he viewed how to sell in any career, balancing confidence with selling, gaining self awareness and so much more! Key Moments: 4:00 - What Billy loves about podcasting and how it creates a human connection. 7:00 - The through line of his career is creating experiences and how he's don't that throughout his career. 11:00 - His path from selling solar door to door to Heading Globals Sales Enablement at Tesla. 14:30 - His selling style. People will shut down the minute they think you look at them as a dollar sign. Be frank with people. 17:00 - Practicing casual confidence in a way of an offer not an ask. 34:17 - Getting people to take actions on your behalf through understanding them. Connect with Billy! https://www.linkedin.com/in/billysamoa/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

Everybody has their own superpower, says Rachel Ha'o, Global Sales Enablement at Iterable, and your job as a sales enabler is to help execs discover and amplify it - not simply copy what's worked for yourself in the past. In this podcast, Rachel talks about how she moved into sales enablement by ‘moonlighting', the importance of humility as a sales enabler - and shares her number one early morning tip for keeping on top of priorities in a pandemic.

Jerry Pharr is the Director of Global Sales Enablement at Redis Labs. He stopped in to share the presentation he just did for the Sales Enablement Society Annual Conference.Jerry provided great insights on:1️⃣ How to get executive buy-in for this type of program.2️⃣ How to structure the program.3️⃣ The types of materials you will want in place to support the managers.4️⃣ Key technologies.5️⃣ Measuring successAnd so much more.

Rebecca Bell is the Assoc. Director, Global Sales Enablement at IQVIA. In this session with The Collaborator, Rebecca explored how an understanding of comms can transform your revenue enablement efforts.In addition, we explored:1️⃣ The importance of audience mapping, both internally within the business but also externally as you consider various members of the buying committee.2️⃣ The importance of measurement, the ease of leading indicators and the challenges with, and importance of lagging indicators.Stop by and give a listen.

Nellie Aube (RPTA '07), Senior Director, Global Sales & Enablement with Nitro, Inc., talks with Dr. Brian Greenwood (Cal Poly Experience Industry Management) about her career to date.

Join Melissa Regan, Sr. Manager, Global Sales Enablement. & Onboarding at RingCentral and Paul Butterfield, Instructure VP of Revenue as they discuss how she is creating sticky onboarding and ongoing enablement that makes the sales grind easier and faster. She’ll share innovative ways she’s found to:● Engage all the senses to create memorable learning experiences● Create agile, role-based onboarding programs – even in the post CV19 world● Integrate some very unusual props into her onboarding sessions RingCentral (RNG) is a global provider of cloud enterprise unified communications and collaboration solutions.

Victoria Sexton is the Manager of Global Sales Enablement at SAI Global and recently ran her first virtual sales kickoff. She stopped in to share her tips on how an enablement team of one can create a successful virtual SKO for a team of nearly 500.A few tips:Keep it short and sweet Pre-record information when applicableChoose the right platformInvite EVERYONE!Be kind to yourselfDon't go it alone.Victoria also wrote a blog post to flesh out these tips a bit further, check it out here.

When you were the VP of Global Enablement for Marketo, Head of Global Sales Enablement for Oracle Marketing Cloud, and had key sales enablement and training leadership stints with Salesforce, 3PAR, PayPal, NetApp and Siebel you might have learned a thing or two. And indeed, Roderick knows enablement, and has a knack for codifying what many perceive as a difficult and complex set of practices into a set of straight-forward rules and guides. We discuss what it takes to get your sales enablement right - the correct mindset, skillset and toolset you need to succeed. https://www.linkedin.com/in/roderickjefferson/ #b2b #sales #salesenablement #salestransformation #salestech #salestechnology #digitalselling #remoteselling #valueselling #valuemessaging #salesoptimization #salesreadiness #valuestory #agileselling #ditchthepitch #orchestrator #businessvalue #personalvalue

Susan Savona, VP, Global Sales Enablement at Monster, will share her insight and experiences about building a global enablement program. 1️⃣ Her team of 4 support between 350 and 400 sellers globally. This is in line with the ratios we are seeing across this series of conversations. The enablement team is made up of people with strong product/program management skills who facilitate and drive enablement projects forward.2️⃣ 80% of what the team creates is able to be used by the entire business and 20% of the output is for specific geos, verticals, or other segments.3️⃣ Susan reminds us to focus on understanding the business impact. Always understand the why.4️⃣ A sales content repository is critical. Sellers need one source of approved, branded, up to date content that is easy to find.5️⃣ A global certification program on solutions being sold. Her team built this program to educate the sales team on four solutions and certify every person in the organization. At the end of it, the sales person would have to do a 30 minute role-play that demonstrates their knowledge on the solution. While it just rolled out, it's already getting positive feedback from the sales team with examples of major wins as a result of the knowledge learned as a result of the program.

If you ask Paul Butterfield, VP Global Sales Enablement at Instructure, he'll tell you that the key to unlocking growth is becoming customer-centric. He shares his formula for sales effectiveness, how to measure sales readiness, and how he approaches persona-specific messaging on this week's episode. Want to explore Revenue Intelligence for your org? Start here: https://www.gong.io/revenue-intelligence/

Subscribe to Modern Selling on the App of Your Choice! We are living now in what many people call the “new normal”. Sales leaders and sales teams have been forced to adapt quickly to shifting priorities and budgets, including working from home mandates and remote selling. But, what does the future of sales look like? Are we going back to how things were before COVID or is the new normal here to stay? That is the fascinating topic of conversation I had with my guest in this episode of the Modern Selling Podcast, Hang Black, VP of Global Sales & Technical Enablement at Juniper Networks. Hang develops and delivers a strategic framework for consistently onboarding new sellers, continuous talent nurture, and implementation of best practices in sales programs and tools. As an experienced leader in high-tech companies, her expertise spans sales enablement, business development, marketing and engineering in large companies like AMD and Cisco as well as smaller companies such as Gigamon and 8x8. Hang is a global speaker on sales, leadership, and a passionate advocate for women in the workplace. She holds a BS in Chemical Engineering from the University of Texas at Austin, plus three patents in semiconductor manufacturing. The New Normal is Not the Future of Sales The future of sales is not what we experienced before the pandemic nor is it what we are living today. According to Hang, the current environment is not the new normal but a far swing of the pendulum before we go back to a point somewhere in the middle. In the post-quarantine world, sales professionals won’t be working from home all the time, but neither will outside sales teams be in the field as they used to. For example, in the last few years, a salesperson relied on trade shows for prospecting and lead generation. In 2020, there are no trade shows but virtual events are very successful for B2B companies. Hang believes that in the post-covid world, not all trade shows will come back, as some people will prefer the convenience and affordability of virtual events. She thinks that in-person events will be more intimate and meaningful; they will be more limited in attendance because they will be more targeted and less blanketed. In the post-covid world, B2B sales reps must be more mindful of people’s time and add more value. Why? Because although in a virtual environment you may have higher attendance than in live events, that does not mean every attendee will be engaged. Each sales rep must work hard to try and engage people online with content that’s relevant to them. What Will Sales Look Like in 2021? In 2021, sales organizations will still have a field sales team but with a strong virtual component with sales reps who know how to leverage tools and technology. Hang says that at Juniper Networks, she is focusing on two major bets for the future of sales:  Leveraging skills for digital and social selling and Blurring the line between sales and technical sales. COVID was the perfect storm to start working on major social selling initiatives. That’s why a team from Juniper Networks took Vengreso’s digital training program, Selling with LinkedIn® Teams, to learn how to find, engage and connect with prospects on LinkedIn® and start more sales conversations. Sales leaders and sales enablement leaders must look at what’s coming and plan for a world that’s more digital than ever before. Gartner data from 2018 already showed that B2B buyers only spent 17% of their time with vendors. And with an average of three vendors per buyer, a company would only have 5.6% of the time with a prospect. The 2020 quarantines have accelerated the trend towards digital buying in the B2B world. Hang’s personal experience helped her see the importance of implementing a digital selling initiative at Juniper’s sales organization. While a lot of people may like to use the phone, she prefers other methods of communication such as SMS and email. Hang realized every customer is different and inside sales reps must use an omnichannel approach to learn what their preferred method of contact is. Then, the marketing and sales teams can implement AB testing and AI to learn what works in different regions and with different campaigns to close a sale. Listen to our conversation in this episode to learn how Juniper is preparing for the post-quarantine world and Hang’s efforts to blur the line between sales and sales tech.  Outline of This Episode [2:30] Hang’s story: from Chemical Engineer to Head of Global Sales Enablement [4:43] Women in sales. [8:28] What sales leaders should think about for re-entry after COVID. [13:05] Planning how the world will be in 2021. [20:29] The 2 focus areas of Juniper for the future. [31:09] Tools and technology. Resources Mentioned Connect with Hang Black on LinkedIn Follow Hang on Twitter: @HangwithHang Hang’s favorite movie: The Shawshank Redemption  Juniper Networks Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Modern Selling on the App of Your Choice!

Chris Sargent, Sr, Director of Global Sales Enablement at NICEinContact and Paul Butterfield, Instructure Sales Enablement VP discuss why a global sales methodology is critical and the best practices that he has developed while heading up sales enablement at multiple SaaS companies. The conversation then pivots to how the NICEinContact team has successfully adapted what’s worked in the past for the post COVID-19 enablement delivery environment. Why implement a global sales methodology and processHow to teach the corporate sales methodology to new remote sales repsProviding reinforcement and measuring adoption remotelyChris and the sales enablement team support ~300 quota carriers in 10 countries. NICE inContact helps contact centers around the world create profitable customer experiences through our powerful portfolio of cloud-based call center ACD, call routing, self-service IVR, and agent optimization solutions.

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

Maddie Pimentel has been in the Learning & Development field for the past 19 years. She joined SnapAV last year as the Training and Development Manager for North America. Maddie’s role is to enable the sales teams to quickly ramp, begin generating revenue and stay up to date on products, solutions and process updates as well as industry trends. With the purchase of Control4, a publicly-traded company, a few months ago, Maddie is now responsible for sales enablement for the global sales teams. Prior to this, she was with NCR Corporation, AT&T, Hearst Media Services and Carrera Commerce in various roles, including Global Sales Enablement, National Training Manager, Inside and Outside Sales Manager as well as Corporate Marketing Manager. Maddie is fluent in Spanish and earned a BA in Communications from Georgia State University. She has also worked as a reporter and interpreter with several media outlets in the Atlanta market. Maddie was born in Havana, Cuba and moved to Atlanta with her family when she was two months old. Her interests include writing, reading, traveling, and photography. If you want your sales team to deliver results, discover the secrets of sales coaching and learn about the hottest trends in the sales training industry, take 20 minutes to learn from this incredibly successful business leader.  WHAT YOU WILL LEARN IN THIS EPISODE: The role of storytelling in human to human connection Top 3 critical skills for salespeople Is it difficult to train salespeople? The value of building companywide Storytelling Library Latest trends in the sales training industry SHOW NOTES [00:22] Introduction [01:42] Welcome Maddie [02:00] Business stories that inspire Maddie [02:51] How her father got started [03:13] Winning business of the year award [05:52] Maddie’s portfolio [06:02] How she got into sales [06:53] Critical skills for salespeople [07:08] Relationship building [07:22] Listening [07:33] Customer’s needs assessment [09:34] Is it difficult to train salespeople? [10:49] Net promoter score [11:16] Maddie’s process of training salespeople [11:40] Current trends in sales training [11:56] Mobile and gamification [14:56] The on-boarding program at Snap AV  [17:05] Type of stories that excite customers [19:00] The meaning of Story library [20:20] Challenges facing today’s sales leaders [20:34] Keeping up with the technology [22:00] The Art of storytelling [22:53] Contact info  You can reach Maddie at  Maddie.pimentel@yahoo.com  www.linkedin.com/in/maddiepimentel

On this episode, I do something a little different. Instead of conducting an interview in the studio, I share my breakout session at this year's Sales 3.0 conference, where I sat down with John Chinello, Director of Global Sales Enablement, and Laurie Schrager, VP of Global Revenue Operations, at Tealium, to discuss their experiences in creating sales methodologies based on their recent work with Value Selling Associates.    What we talked about: -Finding the right sales methodology -Implementing the right methodology -Understanding Tealium's competitive differentiator was -How to scale when your team is scattered into silos -The benefits for the Tealium team after doing Vortex Training   Check out these resources from the podcast: https://www.sales30conf.com/    To hear this episode and many more like it, subscribe to B2B Revenue Executive Experience here.  If you don't use Apple Podcasts, you can find all our episodes here.

On this episode, I do something a little different. Instead of conducting an interview in the studio, I share my breakout session at this year's Sales 3.0 conference, where I sat down with John Chinello, Director of Global Sales Enablement, and Laurie Schrager, VP of Global Revenue Operations, at Tealium, to discuss their experiences in creating sales methodologies based on their recent work with Value Selling Associates.    What we talked about: -Finding the right sales methodology -Implementing the right methodology -Understanding Tealium's competitive differentiator was -How to scale when your team is scattered into silos -The benefits for the Tealium team after doing Vortex Training   Check out these resources from the podcast: https://www.sales30conf.com/    To hear this episode and many more like it, subscribe to B2B Revenue Executive Experience here.  If you don't use Apple Podcasts, you can find all our episodes here.

My guest on this episode is Ben Putterman, a Learning and Talent Development leader with over 20 years of experience enhancing personal and organizational performance in multiple industries. I first met Ben when I transitioned from SolarCity to Tesla where he led the Global Learning & Development team, Tesla Academy. Currently, he is the Head of Global Sales Enablement & Readiness at LinkedIn. Throughout his career, Ben has been committed to the belief that any business only goes as far as its people will take it and that people in the right conditions and with the right support can accomplish amazing things. On the show, we learn what type of job he feels everyone should have at some point in the career, why leadership, people and culture matter, what is the first job of any leader, and what lessons he learned early in his career when he worked with the best-selling author of Multipliers, Liz Wiseman. He also shares the 5 key areas he and his leadership team focus on to reach optimal performance, why he believes in always assuming positive intent, what are the skills critical to advancing your career, how self-awareness is the cornerstone of learning, and how letting go of being a micro-manager will set you free. This show is full of insights like these and others so please enjoy the conversation with Ben Putterman on another episode of Insight Out!Support the show (https://www.patreon.com/bePatron?u=23010497)

This week we learn from Paul Butterfield, Head of Global Sales Enablement for Vonage. Paul knows that since the role of sales has changed, the role of sales leaders must also change. He tells us that since hiring new salespeople can be an expensive mistake, it is important to equip your sales team with everything they need to be successful and have a coaching process that is based on individual one-on-ones and relevant.

 As the Head of Global Sales Enablement at Vonage, Paul Butterfield is an expert on sales enablement strategy tips and tricks. He’s my guest for this episode of #SellingWithSocial and he explains how you can use 3 main pillars within sales enablement to increase performance and land more deals with your target clients. We also discuss why departmental alignment should be one of the ultimate goals for your sales enablement team, how you can differentiate your strategy from your competition, and how to capture, track, and sell influential success stories. If you’re a sales enablement leader then you can’t afford to miss Paul’s insights - listen now! A Great Sales Enablement Strategy Starts With These 3 Pillars Paul explains that the goal of a sales enablement strategy is to help salespeople reach more modern buyers and close more sales. His personal enablement philosophy rests on 3 main pillars and that by providing these 3 main components to your team, they will be better prepared for selling success. The first pillar is tools. Without effective tools, sales people aren’t able to work efficiently. The second pillar rests on a standardized methodology/process for sales. Having a distinct process for handling executive-level sales conversations allows your sales team to have a secure foundation of talking points to stand on. Finally, selling skills make up the third pillar of a great sales enablement strategy. As an enablement leader, you must take on the responsibility of training and educating members of your sales team at every step of their selling career. Paul explains these 3 pillars in greater depth on this episode, so be sure to listen. Departmental Alignment is the Ultimate Goal and Function of Sales Enablement The vast majority of companies are still experiencing a disconnect between various departments. To combat this disconnect and improve productivity, Paul encourages company leadership to make departmental alignment one of the core goals for their sales enablement strategy. If your company’s product development, marketing, operations, and sales teams are not working towards common goals, you’ll never reach your full potential. The alignment process starts with YOU, the leader developing the overall sales enablement strategy. Paul explains that it doesn’t have to be an overwhelming process - it can start with a simple one-on-one conversation with each department’s leader. Begin the conversation by explaining your current sales enablement process, and outline how each department can take steps towards eliminating points of confusion within the process. To hear more on this essential tip, give this episode your full attention. Your Enablement Strategy Should Differentiate YOUR Company From the Competition Pillar #3 of a great sales enablement strategy, the skills your salespeople have, is only successful if it’s based on differentiation. You must ask yourself, “How do our sales conversations convince clients that we are the best solution to their problem?” Paul has designed a program that’s built solely on differentiation tactics. The #1 reason why sales contracts aren’t finalized isn’t because of a competitor, it’s because the buyer simply never made a decision! To perfect your differentiation strategy and convince a buyer you’re the best solution, Paul encourages enablement leaders to include the following points in any executive-level conversation playbook: Talk to the client about the problem their company is experiencing Discuss your product/service as a verb, not a noun Uncover measurable business goals for the company Help the client create a vision of a better future (that your product/service would help them to achieve) Build a common ground by sharing industry expertise and insights Capturing, Tracking, and Selling Success Stories is Extremely Effective - Here’s Why Capturing, tracking, and highlighting your company’s success stories is an effective way to drive better sales results. Your salespeople need to understand what problems the company has solved for previous customers and exactly WHY they chose to purchase a solution from your company. It’s been shown that people (buyers included) are automatically more intrigued by a story than basic facts and figures. If your sales enablement team can share success stories in a relatable way, it’s yet another tool to add to the playbook when speaking with buyer executives. For even more great insights, be sure to listen to Paul’s interview. Outline of This Episode [1:07] Get to know Paul Butterfield and how he got started in sales enablement [7:48] Paul explains his personal sales enablement philosophy and what sales leaders need to provide to their team [14:10] How can you align all of the departments within your company? [18:32] Paul’s expert framework for creating alignment for sales departments and reps [24:47] Great sales is all about differentiating YOUR sales company from the competition [30:15] Paul’s differentiation process as viewed through the Vengreso lens [35:03] Industry knowledge is essential for effective sales representatives [39:37] Sales enablement leaders need to capture, track, and sell success stories Resources Mentioned Connect with Paul on LinkedIn Follow Paul on Twitter About Vonage Paul’s all-time favorite movie, “Braveheart” Social Business Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Sheevaun Thatcher, Global Sales Enablement leader joins me in Dallas TX to discuss RingCentral’s new approach to Sales. --- Support this podcast: https://anchor.fm/dan-sixsmith/support

Abby Fabiaschi who, before she left business to be a full time writer, last served as Director of Global Sales Enablement (fancy term for cold calling division?)for Enterasys, who provides patented and differentiated wired and wireless network infrastructure, as well as security and management solutions. While we always say at Blue Shoe that cold calling is in the past, Abby walks us through how it's still in the present, but with a different mind set and application. Great interview about making 'warm' calls. And, by the way, her book, I liked My Life can be found on Amazon and has nothing to do with her business life, but has already become a hot seller and book club choice.

In this episode, we chat with Jill Guardia who is the Director of Global Sales Enablement and Programs at Rapid 7 as well as the President of the Boston Chapter of the Sales Enablement Society. We recap the SE Society's first-ever national meeting, discuss the evolution of sales enablement from Jill's own experience, and get some advice about how to effectively run sales enablement on a global scale.

I am thrilled to have Scott Santucci join us again on the Sales Enablement Lab podcast. We both just returned from Florida for the first global Sales Enablement Society meeting ever!. Scott and a handful of other passionate Sales Enablement practitioners launched the Society as a local initiative in Washington DC earlier this year. Since then the Sales Enablement Society has expanded exponentially and currently has 750+ members representing Sales Enablement practitioners, analysts, educators, and vendors! In Florida 100+ Sales Enablement enthusiasts got together under Scott's leadership to discuss topics like: What will be the strategic value of Sales Enablement in the future? How do we want to develop the role? What is the charter of the Sales Enablement Society? What questions would we like to answer as a community? Scott describes openly the roller coaster he went through in the last few months trying to pull this off the ground together with his team of volunteers. Want to learn more about the Sales Enablement Society or join? Go here, learn more and sign up! Did you enjoy listening to this podcast and don’t want to miss another episode? Subscribe to my podcast on iTunes!

Bill Cupuro Bill is Global Sales Enablement Program Manager with a small, fast-growing software company. Bill is an expert adult educator with over 15 years experience in training delivery, courseware creation, project management and cutting edge innovation. His audiences have included sales, presages, postsales, support, customers and strategic partners from all across the globe. Bill’s specialties […] The post Bill Cupuro, Global Sales Enablement Program Manager appeared first on Business RadioX ®.