Reveal: The Revenue AI Podcast by Gong
Don’t be a Yes Person—Ask “why” to qualify leads
Feb 19, 2024
Devon McDermott, an expert in enablement leadership, shares her insights on enhancing team performance. She emphasizes the importance of asking 'why' to qualify leads effectively, moving beyond traditional sales enablement to a broader revenue enablement approach. Devon discusses building strong relationships with experienced sales reps to ensure a consistent customer journey. By fostering collaboration and clear communication in cross-functional teams, she advocates for a strategy that prioritizes humility and curiosity for success.
39:39
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Quick takeaways
- Asking 'Why?' promotes deeper understanding within teams, allowing enablement leaders to create tailored solutions that meet business needs.
- The shift from sales enablement to revenue enablement emphasizes collaboration across customer-facing roles for a consistent and improved customer journey.
Deep dives
The Value of Inquiry in Enablement
Thoughtful inquiry is essential in enablement, as asking questions like 'Why?' can foster deeper understanding and alignment within teams. This approach resembles a salesperson's discovery process, emphasizing the need to uncover the root of challenges before rushing to implement changes. By prioritizing inquiry over haste, enablement leaders can ensure they address the actual needs of the business and create tailored solutions. This practice encourages a culture of learning and collaboration, which is critical for driving impact and results.
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