Find My Catalyst Podcast Enabling the Organization - 95
This week on the podcast we discuss sales enablement as a function and the different lenses that an organization may use to inform their approach. We also discuss the idea of organization enablement and wonder if this will be the next evolution within organizations.
Questions Asked- Has your attitude about Sales Enablement changed?
- How does Sales Enablement gain a better understanding of the functional areas of the organization?
- How do we make the transition from where we are today, to Organization Enablement?
- Start with considering the lens you are looking at enablement through
- Learning
- Operations
- Marketing
- Sales
- Operations
- Enablement Technologies we use at Catalyst Sale.
- HubSpot
- Pardot
- Funnelwise
- Slack
- When enabling sales, you should consider multiple functions within an organization. Identify how these teams interact and cross paths with your sales team.
- Sales enablement created to address a gap - we needed someone/something to bridge the gap between Product & Sales, and Product & Marketing.
- The enabling function inside an organization can help to create consistency in communication
- The enablement function should meet with customers - they can connect the dots between what the customer is saying and what product/sales/marketing sees.
- Organization Enablement as a function - maybe we should consider learning as an enabling role inside an organization.
- In order to perform at a high level, to be successful, I need everyone in the organization to perform well.
- Everybody sells, we are all part of the value chain
- Get others engaged - leverage the expertise of your team - They can ask great questions, many times with better context.
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Catalyst Sale
In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.