Podcasts about revenue enablement

According to the State of Sales Enablement Report, sales managers who coach reps to reinforce desired behaviors deliver a 14 percentage point increase in win rates. So, how can you design and implement coaching programs to boost rep confidence and improve the customer experience? 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. Here to discuss this topic is Paige Scott, the Vice President of Customer Success and Revenue Enablement at Reliance Matrix. Thanks for joining us, Paige. I’d love for you to tell us about yourself, your background, and your role. Paige Scott: Terrific. I’m delighted to be with you today and happy to share anything I can. We’re all in this program together. I am 30 plus years in employee benefits, which are insurance products for employers who provide those benefit options to their employees. And I’m on the insurance carrier side. It’s been a terrific career in the past. I’ve served in operational roles, account management roles where we’re focused on retaining and growing the business. I was a process engineer, Six Sigma Black Belt, that is really focused on continuous improvement. And at one point, the chief customer officer focused on the customer experience strategies for our company. And now in my current role, I’m applying a lot of learnings from those experiences. So as you said, our role today at Reliance Matrix is head of customer success team. That’s our account management and service teams, as well as the revenue enablement team, where our objective is all about equipping the distribution organization with the tools, resources, training, and strategies that they need to retain business and sell more of it effectively. So I love this role because it really balances the accountability for customer focus, the customer’s experience, along with retention and growth of those relationships, but serves the critical needs of the organization and alignment with other departments that drive revenue growth as well. So I live with my family and my dog Maggie here in Nashville, Tennessee, and I love country music and line dancing. SS: We’re really excited to have you with us Paige. And as you mentioned, one of your key responsibilities is really growing and retaining the customer base. In your opinion, how can enablement help improve the customer experience? PS: You know, that’s actually there’s a myriad of ways that enablement enhances the customer experience. I’ll give you a simple example on how we’re focusing on it here in our current experience. state, and it’s really around the tools and training. And I think about this, not only with regard to how we’re internally supplying the tools and training and coaching, but also externally. So our account management teams can better understand their customer needs and preferences, leading to more personalized or relevant interactions. That’s what we’re encouraging. For example, in our business. We’re often working with human resource benefit teams that are outsourcing their work that they used to do themselves to us, the insurance carrier, many of them for the first time. And these first-time outsourcers of really complicated processes, they need to feel confident in trusting us to take on that work and doing it well on behalf of their employees. So there’s a lot of research and our experience shows that the first time outsourcers They need more education and communication to feel comfortable handing that work off to us. So our enablement team, we’ve built tools and resources and training to teach our teams how to work best with first time outsourcers. We actually give them a little bit different path. And their experience that is really focused on education and gaining their confidence and providing them with the tools they need to feel empowered. So in this past year, we implemented the use of the digital room capability to really establish the go-to resource for the clients. And first time outsourcers so that they feel empowered. They know where to go to look for information and find articles literature and research and best practices that we’ve collected and made available to them. So we are demonstrating our listening and expertise because we’ve provided the support and strategies that ensure that. They continue to receive the assistance and resources that they need to maximize their use of our products and our services for their employees. So it’s kind of a win win both internally and externally. SS: I couldn’t agree more. And I know rep confidence plays a huge role in delivering great customer experiences. And this is an area that you are really passionate about. What are some of the challenges reps face today that can impact their confidence? PS: Yeah, sure. Well, this is a complicated business that we’re in. And the biggest challenge that we face really is keeping up with the pace of change with all the complexities. So not to get you schooled on insurance stuff, but Reliance Matrix, we’re the number one insurer with the most lives that are managed through our absence programs. So in your day-to-day life, you’ve probably hear about things like paid family, medical leaves, FML, et cetera. These are all like state level programs that provide employees with paid time off for family or medical reasons. And I’ll tell you, this is a huge source of focus and attention across the states. A lot of compliance issues around this. States are making their own policies and practices with regard to how they want. This to be administered inside in their states where the employees live. And so the pace of change in these state programs is incredible and it’s very complex and difficult to understand and difficult to keep up with, not just for our customers, but even internally for our folks to build and maintain the expertise that they have around these programs. So we honestly have relied on Highspot, our platform heavily as our go-to resource for knowledge, training, communication internally, as well as pitching that relevant information externally. It’s enabled us to move quicker. Enable people not to have to memorize current rules, regulations, et cetera. They can just go to the resource and find the most up-to-date information in order to answer questions and put that information in the hands of their customers. And then on top of it, then of course we can. Move quicker and measure our engagement, both internally and externally. So it really has helped us to solve this challenge of trying to keep people up to date. We’re encouraging our reps not to try to memorize everything. They just go consult the tool, go to the resource. We’re keeping it up to date. SS: We see those too. What are some of your best practices for helping reps overcome these challenges to really boost their confidence and improve the customer experience? PS: So you know, it’s really important that we straight stay true to our word in terms of consistently, regularly reviewing our content and developing best practices to share to our reps. I mean, if they come to ou platform, our content and find that it’s out of date or not accurate, I’m going to lose them. They’re not going to be happy that they’re not providing the right information to their clients and So we have really prioritized the keeping our content up to date, making it, you know, consumable, small pieces, small bits. And then we put out best practice videos that if I’m responding to an inquiry, I can go see how someone who’s really good at responding to that inquiry, how they say it, how they answer it. And I can use that to hone in on my own ability to answer to my customers. And then of course. You know, whenever we have content or we’re rolling out something new, it’s not a once and done, we’re planning for putting the content out. How do we bring people to it? How do we get them practicing it? How can we test on the knowledge? It is something they really need to know. And then You know, focusing in on the coaching elements that are available as well. In the past couple of years, since we implemented the platform, I would say that we’ve spent a lot of time putting content out there, keeping it fresh, learning how people learn and how best to organize it. But in 2025, one of the things that the team is going to focus on is more around adding a little more gamification. And competition to our approach, because after all, we are working with salespeople and they do like to compete. So we’re going to build some of that competition in to continue to enhance engagement and learning. SS: Those are some great tips and tricks. Now, I know coaching can be a key lever for improving rep performance, and your coaching programs have evolved a lot recently. Can you tell us what your coaching strategy looks like now and how you leverage Highspot to help support it? PS: Yeah, sure. Actually, I’ll tell you the good, bad and the ugly, but this was an area of challenging for us a couple of years ago. I’ll use the example in our sales model. Before we got more focused on this in our model, the sales managers are also. Sellers, they have their own individual sales goals in addition to the goals of their team. So didn’t really set us up for success in terms of motivating or encouraging the sales managers to spend the time with their teams developing because they were so busy, you know, trying to meet their own performance goals. And while we haven’t changed that model. Entirely, we have changed it a bit so that we have built in approach where we’re recognizing the importance of coaching and the importance of the manager and that role. So we have built an approach where we’re utilizing the capabilities and analytics and high spot to practice. So we call these our stand and delivers, meaning I need to learn, let’s say a product nuance or something about the way the service is done or administration. And I need to be able to repeat that or inform a customer or potential customer with confidence. You know, I need to know what I’m talking about so I can answer those questions on the spot. We have picked areas that are most important for our sales reps to be able to exude that confidence and we ask them to practice it. and they practice it. They will film a video and they will do their stand and deliver on the video and the rep will create and submit the video to their manager and the managers are accountable to review and coach and we can see their coaching notes. We can see who’s doing it and doing it with regularity. So the fun thing is the head of our sales organization, she has So committed to this. This is how she learned as she was growing up as a sales rep. They stand and delivers on demand. People would stop her in the hallway and say, tell me about, you know, X, Y, Z. This is how she got really good at it. So she really believes in this practice and this approach. And she really appreciates the capability and high spot because it makes it pretty easy to do. So we are constantly reviewing the engagement analytics. It’s to understand the performance of our reps, but also the performance of our managers as coaches. We’ve upped the game that way. SS: Very cool. How do you go about partnering with frontline managers to get them bought into coaching their teams? PS: Sure. Again, it was a journey. Uh, some managers were adept. They were already kind of managing their own production and balancing that with the development of their teams. But many were not. And so we went to work. And we focused on the ROI of Using real life examples and data where certain sales managers had best practices with their teams and they were really producing results. Cause not only was the manager producing results, but they were taking in new individuals, onboarding them and, you know, doing the ride alongs, providing the coaching and we could see in terms of goal attainment. Which managers were very successful and we actually built those into stories in case studies and we use the real data to bring back to the rest of the organization to prove the value of the role of the coach and the importance of the development of the team. I mean, there was a lot of other best practices that we learned and shared throughout the period too, but the story tells itself in terms of the numbers, honestly, and given how competitive. Most of the sales folks are, they accepted the invitation to do better, kind of turns into a competition. So it was an easy carrot to dangle because it proved that production increased with a greater focus on practice and coaching for development for the teams. SS: How are you now with the platform in place, leveraging analytics to understand how managers are coaching and optimizing their effectiveness? PS: Yep, sure. So there’s a number of things that we look at. We got grounded in the metrics that were most relevant to our goals. So in this area, it was things like employee engagement scores, turnover rates, productivity levels, goal achievement. And we look at adoption metrics and the use of high spot, et cetera. So it was really getting grounded in what were those key metrics that we should be looking at on a regular basis that helps tell the bigger story. And we’re collecting data from different sources, such as. You know, performance reviews or even employee feedback, the coaching sessions and records that are in the system and that data can provide insights into how managers are performing and how their coaching is impacting their teams or not. And, you know, it is a source of performance review for the manager themselves that when we’re evaluating our managers performance, it’s not just based on hitting your goals. A lot of those other key metrics are a large part of that. And then finally, I guess we are looking at or listening to the employees to understand their perceptions. It’s important to understand how they experience our onboarding, whether they’re brand new to selling. Or they’re a very experienced rep coming over. We have different learning paths and we are listening to that and understanding, you know, their feedback about their manager and the level of support that they’re feeling or the training that they’re experiencing in that onboarding program. And we’re using that feedback regularly for continuous improvement. It’s the constant job, it’s continuously reviewing our content, understanding what works well, what doesn’t, and using those best practices to make our programs better and better. SS: And you all are also leveraging the integration between Highspot and Salesforce to really help unlock meaningful data and tie your programs to revenue. Can you share more about how you leverage this integration and some of the impact that you’ve been able to uncover? PS: Yeah, sure. Well, again, this has been a journey in the very beginning. I remember interviewing, you know, some of the folks in the sales organization and the head of sales and they’re like, Oh my God, no, not another system to log into. I’m like, well, yeah, but there’s a lot that you’re going to learn from the system and how it’s going to add value to the organization. So in the very beginning, it was So important that we integrated with Salesforce. So we had an easy toggle, I should say, between Highspot and Salesforce. And then as we continued building, the centralized content access was a heavy hitter for us because of the integration. It allows our reps. To access relevant content and materials and sales plays within their workflows. So it’s much more seamless, uh, than having to toggle and go find and search and seek, et cetera. Now we have a long way to go. We still are working on how we make that information more predictive. And, but we’re proud of the work that we’ve done here. And then honestly, this integration has enhanced the customer. Engagement as well, because it ties our engagements, meetings, et cetera, to business outcomes. It helps surface our best practices and shared knowledge that can improve sales performance. So we’re still in the early stages of tying these analytics together and building out the push and the predictive nature of it. But we really see the opportunity. So we’re investing full force as enablement team and making that happen. SS: Paige, as your enablement strategy continues to evolve, how are you incorporating AI into your programs to continue to improve productivity? PS: Yeah, well, this is something I’m really excited about. We had introduced in 2024, the co-pilot tool AI as a productivity tool to parts of our teams, and now are really rolling out across, but our use in 2024 was. Probably more limited to just like meeting summaries, to-do lists, assignment of duties afterwards, creation of presentations, improving content, etc. Kind of like your own admin assistant as you’re prepping in your relationships and for your meetings. But in 2025, we are, I’m going to go a lot further with it. We’re exploring AI and machine learning between Highspot and Salesforce to make recommendations on content. Like I said, pushing and predicting and, you know, really driving at the sales plays and training that’s. Going to enhance our productivity. So I feel like we’ve barely scratched the surface of what AI is going to be capable of helping us to achieve, but it is a major strategy for the enablement team in 2025. So I’m totally stoked about learning what we’re going to. Be able to do their SS: Last question. If you could give one piece of advice to someone looking to enhance the business impact of enablement at their organization, what would it be? PS: Yeah, honestly, it’s don’t try to boil the ocean, start small. Know the business goals, align with the business goals and use the data analytics to measure the effectiveness of the programs and then kind of spread that grow for impact. Gather feedback from the teams to understand what’s working and how effective it is. Again, underscoring all the time, data-driven decisions, adjustments, improvements continuously. I’ll share an example, and this is so simplistic, but I tell this story all the time. My initial proof point or business case, a really simple one. I joined the organization a couple of years ago and I was out in one of our sales offices. I was literally walking down the hallway in the sales office. Two sales reps standing in the hallway and I overheard what they were talking about. One of them was trying to find a. presentation that another rep used for a finalist presentation. So they wanted the deck and they’d been going through files and searching for, I think she said like 30 minutes. Maybe even more. Then she picked up the phone, because she got frustrated, and she finally called that other rep, and lo and behold, incidentally, the rep had stored that deck on their laptop, meaning no one else really had access to it anyway. So, I was marveled by the fact that one of our top reps spent more than 30 minutes Looking for a piece of content and I asked for the deck reviewed it and I laughed because when I was looking at the deck I realized some of the data elements and even the brand that was on the deck was outdated. It wasn’t even up to date or in compliance. So, bing, lightbulb goes off. I’m like, oh, Paige could be a hero here because what I need to do is find a good way to manage content and partner with a marketing organization, et cetera, to tell this story. And lo and behold, again, such a simple example. It’s all proven by the metrics. So I sold it by showing the ROI of saving a hundred sales reps in our organizations, 30 minutes a month or more searching for content. And that’s a heck of a lot of savings that can be put towards production activities. And so again, the platform was easy to sell. Enablement is easy to continuously show the impact, but it’s using the data and telling the stories, but keep it small. Don’t try to boil the ocean. Keep telling measurable stories and everyone catches on and they feel it. And we are all the heroes when we are able to help reps and the organization to be more effective. efficient in growing a business SS: Thank you so much for joining us. I appreciate all of your insights and advice. To our audience, thank you for listening to this episode of the Win Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

On this episode of RevOps Unboxed, Sandy sits down with Tyler Hooper, Sr. Director of Revenue Enablement at FIS.They discuss the importance finding a balance between making a strategic impact and managing the CRM efficiently, and more!

Amanda Whiteside is a trailblazer for Enablement at Freshworks and has made significant strides in transforming the field while championing female empowerment.  She highlights the importance of building credibility for enablement to secure organizational support and stresses the need to align initiatives with business outcomes.  Amanda also recognizes the unique challenges of global enablement, emphasizing the importance of prioritization and tailoring content to different teams.  She believes leveraging technology and AI can significantly enhance the enablement process and underscores the critical role of collaboration between marketing and enablement.  For aspiring leaders, she advises focusing on understanding stakeholder pain points to drive success.With over 15 years of experience driving transformative initiatives for Fortune 100 companies, Amanda is currently the Global Vice President of Revenue Enablement at Freshworks, the leading provider of Cloud-based Customer Engagement software. In this role, she leads high-impact teams to create customer-centric solutions that deliver measurable growth.Be sure to subscribe and follow the Revenue Enablement Society on LinkedIn for exciting announcements about what's next for the podcast!Please subscibe on Apple, Spotify or Google.

A Seat at the Table? A Voice at the Table? Or Build Your Own Table?In this very special episode of The Enablement Edge, join Steve & Heather as they host a live panel discussion from Seismic Shift 2024 with panelists Victoria Sanchez, Micah Jacobson, and Eric Mingorance. Throughout their discussion, our experts share insights on how to strategically navigate organizational dynamics, forge influential collaborations, communicate effectively, and recalibrate approaches to drive outcomes.Other topics include practical tactics for enhancing organization-wide enablement visibility, leveraging metrics for sales outcomes, the future impact of AI, and the significance of continuous learning and adaptability. The panel emphasizes empathy, collaboration, and innovative communication methods, offering a holistic approach to driving transformational enablement within companies.Tune in to discover how to not only get to the table but also shape the conversation and outcomes.—Guest BiosEric Mingorance, Sr. Dir. Rev. Enablement at ZixiEric Mingorance is currently serving as the Vice President of Product Management at Zixi, a leading provider of live video delivery solutions. With a strong background in technology and product development, Mingorance has been instrumental in enhancing Zixi's platform, which is known for its reliability and efficiency in delivering high-quality video over IP networks. His expertise spans various aspects of product strategy, customer engagement, and operational excellence, contributing significantly to the company's growth and innovation in the broadcasting sector.Micah Jacobson, Sr. Director, Revenue Enablement at InformaticaMicah Jacobson currently serves as the Senior Director of Revenue Enablement at Informatica, a role he has held since December 2022. He leads teams focused on onboarding, systems and tools, operations, and learning experience design within the Global Revenue Enablement function. Jacobson has been instrumental in developing comprehensive sales enablement strategies, including competency management and product launch enablement, which have significantly enhanced the effectiveness of sales teams at Informatica.Victoria Sanchez, Senior Director, Enablement Services Center of Excellence at Pure StorageVictoria Sanchez serves as the Senior Director of Enablement Services at Pure Storage, where she plays a pivotal role in driving customer success and operational excellence. With a robust background in technology and business strategy, Sanchez has been instrumental in developing innovative solutions that enhance the user experience and streamline processes within the organization. Her leadership is characterized by a commitment to fostering a culture of collaboration and continuous improvement, ensuring that teams are equipped with the necessary tools and knowledge to excel in their roles.—Guest Quotes“I hate the word order taker, it drives me crazy. That is not what I signed up for, I wasn't in kindergarten being like I want to be an order taker one day And so many of us in enablement we fall into that trap because we don't come with new information. If you come with new information, you shift from an order taker to a strategic partner. That's certainly the direction that I and my team, where we wanna go” – Micah Jacobson“You need to lobby for these things. See if there are objections. Make sure you can get preliminary buy-in beforehand. Work with each individual org separately so that by the time you come to the table, they've already heard it. And then you're doing what you say. We're getting the priorities, we're all coming on the same page for the priorities, we're in agreement, there are no major showstoppers because you've basically done some preceding.” – Eric Mingorance“All our companies are trying to invest a tremendous amount of money in technology. I think as an enablement organization, we have a great opportunity to stop the train and say, ‘Which one is the best one?' And make a plan for it. It doesn't have to change tomorrow, but if you make a plan to get the best technology, you can accelerate how your sales leaders are really coaching and having more time for other activities, while you also orchestrate workflows in the internal cross functional teams so that you can operate more efficiently.” – Victoria Sanchez —Time Stamps 00:00 Episode Start00:44 Today's Topic01:54 Diverse Perspectives: Meet Our Guests03:57 Earning Credibility and Building Influence08:14 Aligning with Senior Leadership18:59 Tactics for Showcasing Enablement Impact22:33 Rock Bands and Enablement Tactics22:49 Maximizing Seismic Notifications23:05 Heroes of Enablement and Regional Programs24:33 HTML Tips for Announcements25:03 The Importance of Measurement28:18 Unified Data Model and Metrics29:39 Handling Bad Metrics33:39 Strategic Enablement Advice39:31 Future of Enablement and AI41:43 Final Thoughts and Advice—LinksConnect with Eric MingoranceConnect with Micah JacobsonConnect with Victoria SanchezRead more about Shift 2024Connect with Steve Watt on LinkedInConnect with Heather Cole on LinkedInCheck out Seismic

Today's guest is Nick Lewis, Global Head of Revenue Enablement at Uber for Business. Nick shares his unique journey from elementary school teacher to leading enablement at one of the world's most recognizable brands. We chat abouthow his background in education shaped his approach to go-to-market strategies, the importance of change management, and the role of AI in the future of sales enablement. For more from ZI Labs visit ⁠⁠⁠⁠⁠www.zoominfo.com/labs⁠⁠⁠⁠⁠ Ben on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/bensalzman⁠⁠⁠⁠ Millie on LinkedIn - ⁠⁠⁠⁠https://www.linkedin.com/in/milliebeetham⁠

Laura Danielson, Vice President of Sales Operations, Revenue Enablement, and HaystackID University at our Trusted Partner HaystackID, sits down with Kaylee & Mary to tell us about Relativity's Stellar Women Innovation Award she is nominated for, her experience getting started in our field, building the Minneapolis/St.Paul chapter of Women in Ediscovery, the experience of having her daughter Amber join the field, building HaystackID University and a very fun and little known fact about her.

In today's episode of The Enablement Edge, hosts Steve Watt and Heather Cole interview Kunal Pandya, VP of Global Revenue Enablement at Corsearch, and Founder & CEO of Sales Velocity Labs. Kunal is a seasoned expert in global revenue enablement, and he helps to explore how enablers can transform their roles and prove their strategic value within any organization. Arguing that the current perception of enablement as a cost center has made lasting impacts on the industry, Kunal emphasizes the importance of not shying away from the data. Kunal also provides practical advice for enablers seeking to elevate their function within their organization, underlining the importance of benchmarking and obtaining leadership buy-in before implementing enablement programs. By demonstrating how different levels of competence and performance can result in measurable revenue gaps, enablers can justify their initiatives and establish credibility.Amidst all of the data and metrics, Kunal does remind all of us that the people are what matter most in enablement. Empathy and human relationships are as foundational as anything else, especially as AI changes the way we work. —Guest BioKunal Pandya is the Vice President of Global Revenue Enablement at Corsearch and the Founding CEO of Sales Velocity Labs. With a rich background in championing sales enablement, Kunal has dedicated years to transforming the perception and impact of enablement functions in organizations.Kunal holds over 20 years of experience in the technology and high-growth SaaS industry. Throughout his career, he has built revenue impacting enablement functions and strategies for some of the fastest growing global tech companies, while at the same time being recognised as one of the top twenty enablers in the world.Kunal founded Sales Velocity Labs to elevate the effectiveness of worldwide sales enablement, to impact revenue by a minimum of 15%.—Guest Quote“The perception of enablement has been such that companies have laid off hundreds, if not thousands of enablers globally. This has to change. Because we cannot  have enablement in that position. We know where it belongs, we just have to prove it. We have to make it believable.”—Time Stamps 00:00 Episode Start01:08 Today's Topic03:00 Welcome Kunal03:54 The biggest challenge facing enablement today06:26 Why showcasing ROI is difficult, but necessary09:55 Which four categories should enablers be measuring?14:46 How to separate your impact from factors beyond your control20:41 The path to continuous improvement24:22 Highlighting the value of data26:46 Kunal's advice for enablement leaders32:00 On the Edge—LinksConnect with Kunal Pandya on LinkedInCheck out CorsearchCheck out Sales Velocity LabsConnect with Steve Watt on LinkedInConnect with Amber Mellano on LinkedInCheck out Seismic

In this episode, Steve Watt and Amber Mellano are joined by Nicole Ward, Senior Director of Revenue Enablement at OneSource Virtual (OSV), to learn why she joined the organization as their first enablement hire and how she and the team found so much success.Nicole is an industry expert and thought leader who joined OSV after a decade of managing an award-winning team of enablement innovators at Citrix. Today, you'll hear all about her remarkable achievements with OSV. Her highlights include a substantial reduction in new hire ramp time and time-to-first-opportunity, along with impressive improvements in deal sizes and win rates that she attributes to her strategic approach and collaboration with various business functions.Throughout the interview, Nicole emphasizes the importance of obtaining executive buy-in and stakeholder alignment early in the process to ensure success. She advocates for focusing on a few key pillars and avoiding the temptation to "boil the ocean” when first starting. Nicole's emphasis on leveraging data, maintaining ongoing communication, and building cross-functional relationships demonstrates how critical these elements are for effective enablement. By sharing her experience and practical advice, Nicole provides a clear roadmap for building a robust enablement function that can adapt and thrive amid organizational change.—Guest BioNicole Ward is a passionate and technology-forward global revenue enablement leader with over 14 years in the field. She is currently the Senior Director of Revenue Enablement at OneSource Virtual after a decade of managing an award-winning team of enablement innovators at Citrix. Nicole believes that a successful enablement program must be centered around empathy and be inclusive of all customer-facing teams. Nicole is a bridge builder who will work cross-functionally to drive productivity and ensure satisfaction with enablement programs. She is data-driven and process-oriented with a laser focus on bringing enablement into the context of actual opportunities with CRM integrations. On the personal side, Nicole is a multi-tasking mom who resides in London, Ontario, Canada with her husband James and two small children. She enjoys cooking, cycling, traveling, and she dreams of pursuing a sommelier certification someday. Fun fact: Prior to starting her family, Nicole was one of Canada's early lifestyle "influencers" and launched Canada's first conference targeted to style influencers in 2013.—Guest Quote“In enablement, we are bridge builders, and we are serial collaborators. It's all about connecting with people across the organization to understand what they do, how can I learn from them, what can they learn from me, how can I support them, what are their goals, can I attach myself to their goals, especially if they were key stakeholders in enablement. It's all about building your internal network.”—Time Stamps *(04:31) Nicole's key to enablement*(05:56) Coming in as the first enablement hire*(07:52) When do you know that you're ready for the next opportunity?*(09:56) Building out the enablement function before day one*(13:01) How to leverage the greater team around you*(15:50) The data behind Nicole and OSV's success*(18:40) Why you need to partner with your fellow business functions*(22:06) Being thrown into the deep end*(28:25) Nicole's advice for others*(30:45) On the Edge—LinksConnect with Nicole Ward on LinkedInCheck out OneSource VirtualConnect with Steve Watt on LinkedInConnect with Amber Mellano on LinkedInCheck out SeismicOneSource Virtual Revolutionizes Revenue EnablementCitrix Enhances Content DiscoveryThe State of AI in Enablement Report

An area of sales that is often overlooked is not our outbound dials, conversations or even discovery questions. Instead, it's the strategy we used to direct all those things. In sales, that strategy is called a pipeline. The better a salesperson is, the more you can bet they are prioritizing their pipeline. To learn how we can do this for ourselves, we sat down with Timea Barra, VP of Revenue Enablement. She showed us how any salesperson can take a look at their sales strategy and ensure that they are not waiting for change to catch up to them. It's all in this week's episode of Bulletproof Selling!  

In this episode of The Daily Mastermind, host George Wright III interviews sales strategist and consultant Luis Baez. They discuss the importance of sales enablement, overcoming failure, and managing burnout. Luis shares his personal journey from growing up in poverty to working with top Silicon Valley companies like LinkedIn, Google, Uber, and Tesla. He also delves into strategies for maintaining focus, building confidence, and improving overall sales performance. Listeners will gain actionable insights into managing stress and burnout, as well as the importance of consistent efforts in achieving sales success. 00:31 Luis Baez's Background and Journey 03:26 Key Insights on Sales and Personal Growth 09:17 Addressing Burnout and Stress in Sales 14:33 Strategies for Focus and Confidence 22:41 Conclusion and Final Thoughts  Thanks for listening, and Please Share this Episode with someone.  It would really help us to grow our show and share these valuable tips and strategies with others.  Have a great day. George Wright III  “It's Never Too Late to Start Living the Life You Were Meant to Live”  FREE Daily Mastermind Resources: CONNECT with George & Access Tons of Resources Get access to Proven Strategies and Time-Test Principles for Success. Plus, download and access tons of FREE resources and online events by joining our Exclusive Community of Entrepreneurs, Business Owners, and High Achievers like YOU. Join FREE at www.JoinTheEvolution.com About GUEST: Luis Báez is a sales enablement strategist and consultant dedicated to Tech/SaaS-based B2B professionals. A Bronx-raised, proud, Puerto Rican-American and former Silicon Valley C-Suite professional, Luis is dedicated to helping business owners and employees build themselves as better people—full stop. 2017, after years of working in some of the biggest Silicon Valley startups (think LinkedIn, Google, Uber, Tesla, and more), Luis began to teach impassioned business owners how to scale their revenues and impact by creating and selling high-end offers. Today Luis is the Global Director of Revenue Enablement at Deputy (a SaaS Workforce Management Product Company,) not to mention a published author through the internationally recognized Madecraft organization, which includes an incredibly popular LinkedIn Learning course on personalized sales that has been taken by over 15K people to date. Guest Resources: LinkedIn Page: https://www.linkedin.com/in/baezluis/ Website: LuisBaez.com  About George Wright III: George Wright is a Proven, Successful Entrepreneur- and he knows how to inspire entrepreneurs, companies, and individuals to achieve Massive Results. With more than 20 years of Executive Management experience and 25 years of Direct Marketing and Sales experience, George is responsible for starting and building several successful multimillion-dollar companies. He started at a very young age to network and build his experience and knowledge of what it takes to become a driven and well-known entrepreneur. George built a multi-million-dollar seminar business, promoting some of the biggest stars and brands in the world. He has accelerated the success and cash flow in each of his ventures through his network of resources and results driven strategies. George is now dedicated to teaching and sharing his Prosperity Principles and Strategies to every Driven and Passionate Entrepreneur he meets. His mission is to Empower Entrepreneurs Globally to create Massive Change and LIVE their Ultimate Destiny.  

In this episode of The Daily Mastermind, host George Wright III interviews sales strategist and consultant Luis Baez. They discuss the importance of sales enablement, overcoming failure, and managing burnout. Luis shares his personal journey from growing up in poverty to working with top Silicon Valley companies like LinkedIn, Google, Uber, and Tesla. He also delves into strategies for maintaining focus, building confidence, and improving overall sales performance. Listeners will gain actionable insights into managing stress and burnout, as well as the importance of consistent efforts in achieving sales success. 00:31 Luis Baez's Background and Journey 03:26 Key Insights on Sales and Personal Growth 09:17 Addressing Burnout and Stress in Sales 14:33 Strategies for Focus and Confidence 22:41 Conclusion and Final Thoughts  Thanks for listening, and Please Share this Episode with someone.  It would really help us to grow our show and share these valuable tips and strategies with others.  Have a great day. George Wright III  “It's Never Too Late to Start Living the Life You Were Meant to Live”  FREE Daily Mastermind Resources: CONNECT with George & Access Tons of Resources Get access to Proven Strategies and Time-Test Principles for Success. Plus, download and access tons of FREE resources and online events by joining our Exclusive Community of Entrepreneurs, Business Owners, and High Achievers like YOU. Join FREE at www.JoinTheEvolution.com About GUEST: Luis Báez is a sales enablement strategist and consultant dedicated to Tech/SaaS-based B2B professionals. A Bronx-raised, proud, Puerto Rican-American and former Silicon Valley C-Suite professional, Luis is dedicated to helping business owners and employees build themselves as better people—full stop. 2017, after years of working in some of the biggest Silicon Valley startups (think LinkedIn, Google, Uber, Tesla, and more), Luis began to teach impassioned business owners how to scale their revenues and impact by creating and selling high-end offers. Today Luis is the Global Director of Revenue Enablement at Deputy (a SaaS Workforce Management Product Company,) not to mention a published author through the internationally recognized Madecraft organization, which includes an incredibly popular LinkedIn Learning course on personalized sales that has been taken by over 15K people to date. Guest Resources: LinkedIn Page: https://www.linkedin.com/in/baezluis/ Website: LuisBaez.com  About George Wright III: George Wright is a Proven, Successful Entrepreneur- and he knows how to inspire entrepreneurs, companies, and individuals to achieve Massive Results. With more than 20 years of Executive Management experience and 25 years of Direct Marketing and Sales experience, George is responsible for starting and building several successful multimillion-dollar companies. He started at a very young age to network and build his experience and knowledge of what it takes to become a driven and well-known entrepreneur. George built a multi-million-dollar seminar business, promoting some of the biggest stars and brands in the world. He has accelerated the success and cash flow in each of his ventures through his network of resources and results driven strategies. George is now dedicated to teaching and sharing his Prosperity Principles and Strategies to every Driven and Passionate Entrepreneur he meets. His mission is to Empower Entrepreneurs Globally to create Massive Change and LIVE their Ultimate Destiny.  

Luis Baez shares his journey from advertising sales to sales leadership and revenue enablement, emphasizing the importance of sales in business. He discusses the transition from intrapreneur to entrepreneur and the lessons learned. Additionally, he explores the impact of cultural background on entrepreneurship and the value of transparency in business leadership. The conversation covers leadership, one-on-one meetings, authenticity in sales and marketing, imposter syndrome, and the importance of aligning passion with work. Luis Báez shares insights on leadership, goal setting, and the impact of AI on authenticity in sales. He also discusses the challenges of imposter syndrome and the importance of self-care and spiritual health in career success.Guest: Luis Baez https://www.luisbaez.comhttps://www.linkedin.com/in/baezluis/https://www.instagram.com/itsluisbaez/ ----Credits:Hosted by Michael Smith and Ryan RoghaarProduced by Ryan RoghaarTheme music: "Perfect Day" by OPM The Carton:https://medium.com/the-carton-by-eggsFeature with Zack Chmeis of Straight Method up now! https://medium.com/the-carton-by-eggs/zack-chmeis-35dae817ac28 The Eggs Podcast Spotify playlist:bit.ly/eggstunes The Plugs:The Showeggscast.com@eggshow on twitter and instagramOn iTunes: itun.es/i6dX3pCOn Stitcher: bit.ly/eggs_on_stitcherAlso available on Google Play Music! Mike "DJ Ontic" shows and infodjontic.com@djontic on twitter Ryan Roghaarhttp://rogha.ar

Have you ever wondered why some sales teams consistently hit their targets while others struggle? Keenan, CEO of A Sales Growth Company and acclaimed author behind "Gap Selling," rejoins me on the podcast to unravel the secrets of enabling high-performing sales teams with his innovative S.P.E.E.D. model. Gain insights into creating enablement impact by prioritizing actual sales performance outcomes and aligning strategies with critical business metrics sales leadership uses. Learn about integrating the three layers of training, skill development, and forecasting into your enablement framework and how to embrace the shift from traditional enablement to a results-driven approach. With the S.P.E.E.D. model, enablement teams will empower sales teams to succeed by focusing on what truly matters—the tangible impact on business metrics and organizational growth. Keenan and I unpack:The details behind the S.P.E.E.D model and why it worksThe three layers of S.P.E.E.D. that align enablement to revenue success The critical sales metrics all Enablement teams need to internalizeHow to assess the current state, identify gaps, and make improvementsKeenan is the CEO/president and chief antagonist of A Sales Growth Company. With over 20 years of sales experience, he has long influenced, learned from, and shaped the sales world. Keenan calls it as he sees it and lets nothing and no one go unnoticed. He is the celebrated author of Not Taught: What It Takes to be Successful in the 21st Century That Nobody's Teaching You and Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price.Gap Selling has been voted among the sales community as one of the best sales books ever.Father of 3 amazing girls, PSIA Certified Level 2 ski instructor (see, more coaching), and avid Boston sports fan, Keenan keeps crazy busy when he's not focused on A Sales Growth Company.Please subscibe on Apple, Spotify or Google.

On this episode, Sandy speaks with Jenn Glabicky, Director of Revenue Enablement at Dodge Construction Network about how RevOps and enablement are two sides of the same coin.Jenn discusses how revenue operations is structured in her organization, and how she ensures sellers engage with their training programs. Hint: make it fun.About our guest, Jenn GlabickyJenn is a results-focused implementer of revenue, enablement, marketing & leadership strategies. She utilizes innovative management techniques, processes, and procedures to enhance business practices, increase productivity, and boost revenue while decreasing company costs. Jenn builds strong business relationships with key decision-makers to gain & enhance market access. She's also featured on our sister community, SEC's Ones to Watch 2024 list.About our host, Sandy RobinsonSandy is SVP of Revenue Operations at Patra Corporation, a revenue operations enthusiast with over 20 years of experience in sales, marketing, revenue, operations, and revenue enablement.Throughout her career, she's seen how revenue operations can make or break a company and is excited to share her knowledge and insights with you.In each episode, she'll be talking with a revenue operations practitioner who will share their unique perspective on how they've transformed their revenue operations strategy.She'll dive deep into their processes, challenges, and success stories to give you an inside look into the ever-changing world of revenue operations.

None of us is as smart as all of us. Engaging with peer groups and industry networks can accelerate your career, enhance your skills, and provide invaluable professional development.In this episode, we explore the transformative  power of communities and personal networks with Stephanie White, Sr. Director of Revenue Enablement at Medallia. Stephanie highlights the tangible benefits she's gained from participating in various revenue enablement communities, fostering a sense of belonging and camraderie. Whether you're looking to tackle complex challenges, stay ahead of industry trends, or simply connect with like minded professionals this episode is your roadmap to leveraging and growing your professional network.Join us and hear how to unlock the potential of community-driven growth in your career!Stephanie White is the Sr. Director, Revenue Enablement at Medallia. For Stephanie, Revenue Enablement is People Enablement, driving revenue and impact strategically to scale.  With 20 years of experience in Sales, Marketing, Enablement, Operations building and scaling teams of passionate people to drive revenue is at the core of her approach.A people focused enabler by nature, Stephanie thrives on engaging, connecting and learning with others. Please subscibe on Apple, Spotify or Google.

Have you ever felt underestimated or sidelined due to subtle prejudices? This episode explores practical strategies to tackle such challenges head-on. Hang Black, Vice President of Revenue Enablement and author of 'Embrace Your Edge: Pave Your Own Path as an Immigrant Woman in the Workplace', dives deep into her personal encounters with microaggressions and offers actionable advice. Tune in to this episode to discover: ✔️ Effective techniques for using transactional analysis to shift workplace conversations to more empowering adult-adult interactions. ✔️ Insightful tips on when and how to address microaggressions without escalating conflicts. ✔️ Strategies to choose your battles wisely in a professional setting, ensuring your mental well-being. ✔️ Ways to stand up for yourself and educate others, fostering a more inclusive work environment.   ✅ Follow Hang Black: https://hangwithhang.com   ✅ Follow Ivna Curi on LinkedIn: https://www.linkedin.com/in/ivna-curi-mba-67083b2/     ✅ Order our book, ‘Unapologetic Voice: 101 Real-World Strategies for Brave Self Advocacy & Bold Leadership' where each strategy is also a real story: https://www.amazon.com/Unapologetic-Voice-Real-World-Strategies-Leadership-ebook/dp/B0CW2X4WWL/   ✅ Request A Customized Workshop For Your Team And Company:  http://assertiveway.com/workshops   ✅ Other Episodes You'll Like 5 Self-Advocacy Lessons That Will Pay Off And Make You Feel Powerful (With DEI Leader Zahida Sherman) Emotions in Negotiation: How To Use Emotions to Resolve Conflict (with Steve Alban) Ending Workplace Abuse: How To Document and Emerging Laws (with Kimberly Williams) Is Your Boss Toxic? Identifying the Signs and Taking Action (with Rob Kalwarowsky) Silent No More: Breaking the Chains of Passive Communication   ✅ Free Resources FREE Training & presentation on How To Be Assertive Without Being Rude, Aggressive, or Offensive: https://assertiveway.aweb.page/assertivenotrude  Sign Up for Our Email Newsletter: https://assertiveway.com/newsletter/ Ivna's Unapologetic Voice Stories: https://assertiveway.aweb.page/ivnastories From Rambling To Articulate PDF Guide: https://assertiveway.aweb.page/articulate Podcast episode lists by theme: https://assertiveway.aweb.page/speakyourmindunapologeticallytopics Women in Tech Leaders Podcast Interviews: https://assertiveway.com/womenintechpodcastguests/ Podcast Summaries & More Email Newsletter: https://assertiveway.com/newsletter Our Linkedin Blog Articles:  https://www.linkedin.com/newsletters/6863880009879306240/   TEDx Talk How To Speak Up Safely When It's Psychologically Unsafe: https://assertiveway.aweb.page/safespeak 10 Day free Assertive And Liked Challenge: https://assertiveway.aweb.page/beassertiveandliked Assertiveness free training: https://assertiveway.aweb.page/getahead Other Free resources: https://assertiveway.com/free/ Podcast page: https://assertiveway.com/podcast-speak-your-mind-unapologetically/   ✅ Work With Us Workshops: http://assertiveway.com/workshops   Break The Silence: https://assertiveway.com/communicationculturetransformation/ Services: https://assertiveway.com/offerings Contact me: info@assertiveway.com or ivnacuri@assertiveway.com Contact me on Linkedin: https://www.linkedin.com/in/ivna-curi-mba-67083b2 Website: https://assertiveway.com   ✅ Support The Podcast Rate the podcast on apple: https://podcasts.apple.com/us/podcast/speak-your-mind-unapologetically-podcast/id1623647915 Ask me your question for the next episode: https://www.speakpipe.com/speakyourmindquestion

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

We're back with another episode of Beyond the Sales Floor. Morgan sits down with Petek Hawkins from Pax8. They took a deep dive into how AI is helping Pax8 to have great efficiency gains within their enablement process. You'll find out about the internal chatbot that's being built called ‘Just in time, just for me, actions and insights'. This episode has some great takes on why AI has great potential. Tune in for all of the insights.

Learn now Mary Shea harmonises "the art of leadership" and "the science of sales" to orchestrate stellar career that's truly her own.

In this Episode, Kieran is joined by the VP of Revenue Enablement at Procore Technologies, Sara Gross. Sarah has been in the enablement world for a decade and has worked for the likes of Gartner and Ring Central before her current role.Kieran and Sarah discuss the evergreen topic of who enablement should report into and does is make a difference? Sarah has some fantastic thoughts.

Embark on a journey with Haley Katsman, an accomplished Go-To-Market leader renowned for her prowess in building and scaling high-performance teams. Currently serving as the Vice President of Global Strategic Accounts, Haley leads a top-tier team dedicated to driving strategy, revenue, and unparalleled customer experiences for the largest Global 2000 accounts.In this riveting episode, Haley shares her wealth of expertise and experiences in sales leadership, offering invaluable insights into the evolving landscape of sales strategies and team dynamics.From prioritizing productivity over relentless growth to fostering alignment across revenue teams, Haley unveils practical strategies for success in today's competitive market.We explore the intersection of AI and Revenue Enablement, delve into the importance of coaching in maximizing team performance, and gain exclusive career advice from a seasoned leader.Haley shares her personal journey and reveals the challenges and triumphs of being a woman in sales leadership, offering inspiration and empowerment to aspiring leaders worldwide.#salesconsultantpodcast #enablement #salesmanagement #leadership #salesproductivity #salesenablement #artificialintelligence #womenshistory #womenleaders #revenuegrowth #b2b #growth #alignment #revenuealignment #gtmstrategies #salestalent #salescoaching #quotaattainment #revops #revenueoperations #salescapacityTime Stamps:[02:00] - Prioritizing productivity over relentless growth on the path to profitability: One of the biggest shifts Haley's see companies making in 2024[07:15] - Aligning your revenue teams: How companies can improve at aligning their Enablement and RevOps teams.[11:20] - The importance of having a healthy mix of talent: A message of caution to companies that are shifting their sales hiring to more seasoned reps and reducing their dependency on less experienced talent, specifically Sales Development Reps (SDRs).[16:50] - Revenue Enablement powered by Artificial Intelligence (AI): Haley's opinion on the idea of AI providing real-time enablement during customer interactions, not just streamlining how we identify action items, areas for improvement, etc.[25:30] - Coaching is where you close the loop on enablement: We discuss bridging the gap between the two and calibrating performance based on top performers. [31:00] - Moving on and letting go when you're promoted: Career advice for sales leaders.[39:30] - Nurturing ICs for leadership: We unpack the topic of promoting top performers to management roles and discuss ideas on how companies can do this effectively.[45:30] - How Haley has navigated her career differently than her male counterparts.[48:40] - Haley shares which heroine of her's she would have lunch with and why.Connect with Haley:Haley's LinkedIn page: https://www.linkedin.com/in/haleykatsman/Connect with Derrick:https://www.linkedin.com/in/derrickis3linksales/These interviews are also available on Derrick's YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

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

Get ready to accelerate your revenue enablement success with insights from Forrester VP and Principal Analyst, Peter Ostrow. Recently Peter joined me to unpack the potential of AI to transform Revenue Enablement efficiencies and results. If your Sales Enablement budget is like most the team is understaffed and underfunded while juggling competing priorities.Listen now to hear how you can use AI tools you already own to maximize their impact on every facet of your enablement programs, from RFP analysis to tailoring pitch-perfect emails.Peter Ostrow is currently VP, Principal Analyst at Forrester B2B Sales. Peter capitalizes on 20+ years of revenue growth leadership in sales enablement, sales talent management, and operational expertise. Prior to joining SiriusDecisions and Forrester, Peter was a VP/Research Group Director for the Aberdeen Group, where he founded and was Principal Analyst for the Sales Effectiveness Practice, as well as overseeing research in marketing, customer success, field service and human capital management disciplines.  Prior to his analyst work, he was a long-time B2B sales rep, manager, and enabler.Since 2020, Peter has served on the board of directors of the Sales Enablement Society, the largest and only nonprofit organization dedicated to the sales enablement profession.Please subscibe on Apple, Spotify or Google.

Enablement is expanding beyond sales, especially as AI gains traction.But as AI integrates into the enablement landscape, how can you preserve and enhance your teams' human strengths in customer interactions? We switched things up by inviting two guests to this roundtable episode to hear from companies both big and small. So, we're talking with Steph White, Senior Director of Revenue Enablement at Loopio, and Rebecca Reyes, VP of Sales Enablement at IBM. Steph brings her passion for integrating AI into personal and professional development, and Rebecca highlights the transformative power of AI in sales and enablement. The conversation expands on revenue enablement's role in transforming go-to-market teams, the importance of aligning with leadership for effective change, and fundamental selling skills despite technological advancements.Here are the key takeaways from our conversation with Steph and Rebecca:The role of enablement is evolving. It's no longer just about driving revenue; it's about creating a holistic client experience that focuses on impact and business outcomes beyond the initial sale. AI is a game-changer, but it's not replacing the human element. It's here to augment our capabilities, making tasks like emails and call summarization more efficient so you can focus on what truly matters — connecting with customers and honing in on core selling skills.Alignment is key. Whether with your leadership team or your sales strategy, ensuring that your enablement activities are synchronized with your company's core behaviors can steer you away from overextension and keep you grounded on the path to success. Jump into the conversation:[05:16] A focus on driving sales velocity for revenue[07:54] Enhancing team skills and client impact[14:00] Expanding client enablement and focusing on content creation[17:23] AI transforming from a dream to a reality phase[26:47] Using AI to complement and enable productivity[29:31] Focusing on basics for sales growth in 2024[35:29] Heather and Steve's takeawaysContinue the conversation with these resources:Connect with Steph White and Rebecca Reyes to keep this conversation going.Looking to up your understanding of AI? Take IBM's free course to start building your AI skills today. If you don't already have a free account on IBM's SkillsBuild learning portal, you can sign up here.Learn more about Go-to-Market Magic and tune into past episodes at gotomarket-magic.com.

This episode I have the opportunity to sit down the new RES Executive Board President Gail Behun. She opens up and shares her thoughts and observations about:The current state of the revenue enablement professionHer 4 key revenue drivers for measuring the success of enablementObservations from the 2023 RES Experience and what's to comeHer priorities and vision for RES in 2024 and beyondGail Behun is a seasoned Sales Enablement leader, currently serving as the Director of Revenue Enablement at LivePerson, a global industry leader in AI-powered solutions. With an extensive career spanning high-growth SaaS companies, Gail has honed her expertise in sales and marketing roles, processes, methodologies, and business practices. Her approach to enablement is centered on building high-performing teams and ensuring comprehensive employee learning and development.  She thrives on connecting the dots innovatively and pioneering new initiatives in enablement, learning, sales, and operations.  Gail is not only committed to advancing her organization's goals but also to the broader enablement community's growth and success.Please subscibe on Apple, Spotify or Google.

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

In this insightful episode of the B2B Sales Trends podcast, Oliver, Head of Growth Enablement at Dentsu, sheds light on the dynamic realm of revenue enablement and sales transformation. As the sales landscape evolves, Oliver explores the imperative of embracing a holistic revenue enablement approach, transcending traditional silos. He underscores the pivotal role of technology, skill development, and collaborative efforts between sales and marketing in fostering a comprehensive understanding of the end-to-end revenue process. Oliver shares his journey from computer science to psychology and leadership coaching, emphasizing the transformative power of coaching in sales. The episode concludes with a deep dive into effective behavior change interventions, the crucial support of executive management, and the top skills that set elite salespeople apart.

Many revenue enablement leaders are simultaneously intimidated and intrigued by AI, particularly generative AI (genAI). The sooner they embrace it, the sooner they can help make sellers and other customer-facing roles more effective. Vice President and Principal Analyst Peter Ostrow shares advice for getting started with AI this week on What It Means. 

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

Guest: Luis Báez   Guest Bio: Luis Báez is a Sales Enablement Strategist and Sales Consultant dedicated to serving online business owners including consultants, coaches, B2B startups and SaaS companies. With over 14 years of experience in Sales & Marketing, Luis brings a breadth of knowledge and experience that spans across digital advertising, software-as-a-service, and sustainability — with a revenue impact of over $600 Million to date. Today Luis is Global Director of Revenue Enablement at Deputy, not to mention a published author through the internationally-recognized Madecraft organization. Recently, Luis was named an official Linkedin Instructor averaging 1.2K learners a day! He has also been featured on popular podcasts such as ¿Quién Tú Eres?, The Online Business Show with Tyler McCall and The Heather Sager Show among others. He's been recruited to work at LinkedIn, Google, Uber, and Tesla, and invited to speak about Leadership and Personal Branding at business schools across the country including Stanford, UC Berkeley, and Bard.   Guest Links: http://luisbaez.com/  http://luisbaez.com/videoask      About Salesology®: Conversations with Sales Leaders Download your free gift, The Salesology® Vault. The vault is packed full of free gifts from sales leaders, sales experts, marketing gurus and revenue generation experts.  Download your free gift, 81 Tools to Grow Your Sales & Your Business Faster, More Easily & More Profitably. Save hours of work tracking down the right prospecting and sales resources and/or digital tools that every business owner and salesperson needs. Watch the demo of the Salesology® Prospecting Method, A Simple, 3-Step Method That, On Average, Increases Qualified Appointments & Sales By 73%. If you are a business owner or sales manager with an underperforming sales team, let's talk. Click here to schedule a time. Please, subscribe to Salesology®: Conversations with Sales Leaders so that you don't miss a single episode, and while you're at it, won't you take a moment to write a short review and rate our show? It would be greatly appreciated! To learn more about our previous guests, listen to past episodes, and get to know your host, go to https://podcast.gosalesology.com/ and connect on LinkedIn and follow us on Facebook and Twitter and checkout our website at  http://www.gosalesology.com

Join host John Golden and guest Paul Butterfield as they delve into the transition from Sales Enablement Society to Revenue Enablement Society. In this insightful podcast episode, you will discover: Why focusing on the entire customer journey is crucial for success The importance of collaboration between different departments to achieve customer success Effective communication strategies for post-sales engagement How to create a buying experience centered on business needs The essential skills of active listening and curiosity for a seamless sales process Listen now and navigate the shift from Sales Enablement to Revenue Enablement.

Do you want to know how to run effective meetings?The kind where there is less passivity and more team participation.Where a culture of open communication is created and nourished.Sarah Gross (Fricke), Procore Technologies VP of Revenue Enablement, joins the show to discuss the importance of teamwork and open communication between enablement and operations.The comfort of participation is built when human connections are made. Learn how the partnership of enablement and operations can drive your organization's success, how asking about family vacations builds relationships, and much more.Tune into this episode to learn the secrets of successful meetings and fostering open communication in your revenue teams. Resource: Gartner

Research from Highspot found that more than half of CROs report a 5X return on investment from their sales enablement platform. So, how can an enablement platform be used effectively to elevate your strategy? 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. Here to discuss this topic is Julie Wolfe, the director of global revenue enablement at Glassdoor. Thanks for joining, Julie! I'd love for you to tell us about yourself, your background, and your role. Julie Wolfe: Thank you so much, Shawnna. I’m thrilled to be here with you today. As you mentioned, I direct the enablement team at Glassdoor. I have been at Glassdoor for just about two years now, and I have an amazing team. We call ourselves Revenue Enablement because we are the engine that helps the go-to-market organization drive speed to revenue. We really are focusing on not just our sales partners, but our customer success partners, our business development reps, and all of our go-to-market organization. SS: I love that. I’d like to start with just some context setting. From your perspective, what does good enablement look like? Maybe if I reframe that or say that slightly differently, what are the key components of an effective enablement strategy at Glassdoor? JW: Shawnna, enablement is about three things to me, and those three things are helping your reps understand your products, your processes, and your systems and doing so in a way that is entertaining and that helps them learn. Ultimately our end goal is driving speed to revenue that helps them do that faster. To me, those are the three things we focus on in terms of enablement. We also talk about simplifying for our users and our sales team. Our customer success team are our users and we want it to be the most easy-to-use experience for them possible. SS: I love that. To the latter two points on the systems and processes front, what role does an enablement platform play in helping you bring your enablement strategy to life? JW: I love that question. It plays a giant role. To me, the enablement platform is our single source of truth. I’ll probably say that again during the course of our conversation. If it’s in Highspot, that’s the single source of truth. That is the correct place. Process Change, for example, we rolled out a giant compensation plan change for this Q3 that we are in and did a whole page in Highspot around everything that you would need to know. What we found is that when we communicate with various documents, it’s easy for things to get lost, but if we put it in Highspot, this is the single source of truth. This is your answer. Go there. SS: I love that. What were some of the challenges that you were maybe facing that Highspot has helped to solve and how does it go about solving some of those challenges? JW: One of the best things about working at Glassdoor, and Glassdoor is an amazing company, is that we truly have a knowledge-sharing culture. At Glassdoor, people are very willing to share what they know about a product, a process, and a system. We have robust Slack channels, and what sometimes happens when you have a knowledge-sharing culture is people share knowledge that hasn’t been approved by legal and hasn’t been approved by marketing, which, you know, it’s great when someone asks does anyone has a case study about something that can help me close this deal? Like, that’s exactly what you want your teams to be doing, to support each other. At the same time, marketing and legal exist for a reason, and so we want to make sure that we are being good stewards and good citizens as Glassdorians. Highspot, for us, solves some of those challenges. When I see someone in Slack sharing things, I say, Hey, here’s the Highspot page. Go here for this product update. Hey, here’s the Highspot page, go here to learn how to do this new process in Salesforce, for example. We’re really pushing people back to the source in Highspot to know that that is the one that’s been approved by marketing, approved by legal, and is the right document to be sharing. SS: Another thing that I really loved about your LinkedIn profile, you actually mentioned that the focus of the enablement team at Glassdoor is to simplify and deliver. Tell us more about this mantra and how you infuse it into your enablement strategy. JW: One of the things we know is that people can only retain so much information. The ‘simplifying' is taking lots of dense content and boiling it down to the nuggets that people really need. If I tell you, Shawnna, these are the two things we’re going to talk about today, that’s much easier to follow than sending you a 15-page document and saying, could you pre-read this and like share your thoughts with me? We all work asynchronously a lot now, but what our goal is in simplifying is to take complex information that comes across the organization and really condense it down for our sales and CSS teams so that they know exactly what they need to do and it’s maybe one or two steps. That’s the simplification. Also simplifies their user experience. We have done a lot in Highspot to make it more user-friendly, and to make it more clear where you go for what. We’ve done a lot to tag our content so that when you’re searching, you are finding the right content. Again, that’s simplifying that user experience. For ‘deliver', there’s an old phrase, a good enough something is better than a perfect nothing. We want to be able to deliver things to our reps that are good. We’d love them to all be perfect, but we’d rather them be good enough and help them get where they are, or where they need to go as quickly as possible. Ultimately, delivery for us is helping our teams. We use a hashtag at Glassdoor a lot, #oneteam. As one team, our goal is to help speed up revenue. I’ve said it before, and I’ll probably say it again, that’s why if it’s revenue-driving, that is part of what we have to support. That’s the delivery. Simplify the user experience, simplify the content, simplify the asks, and then help our teams deliver. SS: How do you go about leveraging Highspot? I know you already gave some great examples of how you’re tapping Highspot to help simplify things. How do you leverage Highspot to simplify and deliver initiatives? JW: I love that question, Shawnna. We did an audit of our Highspot content about 18 months ago, and we did a giant archive of things that were outdated. We looked and started improving governance because we had not really had a lot of governance around the content that went into Highspot. We’ve been improving our governance around all of the materials that we put into Highspot. We restructured Highspot so that when you open the homepage it’s very clear, no matter who you are, where you’re supposed to go. There is a product button and there is a systems button, and so you can click on either one, and then there is a button for each of the teams, so you click on that button, and that opens up a page, which then has playbooks, it has expectations, it has roles and responsibilities. It’s very practical and tactical with the idea that we want our reps to be able to self-service and use Highspot as that tool to reinforce the things that we’ve trained them on in onboarding and everboarding and all the things we do. When they click into Highspot, essentially, they’re getting a very well-crafted, narrated experience of where to go to find all the information that they need. SS: I know we’ve, we’ve chatted about this, what you’re doing is clearly working. You guys have an 81% recurring usage of Highspot, which is great. What are your best practices for driving adoption for your reps in addition to just making it really simple for them? JW: One of the things that we do is we do a weekly newsletter that we use through Highspot. When people open the newsletter, they have to go back into Highspot, so there is a strategy involved in that as well. That’s part of their strategy. Again, making it the single source of truth and knowing if you go to Highspot, we’ve done the audit, we’ve cleaned it up like the content is there, it’s easy to find, it’s accurate. That’s another thing, we have been making it visually appealing. We’ve included photographs that we’ve taken when we have on-site and when we have events. We’ve added memes, things that just make the content come to life. We’re adding more videos as a new thing we’re doing this year and more quick tutorial videos because we all struggle with the TLDR. We use wiki a lot, and in a wiki, sometimes there are 50 pages to explain a process. I don’t know about you, but if I want to figure out how to do my hair, like in beach waves, I go to YouTube. I will watch a tutorial on how to curl my hair in beach waves. Our reps are the same. We have to think about that as enablement professionals. Our reps don’t have time to read a long document, a tome full of processes, they need a quick video that explains things. It sits right on the page that explains the product. If I’m going in and they’re talking about a product, I can watch a quick video and everything’s right in the same place. Again, this simplifies the user experience for our teams. SS: I do love that example, by the way, I have to say. What are some of the business results you’ve achieved since leveraging Highspot? JW: We are working on looking at sort of an overall health score. Our goal is to look at what our teams are doing, like what tools are they leveraging. Are they leveraging our content management system, of course, which is Highspot? We use other tools and wouldn’t have a sense of what they’re using, and then tie that to outcomes. Where I want to go with this is saying reps who use Highspot are two times more likely to fill in the blank. What I would like to say is like, hey quota, or, you know, something that’s very tied specifically to the business outcome. What I can say is that I think Highspot makes us more organized and makes us think in a more organized way, which helps us be better cross-functional partners. In Highspot, we have a number of access-only licenses. Our goal with that is to let executives and cross-functional partners have access and be able to see everything that we’re doing in the go-to-market organization. Again, in some ways, that’s part of our communication strategy. There’s a lot of visibility with what we’ve created in Highspot in terms of process, product, systems, and compensation that is shared with the broader organization. SS: I love that. And to your point, those are essentially efficiency and ultimately likely productivity gains for your field teams as well. Doing that correlation over the fullness of time, I think would be a really interesting data point to look at for the business in terms of what enablement is helping to drive. JW: I think you’re right, Shawnna. I think if I can add one more thought there, I can tell you personally that if it’s not in Highspot, and I know it’s somewhere else, I probably spend 20 minutes hunting through things to find the document. I definitely personally see a productivity gain in using Highspot when I’m like, where is that document? It’s right here. I can search by title. SS: I love to hear that. Last question for you, Julie. Looking ahead, what do you envision as the future of enablement at Glassdoor and how do you plan to leverage Highspot to support that vision? JW: I love this question. One of the things we’re looking at is whether can we incorporate more of the learning management features that Highspot has into our current platform. We currently use a different learning management system, but we’re exploring how we can truly use Highspot with all the features that it provides. Something that we’re doing that we just started and launched literally last week in Highspot is a manager coaching page. One of our goals was to create a single source of truth for our managers and directors, as well as for the rest of the go-to-market organization. What we found was we had not employed our own best practices for our managers and directors. We were communicating with them with a lot of Slack and emails and shared documents and we said, you know what? We need to create a page in Highspot just for them that has all of their things. We said here’s all the information about onboarding, here’s how to listen to call recordings and use scorecards, and we’ve included tutorial videos. Here’s all of the training information about the new compensation plan, but just for managers only. We changed the permissions so only the managers are able to see it. I think that it was something we had not done previously and I’m so happy we are because it looks gorgeous, it’s easy for them to use, and again, it simplifies that experience for them. Pitches are also something we really want to get our team starting to use more. I saw our QBR for Highspot just this past month and I think we were up like 15% in pitches. Don’t quote me exactly on that number, but I think that’s what it was and the goal with pitches is of course, for our teams to be able to track what people are doing with the content that they send, I want us to lean in more on that. I think that’s an incredibly valuable tool and it’s incredibly valuable data to our sales teams. I’d like us to do even more around that. I just want us to keep exploring all the myriad functions that Highspot has. Again, for true enablement, it’s not just a content management system. We think of it as our CMS, like it holds the content, and I recently had an executive ask me like, well, how is that any different than, like, the wiki? I was like, oh, it’s so different from a wiki. I had to explain it, and when I was done, when I could show all the statistics about our usage and all of the content and just the design and the look and feel, I had converted that person. That’s where I want us to keep going. Really thinking about how we can take everything that Highspot can do and really be fully utilizing it. SS: Absolutely. I mean, a platform should be reinforcing your revenue enablement strategy, which to your point is about making sure you’re increasing productivity to hit those revenue targets. Julie, thank you so much for joining us today. I greatly enjoyed this conversation. JW: Shawnna, thank you so much. I was thrilled to be here and really appreciate your time. SS: Thank you for listening to this episode of the Win Win podcast. Be sure to tune in next time for more insights on how you can maximize enablement success with Highspot.

Welcome to the CRO Spotlight Podcast! In this episode, we delve into the dynamic world of revenue enablement with special guest Teri Long, VP of Sales and Revenue Enablement at Mindtickle. Throughout our conversation, we explore Teri's fascinating career journey and her passion for driving success in organizations. We also discuss the evolving role of sales and revenue enablement in the context of changing buyer behaviors and the enduring importance of human interaction in sales. Join us as we dive into the critical impact of revenue enablement, the alignment with the Chief Revenue Officer, the relationship with revenue operations, and the potential shifts in sales enablement. Be prepared for insightful discussions, personal anecdotes, and valuable perspectives on the future of sales and revenue enablement.00:51 Warren Zena CEO CRO Collective shares experiences.03:11 Content enablement evolves, changes direction, optimizes experience.08:24 Metrics don't always reflect true health.11:28 Struggle with client communication leads to misunderstandings.14:20 Disruptive questions slow down sales process.17:48 Incentives drive different behavior in sales and CS.22:02 Revenue enablement vs sales enablement as threat.22:57 Discussion about why CROs shouldn't run sales. Inquire about Terry Long's diverse background and journey to revenue enablement.28:43 Embraced failure, built success, and networked consistently.29:27 Exciting problem-solving and helping people succeed.34:35 Interacting personally builds strong character and skills.38:23 Texting sales and prospecting, digital presence key.41:19 Generation gap affects communication in sales.44:51 COVID changed human interaction and sales dynamics.48:34 Challenging physical and mental feats for self-validation.49:30 Personal achievement through discipline, impressed kids.

On this episode of Beyond the Sales Floor, Alli MacManus (Global Rev. Enablement Manager @Demandbase) is our guest. Alli shares how she's approached coaching plans for her team, as well as what a 30-60-90 day onboarding plan looks like. We also learnt about the importance of creating tailored plans. Tune in to find out more.

Who doesn't love a great success story? This year the Sales Enablement Society Experience was held in San Diego and the theme was "The Enablement Evolution". For this episode I had the opportunity to sit down with 10 different Revenue Enablement pros and listen to their stories about personal and career Evolution. They shared great ideas that were new to me and I'm sure you're going to enjoy listening to them just as much as I did!Thank you Mike Simmons, Sheryl Buscheck, Jill Guardia, Amy Levine, Chuck Marcouiller, Fiona Simpson, Michael Galvin, Michelle Dieschbourg, Sandy Robinson and Laura Meister.Please subscibe on Apple, Spotify or Google.

In today's episode, you'll learn about a revenue enablement leader: Day-to-day activities Challenges faced Metrics used How to prospect a revenue enablement leader Meet Stephanie White, Sr. Director, Revenue Enablement at Loopio Connect with Steph: https://www.linkedin.com/in/stephanie-white-sales/details/experience/ ---

Here's a controversial idea: Your SKO is not a massive training event. According to Peter Zink, Senior Director of Revenue Enablement at Sprout Social, it's a time for people to come together, see each other, celebrate and align on a few critical concepts to take into the new year. To build an effective SKO today, Peter argues that you begin with a theme that can be used as a rallying cry, then build an event that pushes your business forward and sustains your trajectory throughout the entire year. Join us as we discuss:Creating a culture of top-down and bottom-up buy-inHow to design the perfect SKO theme to build consistencyThe importance of cross-team collaborationEmpowering managers with coaching tools and resources to ensure sellers keep up to date with takeaways throughout the year.

As many teams struggle with driving stage progression (accounts going dark), increasing win rates and ACV (many companies are reporting 10% drops in enterprise deals), protecting and expanding key accounts (82% of b2b buyers are indifferent, disengaged or actively looking to replace a vendor), we asked Steve Richard (SVP of Revenue Enablement at MediaFly) to  join us on the ABM Done Right Podcast to discuss: Know your number and what it takes to get there.In many cases, ABM is being implemented without the teams taking a good look at the business -- and seeing where there are gaps and where do we need to change interactions/experiences/motions so we can get to the number that leadership wants. You'll learn what teams need to look for to see what we need to fix and prepare sellers for.Why sales enablement is not enough. You'll see the gaps in most sales enablement programs, how revenue enablement differs from sales enablement and how we need revenue enablement and account-based enablement to drive ARR, GRR, and NRR. We also talk about what revenue enablement and what account-based enablement should look like.The key areas where sellers need help.We discuss key challenges that sellers and customer success teams have with multithreading, influencing internal conversations, driving stage progression, and getting larger ACV. You'll see how you can enable teams to accelerate high-value tier 1 accounts to revenue at a higher deal size.Driving GRR and NRR We discuss how most customer success teams are managing accounts vs. being in protection/expansion selling conversations. We talk about the challenges that customer success teams have -- and where the gaps lie in their conversations/interactions that have them losing the interest of the C-suite and VPs after the close. We also discuss ABM for customer marketing and how teams go onto customer calls thinking they'll be able to upsell/cross-sell, and the conversation quickly turns to saving the account for renewal and why this is happening.

Roderick Jefferson joins us and we go deep on some amazing topics. .Understanding and navigating corporate politics Stop doing presentations and start having conversations. Who owns expansion and upsell revenue? How to adjust the CSM mindset to handle upsell/ cross-selling Big props to Hubspot for making us a part of the Hubspot Podcasting Network! They even offer free tools to help your sales and marketing team. Click Here  Connect with us on LinkedIn Richard Harris Scott Leese Want to go to Costa Rica? Come to the next Surf and Sales event! Register Here! https://linktr.ee/roderickjefferson  

This episode is the audio from our recent webinar on the art and science of sales enablement. We were joined by Hang Black, VP of Revenue Enablement at ZoomInfo. And Doug Hutton, EVP of Customer Experience at Corporate Visions. Check out the show notes, more free content, and get coaching at https://OutboundSquad.com

Today Andy is joined by guests Amy Hrehovcik, sales enablement guru, podcaster and coach, Cian McLoughlin, CEO of Trinity Perspectives, and Leslie Venetz, Founder of Sales Team Builder. Together they delve into the world of bid management, communication, and sales. They start by discussing the power of creativity and innovation in documentation, emphasizing the impact that visual appeal can have on perceptions of competence and professionalism. They highlight the importance of personalization and communication as the guests share their experiences of customers' frustration with generic content and the value of incorporating win themes into demos, documents, and responses. They stress the need to balance automation with human nuance, emphasizing the challenging but necessary task of creating an environment where customers feel comfortable providing candid feedback. The conversation then shifts to the return of face-to-face and explore the benefits of in-person interactions, such as improved communication, body language reading, and relationship building, which have led to quicker sales cycles. They then turn to the most important topic -  win-loss analyses. They reveal that  product and price play almost no role in decision-making and the buyer's experience with the seller is the primary factor driving decisions, especially when products are perceived to be similar. Leslie and Amy share insights on the importance of retrospectives or after-action reviews, stressing the need to go back to buyers and gather accurate information on why a deal was won or lost. This information is crucial for improving future deals, as initial responses are often not the real reasons. They also stress the need for experimentation in the current business landscape and the potential negative impact of carelessness or lapses in professionalism, the invisible friction in the sales cycle, and maintaining high standards of professionalism to build and retain trust throughout the process.Follow Cian, Amy, and Leslie on LinkedIn Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism

Kelly Lewis is a force to be reckoned with in the world of sales enablement and revenue growth. With her expertise and passion, she has transformed teams, processes, and strategies, driving remarkable success for organizations across the board. As the Vice President of Revenue Enablement at HighSpot, a leading sales enablement platform, Kelly Lewis is responsible for architecting and executing world-class enablement strategies.On this episode of Reveal: The Revenue Intelligence Podcast, Danny interviews Kelly Lewis, the VP of Revenue Enablement at HighSpot who shares her unique background in experiencing 18 different M&A activities. She discusses the lessons she learned and how they influenced her approach to sales and enablement, emphasizing the importance of being a generalist during this time of market recovery. Kelly also touches on the importance of empathy and collaboration between enablement and other teams, sharing insights into HighSpots recent leadership summit for first-time managers and the importance of planning for recovery in order to scale enablement teams and achieve business impact. Resources: Training Industry

On this episode of The B2B Content Show Jeremy and Luis Baez, Global Director of Revenue Enablement at Deputy talk about what content marketers can learn from sales strategists and vice versa.Highlights:The most important element of the relationship between sales and marketing is active listeningThe importance of establishing alignment between sales and marketing in order to understand the customer, how they prefer to consume content, and how to segment campaigns and contentHow content marketing creates enthusiasm and excitement among prospects, and provide sales with the right materials to help close dealsLearn more about DeputyConnect with Luis on LinkedInThe B2B Content Show is produced by Connversa, a podcast production agency helping B2B brands connecting with prospects, grow brand awareness, and create better content. Learn more at connversa.com.

My guest this week is Allison Sword.Allison is the Senior Manager of Revenue Enablement at Restaurant365. She has an incredible track record in the industry in sales enablement and has been around since the beginning.She was a sales leader herself before that, bringing tons of experience to her role.She's also very involved in the WiSE community in Chicago and learned a lot from meeting and networking with people in the space.We sat down and unpacked her experiences and reassembled them into a practical format for all of you listening.Specifically, we talked about onboarding and Alison's take on what she calls “Leader-First Onboarding.”This conversation had been a long time coming with Allison, and I'm glad we got the chance to record it for all of you.So please sit back, relax, and enjoy my episode with Allison Sword.Allison Sword LinkedIn - https://www.linkedin.com/in/allison-sword

This week, we have a special episode.Today, I want to share with you an article that I wrote from a review that I did of my first quarter in 2023. I spent the first quarter doing a lot of journaling; it is a new practice that I have taken a lot more seriously this year. And at the end of the quarter, I go away and lock myself up—in this case, in a farm—for 48 hours. And I review all of my notes from the previous quarter and write a synthesis of that.What came out of this particular one was identifying five main themes or pathways that I have found, am walking, and will constantly walk for the rest of my life. I think you'll find them valuable. Well, I hope you do, because I think maybe some of them you'll find valuable, and maybe others you won't. But these five were really essential and will continue to be essential for me to continue walking this path.In the second part of the episode, I talk about how I applied the lessons that I've learned from walking those five pathways to my business. And I share a little bit about our point of view, our purpose, our vision, and a little bit about our strategy too.If you're interested in how we are building this Revenue Enablement as a Service thing, you're really going to enjoy this episode. If you want to read this article, it's up on our blog. Go to https://curiouslionlearning.com/criticalpath. You can check out the full piece of what you're going to hear next, as well as some really cool AI generated images and a lot of other good stuff.With that, it is time for you to sit back, relax, and enjoy this episode with me.

How would you show up if you were already the best at what you do? You don't have to be the CEO to make money and have freedom, but there are some essential lessons to create that success My guest has discovered it for himself and not helped others to grow their impact and income in unique ways. Here's a little about him: Luis Báez is a Sales Enablement Strategist and Sales Consultant dedicated to serving online business owners including consultants, coaches, B2B startups, and SaaS companies. With over 14 years of experience in Sales & Marketing, Luis brings a breadth of knowledge and experience that spans digital advertising, software-as-a-service, and sustainability — with a revenue impact of over $600 Million to date. Today Luis is the Global Director of Revenue Enablement at Deputy, not to mention a published author through the internationally-recognized Madecraft organization. Recently, Luis was named an official Linkedin Instructor averaging 1.2K learners a day! He has also been featured on popular podcasts such as ¿Quién Tú Eres?, The Online Business Show with Tyler McCall and The Heather Sager Show among others. He's been recruited to work at LinkedIn, Google, Uber and Tesla, and invited to speak about Leadership and Personal Branding at business schools across the country including Stanford, UC Berkeley, and Bard. When he's not glued to his laptop, Luis loves recreating dishes he sees on Chef's Table, pretending to have a green thumb so he has an excuse to play with dirt, and riding his road bike on empty trails so he can go really fast without anyone getting in the way. In this episode, you will hear: How to pursue more than employment Why mindset and personal development are essential for everyone How to create success by breaking norms and expectations About leveraging data to tell your story For inspiration and business updates: http://textluis.com/ Website: http://luisbaez.com/ Facebook: https://www.facebook.com/itsluisbaez Instagram: @itsluisbaez LinkedIn: https://www.linkedin.com/in/baezluis Links + Resources: ✨ Let's connect on IG--> instagram.com/kris10edwards_ ✨ Free Guide to Activate Your Leadership—> https://subscribepage.io/accelerateguide ✨ Work with Me--> www.kristenedwardsspeaks.com/ Enjoyed this episode? Leave us a review and rating and share on social media too

People-focused enablement has the potential to improve the employee experience, morale, retention, and ultimately growth. In today's episode, we speak to an enabler who has made the people-first mantra core of her enablement approach. She'll share how enablement can contribute to making the employee experience a priority, how this relates to business impact, and the common pitfalls to avoid. Please welcome Loopio's Senior Director, Revenue Enablement, Stephanie White. Here are some of the questions we tackle: How can enablement initiatives improve employee experience, morale, retention, and growth?How do you make sure that the employee experience you provide aligns with other efforts in this regard across the business?Do you get the impression that providing a great employee experience is always a focus or is it only on the agenda of senior leaders when there is a talent shortage?How has your approach to engaging sellers changed since Covid?What are some of the pitfalls to avoid and proven approaches to consider?Here are some of the resources referenced in this episode:Connect with Stephanie White on LinkedIn: https://www.linkedin.com/in/stephanie-white-sales/Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/Where to find The State of Sales Enablement:Website - http://thestateofsalesenablement.com/LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6gMentioned in this episode:Webinar: 7 Steps to Maximizing Enablement's Business ImpactSome of the topics Mike Kunkle and Felix Krueger cover include: - Understand the maturity level of your sales enablement team - A simple framework that will help you identify current shortfalls - How to get more done with less by effectively managing stakeholders - An overview of the sales performance levers you should consider - How to formalize a plan that delivers results and helps you gain momentum fast If making a business impact with enablement is your priority going into 2023, visit goffwd.com/impact to watch this webinar. The Building Blocks of Sales Enablement Learning ExperienceIf you want to stop reinventing the wheel, maximize business impact, and fast-track your career, consider joining a growing community of Enablers at The Building Blocks of Sales Enablement Learning Experience. To learn more visit goffwd.com/blocks.

SUMMARY Part 2 of our conversation opens with the idea that people learn best when they are teaching others. This is because they are more likely to pay attention and retain what they are learning. The conversation also mentions the idea of an observation log, which is a way to track what someone is learning. This can be helpful for quality control purposes.The focus of the conversation is on how important it is for salespeople to learn from their wins and losses in order to improve their skills. The problem is that many sales teams operate with a low win rate, which makes it difficult for salespeople to learn and improve. The solution is to focus on the journey, not the outcome, and to help salespeople to separate their definition of success from an outcome.The conversation discuss the importance of having a clear goal, or win, in mind. The goal should be something that is attainable and that you are passionate about. Having a clear goal will help you to stay motivated and focused on the process of becoming great. The process is more important than the outcome, and you can control the process by being a little bit better than yesterday's version of yourself.We talk about how focus on pipeline volume over win rates, and how sales enablement is a lagging indicator. We also discuss how to break down a big concept into smaller pieces.TIMESTAMPS 0:00:00   Onboarding Series and Observation Logs: A Key to Effective Learning0:03:14   The Importance of Learning in Sales0:05:16   The Benefits of a High-Performance Team0:06:30   Sales Enablement: The Importance of Quality Pipeline and  Win Rates0:08:22   The Benefits of Different Learning Styles in Sales0:09:44   The 80/20 Rule in Sales: How to Focus on What's Working0:15:26   The Power of Going First: Lessons from a Sales Expert0:17:12   The Benefits of Rethinking Your Sales Strategy0:18:49   The Power of Podcasting in Business HIGHLIGHTS The first takeaway is to take some responsibility for your own learning journey. If you're waiting for someone else to do it for you to put something onto a silver platter or to have a new team to be recruited.The trigger event is looking at their activity on LinkedIn and then focusing your engagement across that smaller group of people that are most active and then advance the conversation and build a relationship with those people and bring them in.And then your job is to iterate in that you're doing more of what's working and less of what's not working. And so I think as it relates to sales, that is one of the most important concepts to start with because it sets the stage for just a broader understanding of what you're trying to get at.So our five to eight times in terms of quality pipeline over what your target goal is and focusing on that, assuming win rates are going to fall within a certain rate.James Daverman, who was one of our first guests, talks about winning the day as an exercise and continuous improvement. So where I was going with that is look at win rates, but I actually put more focus on pipeline volume. Music Credit: Maarten Schellekens - Riviera Follow us at: www.cascadingleadership.comlinkedin.com/in/drjimklinkedin.com/in/1lawrenceobrown

As you've seen, Season 3 is dedicated to my father, Mike Jacox, who passed away late in 2021. I Love and miss you, Dad.  Thank you, #CatchSitkaSeafoods and #ACMEHomes, for your continued support!!!Today, we sat down with Bryan Grobstein,  the Head of Revenue Enablement & Strategy for AnyRoad.   Bryan is an ASU Sun Devil and a Depaul Blue Demon, but more importantly, he is the father of two wonderful children.  In today's episode, we learn how Bryan grew up being raised by two teachers who always emphasized learning and communication.  Growing up in Chicago, his dad was a huge sports fan, which Bryan also shared his love of.  Bryan shared a very vulnerable side as he also shared how he lost his mother when he was only 22 to Cancer.    His dad would later pass away after the pandemic, but his advice of "always put yourself in someone else's shoes" will last a lifetime for Bryan and his family.  One of my favorite parts of this episode was Bryan sharing his love of curiosity and how he is always seeking to understand.  He also shared some great wisdom for us dads to always be situationally aware and keep asking questions.  Never stop being curious!We also explored mindfulness, exercise, meditation, breathing, being balanced as a dad, and much more!!!  Catch Sitka Seafoods Use promo code TAKE15 at checkout for a 15% discount on the BEST FISH EVER!Established in 2006, Acme Homes WA One of the most value-based home builders in the state of Washington! Go Check them out!