Scott Santucci

Scott Santucci, a key figure in the sales enablement space, shares insights from a recent council meeting of executives. They delve into the evolving role of sales enablement across various industries, highlighting unexpected similarities in B2B sales challenges between giants like Microsoft and Intercontinental Hotels. Santucci emphasizes the importance of a cohesive 'one company' value proposition and discusses innovative practices in sales strategies. Collaborative problem solving among members showcases how diverse experiences can lead to enhanced understanding and effective solutions.

Experienced Scott Santucci discusses the challenges of selling the sales enablement role internally, drawing parallels to Galileo. He shares his journey in creating a shared vision for the role, navigating obstacles and resistance. Topics include defining the role, gaining executive sponsorship, and personalizing the role for different stakeholders.