The Workbounce Podcast: Recent Episodes
The Workbounce Podcast
Angela Ferrante, CEO of Laudable, talks to us about social proof—and how you can use it to build trust in B2B customer relationships.
Angela has extensive experience in B2B marketing—in a former life she was CMO at Sparkfund where she helped grow the company from zero to $50MM+ revenue. Now, she and the Laudable team help businesses around the world bring their customer stories to life.
In this episode we discuss:
- 🥊 The power of social proof (and how it made George Foreman hundreds of millions of dollars)
- 🎁 Why it’s so effective (and how it helps us buy everything from mascara to Mothers’ Day gifts)
- 🙋 And how you can create authentic and impactful messaging yourself (aka The TikTok Effect)
You can find links to all the resources we discuss on our website.
Key Takeaways:
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You have a unique birds-eye view of the organisation in Enablement; feed what you learn back to Sales Managers. This is a great way to build credibility and you’ll need their buy-in to get initiatives rolled out effectively.
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Enablement is everything from awareness through to training, not everything that reps need to be aware of needs to be delivered as a training session, it’s a spectrum.
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If you’ve got a good mechanism for capturing feedback from your team, you can anticipate and get ahead of problems as a company. Being able to adapt quickly is a real advantage when it comes to Enablement strategy.
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Nobody is a master of everything in Enablement. It’s about figuring out what personalities you have in the team - get the right people on the bus, then figure out how to best use them.
We hope you enjoy the conversation! If you’d like to talk about any of the topics raised, or find out more about what we’re building at Workbounce, we’d love to hear from you. team@workbounce.com
Key Takeaways:
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The most successful revenue leaders accept the reality that things are always changing, stay close to the customer and incorporate direct feedback into each strategic iteration.
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Companies that embrace bottom-up systems to capture lessons from the front-lines will make decisions that keep the customer front and centre.
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Understand the pain you are solving, and really take it to heart; it's of utmost importance. That pain is the north star, and the whole company should be built towards it.
We hope you enjoy the conversation! If you’d like to talk about any of the topics raised, or find out more about what we’re building at Workbounce, we’d love to hear from you. team@workbounce.com
Key Takeaways:
An enablement team has to take on a range of personas. Analogous to a circus troupe, this covers presenting, entertaining, balancing (between stakeholders), juggling (multiple initiatives), the list goes on…
The logistics of enablement is often overlooked, particularly when it comes to onboarding. Aligning team members to initiatives rather than functional groups can avoid burnout.
Parts of your enablement strategy can be at different stages of maturity, across tooling, onboarding and content. Different approaches and skills are required at different stages.
Not every piece of information needs to be delivered as a training session. Enablement are there to protect the time of customer-facing reps, which means filtering and condensing key messages.
We hope you enjoy the conversation. If you’d like to talk about any of the topics raised, or find out more about what we’re building at Workbounce, we’d love to hear from you. team@workbounce.com
Key Takeaways:
Provide a cohesive & co-ordinated experience for customer-facing reps
So that they can provide a cohesive and co-ordinated experience to the customer.
Leverage the knowledge that already exists in your team
Peer to peer training provides additional context and real-world application to standardised content, which helps new hires ramp faster.
Adapt your sales process to the buyer experience
Listen to the prospect and jump through their hoops, rather than making them jump through yours.
Everyone is vying for the attention of customer facing teams
Reps want a single point of entry to the content and information they need to do their jobs effectively.
We hope you enjoy the conversation. If you’d like to talk about any of the topics raised, or find out more about what we’re building at Workbounce, we’d love to hear from you. team@workbounce.com
Key Takeaways:
Make training bite-sized for self-paced consumption. A necessary shift to remote-first has highlighted the importance of adopting asynchronous ways of working, to support employees where periods of attention are no longer predictable.
Empathy is king for building resilient teams and better champions. The unexpected benefits of gaining a window into the life of your team and customers have been increased compassion, trust and rapport. These traits build stronger relationships with colleagues and customers.
In the age of the connected customer be genuine. Related to the above, the strongest competitive differentiator is being yourself.
The lines between pre and post-sale blurring. We need to drive a connected customer experience and build relationships that last beyond the point of sale.
We hope you enjoy the conversation. If you’d like to talk about any of the topics or find out more about what we’re building at Workbounce we’d love to hear from you.
team@workbounce.com