Trust Enablement's Podcast - Coffee, Collaboration, and Enablement: Recent Episodes
John Moore
We are retiring our podcast to make way for the next generation of phenomenal humans. We hope you enjoy the library we have created and find value in it for years to come.
Devon McDermott sits down with Mia Swift to discuss her journey from a team of one Customer Success Enabler to a Revenue Enablement Professional.
They discussed many great points including:
- Challenges with CS metrics.
- Learning how to set, collaborate, and communicate priorities using big rocks, stones, and pebbles.
- The importance of taking the time to communicate clearly and concisely.
And tons more insight and value throughout.
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Greg Kotovos is the Chief Revenue Officer at Kwanzoo. Greg joined The Collaborator to discuss his journey to CRO and his work in providing insights on building an open go-to-market platform.
Greg shared great insights, including:
- Insights on Kwanzoo and why he joined the team.
Kwanzoo is a smaller ABM platform that aligns all phases of the go-to-market motion across marketing, sales, and customer success.
- His rationale for leading GTM operations from a Customer Success first perspective.
There is a lot of gold in here for small-to-mid-size business CROs, give a listen.
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Amanda Yanushefski and Megan Ley joined The Collaborator to discuss their journey to stand up a brand new onboarding program.
They discussed:
- How Amanda decided it was time to hire a new Enabler (Megan) to lead onboarding.
- How Amanda partnered with leadership to determine the skills and capabilities they wanted to include in onboarding
- How Amanda collaborated with the entire organization to get others across the business to co-develop and deliver content
The onboarding program covers various topics from sales skills, general employee and industry insights, and more. The goal is to help new hires succeed in their current role and beyond.
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Kevin Mulrane is the CRO of Onramp Invest and Co-Host of the Addicted to Growth podcast.
In our conversation, he discussed a lot of great information, like this where we were chatting about the 3 or 4 processes he considers key to staying on track with your goals
- Creating goals as a unified group between sales and marketing.
- Talk through, if we fail, why? If we crush, why?
- Review what numbers mean, not the numbers themselves, every week.
- Plan ahead.
In addition to the amazing lessons and tips shared by Kevin throughout this episode, we want to ask you to check out No Kid Hungry, a charity that Kevin mentions in our episode. Ensuring our children have food is a great cause, check it out.
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Maria Paz Van Thienen, Head of Global Sales Enablement at 360Learning, joined The Collaborator to discuss the state of Sales Enablement in France, her program, and how she focuses her efforts.
Maria noted that her team only works on projects that fall under these two KPIs:
- Time to first deal
- Quota Attainment
This requirement gives her clarity when choosing what projects to work on and how to prioritize.
Their team size?
3 Enablement professionals.
Their tech stack?
- Salesforce CRM
- 360Learning
- Seismic
- Gong
- Mojo (French equivalent to Gong)
- SalesLoft
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Team of One Host, Devon McDermott, sits with long-time Trust Enablement friend, Adriana Romero, to dig into the topic of growing your team.
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This week, Pooja Kumar spoke with Dheeraj Prasad from Nytro.ai about the benefits of using AI in Sales coaching. Here are some highlights:
- AI does not replace the Human Side of the coaching rather it helps augment the coaching with intelligence to get better results
- Some benefits for using AI in sales coaching:
* The biggest ROI for AI in Sales coaching is the amount of time it saves from sales managers
* It builds confidence in a rep by allowing them to practice in a safe environment, taking away any unconscious bias the coach may have. - Data shows it accelerates time to first meeting, revenue and a BIG one, it increases the psychological safety score in teams which leads to higher performing teams
Curious? Give it a listen here, or it is also available on Spotify/ iTunes under “Trust Enablement's Podcast - Coffee, Collaboration, and Enablement”
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The Trust Enablement leadership team, plus good friend Felix Krueger, set down for a first-of-a-kind global roundtable on the state of sales enablement.
Coming from the Northern and Southern hemispheres, from the East and the West, we shared our perspectives on the State of Sales Enablement from each of our regions and globally.
There was a lot of great insight, anchored around insights recently shared from Felix.
Give a listen to learn more from the team.
John Moore - The Collaborator - The Americas and Global Overviews
Britta Lorenz - Europe
Dave Nel - Africa
Pooja Kumar - ASEAN and India
Felix Krueger - Australia
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In this conversation with Devon McDermott, Carissa Thomas, Director of Sales Enablement at Pendo.io, will share her insights on how to grow an enablement function from a team of one to a team of many--including how she built an enablement center of excellence and prepared her organization for the implementation of a robust enablement ecosystem!
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I am growing concerned.
💡 The rise of negative selling, due to too much pressure, too little education and support, negatively impacts business performance and the mental health of both buyers and sellers.
Give me a listen and let me know what you think.
Will you join me in making a stand against negative selling?
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What do 'Baby Shark' and Enablement have in common? Nothing! But now you have the earworm too :-)
Adriana Romero and Pooja Kumar had a fun conversation, full of insights on how you can make sure your onboarding programs are successful. Lots of great information from their experience and the experience of other excellent enablers here. Just a few of the highlights are
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You are still dating when onboarding so make sure you are making a good impression. Consider the details you are putting forward to them.
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Change should be a constant. Reflect after every cohort to see how you can make this better. Ask your reps " if you had the power to change one thing, what would it be?"
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Less is more- Give them less information at the start ( hint:no boot camps), and create a space where they learn by doing.
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Peer to Peer learning is king!
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The most valuable advice of all time, leave your ego at the door when designing/ revamping your program.
Lots more tips in this lively chat. Curious? Give it a listen here.
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What do these two adorable dogs have in common with many Enablement teams?
👉 They will run around non-stop trying to make everyone happy, forgetting to eat or sleep until they are too exhausted to go further.
My Enablement friends and teammates, please consider the following:
💡 Put yourself on your priority list with mental and health breaks. You deserve it.
💡 Focus on business impact. Are you clear WHY you are doing a certain activity and HOW it will help your business? If not, don't do it until you are clear.
💡 Celebrate every win to spotlight your team's efforts, to reinforce how you are helping the business (but don't be a putz about it).
You have a finite amount of time each fiscal year to help your business.
You need to split that time between strategic, tactical, and unplanned activities in the right mix to achieve your business goals.
And your leadership team and peers need to understand how what you are doing is leading to those business outcomes.
While those little puppies, Blue and Lyla, are adorable, you want to be seen as strategic and impactful. If you're not, the business may see you as no more helpful to the bottom line than these two adorable pooches.
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In this episode, Africa Regional Host Dave Nel joins Trust Enablement Customer Council Member Petek Hawkins and Greg Stockton, CEO of Prosperity, a Financial Planning firm in Dubai, to explore the Sales Velocity Equation.
What is the Sales Velocity Formula?
The formula measures how quickly you are bringing money in the door and is calculated by taking the product of the number of opportunities, deal value, and your current win rate and dividing that value by the average deal cycle length.
The discussion in this session raised exciting points for all of us to consider:
- This formula is very short-term focused - or, as Simon Sinek would say, playing the Finite game.
- Strategic, long-term companies should use this as one metric amongst all. You cannot play the infinite game and win if you only measure using finite game metrics.
- To maximize sales velocity, you can see significant payback by influencing all of these values. However, most often, it's best to focus on influencing one of these metrics as that singular focus will work best for most companies.
Give a listen and remain curious.
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What a great conversation with Matt Compton over at Filo.co!
While I don't promote any vendors I love the way Matt and the FILO team are thinking about the virtual/hybrid world that is our norm, and how to best support key enablement and sales activities like:
- Sales Kickoffs
- Executive Briefings
- Onboarding
- Deal Rooms
If you are in #salesenablement, give a listen to get your thoughts flowing. Thanks to all who attended, and especially to Bob Dozois who for the conversation in chat!
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In this episode, Petek Hawkins is joined by her colleagues, Emma Rosen and Monica Murphy, to discuss onboarding from their experiences at Melio and beyond.
You'll hear them discuss:
- What is challenging for revamping an existing onboarding?
- Who are your key stakeholders?
- What is top of mind for the revenue leaders?
- How do you show success to business?
Keep listening and remain curious.
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In today's conversation, The Collaborator puts forth a challenge around how to work with buyers to truly approach them with a servant-leader mindset.
The ideas being shared are not new, in fact, they are decades old and based upon work created by Sharon-Drew Morgen.
Give a listen and remain curious.
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Dave Lichtman, Founder of of Enablematch, Rockstar of Recruiting Enablers, joined us for a private event in our community, focused on sharing insights and tips for Enablement Managers looking to hire and preboard Enablers.
The Collaborator shares the highlights in this recording, including:
👉 Tips for managers on how to think about their hiring needs.
👉 Great questions for both managers and job searchers to ask during the interview process and the use of projects/presentations.
👉 Preboarding ideas that energize and excite your new hire, preparing them for success when they walk in the door.
Give a listen and remain curious.
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In Anlehnung an das Schwerpunktthema des Monats August sprach ich mit Benjamin Rolff über "New Work, New Performance" und dessen Auswirkungen und Bedeutung für das Onboarding.
Hören Sie hinein und finden Sie antworten zu Fragen wie
- Was genau ist New Work und sind wir bereits in diesem Zeitalter angekommen
- Was verbirgt sich hinter New Performance
- Welche Herausforderungen und Chancen ergeben sich für Unternehmen
- Wie lässt sich dies auf Enablement und Onboarding umlegen
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In this episode of Coffee, Collaboration, & Enablement Team of One - Devon McDermott talks with Katie Williams about her experience building an enablement function from the ground up with a focus on working with leaders, and internal stakeholders to build, launch and elevate the enablement function.
Katie does a brilliant job of sharing:
- What's worked over the course of the first 8 months of her team-of-one journey.
- Lessons learned during her team-of-one journey.
Lots of lessons learned here.
Give a listen and remain curious.
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African Regional Host, Dave Nel, sat with Alan Versteeg, CRO at Growth Matters, to take a broad, 360 degree view of onboarding.
One of the key messages right out of the gate in this conversation is that onboarding often doesn't work because we don't define the role properly (not the job description), but the key responsibilities like these for a seller:
- Build the right relationships
- Have relevant conversations
- Create value
- Align outcomes
To deliver on these responsibilities, break down in each of these categories what disciplines they need to have:
- Mindset
- Toolset
- Skillset
- Help set
If this sound interesting to you, give a listen and remain curious.
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Michael Teoh is the Founder of Thriving Talents, a company that consults and trains youth talents in organizations and universities to succeed in life and work. Last week, Michael shared his insights on how to engage and onboard a Millennial sales force and start them off on the right way in your organization.
Michaels 3 tips to make your onboarding programs successful:
1) Give them Clarity
- on goals
- understanding themselves
- on what is expected
2) Develop Mastery
- Sales skills
- Soft skills (especial for the virtual environment )
- Product or Solution skills
3) Sustainability
- Build practices to help them stay motivated and engaged. This is especially important to consider if your sales force is still working in a virtual world.
Lots more actionable tips in here. Give it a listen and remain curious!
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Dave Nel, Petek Hawkins, and John Moore (The Collaborator) explore the Trust Equation and how it impacts the approaches Enablement teams take in establishing trust internally with their stakeholders.
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Sapna Sulaya, Partner Middle East & India at Global Performance Group, joins Africa Host, Dave Nel, to discuss the the WHY and HOW for Enablements focus on both internal (sellers) and external (clients).
Sapna notes that she is seeing more and more focus on customers in the Enablement space.
Why?
Customers no longer compare banks to one another, they compare them to platforms they use elsewhere like Amazon and Netflix.
The trick for the business, and Enablement specifically, is to align the customer and sales journeys to ensure great experiences and results for both.
Give a listen and remain curious.
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Jenna Jeffries sat with Africa Regional Host, Dave Nel, to go deep into the world of sales coaching.
They covered a lot of ground including:
- The 70/20/10 development model
70% of knowledge comes from experiential learning (doing it)
20% from social learning (coaching, networking, mentoring)
10% from formal learning (courses, training programs)
- The latest Global Coaching Report from ICF.
ICF Global Coaching Report Take away #1 - The number of managers and leaders using coaching has nearly doubled.
ICF Global Coaching Report Take away #2 - The biggest obstacle to coaching are untrained people who call themselves coaches.
Thorsten Stiller, EMEA Senior Sales Consultant, Sales Planning & Strategy Dell Technologies | Field Sales Enablement, joined DACH Regional Host, Britta Lorenz, to discuss the power of MEDDIC.
What is MEDDIC? It is a framework for discovery where the letters stand for:
- Metrics - What are the #s driving the deal?
- Economic Buyer - Who are we impacting with this deal?
- Decision Criteria - What is the prioritized list of criteria that will guide who the prospect buys from?
- Decision Process - What process is the prospect using to decide who to buy from?
- Identified Pain or Value Drivers - What is customer seeking to gain as a result of this buying journey?
- Champion - Who is my partner on the buyer side that is helping me of navigating the buying process?
MEDDIC can be customized to your needs, powerful and worth understanding.
Thorsten notes, in addition that he is happy to help companies to implement MEDDIC as Coaching and Communication process:
- Starting with common first Information about the idea and process, how to use and what are the expectations
- Second for Managers how to support and motivate the sales force on implementation and value drive
- Third a quality check and alignment of potential shortfalls and improvements, to share best practices
His special offer is to help companies in German or English language on all three stages via:
- Upon request a deeper dive into the MEDDIC terminologies and sales process, what does good look like
- Or, a general Company session on Sales Strategy, what to expect and what to invest when implementing MEDDIC
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Neha Dhanuka is a Global Social Selling program manager at Infosys. She speaks to Pooja about what needs to be done to create a social selling program at scale.
Key aspects to consider when building a social selling program
- Perception - Linked In is still perceived by many as a job-hunting platform and it's important to educate sellers on the use of this as a tool to engage and build relationships with people.
- Learning - train on how to use the tool effectively
- Role-based programs - Understand the requirements of the role and develop a program aligned to their needs
- celebrate and feature success
Neha also talks about how they scale and measure success. Curious? give it a listen. This episode is also available as a podcast on 'Coffee Collaboration and Enablement' on Spotify, ITunes or wherever you get your podcasts.
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Soni Bhattacharya is the founder of The Painted Sky and a Master Certified Coach with a passion for developing coaching capabilities in leaders. Key takeaways -
- The understanding of coaching is evolving among business leaders
- It is becoming a skill that is more valued and one that
- to develop a coaching culture it must start with the leaders
There are several stories of business success that she shares and even a couple of tips for leaders to get started with developing their own coaching capabilities.
Interested? Give it a listen and remain curious. This episode is also available on the Coffee Collaboration and Enablement podcast, available on Spotify, iTunes or wherever you get your podcasts.
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Daniel Robus, Go To Market Executive & Facilitator and Bryan Difford, NTT Ltd. Sales Director - UK & Ireland, join African Host, Dave Nel to explore the intersections of sports and sales and what sellers can learn at that intersection.
As we explored the overlap between sales and sport, the following key points were discussed:
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The importance of work life balance in your overall success.
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How structure will enable more productivity across the various aspects of your life (family, work, sport).
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It is critical to put people into their best positions to win. Great sellers are not automatically going to be great managers, as one example we have all seen.
These lessons apply fully to Enablement professionals and coaches. It's about putting a structure in place and focusing on the whole person -- not just the seller, but the seller and the human being doing the selling.
Give a listen and remain curious.
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Lipika Subbiah is the Head of Sales Enablement for Linked In. She has recently kicked off a sales coaching program herself and shares her thoughts on how to operationalize it. Key takeaways
1) creating a peer-to-peer coaching system/ by introducing coaching to everyone and allowing them to experience it.
2) Coach the Coach - not just training sales managers, but creating a process to support them while coaching and make them stronger coaches
3) Process - Lipika talked about the ABC coaching program in their organization that is built to operationalize sales coaching.
Finally, when it comes to measurement. Consider this...Crawl, Walk and Run when thinking about aligning Metrics.
We loved her approach and her tips! We hope you do too. Give it a listen and stay curious!
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Rebecca Bell takes the hosting reigns for UK and Ireland in her first episode, sitting down with former host, Dr. Jeremy Noad.
The show primarily focused in on the lessons Jeremy learned from the sessions over the course of hosting these shows but also reviewed his approach to Sales Effectiveness at Linde.
Jeremy's team is not trying to be all things to all people in the business. Instead, they focus on the following 3Cs:
👉Coach in business
👉Collaborate on projects
👉Concierge Service
Do you have a similar approach or are you trying to be all things to all people?
Give a listen and remain curious.
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Anna Rokina is an expert in social selling and the founder of Smart Social. She works with B2B GTM teams who want to transform their sales process, adding social selling to the mix and helping them with the adoption of new tactics and getting business results.
In her conversation with Pooja they discussed -
- Social selling is important and it's about building your brand and TRUST with your prospects.
-Top tips on how we can localize social selling efforts in APAC and why that is important - Anna dives into a programmatic approach and business measurements.
She has also left us with a Social Selling checklist to helo you and your companies. https://gosmartsocial.com/socialselling-checklist
Give it a listen & stay curious
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Larry Long Jr. is the (Founder of LLJR Enterprises, focused on Keynote Speaking and Sales Coaching, to help individuals and organizations elevate their game to that ‘next level’) Director of Collegiate Sales at Teamworks and he will be stopping in to discuss the concept of sales as a team sport.
Larry joined The Collaborator to bring his deep insights, and high energy, to the topic at hand.
👉Collaboration is key and it must be driven from the top down.
👉How do you hire for great team collaborators? Interview with "Tell me about a time when you had to work cross collaboratively". STAR System (Situation/Task, Action you took, Results).
👉How do you incentivize collaboration? Shared goals, where teams win when all win. Leaders need to encourage the abundance mindset, where we can all win togther.
Give a listen and remain curious.
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Deepkaran Singh Ahuja is an enablement specialist with Tech Mahindra and focuses his efforts on microlearning strategies to support their sales teams. In this conversation he had with Pooja Kumar, they covered:
1) The need for a stronger enablement team and strategy that was born out of the challenges that the pandemic has created around the world.
2) Deepkaran and enablement colleagues were asked to interview reps/ sales leaders and ideate on enablement solutions that would support them best.
3) this ideation led to the creation of a platform for microlearning using in-house experts and sales leaders to deliver content. The content is broken into consumable parts that lead to certification.
Deepkaran also spoke a little about how they measure success with business metrics and will be able to give us more information about that in a few months once he has collected enough data
Give it a listen and remain curious.
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Design thinking is a process for creative problem-solving. It has a human-centered core. It is used to solve problems in organizations and is can specifically help sales and marketing teams. Pooja spoke to the experts from HumanInc about this methodology can create a truly connected customer experience and impact sales significantly. Key takeaways
1) Design thinking helps orient sellers to their customer's business problems and focus their products and services to deliver more value to their customers.
2) It helps sellers navigate complex structures in organizations and bring ultra-relevant experiences for the customer
3) The ROI for sales and the seller is significant and the team share their stories of success
Give it a listen, stay curious, and connect with Mike Cannon and Synne Sogge Stohlmacher if you are keen on more information
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In this session, Shamis Thomson, Global Manager of Sales Enablement at Hootsuite, stops back in to chat with The Collaborator
Shamis will share his thoughts on Enablement when run in Enablement, Product, and then Sales.
When not in a direct revenue-generating team you often have the opportunity to be more strategic as not heavily focused on the day to day. The downside, you are further away from that team you are supporting and harder to influence the team in their day-to-day.
When a part of the revenue-generating teams, you tend to be more tactical, less strategic, but the ability to have larger impact is a reality.
As Shamis notes, and I agree, there is not necessarily one right answer for where the team should report. Where are your teams reporting into organizationally?
Keep listening and remain curious.
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Javnyuy Joybert, Business Growth & Operations Design Trainer, Consultant & Entrepreneur, joins Dave Nel, Regional Host for Africa. Javnyuy will explore sales in Cameroon, the pathway to building successful sales systems, and more.
Javnyuy shared his journey from a small town in Cameroon, paying for his University training, then returning to his village and starting a training program to educate those in the local area, and then throughout Africa.
Javnyuy also spoke about the challenges in setting up sales systems in parts of Africa, from distribution, through financial systems to collect money, through the multitude of cultures and languages to understand to properly deliver value.
Give a listen and remain curious.
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James Palin, Senior Sales Training and Development Specialist (EMEA), at SAS, joined Regional Host, Jeremy Noad, to explore the 7 minute training session and more.
James shared insights on the 7 minute training session, modeled after the 7 minute briefing model the FBI had used. At a. high level.
- Students are given pre-training materials to prepare for the training.
- The briefing is very focused on one take away.
- Post training work provided.
James admits he had a healthy dose of skepticism about the approach but it has worked very well thus far.
Give a listen and remain curious.
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Ben Gaston, Sales Director for Toshiba in the UK, set with Regional Host, Dr. Jeremy Noad, to explore situational coaching (along with many other sales leadership related topics).
Ben spoke to the fact that, while there is value in generalized training, the recognition that each seller has different needs, is part of the reason why coaching is so important and critical to sales team success.
Give a listen to Ben and Jeremy as they explore these topics.
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Bill Walton is the Executive Vice President of Sales- Digital Sales Enablement at Ascend Advisors. Bill joined The Collaborator to discuss AI-inspired prospecting.
Lots of good insights from Bill, but especially loved his MAIN approach.
MAIN (Market do they operate in, Account - the company they work for, Individual - them, Network, where are they speaking and sharing value, what are they talking about).
Give a listen and remain curious.
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NK Chari from Streamz AI breaks down the difference between- Sales Training, Sales Readiness, and Sales enablement. These terms are often used interchangeably but actually serve different purposes. They are in fact 3 different parts of the maturity curve to drive results for businesses.
1) Sales Training - sales or product training help sales get ready for conversations with their customers.
2) Sales Readiness -Measures the capabilities of the sales rep and allows the leadership the visibility to skills gaps so as to provide appropriate learning/coaching interventions to support the sales objectives
3) Sales Enablement - at the top part of the maturity curve, enablement is responsible for sales metrics and collaborate across the organization to ensure sales teams deliver customer value and business results.
They also discussed the value of tools in the different parts of the process.
Give it a listen and remain curious.
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Florian Gottschall, Sales Readiness Manager at WalkMe, joined DACH Regional Host, Britta Lorenz to discuss no pressure prospecting.
Florian's key thoughts revolve around
- Listening with the intent to understand.
- Building trust
Throughout this conversation, Florian and Britta discuss several stories and share many insights.
Give a listen and remain curious.
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Dr Mark Hollyoake, Founder, Director & Head of Business Capability, at Customer Attuned, joined Regional Host, Dr. Jeremy Noad to discuss the topic of trust in sales.
Dr. Hollyoake has studied this topic in depth as part of his doctoral efforts.
Sales must make themselves more vulnerable to their buyers. Over time, through ability, credibility, and the way we work together you must create mutual value. Trust is not built quickly.
The role of sales is to mitigate and reduce risk in the relationship as they work with individual customers.
This is a wonderful conversation about a core attribute of sales: Trust.
Give a listen and remain curious.
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Shauna MacNeil is the Global Sales Enablement Team Leader at Nokia. In this conversation with The Collaborator, Shauna shared her insights on being the cross-functional glue for the organization.
Shauna shared a great example of why this is so important for the business.
When she first started her current role, the team was rolling out a new they tool for leads tracking. As the team rolled out the tool, the discovered that they broke lead reporting for the marketing team.
The failure point?
No one had taken the time to talk to marketing.
To fix it, Shauna took the following approach:
- Identified people from across the business who were involved or impacted by the lead process.
- This group came together to identify each team's needs and map the entire lead process.
The end result?
A much simpler implementation that fit within the existing CRM and worked far better for everyone.
Cross-functional collaboration for the win.
Give a listen an remain curious.
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Katie Williams is the Sales Operations and Enablement Manager at Sandler Training. In this session, Katie joined The Collaborator to share why and how she made the transition into Enablement, as well as giving us some insights into what it’s like as a first-time enabler working as a team of one.
1️⃣She shared how her interest was sparked when she had the opportunity to be involved in non-L&D projects in her previous job.
2️⃣She shared her outreach across the community, noting the number of supportive enablers who provided her with rich insight.
Katie also discussed her journey through job hunting and how she has approached the first four months in this new career.
Give a listen and remain curious.
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Marne Chen, Sales Enablement Lead for Africa at SAP, joined Regional Host Dave Nel to explore how she balances Enablement across more than 50 countries on the African continent.
To create a baseline of sales skills, with local competencies added to best support each market:
1️⃣SAP deploys Essentials Sales Learning globally through the four quarters of the year. This training is mandatory for all sellers in the company.
The goal? Upon completion of those modules, the sellers are able to speak to the strategy with one voice.
Regional and local leads are then responsible for ensuring their teams complete this training.
2️⃣Regionally, monthly meetings are held to discuss different aspects of enablement, from onboarding through leadership training.
3️⃣Locally, ever seller has a sales skills assessment test, which is combined with a manager-delivered assessment. The results of this evaluation results in the creation of workshops and training to close the remaining skill set.
With this approach, every seller reaches a standard baseline plus a localized set of skills to maximize their value in the region.
There is so much value in this conversation.
Give a listen and remain curious.
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Claire Scull, Director, International Sales Enablement, at Veritas Technologies, joined Dr. Jeremy Noad, Regional Host for the UK and Ireland, to discuss several different topics, including:
- As an international sales enablement leader, she recognizes the 80/20 rule whereby 80% of the efforts are common, but 20% is customized down to each regions needs.
- The importance of enabling the enablers.
- Women in Sales Enablement (WiSE).
- Where does Enablement go from here.
Give a listen and remain curious.
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Devon McDermott is the VP, Enablement & Learning and Development at Persado. In this conversation with The Collaborator, Devon shared her insights on Enablement as a team of one.
Some amazing insights around topics such as:
1️⃣Tips for interviewing for Enablement roles for teams of one.
2️⃣Insights for getting started with Enablement as the team of one.
3️⃣The importance of educating the team around you about what Enablement does, and does not, do.
Give a listen and remain curious.
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Pooja spoke to Chatur Grandhi who is the Director for Inside Sales for Asia Pacific for the International Workplace Group. They offer 'workplace as a service' and flexible office solutions. Chatur has manages sales teams in a variety of industries across asia pacific.
Key areas discussed -
1) What makes a good Salesperson
2) cultivating customer-centric sales teams
3) Chatur's perspective on Sales enablement based on his experience....and how it compares with driving out on an open road :-)
Give it a listen, remain curious and reach out to Chatur if you would have any questions or would like career advice.
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Dan Stratton is the Director, Sales Acceleration & Enablement, at Cisco Meraki. In this session, Dan joined The Collaborator to share his thoughts and insights on cross-functional collaboration, a cornerstone to success with Enablement.
While there was a lot of great advice, this is one I'm personally stealing for my own use
Color code your meetings on your calendar so. you can easily look back at a week or month and see how you've spent your time.
Use it for customer meetings, internal meetings with various groups, and so forth.
Keep listening and remain curious
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Matt Cohen is the Enablement Manager at Workfusion and formerly the Product Enablement Leader at Seismic. In this session with The Collaborator, Matt provided a great overview of the power of Product Enablement.
Training on products
Facilitating internal launch of new releases
How to position products in the market
Listen and learn how the role differs from product/solution marketing, building alignment from front to back of house and vice versa, and much more.
Give a listen and remain curious.
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Rebecca Bell, Director of Global Sales Enablement at IQVia, joins the show again, this time chatting with UK And Ireland Regional Host, Jeremy Noad, Phd. In their conversation, they discussed how a global team can best support regional teams, giving them the autonomy to leverage best practices from the global organization.
Rebecca shared her insights on a variety of topics, including where she sees Enablement moving over the course of 2021 and 2022.
1️⃣ Continue to help our sellers thrive in a hybrid world with a mix of virtual and in-person selling post-pandemic.
2️⃣ Enablement needs to take a deep breath and transition to a more strategic view, less random acts.
3️⃣ Moving to being able to demonstrate impact in a measurable manner.
So much in here.
Give a listen and remain curious.
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Biswarup Bhattacharjee is the Sales Effectiveness lead at Autodesk India. He spoke to Pooja today about the importance of sales coaching. Here are a few key insights from the conversation.
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Sales Coaching helps to embed new sales behaviours effectively
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After launching his own start up, selling art and then technology Biswarup has found his career and his purpose in Sales Enablement.
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Previously at Oracle and now Autodesk India as a Sales coach, we talk about the importance of developing managers as coaches, having a robust process for coaching and the evolving nature of measuring success .
Give it a listen and remain curious.
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Petek Hawkins is the Head of Global L&D at FiveTran. In this conversation with The Collaborator, Petek shared real, no-nonsense, tips on social selling and the effective use of video as part of that process.
Here are a handful of tips to consider with many more included during the conversation.
1️⃣Know your target audience.
2️⃣Create thought leadership pieces and update your social media space with this content. On LinkedIn specifically your featured section should spotlight the videos that builds that personal brand.
3️⃣Record a quick pitch on your name pronunciation tool on LinkedIn.
4️⃣Be intentional on who you are going after in your cold outreach- do smart account mapping.
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Alex Kroger and Adriana Romero
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Riley Harbour, Director of Sales Development and Enablement at GoSite, joined The Collaborator to talk about work taking place at GoSite and the results they’ve seen. Riley will share some of the strategies they have implemented for the SDR team at Gosite to boost team moral, quota attainment, and the overall culture of the organization.
The key is to balance activities that drive business outcomes with activities that create a collaborative and supportive culture. For example:
1️⃣Standard dial and meetings booked competitions are the standard fare for competitions.
2️⃣Fun competitions that force teamwork and reward the cooperation, communication, and cross functional collaboration between SDRs, AEs, and others are regularly used.
3️⃣Scheduling 15 minutes a day for the team to simply come together as human beings and discuss non-work topics.
There is so much more in here, give a listen and remain curious.
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Author and Enablement Professional, T. Melissa Madian, joined Canadian Regional Host, Adriana Romero to share Enablement lessons and insights from her book: "Enabler? I Hardly Know Her!: How to Make the Sales Experience Not Suck".
Tons of great advice, including:
1️⃣ How, and when, to say no.
2️⃣Learning how to prioritize Enablement efforts and how to split efforts between proactive and reactive work.
Give a listen and remain curious.
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Pooja Kumar, Regional Host for ASEAN and India, joined Rana Salman and Shannon Hempel, 2 of the amazing founders of WiSE. The story started from a dinner with 4 friends and led to a powerful movement.
Rana Salman and Shannon Hempel spoke about WiSE - Women In Sales Enablement. An organization that brings professional women with a common interest together informally to achieve personal and professional growth in an environment that breeds support and trust.
WiSE was founded to promote authentic connections among women with similar interests and challenges working in the field of Sales Enablement.
Rana and Shannon spoke about how it grew rapidly and organically from 1 to 26 across the world chapters so far, which wasn't the plan, Demonstrating there is a need for a space like this. It is important to them to empower women that take the stand and create a space of unity, support, and diversity of thought and leadership.
There are now 26 Chapters around the world currently meeting virtually to support and grow each other and would love for you to come in and chat with them about how you could get involved.
We also spoke about what is Sales Enablement, why it’s important to challenge yourself every day, and some of their favorite learning resources.
Give a listen and remain curious.
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In this session, Chuck Marcouiller joins The Collaborator to share his thoughts on WHY you need to, and how to, map enablement to the buyer journey.
There is a ton of insight from Chuck in this conversation, here is just a highlight on how you map go-to-market and Enablement activities to the buyer journey:
- Start by really looking at how you are getting your customers. Are they coming to you as inbound or is the vast majority coming from outbound?
- Inbound means they were researching you and have begun the learning journey for their own reasons
- Outbound means you are sparking an interest and need to do more education and early buyer teaching.
- Each has a set of skills and tools the sellers will need to diagnose and build trust with the buyer
- All along the way are we co creating a solution for the buyer that they have had a stake in building or is all the world a nail because all we have is a hammer
- Everything from your website and data sheets have to work with the seller to be consistent and build trust.
- How they come to you determines what they want when they do get to you.
Give a listen and remain curious.
Patience Rain Atsango, Brand and Sales Strategist, joined Dave Nel to talk about her vision for Kenya as well as sharing insights on how to build effective sales content.
One of the areas she shared with us was her multi-step process for putting out the right content.
1️⃣ Research. Before you begin randomly creating content, research what people want to know.
2️⃣Analyze your audience. Where are they? What types of content do they want to consume?
3️⃣Plan out your calendar. When do you want to release pieces of content?
4️⃣Test! Can you test your content? This will allow you to iterate and improve.
Give a listen and remain curious.
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La prospección de clientes nuevos es un paso fundamental en cualquier embudo de ventas, pero cómo podemos montar una estructura adecuada y qué aspectos debemos tener en cuenta
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Sharon Ehrlich, EMEA Senior Director of Readiness and Enablement, at Citrix, joined DACH Regional Host, Britta Lorenz to share her viewpoints on diversity and inclusion in Enablement.
Sharon brings such a rich viewpoint on this based upon being a minority most of her life, in New York where she grew up, to Austria where she has worked for the last twenty plus. years. She has also taken a rigorous program from Cornel about diversity and inclusion, further rounding out her views and insights.
Why is this all important, beyond the moral and ethical reasons which should be apparent to all of us?
1️⃣Innovation goes up by roughly 20% when you have diverse teams.
2️⃣Diverse teams are proven to be far better at identifying risk.
Give a listen and remain curious.
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Rose Penhasi, Founder & Sales Operations Consultant at ScaleOps, joined Israeli Regional Host, Avner Baruch, to discuss how Revenue Operations can aid in business success.
The ScaleOps Hierarchy provides a guide for how to get to the powerful automation and dashboards everyone is looking for.
- Starting from data. Data drives everything.
- Processes. Without the right processes, automation efforts are worthless.
- Dashboards and Automation. Once data and processes are in place, you can start to tackle dashboards and automation.
There is a lot of great insight from both Rose and Avner in this episode, give a listen.
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Ashton Williams, Enablement Manager at Ada, rejoins Adriana Romero to catch up on her year of growing Enablement through a global pandemic, taking over responsibility for customer success and evolving beyond sales enablement into revenue enablement.
In addition to covering cross functional collaboration and virtual sales kickoffs, Ashton shared three of the biggest lessons she has learned in the last 12 months.
1️⃣Enablement is not yet at a place where anyone has it all figured out. Partner with your manager and across the organization.
2️⃣The alignment between product marketing and enablement is critical and something she initially underestimated.
3️⃣Teams can do a lot with just a little. Don't try to boil the ocean, crawl, then walk, then run, then fly. It's a journey.
Give a listen and remain curious.
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Jenny Salem, Head of Knowledge Management at AnyVision, joined Israeli host and trusted advisor, Avner Baruch. In this conversation they reviewed her journey to enablement as well as dug into interesting thoughts on channel enablement.
My key takeaways revolve around channel Enablement, where Jenny shared her approach to best enablement the channel.
1️⃣ Creating a partner portal. The portal was structured with business information around how to sell solutions, and technical information such as information designed for presales teams.
2️⃣Built a communication plan that resulted in the use of a monthly newsetter as well as a standard approach to announcing the availability of new capabilities to the partners.
3️⃣Delivery of a regular monthly webinar.
4️⃣Creation and delivery of a partner certification program.
Give a listen and remain curious.
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Mariana Ricardo is the Sales Enablement Leader, for MEA, at IBM. In this conversation with The Collaborator, Mariana explored the role of cultural differences in Enablement and how agile enablement can bridge those differences while improving overall Enablement scalability.
Mariana shared many great insights, including how the role of Enablement has matured since she began her work in Enablement, from a Communications focus, to a Learning focus, to a more strategic and targeted focus.
In addition, her insights on the impact of cultural differences on her Enablement work, from South America to Dubai, were eye opening.
The keys to success?
1️⃣Listening to understand and with empathy for other viewpoints. Remember the lessons of Hanlon's Razor.
2️⃣Cross-functional collaboration between teams, across regions.
Lots of gold within this conversation.
Give a listen and remain curious.
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In this session, Paul Petroski, Sales Enablement Leader on the IBM Watson Health team, joined The Collaborator to share his thoughts on developing an effective Champion Program.
Champion programs help by:
1️⃣Providing insights about what the teams really need.
2️⃣Becoming proof points for the of the organization about the effectiveness and importance of the program being rolled out.
To learn how Paul and team are running these programs, give a listen and remain curious.
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Andrew Horton, Motivational Sales Speaker and Sales Enablement specialist, joined Regional Host for Africa, Dave Nel, to explore learning ecosystems and the state of Enablement in Africa.
While there is a lot of great insights in here, here are two areas that I want to call out specifically in terms of building a great training approach.
1️⃣ Understand what are the organization's core challenges. Dig in and understand what challenges the business is having, what is working well, and how they work. As part of this, dig into what the top sellers are doing , understand their activities and replicate them.
Package these activities up for others to replicated.
2️⃣Dig into individual sales strengths and weaknesses to create a specific coaching plan for each individual.
The goal, of course, is to custom-tailor learning and coaching so that each individual is raised up, along with the team, as you move towards better achieving your corporate goals.
Give a listen and remain curious.
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In this session, Richard Bristol, Principal and Founder of Bristol Advisory, LLC, joined The Collaborator to share his thoughts on GTM Strategy - Direct and/or Indirect considerations, and then move into Partner Enablement with a focus on enterprise and B2B/B2B2C.
We covered a lot of interesting ground, including:
1️⃣ How do you extend beyond internal sales enablement to what your partners need to be successful.
2️⃣The need for custom-tailored packaging of materials for partners to maximize the value of what you deliver to them for their customers.
So much goodness in this conversation.
Give a listen and remain curious.
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Jeremy Levine, Director of International Business Development at WalkMe, joined Avner Baruch to discuss building a team of outbound development reps.
Jeremy was the first outbound SDR at WalkMe, and shared a lot of great insights from his work.
From developing a deep understanding of the business' Lemonaid statement and elevator pitch, through demonstrating great attributes like agility and adaptability, Jeremy sets us up with some amazing insights.
Give a listen and remain curious.
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Noah Amoke is the Business Development Manager - (Kenya and Sub-Sahara Africa) at CM.com. In this conversation with African Regional Host and Trusted Advisor for Coffee, Collaboration, and Enablement, they explored this important topic.
Tons of great advice from Noah, but here are key tips for finding the right sales talent.
1️⃣ Sales Managers cannot leave the recruiting to HR. You must be an active participant in the recruiting process.
2️⃣Find someone who is passionate about sales.
3️⃣Persistence is critical to sales success, ensure your candidates have this trait.
4️⃣Likability, someone who can walk into the room and make a great first impression and build upon that first impression.
5️⃣Reliability. Are they motivated to hit their forecast, and can you rely upon them to do the work, with integrity and ethically, to achieve their goals.
Give a lesson and remain curious.
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In this session, Chuck Marcouiller joined The Collaborator to share his thoughts on how to deliver a successful, remote, SKO.
There was pure gold throughout this conversation, but my piece of advice revolved around the lessons learned for putting on a great remote sales kickoff.
- Plan early
- Your platform matters and get an event partner unless you build events regularly
- Force rehearsals
- Build longer breaks than you think you need
- Think interactive and force smaller groups
- Expand the net and get outsiders to talk to your team that they wouldn’t talk to normally
Give a listen and remain curious.
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Emily Turner joined Adriana Romero, Regional Host and Trusted Advisor for Coffee, Collaboration, and Enablement in Canada, to discuss enabling new enablers, understanding the WHY, and so much more.
Here are a couple of the highlights.
1️⃣Her boss walked through the frameworks used to deliver enablement prior to the more formal onboarding, giving her insight and vision into the why of the approaches being used.
2️⃣She shared the importance of change management in enablement, and why it's so important to dig into this area.
So much value.
Give a listen and remain curious.
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Marion Carvalho is the Sales Enablement Training Specialist at Uber. Marion joined The Collaborator to discuss building a continuous learning environment.
While there were great tip throughout, the areas that most resonated with me included:
1️⃣ Enable, Collaborate, and Partner with your sales managers/leaders. This is critical for driving adoption of programs, learning what the teams really need, and of maximizing the success of your teams, the teams you help, and the business overall.
2️⃣ As you build an environment focused on continuous learning, stay a continuous learner in your own life. Find ways to grow and stretch -- model what your preach.
3️⃣ Find ways, if possible, to get involved in the hiring process to shape who is coming into your business. Are they continuous learners or are they satisfied with the skills and knowledge they already have.
Keep learning and remain curious.
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Pooja Kumar, Gayle Charach, Vijay Singh, and Peter Hancock joined The Collaborator to discuss the power of coaching the human being.
The stories were inspirational, funny, and enlightening, ranging from:
1️⃣The short term impacts that Pooja's coaching had on Vijay's perspective, to how it changed how he worked, led, and coached his own team.
2️⃣The long term impact that Peter has experienced, leading to large ripples throughout those that he has coached, his own personal pathway to living a more balanced life, and the years of successes that have resulted.
Coaching is a critical component to all of our lives, both personally and professionally.
Give a listen and remain curious.
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Fabian Kaempf from Showpad joins Britta Lorenz, Regional Host and Trusted Advisor for Coffee, Collaboration, and Enablement in DACH.
In this conversation, focused on sales technology
What is it?
How can it support my daily work– what problem can it support?
Why – should you get it? (when should you get it or not)
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Osnat Lautman Mansoor joined Regional Host and Trusted Advisor of Coffee, Collaboration, and Enablement in Israel, Avner Baruch, to explore the importance of cross cultural communication and more.
There are so many great insights in this book, not just on Israeli culture but also on the importance of building a deep understanding of the other cultures you are working with, combined with an understanding of yourself, to better communicate and collaborate globally.
You may find value in Osnats' book on Israeli Business Culture.
As always, keep listening and remain curious.
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Leon Hassid is the Sales Enablement and Training Leader at SecurityScorecard. In this conversation with The Collaborator he explored how to create FOMO in Enablement.
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Daily selling tips shared via Slack - promote reps/appeal to their pride and competitiveness
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Use Gong snippets for best practice talk tracks - no more than 2-3 minutes
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Micro learning series - 10 min presentations? Let them tell you they want more of A, B or C and execute via your enablement platform, we use LevelJump.io
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Mini sales enablement days/weeks - not full day sessions, 2-3 sprints - go a mile wide, inch deep, and see what sparks interest - keep it simple via Zoom
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Eli Johnson is the Director of Global Sales Productivity at NetSuite and he joined The Collaborator to discuss moving our mindset to situation ready content and deliverables.
We explored situationally ready enablement, how this ties to the struggle between strategic and tactical initiatives, and the impact it can all have upon your organization..
All of us balance strategic efforts with tactical, and finding the right balance is challenging for organizations small and large. Eli shares how he shifted the balance of his work from primarily reactive, random acts, to a more strategic focus on building a great foundation from where he could bests support the key one-offs that come along.
Give a listen and remain curious.
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Manuel Rodriguez – Head of Fashion at EY, joins Spains Regional Host, Alex Kroger, to discuss challenges and solutions in retail and consumer business.
Manuel shares many deep insights on the current stat of retail while also giving insights on how we enable our retail sellers to be effective. These insights include:
1️⃣Thoughts on training needs and how to properly deliver.
2️⃣The power, and importance, of rewards and recognition.
Give a listen and remain curious.
Kristi McColgan is the Head of Global Sales Enablement Programs at Poly. In this conversation with The Collaborator, she explored her journey from Sales into Enablement, and how the first five months of her new career direction has gone.
During this conversation, we explored:
1️⃣ Her journey from sales to enablement how she discovered Enablement and prepared for this new career.
2️⃣ The award winning learning program her team has developed.
Give a listen and remain curious.
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We had a wonderful inaugural episode of Coffee, Collaboration, and Enablement in ASEAN and India, hosted by Pooja Kumar with guest Michael Teoh Su Lim from Thriving Talents.
There are so many valuable lessons and insights. Here are just a few.
1️⃣People buy the emotion and not the product or
2️⃣Consider how you can position yourself as a trusted advisor, partner, and thought leader for your client.
3️⃣Lead with industry insights
4️⃣Develop measurable learning journeys and measure ROI for the client
5️⃣ Wrapped up with Michaels's personal story of purpose, persistence, and pivoting of strategy to get to his aspirational goal of meeting Barack Obama.
Give a listen and remain curious.
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Abbie Dockerill, Product Enablement Training Manager at Emarsys an SAP company, joined DACH Regional Host, Britta Lorenz to cover this compelling topic.
Through an open and insightful conversation, Abbie shared insights on topics such as:
1️⃣The importance of inclusive language in training, content, verbally and written, with solid examples.
2️⃣Some great examples of how she is balancing work and life. No, for Abbie it's not just a catch phrase.
3️⃣If you live in your comfort zone your passion, energy, and so forth die.
Give a listen and share the insights from this fantastic conversation.
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Israeli Regional Host and Trusted Advisor, Avner Baruch, sat down with Hilton Burke to gain his insights, as a Sales Recruiters role, on the state of the Enablement job market in Israel.
This was a fun and informative conversation with several key takeaways.
1️⃣Sales Enablement is very new in Israel. However...
2️⃣Many companies are looking to hire Sales Enablement Managers as they know that they are needed. However, they generally are unclear about what Sales Enablement is or how they really expect it to help them.
Israel is at the same place as much of the rest of the world. The building of a common language, definition, and expectations is a major need -- one that all of my fellow Collaborators are tackling regionally, and through the Collaborator movement, working to solve for globally.
Give a listen as there is a ton of great insight in here.
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Amanda Anderson, Enabler, and Learning Consultant at TELUS, sits down with Canadian Regional Host and Trusted Advisor, Adriana Romero.
During this conversation, Amanda provided great insights on:
1️⃣ Starting a new job during covid - what worked and what has been challenging in this new remote work world we are living in.
2️⃣ The realities of burnout, how to manage, and what to watch out for.
So many great tips in this open, honest, and inspiring conversation.
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Regional Host und Trusted Advisor, Britta Lorenz, saß mit Zdenka Vesely, Gründerin von MOONFLYER GmbH zusammen.
Sie erkundeten diverse Enbalement Themen, darunter:
1 Die Wichtigkeit, Enablement auf strategischer und operativer Ebene mit Fokus auf der höchstmöglichen Customer Experience auszurichten.
2 Die Notwendigkeit von Change-Management
3 Die Bedeutung von Kundenfokus und Vertrauen
4 Zdenka's 3 Tipps wenn Sie am Beginn Ihrer Enablement Reise stehen – Kommittent des Managements, ganzheitlicher Ansatz und keine einzelnen Maßnahmen, Mut zum Tun und einfach mal machen
30 Minuten geballt mit Erfahrungen und Einblicke in Enablement.
Hören Sie rein und bleiben Sie am Ball für den nächsten DACH-Talk.Regional Host and
Trusted Advisor, Britta Lorenz, sat down with Zdenka Vesely, founder of MOONFLYER GmbH.
They explored various Enbalement topics, including:
1 The importance of aligning enablement at a strategic and operational level with a focus on the highest possible customer experience.
2 The need for change management
3 The importance of customer centricity and trust.
4 Zdenka's 3 tips when you are at the beginning of your enablement journey - Commitent from management, holistic approach and not single actions, and just to do.
30 minutes crammed with enablement experiences and insights.
Give it a listen and stay tuned for the next DACH talk.
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Anita Nielsen is the Owner and President of LDK Advisory Services and is focused on Sales Performance Coaching. In this conversation with The Collaborator, Anita explored teaching sales leaders how to be good sales coaches.
There was a ton of gold from Anita in this conversation, including insights on what a great sales coach looks like:
1️⃣ They are focused on their team and each person's individual success
2️⃣They are dynamic and flexible, not married to one singular approach but willing and able to meet their individual sellers where they are and with what they need in the moment to be successful.
Tons more, give a listen and remain curious.
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In our inaugural episode of Coffee, Collaboration, and Enablement in Africa, Regional Host and Trusted Advisor, Dave Nel, sat down with Tony Cross to explore how to build and improve your enablement ecosystem.
Lots of great advice in here from someone who has been building Enablement ecosystems for a long time.
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Regional Host and Trusted Advisor, Britta Lorenz, sat with Thomas Mahler, Founder of SalesOcean, an Enablement consultancy in Germany.
They explored several topics, including:
1️⃣ The importance of starting Enablement with a specific strategic mindset -> customer centricity.
2️⃣ Enablement is a whole-company effort, not simply something the Enablement team does.
3️⃣A recognition that Enablement is still in it's earliest stages in DACH.
There is a ton of great insight in here.
Give a listen and remain curious.
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Dave Lichtman is the Founder and CEO of Enablematch, a boutique consulting firm focused on recruiting in the Enablement space. In this conversation with The Collaborator, Dave shared his thoughts on the current state of the Enablement job market, and provided some amazing interview tips and career pathing tips for those trying to get their next job in Enablement.
Ideas including:
1️⃣ During the interview, balance high-level thinking with more detailed responses. You want to show that you understand the big picture and are also able to do the job yourself.
2️⃣Talk the sales and go-to-market team's language. If you sound like an L&D professional you will not get the same respect as if you are speaking the language of sales (even if the message you are conveying is the same).
So much goodness in here.
Keep listening and remain curious.
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Kayde Givens is the Director of Enablement at Chorus.ai. In her second visit with The Collaborator, Kayde shared best practices for delivering an amazing sales kickoff in the midst of a global pandemic.
At a high-level, here are the top four things that were on her mind as planning began:
- What platforms will be used to host this?
- How can we make it engaging?
- How do we get the data that I need to measure success?
- How do I make it feel like our team isn’t in the same room they’ve been in for the last year at another zoom meeting?
And where else will you hear about the impact of TikTok on Enablement-driven SKOs?
Keep listening and remain curious.
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Avner Baruch, Regional Host of Coffee, Collaboration, and Enablement in Israel, chatted with Eyal Tocker, VP, General Manager EMEA & APAC at CHEQ about how he has been part of building great teams, and businesses, for years.
While the conversations are focused on building a business, the lessons apply to Enablement professionals seeking to build great Enablement teams. For example:
1️⃣The right team with the right people, is key (have a focus on recruiting and, once hired, coaching and mentoring).
2️⃣Maintain focus. You cannot tackle every project, every market. The key to winning is to focus on excellence. Focus on the activities that you can deliver with excellence and avoid, as much as possible, anything you cannot do to the highest level.
3️⃣Proficiency of Efficiency. Key is not to let your teams burn out by working overly hard. Do things in a professional, scalable manner.
Give a listen and remain curious.
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Regional Host of Canada, Adriana Romero, sits with Alli Rizacos, Head of Revenue Enablement HiMama. Some of her mandates include:
- On Boarding new reps
- Tech Stack
- Playbooks
- On going training
Alli showed the importance of being human when leading a team, and how to get organized when chaos is all over.
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Gunjan Yogendra is the Senior Manager of Growth for Genpact. Gunjan joined The Collaborator to talk about her Enablement philosophy, focused on POWER.
What is POWER?
- Prepare
- Outlook
- Warm but not cold calls (did some research on prospect and company)
- Enablement through technology
- Relationships with clients, prospects, internal sales people, etc..
Give a listen and remain curious.
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Tim Ohai is the Global Director of Sales Enablement at Workday. In this conversation with The Collaborator, Tim shared his insights on providing sales management enablement, from the front line to the executive suite.
Some key lessons to pay attention to include:
1️⃣Focus on laying down the framework, the basics, before trying to go deeper.
2️⃣Part of the basics is to ensure you have the cooperation, collaboration, and communication solid. Teams that partner will overcome limitations in processes and frameworks but great processes and frameworks will fail if people are not working together.
3️⃣"The best enablement you can provide a seller is a great manager". Why and how to focus on manager enablement.
4️⃣“Never give an expectation that you’re not empowering” <- Always important!
Great conversation and tons of wonderful advice. Give a listen and remain curious.
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Danielle Dacunha-Howarth is the Owner and Director of Sales Enablement at Purplepatch where she applies her deep knowledge of Enablement and analytical approach to helping clients.
Danielle joined The Collaborator to discuss he approach and then deep diving into how it's applied in the area of onboarding.
Her approach should be reviewed and understood by anyone seeking to analyze and improve their go-to-market function.
In addition, she shared a simple set of questions that we need to seek to understand as we plan our efforts for the teams we support. Ask yourself, for each effort:
👉What do the teams NEED to know?
Map out what the individuals NEED to know/do to be successful and ensure that you are enabling them in this area.
👉What do the teams WANT to know?
Map out what the individuals will WANT to know as they learn and grow in their roles. These will be met by on-demand content or training to be available when they WANT this information -- they don't NEED it dumped on them, they just need it available when they WANT it.
👉What do the teams LIKE to know?
The universe of additional information is vast. Make it easy for them to find it when they have time to explore. It's not essential to their jobs, but not everything we want to learn is.
Keep listening and remain curious.
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Regional Host for Coffee, Collaboration, and Enablement in Spain, Alex Krøger, completed his inaugural episode with Carla Arena de la Cruz and Constanza Maya Lax.
They wowed me with a smart approach that balances the human touch with data-driven power to drive scalable enablement that doesn't lose the human touch.
They discussed
1️⃣ Remote onboarding
2️⃣ Business expansion during a global pandemic.
3️⃣How human connection and authenticity matters and is game changing
4️⃣Why spending time with people is vital if you want to go for sustainable company growth
Remain curious and keep listening.
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Amy Benoit is the Founder of the consulting company ALLpropos, Vice President of Enablement at Kong, President of the Sales Enablement Society San Diego Chapter, owner and operator of Grand Dogma, a stand up paddle yoga instructor, and reflexologist.
Amy joined us and shared what it's been like to interview for and begin an Enablement leadership role at the beginning of 2021. Additionally, she provided us some powerful tips on living that will serve you well in life and Enablement.
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Werner Schmidt is the Vice President of Sales Enablement at Sage. During this interview with The Collaborator, Werner explored his teams’ work on in-app learning as well as:
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Hear how his roughly 60 person team is structured to handle content, training, technology, partner enablement, and more.
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Learn about how his Enablement team is using in-app technology to better support customers and prospects.
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Hear about change management, metrics, and the other critical components you need to know about to run a successful Enablement program.
Kudos to you Werner!
Remain curious and keep learning, listening, and collaborating! See you for the next Coffee, Collaboration, and Enablement chat tomorrow with Amy Benoit.
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Matthew Johnston is the Revenue Operations Manager at LeadIQ. He’s stopping in to chat with The Collaborator about Revenue Operations at LeadIQ, his focus, the relationship with Revenue Enablement, and his thoughts on the future of both functions.
At LeadIQ, at team of around 110, Revenue Operations is a team of four, made of up Operations and Enablement professionals. Operations is more strategic and Enablement is more tactical at the business.
Matt breaks down pricing strategies in a simple to understand manner, pure gold.
Give a listen and remain curious.
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Pooja Kumar is the Director, Sales Enablement & Organisational Culture - Asia Pacific, Business Development Group at Oracle. Pooja joined The Collaborator to discuss two sales coaching program they launched and the impact of focusing on individual goals.
Critical lessons to pull from this conversation, amongst others, included:
1️⃣There is a lot of research in the market showing the positive benefits of structured coaching. As you make your case for formalizing coaching, use this research, come to the executive team with options, and get their buy-in and support.
2️⃣ Shadow Coaching was one of the programs -- listening in and advising sales managers on their leadership conversations. One of the outcomes? Longer employee tenures.
3️⃣Peak Performance Coaching, the other program, started by identifying high-potential employees with leadership capabilities. The goal? To build the next round of organization leaders, a start towards succession planning.
Pooja used a co-active training approach built upon key principles including:
- The employee, the person being coached, created the agenda and focus for every coaching conversation. It was about them, their goals, not the business, and generally focused on personal goals instead of business goals.
- The coach was fully present, listening and helping the employee with their goals, no hidden business objectives.
There is a ton of insight in here, thanks Pooja!
Give a listen and remain curious!
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Jessica Ryker is the Senior Sales Enablement Manager at Latch. In this conversation with The Collaborator, Jessica will focus on running Enablement as a team of one, operational success, and more.
In additions, Jessica discussed:
1️⃣Setting up a learning quota. Set aside 10-20% of your time each week for learning activities.
2️⃣Enablement needs to collaborate across the business and identify where you can most effectively help the business. For example, in here work at HelpSystems in 2020, she started an Enablement Advisory board to help drive alignment, identify the right work, and uncover what each team was doing on their way to achieving these goals.
3️⃣Aligning the buying journey with the sales process - why, how, what.
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Erin Osman is the Head of Revenue Enablement at Procore Technologies. In this conversation with The Collaborator, Erin explored her thoughts on process optimization, Revenue Enablement, and the importance of frameworks.
Some of the key points worth noting:
1️⃣ Erin's team supports nearly 1000 customer facing teammates with a team of 12 (plus two open headcount).
2️⃣Good reminder that process optimization requires teams to look at qualitative and quantitative insights and maintain a focus on outcomes.
3️⃣You can't boil the ocean. Pick a couple of key priorities and execute on this. If you try to take on too much you will simply do an inadequate job at a lot activities versus doing a great job at 1 or 2 things.
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Vanessa Metcalf is the Head of Revenue Enablement at Top Hat. She joinedThe Collaborator and shared some brilliant advice and insights on a variety of topics, including:
1️⃣Why the team transitioned to Revenue Enablement and the journey from Sales to Revenue Enablement.
2️⃣Advice on building Enablement in a business, based upon her work at Top Hat.
3️⃣And, my favorite point, the generosity of our Enablement community in sharing wisdom, insights, and tips with one another.
Give a listen and stay curious.
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Emily FitzPatrick is the Global Director of Sales Enablement at CultureAMP. In this conversation with The Collaborator, Emily focused on sales training "through the lens of partnering with Sales Managers to make learning programs sticky".
Tons of great value!
I wanted to spotlight, however, key points about Enablement that I don't always hear, but always agree with:
1️⃣ Feel free to try new things and get comfortable with occasionally failing. Learn from it, adjust, and keep going.
2️⃣ A training program does not require that you actually deliver in-person training. There are so many ways to get information across and to reinforce it.
3️⃣ Your managers need to be involved in the development of your Enablement programs, and the roll-out, and the reinforcement. If they are not, you will likely fail.
Lots of amazing value, thank you Emily!
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Avner Baruch is an expert in the sales enablement space, and recently started his own consulting business titled as “Project Moneyball” where he offers his unique and non-traditional sales methodology and approach to sales leaders and trainers.
In this conversation with The Collaborator we dove into Project Moneyball, how it all started and what inspired Avner to think out of the box and re-engineer an enablement system.
Amongst other things, Avner explored how he is using data, playbooks, conversational intelligence, and more to identify the appropriate behaviors that lead to sales success.
Give a listen and remain curious.
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Mat Singer is the Head of Sales Enablement at Upland Software. He joined The Collaborator to discuss the role of change management in the Enablement process.
Mat took the time to guide us through the key steps required to consistently achieve adoption and deliver on the expected changes.
1️⃣Start with a defined need, sales execs agree on the priority/ urgency and it supports a top strategic goal for the year
2️⃣Build executive alignment on the solution, timeline for implementation, their role in supporting the initiative
3️⃣Build alignment with second level sales leader. If you need to design/ configure, get leaders and SMEs involved so they’re bought in.
4️⃣Craft a communication plan
5️⃣Implementation. Key points are to have champions, stay with it to deliver full adoption, and train and remind of why this matters.
6️⃣ Reporting. Baseline current state, track, and report horizontally and vertically.
7️⃣Depending on size, commit resources long-term as many changes require long-term process and people support to become adopted and create the desired changes.
So much goodness. Give a listen and remain curious.
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Selen Kartal is the Global Sales Enablement Director at Insider. Selen shared her insights on the state of Enablement in Turkey as well as sharing insights and tips based upon her current role.
Enablement in Turkey is still early on, but Selen will be launching a Chapter of Women in Sales Enablement in Instanbul as a way of identifying, bringing together, and supporting this important community.
Enablement began in her company a year ago with a team of two people, but has grown to four and will likely grow to five soon. This team is very hands on with a very dispersed group of more than 100+ customer facing teammates, delivering the standard services like onboarding, ongoing training, and content curation in partnership with marketing.
Lots of great insights. Give a listen and remain curious.
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Christopher Kingman is the Director of International Enablement at TransUnion. In this conversation with The Collaborator, Christopher will share his thoughts on Partner and Operational Enablement.
Christopher walked us through the contract signing process to explore how to improve processes.
1️⃣ Take a look at the process from end to end.
2️⃣Don't focus on segments of the process in isolation from the whole system. You may "fix" an issue in one area only to make the overall process work, or worse for people involved with other aspects of the process.
Remember, it's possible that the process you are analyzing is solid but people are not properly following it. Dig in and find the root cause.
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Chad Dyar is the Director of Sales Enablement at Prometric. In this conversation with The Collaborator, Chad guided us through how to create a win/loss review process.
1️⃣To do this well, you need to have a tight sales process and clarity of what you are trying to achieve. Try to start the process right around the contract portion of your process, perhaps a bit earlier. This is when your sales team introduces you and gets verbal/written confirmation from your main contact that after the deal is done, win or lose, they will chat with your Enablement team about the deal.
2️⃣The win/loss meeting should be around 30-60 minutes in length and be done with the main contact your seller was working with.
3️⃣At the end of win/loss conversation, get permission to reach back out for follow-up as required.
4️⃣So, what are the general areas you walk through during these conversations.
👉What was the buying process like? What prompted their awareness of the problem? How did you start looking for solutions to the problem? Who was involved in the buying process?
👉What competitors did you check out? How did you determine who to talk to? What did we do well, our advantages? What did they do well, their advantages?
5️⃣Use these conversations to remind the customer of why you are so awesome. If you lost the deal, make sure you also ask when you can reach back out to them.
There are lots of gold nuggets in here -- Give a listen and remain curious.
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Alex Krøger is a Sales Enablement Architect at HP in Barcelona, Spain. He joined The Collaborator to discuss Enablement in Spain as well as his thoughts on the 3 fundamentals of Enablement (+5 others), as well as what it means to be an Enablement Architect.
What are the three fundamentals, according to Alex:
1️⃣Collaboration
2️⃣Executive Sponsorship
3️⃣Consistency
There are a lot of great points underneath each, give a listen and remain curious.
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Brittany Manopello is the Director, Global Sales and Customer Success Enablement at Glassdoor. She joins The Collaborator to discuss the her Enablement role, thoughts on Enablement change management, and more.
Here are a few important thoughts if you want to create lasting change in your business.
1️⃣ Enablement needs to be involved as early as possible. For example, if you are developing new features, Enablement will not make an impact if they learn about the features the day they are released. If they are involved early on when features are getting specified, change can be built into the roll-out to the go-to-market team, to customers, and to partners.
2️⃣The power of three is critical.
- Build awareness of the WHY behind changes. Get executives involved to explain the WHY.
- Execute the the change
- Reinforcement -- an area where we all need to improve. Don't run too quickly to the next cool thing to do, make sure you have a plan to reinforce the change and stick to that plan!
Enablement change management requires early involvement, executive support, and a recognition of the value being created by your team.
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Being authentic is when our actions and words are congruent with our beliefs and values. It is being ourselves, not an imitation of what we think we should be or have been told we should be. It can be reflected in our sense of fashion, hair style, and even the words we use.
While rewarding and fulfilling, authenticity can be hard, especially at work. While many organizations are striving to create diverse environments where employees can be authentic and feel a sense of belonging, efforts often fall short of their inclusive ambitions.
Continuing our Special Series on Inclusion, Equality, and Belonging, Tamara McMillen, Roderick Jefferson, and I were joined by Celine Crawford, Chief Communications Officer at Smarkets to explore the topic of authenticity.
- What does it mean to be authentic and can we be authentic at work?
- How is authenticity related to achieving Inclusion, Equality, and Belonging?
- Why is it important that we are able to be authentic - especially at work?
- What is the impact of inauthenticity?
Together we explore these questions , share real life experiences and offer tips for individuals and businesses to TAKE ACTION and deliver a work environment and corporate culture which naturally fosters, supports, celebrates, and flourishes with authentic employees.
Give a listen and together we will convert words into action.
Curious how you can create an environment where authenticity is welcome and made possible.
- Company culture and values should be clear and explained as part of the hiring process and throughout. The degree of authenticity will need to live within the bounds of the corporate core values.
- Create safe spaces where employees have the ability to come in and be their full self without worry.
- If you have the ability, enable access to mental health services, much as you would physical health services, for your employees.
- Teach leaders how to be authentic. You must help your leaders to model and live your core values.
There were so many other great tips and insights, don't miss out on this one.
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Canadian host, Adriana Romero, sits with Ashton Williams, Sales Enablement Manager at ADA to explore taking a metrics-driven approach to Enablement.
1️⃣Embrace metrics as they demonstrate the value you are bringing to the company and they give you a north star to guide your efforts.
2️⃣Take the time to actually establish the metrics you are going to use. These metrics will let you know when you are on, or off-track, and equally importantly, if the business is or is not on track.
3️⃣Be brave and get comfortable delivering bad news.
Ashton and Adriana also provided great insights on taking ownership for your own Enablement career, manager enablement, and much more.
Give a listen and remain curious.
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Stefan Funk is Program Lead Data Driven Sales Coaching and Head of Communications, Sales Coaching, SAP Sales Learning. He joined Britta Lorenz in this episode of Coffee, Collaboration, and Enablement in the DACH region of Europe.
Stefan shared a ton of amazing insights, but the three tips he shared for anyone looking to establish a coaching program or coaching culture are:
1️⃣Determine and define what coaching metrics and performance drivers you will be using and how will you measure each.
2️⃣Bring in the sales managers right from the beginning. They need to buy-in and drive it or this will not happen.
3️⃣Focus on continuous measurement and improvement of the impact of your coaching program on your business metrics.
So much value within this conversation.
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Paul Lewis is the Global Social, Digital Marketing and Sales Enablement Lead at Pitney Bowes. He joined The Collaborator to discuss social selling and employee advocacy.
Paul views social selling not as a replacement for other selling approaches, but simply as another tool in your bag of tools, smart perspective.
To get the program off the ground (nearly 8 years ago), Paul and another colleague:
1️⃣Put together a business plan.
2️⃣Obtained an executive sponsor.
3️⃣Started with a pilot group of 5-6 sellers who already understood the value of social, but who were not clear on how to use it to help them achieve their goals.
4️⃣Demonstrated business impact and continued to iterate. Note that it took several months to start to see results, this is not a tool that leads to overnight success. It takes time and consistent investment.
Give a listen and stay curious.
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Carole Mahoney (Founder and Chief Sales Coach at Unbound Growth) and Coker Prosser (National Business Partner - Revenue Enablement and Sales Coach at ServiceNow) join The Collaborator to share their thoughts on what it will take to deliver great sales coaching as we move into 2021.
Their insights and tips were numerous, and included:
✔️ A framework for effective coaching every week.
✔️ Microcoaching, what it is and why it's so important.
✔️ A rendition of Jingle Bells you won't want to miss.
Give a listen and stay curious.
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Nathan Nyvall is the Director, Worldwide Partner Enablement at Workday. In this conversation with The Collaborator, Nathan dug into Partner Enablement.
What are some of the major challenges?
1️⃣ Ensuring the internal teams remain aware of partners and include the partner enablement teams.
2️⃣Delivering communications to the channel across multiple modalities (webinars, emails, etc...).
This guy is funny, and informative. If you are looking to create your partner enablement program from scratch, or just improve upon what you already have, this is a must listen.
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Riti Ranka is the Global Sales Excellence - APAC & Emerging Markets at Thomson Reuters. Riti joined The Collaborator to discuss pipeline management. As Riti notes, 'Pipeline Management' is the heart and soul for any sales function.
Why does Riti believe this is so critical to business success?
Pipeline management is critical to:
1️⃣ Help sales managers proactively make the right decisions
2️⃣Giving company visibility into where to focus the next 2-3 quarters
3️⃣Externally, how do you give projections to your stakeholders and shareholders
Riti shares a bunch of tips and insights, give a listen.
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Ben Harris is the Director of Sales Performance at Databricks. In this session with The Collaborator, Ben focused on deal coaching.
How does deal coaching work in Ben's world today:
1️⃣Deal coaching is different from deal reviews. Deal coaching, which they call deal clinics, is focused on early stage opportunities whereas deal reviews are generally focused on later stages.
2️⃣As new hires start to take on deals, as they reach a certain stage in the process, the CRM sends out alerts to do a deal clinic with them. Curious what questions they run through? See this list of deal coaching questions that Ben shared with the community.
3️⃣The deal clinics provide the sellers with the approach for the next meetings, and then, over time, these clinics follow up throughout the deal through the win or loss.
The goal, of course, is to win, or lose, faster, to ensure sellers are helping the customers with need and budget versus those that are just kicking the tires..
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Yean Feng Yue is the AP Leader, IBM University Programs and Sales Enablement, AP CMO, IBM Global Financing for IBM. She joined The Collaborator to chat about IBM and Skillsfuture’s initiative to equip Singaporeans with the skills to contribute to the digital economy
Yean Feng noted that the traditional way of teaching is not working in the age of covid.
To be effective with virtual, keep these three things in mind.
1️⃣A blended learning approach must be leveraged. Lectures are needed, but cannot be all that is used. Mix in experiential learning, giving people the opportunity to be hands on.
2️⃣Tools, content, and other supporting materials must be intuitive and easy to use.
3️⃣You must build in opportunity to apply the learning throughout the journey.
Yean Feng shared a lot of amazing insights, give a listen.
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Travis Jones, Director of Enablement and Events at AutoDesk, joined The Collaborator to discuss how they are approaching upcoming events based upon all they have learned since their last SKO.
What hasn't changed? Delivering events and experiences that meet what the attendee needs.
The key challenges, that they are focused on solving going forward, are networking and awards/ceremonies.
NetworkingTravis shared a million great ideas here, ranging from remote cooking classes (where food is sent ahead of time and all cook together), celebrity moments (where a celebrity pops in), magic shoes, trivia, scavenger hunts, and so much more.
Tons of other great ideas to check out (including a great list of technologies).
Give a listen to learn more.
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Laura Wheatley is the Global Enablement Director at Quantum. In this session with The Collaborator, Laura shared a few wonderful tips.
1️⃣ When working in-person, she schedules time to walk the floor and see how people are doing, what pain points they are working to overcome. This builds relationships and identifies opportunities for improvements.
2️⃣She sends an email on Monday mornings summarizing what new content came out last week. Yes, people could look it up for themselves, but make their lives easier and send this summary.
3️⃣Conversations not presentations. Dig to three levels on who, what, when, where, why, and how to peel back the onion and get to the root of their needs.
As you do this you get to a better shared understanding of needs, more stakeholders at the table, and can create better outcomes.
So much more great insight, give a listen.
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Amanda Gaube is the Manager of Sales Strategy and Enablement at Zscaler.
In this session with The Collaborator, Amanda discussed Learning Journeys, reinforcement and empathy for the reps in the field and about 1000 other things as well.
1️⃣To fully understand what you trying to impact with anything you build.
2️⃣Related t the point above, work collaboratively with leaders and individuals to understand their needs, don't try to go it alone.
3️⃣To use design thinking principles to peel back beyond the surface need stated, or unstated. For example, your new product may not be selling well... Why? Lack of product training? Lack of pricing clarity? Dig in until you get to the root issue and then try to fix the root cause, not the symptom.
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Sally Kim is responsible for Global Sales and Partner Enablement, Google Maps Platform, at Google. In this conversation with The Collaborator, Sally shared the importance of getting back to basics with meetings to drive Enablement, including:
1️⃣Setup monthly or quarterly meetings for reviews of strategic priorities with key stakeholders.
2️⃣Have weekly or bi-weekly meetings to review progress on tactical efforts and review current tactical priorities.
3️⃣Always use meetings for discussion and feedback, don't waste people's time with an hour-long walkthrough of a PowerPoint you could have shared with them prior to the meeting.
4️⃣Always set a meeting agenda so attendees know what is being discussed, how they can help, and so they can come prepared and ready to engage.
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Deborarh Deardorff is the Global Sales Enablement Manager at Cornerstone OnDemand. In this session with The Collaborator, Deborah focused on how we best deploy new technologies and processes.
Beyond the deployment topic, the piece of advice that I thought was most important:
Be curious and learn from other industries and professions. She shared wonderful lessons learned from marketing and project management teams.
Spot on!
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Kathryn Fish is the Sales Enablement Director at Invoca and joined The Collaborator to discuss the Whole Brain Thinking model and how it can be applied to Enablement.
The Whole Brain Thinking model is similar to tools like Meyers Briggs, DISC, and so forth, only it captures your steady state style in addition to your comfortable communication approaches when you are stressed.
During the conversation, we explored:
1️⃣ What is the Whole Brain Thinking model and where can you learn more about it? Hint, Herrmann.
2️⃣How you can leverage the insights from the model to more effectively communicate and train. your teammates.
This was an excellent overview of the model for anyone considering applying it, or a related one, to their business.
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Alejandro Cabral is the Global Digital Sales Transformation Leader at Kimberly-Clark Professional working in Argentina. In this session with The Collaborator, Alejandro focused on setting up adoption programs.
Here are a few tips he shared:
👉 Dig in to understand the pain you are seeking to solve.
👉 Collaborate with the organization to jointly define solutions, getting buy-in at this point.
👉 Pilot changes and identify, then arm, champions for the change.
Learn as much as you can about change management as it is central to driving adoption and central to enablement overall.
Give a listen.
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Amanda Yanushefski is the Revenue Enablement Manager at 15Five. In this session with The Collaborator, Amanda shared her thoughts on several topics, including tips on how to keep training engaging.
Key tips included:
1️⃣ Collaborate with managers/leaders to determine the priorities for the teams.
2️⃣ Schedule, schedule, schedule. Schedule your training based upon the priorities and try to build off of prior trainings to drive reinforcement on topics.
And... Schedule blocks of time each day for deep work, time for you to get work done on your priorities.
3️⃣ To keep training engaging, use tools to help teams prepare for the training (give assignments like come prepared with a deal to work on), put people into breakout rooms with 3-4 people to collaborate on the topic, and capture that learning.
Much more in here from Amanda, give a listen!
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Steffaney Zohrabyan works on Sales Enablement Technology Programs at T-Mobile. In this session, with The Collaborator, she discusses “how we've really transformed our sales enablement at T-Mobile over the past year. We've restructured our teams to include coaching programs, especially virtual coaching via Bigtincan, we have completely replaced paper based job aids for platform training with the tool WalkMe, and we have moved away from more traditional training methods to short, micro-learning videos created with vyond for everything form communication initiatives to T-Mobile technology learning."
Steffaney shared a ton of insight around tools and approaches they have been using over the last few months as they embrace all of the changes taking place (Covid, their purchase of Sprint, and more).
1️⃣At the end of the session she reminds of us of a key point. Enablement is Change Management. While they use the ADKAR change management approach, which is awesome, the key point is to look to formalize your change/enablement process to ensure you are not simply delivering great value in the moment, but that you reinforce the value over time to continue to create lasting change, and lasting value, for the business.
2️⃣She shared an excellent use of technology to serve up learning and reinforcement at the time of need (using WalkMe in their CRM system).
Give a listen as there is a lot of great stuff in here.
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Mentorship has long been recognized as important for the development and growth of employees. Sponsorship requires more active involvement from leaders of all levels and can lead to deeper levels of growth for individuals and the business.
Cynthia Barnes and Stephane McShane join Roderick Jefferson, Tamara McMillen, and the Collaborator to explore how far mentorship goes, and how to go further with active sponsorship.
Stories, real life experiences, and tips for individuals and businesses to leverage to improve themselves and their businesses.
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What an amazing chat with Pooja Kumar who runs BDR Enablement for Oracle in the Asia Pacific region.
Tons of great insight, my key takeaways:
1️⃣ Be brave my fellow enablers and speak up. Our businesses hired us to help the business improve.
2️⃣Pooja demonstrated a major impact in business performance by having a personalized coaching practice that purely focused on the needs of the individuals, their goals, and helping them build a roadmap for their personal achievements.
The motivation, the education, and passion that resulted led to huge business gains.
3️⃣The Enablement team is bonus'ed based upon the performance of the teams they are supporting. That's right. If the BDR teams are expected to achieve business results of X,Y, and Z, the Enablement team is too.
These are not squishy metrics, these go a long way towards building alignment.
The benefits? Pooja has a seat at the leadership table, input on what KPIs are set, influence on approaches, and the ability to take a highly collaborative approach that leads to not only better business outcomes for the BDR teams she supports, but for her team and herself as well.
Give a listen.
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Adrian Vernon is the Director of Sales Enablement at MobileIron and Shorey Russell is the Senior Sales Enablement Program Manager at MobileIron.
In this session, they hey shared WHY, HOW, and WHAT they measure around delivering Enablement in an entertaining and unique way across a multitude of channels.
1️⃣ Webinars. All the customer-facing teams need to know in less than an hour with each segment staying under 18 minutes in length (think Ted talk).
Then they launched, based upon the request and needs of the field, two other webinars with more focus to go deeper on specific topics.
2️⃣ Office hours. Call in, lay down on the couch, and explore your challenges with the team. Coaching the team to help them overcome their challenges.
3️⃣ Slack. Only the second most popular Slack channel in the business where the teams are constantly collaborating.
4️⃣ Podcast. Insights from the head of sales on trends, sales tips, and anything else the teams can learn from.
So many good ideas to steal for your Enablement practice, give a listen.
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James Rores is the Founder and CEO of the Floriss Group, an innovative leadership and sales development company, dedicated to building sales and customer-facing team members who compete and win as servant leaders.
In this conversation with The Collaborator, James focused in on ensuring 100% adoption of your CRM and sales enablement solutions. Simply put, look at these five phases that James and his team work through to drive this level of adoption.
1️⃣ PHASE I: SELECTION – Technology, application services, systems integration, etc.
2️⃣ PHASE II: IMPLEMENTATION – Configuration, integration, customization, user testing, new role definitions, etc.
3️⃣ PHASE III: ADOPTION – User communication, goal setting, training, coaching, accountability, reporting, etc.
4️⃣ PHASE IV: CERTIFICATION – Goals delivered, deployment accepted, partners/ vendors released, full transition plan complete, etc.
5️⃣ PHASE V: OPTIMIZATION – Superuser and administrator staff maintenance, rapid response capability, ongoing change management, etc.
If you want to stop buying, and replacing, software that doesn't seem to work, invest in the change management process to ensure the changes stick. You'll be amazed at the results that become possible then.
No many being made here by me, but I believe in what James is saying here. To follow up with him, reach out at james@florissgroup.com.
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Julie Young is the Sales Enablement Manager at viz.ai. In this chat with The Collaborator, Julie focused on Managing the Pipeline through Sales Process Coaching.
During the conversation, we explored:
1️⃣ The warning signs that helped the team recognize the need for a sales process framework.
2️⃣ The process that was followed to create the new sales process and the role of Enablement in guiding this work.
3️⃣ How the changes were deployed and the mix of training, content, and coaching that went into it.
4️⃣The metrics used to measure the impact of the program.
So much goodness, check it out.
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Jerry Pharr is the Director of Global Sales Enablement at Redis Labs. He stopped in to share the presentation he just did for the Sales Enablement Society Annual Conference.
Jerry provided great insights on:
1️⃣ How to get executive buy-in for this type of program.
2️⃣ How to structure the program.
3️⃣ The types of materials you will want in place to support the managers.
4️⃣ Key technologies.
5️⃣ Measuring success
And so much more.
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Damian Pigott is the Global Sales Productivity Manager JAPAC at Oracle Netsuite. In this conversation with The Collaborator, Damien explores mental wellness/resilience in the sales team.
While there are many challenges in the sales role, some great ideas around supporting your teams include:
1️⃣ Create a mentoring program. It can be far easier to be open with teammates versus those you report to in your work structure. In addition, this is a great way to simply support your teams while identifying potential future leaders.
2️⃣Make your teams aware of tools and training like Mental Health First Aid that can be immensely valuable to your teams.
And so much more. You'll have to listen to catch it all.
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Misha McPherson is the Head of Global Revenue Enablement at Coursera. She joined The Collaborator to discuss her thoughts on key skills Enablement pros should have as well as thoughts on how to get started in an Enablement career.
Key skills and attributes that Misha shared were:
1️⃣ A true love of sales & people
2️⃣ Flexibility / Ability to be creative
3️⃣ Unflappable reliance
What would you add to the list?
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Paul Butterfield is the Vice President of Global Revenue Enablement at Instructure.
In this conversation with The Collaborator, Paul discusses how to use the strategy mapping and balanced scorecard concepts developed by Kaplan & Norton to develop and measure an effective sales enablement program that will drive top line revenue..
Strategy maps and balanced score cards probably sound like complex tools of the c-suite, not something for your Enablement team to leverage.
They are both, of course.
The wonderful Paul Butterfield stopped in to share insights on how he has used these tools at Vonage and in his current role at Instructure.
Why are these tools important?
1️⃣ They elevate your focus to the strategic revenue goals set by the business and enable you to align your efforts with the broader business goals.
2️⃣ They allow you to set realistic targets, measurements, and plans to get to those targets.
3️⃣ They get you thinking, and speaking, in the same language of your business leaders, earning you the right to not only be a part in those conversations, and, in some cases, to lead those conversations.
If you are using strategy maps and balanced score cards in your enablement efforts, let me know as I would love to hear how it is working for you.
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Amy Noack is the Field and Customer Enablement Director at InsightSquared. In this conversation with The Collaborator, she shared her experiences as a team of one Revenue Enablement practitioner, including insights on:
1️⃣ The common approaches she is using for sales and customer success teams.
2️⃣ How she is leveraging conversation intelligence to provide examples for all teams to learn from. A key point here to consider is that conversation intelligence is becoming table stakes for enablement teams. If you are not. yet using it, add it to your 2021 tech list.
3️⃣ A reminder for enablement teams to align with all stakeholders on what enablement is, what it supports, and to build your charter to codify this.
Give a listen.
-The Collaborator
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Stacey Justice, Adriana Romero, and Matt Scheitle bring their expertise and experiences to the round table to discuss the topic of planning for, and executing your next SKO, virtually.
Don't miss their expert insights and tips on:
1️⃣How we have to think differently about the SKO now that it is virtual.
2️⃣Some of the key tools and platforms being used to deliver, and measure the effectiveness of, the SKO and it's content.
3️⃣ Concepts and tools they are using to drive engagement during SKO.
4️⃣ The importance of reinforcement of SKO concepts throughout the year.
Reinforcement is not unique to SKO, you need to build it into all aspects of your Enablement program.
Enjoy!
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In our inaugural episode of Coffee, Collaboration, and Enablement in the DACH region, hosted by Britta Lorenz of the PDAgroup, we speak Benjamin Strathmann.
Benjamin share his journey into enablement, his view on the status of it in DACH, his love of German wine, and a few tips and tips for a deploying Enablement successfully into your organization.
1️⃣ Enablement must be supported from the top levels of management down.
2️⃣Have a clear roadmap for what must be implemented and when. Benjamin recommends beginning with training and coaching services before moving onto content services.
3️⃣ Have strong and transparent communication between sales, leadership, and enablement.
4️⃣Work with OKRs (Objective and Key Results) as a framework to stay focused on key priorities.
5️⃣Maintain a holistic view of how to best help the business and assist with prioritizing work.
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Eddy Morris is the Sales Enablement Program Manager at Pluralsight. In his first session, back on October 1st, Eddy provided an excellent overview of SDR/BDR/ADM Enablement (building programs, onboarding, skilling towards sales roles, culture, partnering with Stakeholders, etc.).
In this episode, Eddy is back to go deeper on all of these topics.
Give a listen to Eddy Morris as he walks us through the approach he followed, in collaboration with a brilliant head of business development and great partners across the sales leadership team.
Eddy walks through:
1️⃣ The WHY for the program and the goals it was meant to deliver upon.
2️⃣ The capabilities that were being taught and how success was measured.
3️⃣ How they used real accounts to train reps on research, messaging, and so forth.
And tons more. Great conversation, Eddy, thanks for the great conversation and wonderful collaboration!
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The Collaborator here. I wanted to share with you the presentation I am delivering at the Sales Enablement Society Annual Conference this year.
Is it finalized? No.
Was it perfect? No.
Guess what, neither are most of our Enablement efforts. :-)
I hope you'll find value in my practice session, however, and feel free to weigh in to share your thoughts.
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Chris White is the Owner and Managing Director of DemoDoctor, a consultancy focused on helping sales/pre-sales engineers give great demos. He wrote the book, The Six Habits of Highly Effective Sales Engineers.
In this conversation with The Collaborator he shared his insights on providing great demos. The key points include:
1️⃣ Building a deep understanding of the customers needs and delivering the minimal viable demo (MVD) necessary to help them clearly understand how your business can help them win.
2️⃣ The importance of a great partnership between presales and sales teams, a collaboration that ensures both parties fully understand the business pains and deliver the information required for the prospect to understand that you can help them solve these challenges.
3️⃣ A reminder that presales engineers are in sales. While the role is technical in nature, the need to understand sales, business, and people is as important as it is to understand the technologies and solutions you sell.
Give a listen.
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Siew Hoon Goh is the Senior Director, Sales Excellence and Operations at Microsoft. She comes to Enablement from a Finance background which provides her with a fantastic perspective of how to evaluate and articulate business value.
In this session, Siew Hoon, Josie Marshburn, and The Collaborator will explore her effort and how they have led to an increase in the amount of time spent by sellers actually selling.
Consider:
1️⃣ Consolidating tools and information so that your customer facing teams can find what they need when they need it, and spend less time away from customers.
2️⃣ Manage your calendars/schedules with intention to ensure you are focused on the highest priorities (time with customers, time for yourself too).
And as always, so much more. Give a listen.
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The Collaborator was joined in this Roundtable by Mary Tafuri (Chief Sales Enablement Officer at IBM) and Dr. Jeremy Noad (Global Director Sales Effectiveness at Linde) to discuss strategic and tactical changes they are looking to make as we head into 2021.
Mary and Jeremy discussed:
👉 Simplify cross-selling for your teams by focusing on teaching them about use cases you support. Your customers think about their challenges, not your products, align how you work and think with how your buyers do so.
👉 60-70% of the buyer journey takes place without talking to you, help your SMEs and sellers be a part of the education system taking place where the buyers are looking. It's not just about advertising, it's about the high quality education systems you must be a part of.
👉 In looking ahead, focus on maintaining and building the excitement and education level in your teams. Find ways to lift them up and they will lift up themselves, and your business, in the process.
Thank you so much everyone, together we can accomplish so very much!
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Tino Ho is the Chief Commercial Officer at The Social Revolution. In this chat with The Collaborator, Tino explored '"content activation, how to Mobilise/distribute content inline with the customer journey”. He shared insights around what he is seeing in the market and some tips around how to do it effectively.'
Tino broke down a great approach to the strategy, creation, and delivery of impactful content along the buyer journey in an ever more complex world.
Give a listen, worth your time!
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Emily Garza is the AVP of Customer Success at Fastly. She sat down with The Collaborator to explore her experiences in sales, enablement, and customer success and how Enablement can best support customer success, and therefore your customers, in their journey.
Key tips include:
1️⃣The importance of partnering with, and leveraging the support of leaders in the customer facing teams.
2️⃣How to leverage your current efforts to provide training and content to sales, to repurpose it for customer success.
3️⃣How Enablement at Fastly is structuring to not simply enable the internal teams at Fastly, but also Partners and Customers directly.
And, as always, much more.
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Rebecca Bell is the Assoc. Director, Global Sales Enablement at IQVIA. In this session with The Collaborator, Rebecca explored how an understanding of comms can transform your revenue enablement efforts.
In addition, we explored:
1️⃣ The importance of audience mapping, both internally within the business but also externally as you consider various members of the buying committee.
2️⃣ The importance of measurement, the ease of leading indicators and the challenges with, and importance of lagging indicators.
Stop by and give a listen.
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Stephanie Cox is the VP of Sales and Marketing at Lumavate.
In this conversation with The Collaborator we explored what CROs like Stephanie are focused on right now. This included topics like:
1️⃣Effectively driving change in the organization.
2️⃣ Keeping teams aligned when they are remote
3️⃣ Training approaches for revenue enablement teams to consider
And even a rant on MQLs. :-)
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Phil Chew was formerly the Sales Skills Learning Directory at Refinitiv and Thomson Reuters and is now taking on the world working as a consultant at BPM Works and delivering training with Global Performance Group.
In this conversation with The Collaborator, Phil focused on retention strategies and tactics any business should consider using. Amongst the topics covered include:
1️⃣ When does the retention strategy/process begin?
2️⃣ How the retention process works with account planning.
3️⃣The role of retention playbooks.
Give a listen.
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Sarah Cannistra is the Chief Learning Officer of The Overnight Trainer, a program that trains subject matter experts on how to become better trainers. Over the past 8 years, she has built training departments for several real estate companies as they doubled and tripled in revenue.
Sarah and The Collaborator talked about her journey from being a subject matter expert to leading training strategy and development for several different companies. We talked all things learning and sales enablement such as:
1️⃣ Her favorite learning model, Learning Cluster Design by Crystal Kadakia and Lisa MD Owens
2️⃣ How training doesn’t have to be “fancy” or “high-tech” to be effective, it just needs to be meaningful and accessible (And that it can be as simple as to do it via Slack)
3️⃣ How to use learning “personas” to create the right training assets for your teams
4️⃣ That the manager is ultimately responsible for supporting learning back on the job, it takes a village
5️⃣Just because you are good at doing something, doesn’t mean you’re good at teaching it (and how to overcome that)
Dig in!
Damian Thompson is the Founder and Chief Scale Officer at VPSales as well as the Co-Founder and Chief Sales Officer of LeadFuze.
Damian focused on how the use of Revenue Operations can help you scale the sales system from PM Fit to Scale. The conversation was chock full of insight and included topics such as:
1️⃣ What do you look for, and how do you hire, your first revenue operations teammate
2️⃣The importance of remembering the WHY behind your technology choices and the importance of a focus on the processes, more than the tech, that will grow and scale as you move through the various stages of business growth.
Lots of wisdom here.
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Blaire Hervey is the Sales Productivity & Readiness Lead, Digital Native Business & Games, at AWS.
In this conversation with The Collaborator, she share her thoughts and insights on the power of diverse teams to drive big results, as well as how we can do a better job of recruiting, nurturing, and growing teams that are more diverse.
Amongst other things, we explored:
1️⃣ How we need to open up our approaches on how, and where, we recruit for talent in our businesses.
2️⃣ The types of resources we can create, and how to go about creating them, to support not just diversity and inclusion, but belonging, so that people stay and grow int heir careers at your business.
And honestly, too many tips and insights to share, you'll have to give a listen.
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Jon Selig is a former seller turned comedian and sales trainer. He joined The Collaborator to explore why the process of writing jokes helps sales reps better learn about their buyers, why they matter to them, and how they can transform that into icebreakers that help them have more and better conversations.
We also explored:
1️⃣ How the process of writing jokes helps sellers trigger their buyers' emotions so they can start more conversations.
2️⃣ How failure, self-awareness, and a desire to improve, breed improved results.
3️⃣ How investor timelines drive some irrational leader & seller behaviour which impact development & growth.
And more. Give a listen.
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Dionne Mischler is the CEO and Founder of Inside Sales by Design, CEO of Salesclass.io, and advisor extraordinaire. She joined The Collaborator to share her thoughts on how to hire and grow a great Inside Sales team, while balancing that with a clear understanding of the importance of humanity and empathy in all we do.
Give a listen as even the dogs and cats shared their opinion during this episode.
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Kristina Finseth is the Growth Marketing Lead at Interseller. During this conversation with The Collaborator , Kristina dug into:
1️⃣Her thoughts on Enablement from the marketing perspective.
2️⃣ How a year in sales influenced her view on marketing and enablement. Hint: More collaboration to deeply understand the needs of the sellers and the customers they support.
3️⃣ A reminder that marketing must “Drive revenue, not MQLs.” AMEN!!
Give a listen to learn more about these topics and more.
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Fred Diamond is the President and Co-Founder for the Institute for Excellent in Sales. Fred joined The Collaborator to explore how we remain credible and create value in the short term and where we should focus so that we deliver insights to the community.
As we explored the topic, Fred reminded us that professional practitioners and leaders take their careers into their own hands, that includes:
1️⃣ Seeking to understand our own gaps, identify how we can close them, and seek to be a lifelong learner and own your career.
2️⃣ Understanding the environment our customers are working within, their business challenges, their concerns, and understand how we, our business, and our solutions can really help them with their current pain points.
You'll have to give a listen to catch more wisdom from Fred, it's worth your time.
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Ed Jaffe is the Founder of Demo Solutions. In this session we spent time exploring the top reasons for demo failures and how to avoid them.
For those of you that want to read the original blog post on topic of demo fails, check it out on Ed's site, but we did spend time discussing:
1️⃣ Slow your roll. Stop spending time talking about how great you are. Seek to understand your customer and their needs. Remember, it's about them.
2️⃣Narrating the demo. Stop reading the slides and stop counting on a text heavy slide deck. If they are reviewing your slides, they are not listening to you.
3️⃣ I've made a huge mistake. Put time into planning the demo, how you will communicate, and every other aspect of your demo. Get it right.
We spent time exploring changes important for demos in our virtual-first world and other areas as well, stop in and give a listen.
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Roderick Jefferson, Tamara McMillen, and The Collaborator kicked off the launch of this new series by both sharing their thoughts on equity, inclusion, and belonging, but also by sharing why this matters so much now.
In addition, Roderick provided a framework for businesses and individuals to use to begin addressing these challenges and lead to a better world, a better human people. You can access this framework right here and begin putting it in action today.
http://ccsepodcast.com/wp-content/uploads/2020/10/Diversity-Corporate.pdf
We have created this series in hopes of not simply talking about challenges, but to truly create change.
- If you want to join us by participating in the series please reach out.
- If you want to begin making changes in your business to address these issues, please reach out.
Let's create a better world together by collaborating and facilitating these changes in our lives, our businesses, and in the world around us.
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Kareem Kombarji is the Senior Vice President - Head of Sales Productivity & Digital Enablement, Global Commercial Bank at Citi. In this session with The Collaborator, Kareem explores how he creates a scalable, data-driven, decision making process for enablement enablement environment.
Key topics included:
1️⃣A focus on the moveable-middle, your B players. Delivering them the right tools, processes, and support.
2️⃣Importance of process reviews as a means of uncovering challenges and looking at the art of the possible.
3️⃣How a combination of data regarding product usage, combined with collaboration across the organization, led to rich client conversations and additional revenue.
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Eddy stopped in to provide us an overview of SDR/BDR/ADM Enablement (building programs, onboarding, skilling towards sales roles, culture, partnering with Stakeholders, etc.).
Stay tuned as Eddy will be back again at the end of the month to go deeper, but in this episode we did learn a great deal about how their broad, Revenue Enablement based approach, is building alignment between teams and fostering a more collaborative and successful environment.
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Heather Reed is the Director of Sales Development at LogicGate. Heather stopped in to chat with The Collaborator about career development and coaching of reps who are fairly junior in their careers.
There was an amazing amount of insight. The one that stuck most with us was the development of the SDR to AE training program. This program focused on closing the skills gap that lay between the SDR and AE role, here is how she delivered it successfully.
- Partnered closely with sales leaders to understand the skills and competencies required to be an AE at the company.
- Baselined skills SDRs.
- Identified the gaps in the skill lists and collaboratively created a training program for the appropriate SDRs.
As with all successful enablement efforts, leaders and enablement teams partner on the delivery of training, coaching, and measuring results.
Not only did this kind of program prepare SDRs for the role, it also provided opportunities for career guidance for those who may not be a good fit, either based upon skill or will, for the career path.
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Pam Didner is the Founder of Relentless Pursuit, a passionate B2B marketer, and an author of 3 books: Global Content Marketing, Effective Sales Enablement, and the Modern AI Marketer.
Pam shared her insights on how to tighten up marketing and sales alignment based upon her years of experience on the marketing side of the house.
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Nick Saunders, who runs revenue enablement at Mimecast, shared his journey from sales to revenue enablement. In addition, he gave us a lot to consider he explored the following topics while chatting with The Collaborator.
1️⃣ The scalability of impact and reach by focusing on the managers.
2️⃣The importance of building change management into the entire process.
3️⃣How he has structured his global team, job titles, and approach to both tactical and strategic work.
and, as always, much more.
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Britta Lorenz is a Sales Department Manager and Customer Success Partner at PDAgroup.
The 3 keys for success in enablement, based upon our conversation with Britta:
1️⃣ Collaboration and communication across and throughout the business.
2️⃣ The importance of playing that key role of facilitator/organizer/orchestrator of change.
3️⃣ A comfort level with challenging ourselves and others to always get to the WHY of what we are doing. Activities (strategic and tactical), must tie to business goals and be measurable. Otherwise.... Why are you doing them?
A final thought from Britta, which she meant to add to our chat. To drive adoption in DACH we need "A mindset shift to go through an organizational culture and behavioural change...leave tradition behind".
Now, Britta is also running a survey on the current state of Sales Enablement, please give it a look and fill it in.
https://bit.ly/3082zGc
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Brian Denenberg is a Sales advisor, mentor and investor.
During this session, he set with The Collaborator to explore his insights and perspectives, based upon his work at Techstars and Agile Sales Method, on what sales teams need today to be successful at this early stage of growth.
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Yarun Nahar is the Head of Enablement & Learning Solutions at Facebook in the UK.
Yarun and The Collaborator will spent time discussing how to grow the next generation of Enablement execs. Yarun's background, across sales, marketing, product marketing, and now to Enablement have provided her visibility into the entire revenue engine and towards how we best enable our customer-facing teams.
Great insights and reminders include:
1️⃣ Enablement is one piece of the business, you must collaborate across all functions to both understand their needs, and help deliver value to all customer-facing roles.
2️⃣ The four pillars of Enablement that Yarun sees are Knowledge, Skills, Processes, and Tools/Content. Her fifth pillar, activating other teams (aka collaboration).
3️⃣ Enablement leaders must challenge assumptions, and educate, the business on what enablement is and how it can help the business.
and so much more.
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Louise McNeill is a Senior Revenue Enablement Manager at Flexera. In this conversation with The Collaborator, we explored her enablement journey, which started nearly 8 years ago when sales enablement was beginning at Flexera and has now taken her to the next logical step, Revenue Enablement.
We spent time digging into how the team is:
1️⃣ On-boarding multiple customer-facing roles.
2️⃣ On-boarding and training new enablement teammates.
3️⃣Measuring success at the activity level and at the business level.
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Mary Tafuri is the Chief Sales Enablement Officer and VP - IBM Cloud & Cognitive SW at IBM.
Mary gave us much to consider: Humble leadership, something to consider about the enablement career path, and a focus on creating truly transformative models leveraging a lot of design thinking principles.
A simply summary of the principles?
Create a collaborative working relationship both across the customer facing teams you support but also throughout, and even outside, of your business.
The rewards for the Enablement leader that follows this model?
1️⃣ Learning so as to provide the right value back to the teams you are supporting.
2️⃣ Support from those you are supporting in terms of buy-in, crowd-sourcing of content and education.
3️⃣ The opportunity to keep growing your career to higher levels of the organization.
Collaborators transform their businesses, the people they work with, and themselves. Be a Collaborator.
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Shannon Hempel, M.Ed. came out of school with a degree in Education and followed it up, a few years later, with a M.Ed in Educational/Instructional Media Design. During this conversation with The Collaborator, Shannon discusses how this background has shaped her approach to enablement and shares some great tips we can all learn from.
During this conversation, Shannon shared a number of great insights, but two that I want you to take away if no others:
1️⃣ Take a look at WiSE (Women in Sales Enablement). I previously had the Fantastic Four Founding Females of WiSE on the show. It's an amazing mission, find a way to support them.
2️⃣ Coaching must come from a place of empathy. Over the last few months, Shannon has spent a lot of time in coaching sessions working on the basics of moving deals forward while also seeking to better understand and support sellers as real human beings (not simply quota-carrying automatons). By building bridges, relationships, the power and value of the coaching have only increased.
Give a listen as Shannon shares a lot more value throughout.
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Srividhya V.S., Global Head - Sales Effectiveness & Enablement at Infosys, stopped in to share insights about enablement in India and share insights on programs like her Sales Leader Simulation and Development program.
In addition to the gamified sales leadership training program, which is leading to better trained leaders, Srividhya and The Collaborator discussed:
1️⃣ A cognitive search platform that they created to better surface the right information, at the right time, to their sellers
2️⃣ The role of relationship-based, and social, selling has on their business' ability to close large deals.
and so much more.
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Stacey Justice joined The Collaborator to share how her enablement team is remaining focused on business metrics to create a truly transformational enablement program.
During their session, Stacey shared information such as:
1️⃣ How projects and ad hoc requests are prioritized against business metrics to ensure they do the right work.
2️⃣ How she has structured her team of 8 enablement practitioners. Each practitioners is a lead to a specific sales team as well as has expertise, and shared responsibilities, in specific areas. For example, one is an onboarding expert, another has expertise in instructional design. These experts partner to get projects done across all teams.
And, then you'll have to give a listen to learn more.
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Susan Dumbauld is the Vice President of Partner Strategy at MX. Susan stopped in to share her insights on personal and team career development.
Among other tips, she discussed the use of a Talent Profile to capture team member’s strengths and opportunities. It was a simple two-page PPTX –
- First page was all about the individual – likes, family, friends, hobbies, passions, etc.
- Second page had five key areas – current responsibilities, 2-3 strengths and opportunities aligned to our company’s core values, career aspirations and development plan and next steps.
Sue used this with her teams in two ways – Because she had more exposure to initiatives across the organization, she was able to raise up a team member if they had a particular strength or passion to give them an opportunity to lead others and conversely, if it was a development opportunity that had been identified, she could pair them with someone else strong cross functionality as a way to learn.
Sue also mentioned a course called Career Power, here is the link.
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Spencer Wixom is the Senior Vice President of Marketing & Business Development at Challenger. He stops in to share his thoughts on the importance of methodologies and how you can drive adoption to drive results.
While Spencer and The Collaborator covered a great deal of ground, one area that stood out was the discussion around skills and competencies. Spencer noted that a year or so back he did research with a large data set of seller characteristics (as evaluated by their managers). The set was sufficiently large (26,000 data points) that we could get a good understanding how related these characteristics were to one another.
While he initially assumed that all of the 40+ characteristics could be classified as skills, or things sellers should do "well", he realized something as he dug into the data.
1️⃣ There is a set of things sellers should be expected to do consistently "well", these are skills. They are important to buyers and will differentiate you from others.
2️⃣There are also things you should expect all sellers to do naturally (like curiosity, or be motivated by incentives). It's hard to train people to do these things well.So you should hire for what I call "gifts".
3️⃣Also, how sellers behave in front of customers (being generous with their time, for example) is more a product of corporate culture than individual skill. We need to set up a culture that promotes social "graces".
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Victoria Sexton is the Manager of Global Sales Enablement at SAI Global and recently ran her first virtual sales kickoff. She stopped in to share her tips on how an enablement team of one can create a successful virtual SKO for a team of nearly 500.
A few tips:
- Keep it short and sweet
- Pre-record information when applicable
- Choose the right platform
- Invite EVERYONE!
- Be kind to yourself
- Don't go it alone.
Victoria also wrote a blog post to flesh out these tips a bit further, check it out here.
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Philip Aaronson and Gregory Moore stopped in to share their work on data-driven sales productivity at ServiceNow. Their work has been recognized by Brandon Hall where they won the Silver Medal in 2020 for Best Advance in Machine Learning and AI.
The good news is this work can be replicated, on a smaller scale, without investing thousand or millions in technology.
1️⃣ Begin by collecting the data you have on your sellers, the deals they are closing, etc...
2️⃣Analyze what the best sellers are doing. Understand what your most-likely to win deals have in common.
3️⃣Use the hypothesis to being to identify what your sellers should do for certain types of deals -- validate that your hypothesis still holds up, adjusting as necessary.
It is harder to do this type of analysis on a small budget but still doable. Start small, achieve a few wins, and keep going.
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Sara Dee has built enablement programs from scratch multiple times. In her visit with The Collaborator, she shared what's worked, lessons learned, and a five-step process she uses every time she is starting from scratch.
1️⃣Define a charter
2️⃣Understand the reps/managers world what does it look, feel and sound like
3️⃣Define the sales process and buyer journey
4️⃣Strategically align priorities
5️⃣Align resources - work smartly to scale
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Maggie was recently named one of the top women in Sales Enablement by Sales Hacker. She stopped in to chat with The Collaborator about what she's been up to at Convercent where she is running the Revenue Enablement function.
1️⃣She is focused on optimizing the methodologies and practices and empowering people to make the changes required to adopt and succeed with these practices and methodologies.
2️⃣She is part of a small team at the moment, with only her working in Enablement and supporting between 25-30 people across sales, customer success, and beyond.
3️⃣The majority of her time is spent on coaching individual contributors and leaders. However, the majority of the time is spent with the leaders, where you have the greatest ability to drive adoption and create true change for the business.
4️⃣Tips on analyzing closed deals to understand why some deals are won, and some are lost.
5️⃣Insights and recommendations for how to prioritize the work on the enablement team's plate.
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Tim Hughes is the CEO and Co-Founder of DLA Ignite as well as Executive Director of HighChloeCloud. In both cases, these businesses are focused on the social transformation taking place in the business world as a result of social media.
In this session, Tim shared:
1️⃣How to replace your recruiting spend with a smart use of social to find the right talent.
2️⃣How to differentiate yourself from the noise on social to truly stand out and find the right business opportunities.
3️⃣The important three areas you must focus on to succeed on social, especially on LinkedIn:
- Make your profile work for you. It's not a resume, it's a story that helps prospects find you and want to have a conversation.
- Build your network while remembering it's not about the number of followers, it's about the relationships you build with these followers.
- Create content, don't simply share what others are creating.
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Lauren Turow, Head of Growth at LatelyAI, joined The Collaborator again to provide updates on life inside of a fast growing startup. In this session, Lauren shares:
1️⃣ How LatelyAI has taken their churn rate from 3% to below 1% over the course of the last 3 months by focusing less on process optimization and more on the success of their customers.
2️⃣ That they are now crushing their sales numbers by getting smarter where they invest their sales cycles. A startup is often focused on winning everyone possible sales, even the wrong ones. Sellers generally do not have enough time to sell, most only have about 37% of their working hours to focus on selling activities. They need to focus on the right deals.
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Meghann Misiak, Associate Director of Go-To-Market Training at Moveable Ink, stops in to chat with The Collaborator about enablement's role in and around the discovery process.
Lots of insights from Meghann, including:
1️⃣The power of the MEDDIC sales checklist to help uncover the key pieces of information required to win deals.
2️⃣An approach she used when interviewing for the role at Moveable Ink (and it's one you should use if you are looking for a sales trainer job).
3️⃣The importance of building multiple champions in deals and how to approach it.
4️⃣Tips on helping your buyers better their own corporate goals so as to allow you to reach higher into the organization.
5️⃣A 4P Discovery Framework...
✅ Pain
✅ Personas
✅ Plan
✅ Process
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Christina Brady, President at Sales Assembly and Co Managing Director of VentureSCALE, will stop by to chat with The Collaborator about these ventures, the future state of sales, how enablement teams can better support and collaborate with sales, and so on.
A few takeaways:
1️⃣ Enablement should partner with ops to identify trends and areas of opportunity.
2️⃣ Customer-facing teams need to work on non-verbal skills
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Susan Savona, VP, Global Sales Enablement at Monster, will share her insight and experiences about building a global enablement program.
1️⃣ Her team of 4 support between 350 and 400 sellers globally. This is in line with the ratios we are seeing across this series of conversations. The enablement team is made up of people with strong product/program management skills who facilitate and drive enablement projects forward.
2️⃣ 80% of what the team creates is able to be used by the entire business and 20% of the output is for specific geos, verticals, or other segments.
3️⃣ Susan reminds us to focus on understanding the business impact. Always understand the why.
4️⃣ A sales content repository is critical. Sellers need one source of approved, branded, up to date content that is easy to find.
5️⃣ A global certification program on solutions being sold. Her team built this program to educate the sales team on four solutions and certify every person in the organization. At the end of it, the sales person would have to do a 30 minute role-play that demonstrates their knowledge on the solution. While it just rolled out, it's already getting positive feedback from the sales team with examples of major wins as a result of the knowledge learned as a result of the program.
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Jeff Bajorek and Todd Caponi stop in to chat with The Collaborator on when, and if, social selling is of value to businesses.
Note: We did have a couple of network issues at the beginning.
Give a listen as their points are spot on.
1️⃣ Selling hasn't changed dramatically over time. Yes, we have more channels, but that doesn't change the fact that the goal is still to help customers understand, and then overcome, their business problems using your solutions.
2️⃣ There are certainly people doing amazing on LinkedIn in terms of social selling. Their products are a good fit, their customers are there.
However, there are many more not using LinkedIn at all for selling who are still killing it. Make sure it fits your business needs and that your prospects are there.
3️⃣ All connections are NOT created equal. A connection that simply likes your posts is not as valuable, in a sales sense, as someone who would introduce you to a potential buyer. If you are looking to sell on this platform, you must understand how to tell the difference.
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What does it mean to be Rebound Ready?
Kristie Jones, Principal at the Sales Acceleration Group, will join The Collaborator to discuss what it takes to be Rebound Ready.
1️⃣ 65-70% of your clients are ready to give a reference but only 11% of sales reps ask for one. Get your reps to ask for that reference. Kristie shares tips on when to ask to maximize results.
2️⃣ The reasons why your sales ops team is more critical than ever right now.
3️⃣ The importance of regularly delivering value to keep deals moving.
4️⃣ How to uncover if you are hiring the right sellers for your business.
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Shamis Thomson, Global Manager of Sales Enablement at Hootsuite, shares his insights around mindset and intellectual curiousity.
In addition, conversations about:
1️⃣ Building alignment across the organization through collaboration.
2️⃣ Supporting social selling in a social selling company.
3️⃣ Using curiosity to support personalization the right way.
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Marie-Louise Dalsgaard, Head of Sales Enablement at Pleo, joined The Collaborator to discuss her on-boarding program as well as to share insights on the state of enablement in Denmark.
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Jen Jortner Cassidy is the Senior Customer Success Manager, LinkedIn Learning. Jen joined The Collaborator to discuss how customer success teams can thrive and explore how enablement teams can support these teams.
The following topics were discussed:
1️⃣ What does a customer success manager do?
2️⃣ How do you measure the success of customer success teams and individuals?
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Dr. Noad joined The Collaborator to share his insights, based upon years of experience and involvement on research, on sales leader development.
We covered a lot of ground, including areas such as:
1️⃣ New ideas coming out around sales research that you should consider, or at least be aware of.
2️⃣ How to make new sales mangers successful as they transition from individual contributor to manager.
3️⃣ A new book that's coming out next month. A college textbook, focused on 2nd year college/university students, helping prepare them for a professional life in sales.
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Ken Millard, former lead of Partner Enablement at Automation Anywhere joined The Collaborator to talk about the state of enablement in Germany, enablement metrics, partner enablement and more.
Specifically, they dove into:
1️⃣ The formality of selling in Germany.
2️⃣ Tips on how to improve partner enablement and the importance of streamlining the regular updates to the channel.
3️⃣ The importance of partnership between enablement and operations and thoughts on how to streamline the lives of sellers, giving their more time to sell.
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Carly Lehner is the Global Head of Sales Enablement at Axiom. She joined The Collaborator to discuss her work running a global enablement program, onboarding effectively in the age of covid, and some of the best metrics (and worse) to use for measuring her teams efforts.
1️⃣Carly has a team of two: Carly and Emma (a former BDR); supporting around 150 commercial teammates, about half of which are sellers who carry a quota.
2️⃣At Axiom, Enablement reports to Ops who then reports into the head of sales. One of the benefits of this relationship is that the team is extremely data-focused, an area where many enablement teams struggle.
3️⃣Sales leaders are a primary audience for their efforts; key for identifying the highest priority projects and driving adoption.
4️⃣Carly has a passion for creating amazing sales on-boarding programs. One of the best things she does is monthly check-ins with all sellers as they grow into the company, providing support and celebrating successes.
Best metric for success? Quota Consistency. How many months in a row are sellers achieving quota. Teams with longer sales cycles can modify this metric to better align with their business (e.g. x discovery calls a month), but a good idea to measure consistency of performance over time.
5️⃣Carly recommends call recordings as a great tool for training new hires. Helps new hires understand what good looks like and to map out their own approaches.
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Anna Rokina, Digital & Social Selling Enablement Sr. Manager JAPAC for Oracle, stopped by to share her insights on social selling, video for sales and how to inspire tech sales teams to transform.
Key points include:
1️⃣Anna has been in social media branding and sales since 2006. Corporate blogs were the big thing then. She has now been at Oracle for 3 years and supports social selling enablement in the JAPAC region.
2️⃣They support about 300 sellers across 5 regions across this region. Each region has very different needs, way to communicate and collaborate effectively. She has leads in each region that manages the regional challenges and each person with unique skills that the entire team can leverage (video creation, social listening, etc…). This team fluctuates in size between 5 and 7.
3️⃣The focus at Oracle is to not use the quick hacks that result in customers/prospects getting bombarded with outreach. Instead, they put a heavy focus on growing champions in the sales community. Champions + Success = Magic.
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A great conversation on ABM, Social Selling, and the roles of marketing, sales, and enablement in supporting better, more targeted and personalized, messaging.
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Sibusiso Msomi is the Managing Director at The Sales Enablement Company. In this session, Sibusiso and The Collaborator will explore Sales, Business, and Sales Enablement in South Africa.
1️⃣Sibusiso shares insights on the growth of business, and the opportunities available to business, in South Africa. Also, while there are 13 official languages in South Africa, english is the prominent language.
2️⃣What concerns do CEOs have in South Africa today? How can their businesses be more effective and get more from their existing teams.
3️⃣In South Africa, very few people understand what sales enablement even is (same as most of the world). So, instead of discussing sales enablement with businesses, they talk about their challenges, identifying gaps, and then they share enablement as a solution for many of the gaps identified.
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At the end of day one of the Stop the Sales Drop LinkedIn Training event, Spencer Wixom, Fred Diamond, Daryl Praill, and Josie Marshburn stop in to share a few of their thoughts, and tips on this important topic.
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What can #marketing or #PR do to better support teammates and clients in building a social selling and branding plan; then to execute upon it.
Pam Didner and Scott Baradell join Josie Marshburn and The Collaborator to share their episodes.
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Kayde Givens, Director of Sales Enablement at Chorus.ai, stops by to chat with The Collaborator about how she is using competencies in hiring, onboarding, and ongoing training.
While we spent a lot of time on exploring the use of competency models, we also discussed:
1️⃣Kayde did her master thesis on door-to-door selling; she has literally been focused on improving sales since college.
2️⃣When Kayde was at Carta, she was hired as the first Enablement person once they had 50 sellers already in place. In this role, she ran Revenue Enablement, supporting all customer-facing teammates from SDR through Customer Success.
3️⃣Within 18 months of her joining, Carta had nearly 200 reps across multiple business units. To deliver on the complexities of supporting multiple business units, she partnered closely with sales leadership (always a KEY to success).
Collaboration with sales leaders. Facilitating change across the business. Measuring results.
Sounds like Kayde fully understands how to create a scalable and effective enablement process.
Give a listen to better understand competency models and how they can improve your hiring and training efforts. Check out these resources to learn more.
✔️ Here is the Amazon book link: https://www.amazon.com/FYI-Improvement-Competencies-Development-Guide/dp/1933578904/ref=sr_1_2?crid=1BHVVE94OHMSB&dchild=1&keywords=fyi+for+your+improvement+7th+edition&qid=1597862225&s=books&sprefix=FYI+For+your+improvement+%2Cstripbooks%2C220&sr=1-2
✔️ Korn and Ferry also have a huge resource center all about competency development: https://www.kornferry.com/fyi-resources
✔️ I have a leadership one as well that we built but I left before we could implement it:
https://www.amazon.com/FYI-Improvement-Development-Leadership-Architect/dp/0965571203
Kayde also dropped three great tips for anyone starting a new enablement function, priceless and 100% right on. You'll have to give a listen to learn more. :-)
Also, we discussed yellow jackets which appear to be living in her house, a couple of must read books, and had a blast overall!
We rise up together!
-The Collaborator
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WiSE brings professional women with common interests together informally to achieve personal and professional growth in an environment that breeds support and trust.
The goal? Facilitate authentic connections while improving our sales enablement knowledge and skills.
The Collaborator was honored to sit down with the Founding Four, including:
- Shannon Hempel, M.Ed.
- Rana Salman, Ph.D.
- J. Leigh Koritke, MBA
- Kelley Galloway
Learn the story of their founding, their mission, and where the organization is headed.
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Aaron Evans, the Director Sales Enablement at GlobalData Plc, is supporting 400+ reps globally with a team of 2 enablement professionals.
In this chat, Aaron shared:
- How he is rolling out a new sales methodology.
- His experience delivering enablement in Australia, Canada, and the UK, as well as differences he has seen in his journey across geographies and cultures.
- How he is reaching scale with his efforts, building off of the sales methodology work.
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Jeff Davis joins The Collaborator to talk about how to create alignment between sales and marketing, insights from his book, and more.
Here is a link to the Audible version of the Create Togetherness book Jeff wrote:
bit.ly/createtogethernessaudio or CreateTogethernessBook.com
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Dave Nel, National Head of Sales Enablement at Investec, joins The Collaborator to explore Enablement in South Africa, his views on starting from scratch, and the importance of sales coaching.
One of the key messages that David has, based upon his work right now, was the importance of working with sales managers to amplify and scale his sales coaching efforts. Key tips included:
1️⃣Meet the leaders based upon where they are, what their needs are, and personalize how you work with them.
2️⃣Use metrics and feedback surveys to fully understand what their needs are and where they truly are.
3️⃣Get buy-in from the sales managers' leaders to support your efforts.
4️⃣Get feedback from the individual sellers. In David's case, the 400+ individual sellers articulated, via a survey, that they needed their leaders to be coaches.
As always, give a listen and remain curious.
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Kristina Jaramillo will be on to discuss the upcoming Stop the Sales drop summit as well as share some wisdom around the importance personal branding for sellers, the overall use of LinkedIn for selling, and a bit more.
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Whitney is the Senior Director of Enablement at Outreach. During this conversation she will share:
- How she prepared for the role.
- How Enablement is structured and works at Outreach.
- Advice for others on starting enablement in a team of one
And more.
Steve Hall, Master of selling to the C-suite, shares advice on:
- How to differentiate yourself when reaching out to the C-suite by truly understanding their needs
- How to identify the key projects the executive team is focused on today
- The role of enablement in supporting these efforts
and much more.
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Denis Champagne brings a very human-centric approach to prospecting, focused on finding the joy and value in prospecting as a means of improvement.
During this chat, Denis explored:
- How to find your why, your purpose, and through it the joy and passion required to be great at prospecting.
- The importance of prospecting across multiple channels
- The value of the words we use as we go through our individual sales journeys.
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The Collaborator had a great conversation with Yuri Dekiba, Sr. Director, Sales Operations & Planning at Akamai Technologies. In this conversation they explore the partnership between ops and enablement, how to build it, grow it, and keep it strong.
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Josie is the Founder and CEO at Sales Enablement Benchmark, a management consulting firm that helps leaders improve sales performance.
During this great conversation, Josie and The Collaborator discussed the view of revenue enablement and sales enablement from the c-suite, the criticality of using data to demonstrate the value of your enablement program, the importance of, and tips for, practitioner growth, and much more.
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Gayle Charach stopped by to chat with The Collaborator.
During this conversation she shared insights on how to build a sales advisory council, put together a metrics-driven business plan to see your enablement projects and demonstrate value, how to build program adoption, and so much more.
I have dubbed Gayle as The Inspirer. I need to go find the cape.
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Joseph Bazbaz sits with The Collaborator and explores:
- Sales Enablement strategies in financial services
- Lessons enablement teams can learn from applications like Gong.io and Bigtincan
- Reverse role-playing
- And other concepts teams should check out.
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Adriana Romero is the GTM Enablement Manager at Clearbanc.
We covered a lot of ground:
1️⃣When starting Enablement, learn about the sales process and the buyer journey so as to best understand where, and how, you can help the business, it's personnel, and it's customers.
2️⃣Her Enablement framework is a written document that covers all things Enablement at Clearbanc. It covers the employees journey from new hire through their lifetime at the business.
3️⃣The importance of peer learning to a sellers success.
4️⃣The importance of the partnership with sales leadership
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In this episode, Matt Shachter, Founder of StrategiCMO, shares his experiences getting members of the business to understand the value of sales enablement, as well as how to start slow and iterate, to improve overall business outcomes.
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The Collaborator set down with Katja Kapustina to discuss the human side of enablement as well as how Katja built an effective sales on-boarding program that cut ramp time by half, giving the business more time for revenue per sales person.
Katja calls herself a Sales Amplifier, amplifying the impact sales teams can have without her support. A much better name than Enablement!
Why do we struggle with onboarding?
1️⃣ Not every company has an Enablement or Training department responsible for sales.
2️⃣ Not every team takes the time to gather the feedback and improve the program.
What does good onboarding look like? Give a listen and also check out her Sales Onboarding Blueprint.
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Todd Caponi, well known and highly respected author of the Transparency Sale and a master of Sales Negotiation, took time out of his busy schedule to catch up with The Collaborator. During this session they explored:
- The history of sales
- Snake oil salespeople
- The importance of transparency in sales
- Phrenology
- Sales Enablement
- Negotiation Tips that can transform the way you sell.
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The Collaborator and Benny KP Tan spend time discussing sales enablement in Singapore, differences between sales coaching in the region versus in the US, and the role of sales enablement in supporting and growing both professional, and personal skills.
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The Collaborator sat down with David Brock to chat about how we create a more successful culture and winning environment for sellers, sales managers, and businesses, by focusing on enabling and supporting our sales managers.
How do we help sales managers be successful?
1️⃣Define what the job of a successful sales manager looks like. It's not necessarily your top seller.
2️⃣Identify and hire or promote the right people for these jobs.
3️⃣Help them understand their job: maximizing the performance of each seller on their teams. From there, what's expected and how to do it well.
4️⃣Train these managers with the skills they are expected to use. As an example, train them on how to effectively coach.
There is so much gold in here from a true expert; give a listen.
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In this follow-up session, Tiffani sits with The Collaborator as they explore the future of work, channel enablement, and the importance of employee and customer experience.
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Paul shares some amazing insights around the onboarding of sellers, sales managers, as well as on important areas of professional development for all enablement pros.
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Jack Martin, Enablement Specialist at Bigtincan, joins with The Collaborator to discuss the partnership with sales managers that goes into creating effective sales enablement, from hiring through pre-boarding, onboarding, and beyond.
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The Collaborator sat with Sean Gentry, who works as a Sales Manager at Outreach, to discuss what it's like partnering with enablement while working on a rocket ship business that has already leapt past the Unicorn status.
Sean shared his thoughts on:
1️⃣ How Outreach sales leadership partners with enablement to deliver better training, messaging, and so forth.
2️⃣ The reporting structure at Outreach has enablement reporting into RevOps. RevOps and Enablement collaborate with the sales leadership. Ops shares data and insights, leaders share observations, and this collaboration drives better messaging.
3️⃣ Sales leadership is heavily involved with vetting enablement and other hires.
4️⃣ Thoughts on what sales managers need from, and how they want to partner with, enablement teams.
Much, much, more.
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The Collaborator spends time with the LIQUIDSmarts team discussing this important topic.
Through this conversation they explore the role of enablement in
- Evaluating soft skills during the recruiting and hiring,
- Assessments like DISC
- Onboarding
- Ongoing training and how to ensure it is designed to be ready for virtual or in-person.
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Tim Riesterer, Chief Strategy Officer at Corporate Visions, joins The Collaborator to discuss the importance of renewal messaging that is separate and different from messaging used for customer acquisition.
Tim is a master at delivering customer conversations that win and leverages decision science-backed research to improve marketing and sales messaging.
Customer renewals have never been more critical than they are today. Stop in, give a listen, and collaborate with us as we discuss this critical topic.
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Jeff Bajorek is a sales improvement consultant, author, podcaster, and more. In this chat with The Collaborator, Jeff shares, among other things:
1️⃣Processes and tips to get to the root of your selling problems.
2️⃣Tips for first time sellers and new managers.
3️⃣Advice for enablement teams and anyone supporting customer-facing roles
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Roderick Jefferson is the Founder of Roderick Jeffersons and Associates, LLC, and a long time guide for those looking to achieve sales enablement success.
The Collaborator and Roderick spend time going through best practices, talking diversity, and look ahead to the future of sales enablement.
Here are some key lessons learned from Roderick during this conversation.
1️⃣Collaboration is the starting point for all things Enablement.
2️⃣Hope is not a strategy. Don't hope for the changes you desire, create a strategy and make it happen.
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John Moore, The Collaborator, sits down with Tiffani Bova, Chief Growth and Innovation Evangelist at Salesforce, to explore the reset of enablement that is now taking place as a result of the economic downturn spawned by the coronavirus.
During this conversation, Tiffani and The Collaborator discuss:
- Employee care and enablement
- Customer enablement and exploring the buyer journey
- Diversity
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The Collaborator set down with Lauren Turow, Head of Growth at Lately, to discuss their approach to customer success.
Unlike many businesses, Lately has very little automation, choosing instead to invest the resources into maintaining a high-touch, high-quality, customer experience at every touch point. Sounds a bit like revenue enablement, doesn't it?
Give a listen as Lauren shares some of their best practices while also sharing a passion for baking and tie-dye. It sounds like an odd combination, I know, but it really works.
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The Collaborator sits down with Cathy Rowell, SVP of Channel and Sales Enablement at Nectar, to discuss how her enablement team supports internal teams, the channel, and customers.
Joining the show today is Bill Kantor, advisor to many companies of various sizes, who brings some of his own questions for Cathy.
In this episode you will learn:
- How to structure your enablement team if in a business where most revenue is coming from channel partners.
- Key KPIs to consider.
- Other tips and recipes for success.
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Whether you are starting a new enablement function or running one that has been in place for some time, now is a great time to step back, review and update your strategy, and find ways to impact your business positively.
Imogen McCourt, Co-Founder & Chief Executive at AndGrow.io, has a lot of experience building enablement from the ground up. This experience has never been more critical.
In this session, The Collaborator sits with Imogen to explore her experiences building enablement teams from scratch and explore how those lessons learned can be applied now. Here are a few concepts to consider when building a new program:
1️⃣ Understand the pain points. Why did the business decide that investing in Enablement made sense now?
2️⃣ Who are the key stakeholders, who is funding the department, and how can you make them successful?
3️⃣Evangelize and educate the teams about Enablement and about where the Enablement journey is headed.
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The Collaborator set with Bob Britton, President and Founder at Sales Enablement Sherpas, LLC as well as the Director of Sales Enablement at Netsurion.
In this interview, Bob shares his thoughts on how enablement should be run, as well as lays out a four step process to agile and incremental enablement progress. What are these steps?
1️⃣Triage - What's going wrong in sales, what's missing? Sales Coaching? Training? Content?
2️⃣Diagnosis - Look at data and user feedback, baseline sellers, etc...
3️⃣Prescribe - What are the solutions to what has been identified? Priorities? How much will you fix?
4️⃣ Treat - Start executing against the prescribed and agreed upon plans.
If you are in sales enablement or revenue enablement, it's worth digesting those four steps and considering how to use those as a part of your own efforts.
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Join The Collaborator as he chats with Stephanie Middaugh, head of enablement at Divvy, as he explores some critical sales enablement best practices for small enablement teams.
Listen to Stephanie to learn how she manages to deliver great results as a team of one.
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In this episode, Kristen McCrae McMullan shares the model she is using today, within the business she works for, to not only be seen as strategic, but to deliver results that everyone from senior leadership on down can point to and count on from their Sales Enablement efforts.
Kristin walks The Collaborator through the five step data-driven enablement process, the steps include:
1️⃣ Observe - Quantify and uncover root cause.
2️⃣ Align - Share observations and create a game plan.
3️⃣ Develop - Get feedback, Ask for involvement, create RACI.
4️⃣ Execute - Leverage support and use tracking mechanisms
5️⃣ Quantify - Capture KPIs and Results and plan next steps.
Give a listen.
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Matt Scheitle, Sr. Revenue Enablement Specialist at Hudl, shared so many great tips and I highly recommend that, for anyone in enablement, you take a couple of minutes to give this a listen.
Highlights included:
1️⃣ A governance/prioritization model for ensuring they are working on the right things first. Leadership partners with enablement to analyze impact of request, urgency, and compare against other priorities to ensure they are focused on the right things.
2️⃣ An agile working model that helps everyone stay focused and ensures better vertical and horizontal alignment. Using a SCRUM-based approach to stay organized, highly collaborative, and transparent in where and what they focus upon.
3️⃣ A reminder that we all are learning everyday. Markets are changing, buyer behaviors are changing, our world is constantly turning. 🌍
Matt, a huge thank you to you, and the team at Hudl, for sharing your lessons with the community. Much continued success to all!
Together we rise.
-The Collaborator
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