Revenue Enablement Society - Stories From The Trenches

Amanda Whiteside is a trailblazer for Enablement at Freshworks and has made significant strides in transforming the field while championing female empowerment.  She highlights the importance of building credibility for enablement to secure organizational support and stresses the need to align initiatives with business outcomes.  Amanda also recognizes the unique challenges of global enablement, emphasizing the importance of prioritization and tailoring content to different teams.  She believes leveraging technology and AI can significantly enhance the enablement process and underscores the critical role of collaboration between marketing and enablement.  For aspiring leaders, she advises focusing on understanding stakeholder pain points to drive success.With over 15 years of experience driving transformative initiatives for Fortune 100 companies, Amanda is currently the Global Vice President of Revenue Enablement at Freshworks, the leading provider of Cloud-based Customer Engagement software. In this role, she leads high-impact teams to create customer-centric solutions that deliver measurable growth.Be sure to subscribe and follow the Revenue Enablement Society on LinkedIn for exciting announcements about what's next for the podcast!Please subscibe on Apple, Spotify or Google.

Juliana Stancampiano, CEO of Oxygen, discusses the evolution of sales enablement to a more holistic approach, emphasizing organized processes and continuous learning. They explore educating executives on effective enablement and the impact of new technology. Reflecting on the past and future of sales enablement, they highlight the importance of building trust in sales conversations and adapting to technological advancements.

Keenan, CEO of A Sales Growth Company and author of 'Gap Selling', shares the S.P.E.E.D. Revenue Enablement Model. Topics include aligning strategies with business metrics, integrating training layers, and transitioning to results-driven enablement. Keenan explains the model's details, the three layers of S.P.E.E.D., critical sales metrics, assessing gaps, and making improvements.

None of us is as smart as all of us. Engaging with peer groups and industry networks can accelerate your career, enhance your skills, and provide invaluable professional development.In this episode, we explore the transformative  power of communities and personal networks with Stephanie White, Sr. Director of Revenue Enablement at Medallia. Stephanie highlights the tangible benefits she's gained from participating in various revenue enablement communities, fostering a sense of belonging and camraderie. Whether you're looking to tackle complex challenges, stay ahead of industry trends, or simply connect with like minded professionals this episode is your roadmap to leveraging and growing your professional network.Join us and hear how to unlock the potential of community-driven growth in your career!Stephanie White is the Sr. Director, Revenue Enablement at Medallia. For Stephanie, Revenue Enablement is People Enablement, driving revenue and impact strategically to scale.  With 20 years of experience in Sales, Marketing, Enablement, Operations building and scaling teams of passionate people to drive revenue is at the core of her approach.A people focused enabler by nature, Stephanie thrives on engaging, connecting and learning with others. Please subscibe on Apple, Spotify or Google.

This episode features Tim Riesterer, Emblaze's Chief Research Officer, and Chris Kingman of the RES board, sharing their observations from the Emblaze conference earlier this month.Tim and Chris delve into details about insights and practical strategies shared by speakers and panels on integrating enablement . They also discuss the undeniable impact of strategic enablement, when it aligns perfectly with company revenue objectives. You'll hear their insights on:The digital transformation in SalesEnablement driven by intiativeThe role of AI in sales coachingThe critical role of customer feedbackThe evolution of sales discoveryPlease subscibe on Apple, Spotify or Google.

My guest  Sibusiso Msomi is a sales enablement pioneer in South Africa and in this episode we explore his career evolution and what he learned when making the strategic shift sales training to sales enablement:How shifting from sales training to sales enablement to provide more comprehensive solutions that integrate training, tools, and processes, enhancing overall sales effectiveness and what that looks like.How engagement with clients has evolved from focusing solely on skills to aligning sales strategies with broader business outcomes.Results,  positive outcomes and improved sales metrics since moving into sales enablement.The introduction, reception and evolution of sales enablement in Africa.This episode provides valuable insights into the strategic implementation of sales enablement and its growing impact on global and African markets.Sibusiso Msomi is a dynamic and visionary entrepreneur deeply entrenched in the field of sales and business development, recognized particularly for his contributions to the sales enablement sector. As the founder of the Sales Enablement Company, he has markedly contributed to theenhancement of sales practices in numerous organizations, ranging from fledgling startups to established, publicly-traded companies.  Sibusiso’s approach  involves a holistic review of the client's sales processes, including training methodologies, content management, and technology adoption in order to tailor a comprehensive sales enablement strategy.Sibusiso is also the chapter leader of the Revenue Enablement Society in Africa. Please subscibe on Apple, Spotify or Google.

In this episode, Alex Berry, co-founder of 42AI an AI-powered company that revolutionizes customer insight discovery, joins me in discussing the transformation of go-to-market strategies. We discuss why Sales Development Reps (SDRs) must break out from the current hyper-specialization to succeed in the competitive sales environment.Alex shares his insights on how diverse backgrounds can help SDRs connect with customers on a personal level. He maps out a path to gaining a wider business acumen lens, which is critical to sales success. This episode provides ideas  for enabling and developing the essential traits that can set SDRs apart from the rest.Alexander Berry is the cofounder & COO of 42ai, the AI Analyst for Revenue Operations and the teams they serve. Alex founded 42ai last year with Hugh Hopkins, with the aim of reducing the significant burden on teams like Revenue Operations by using AI to perform a growing number of analytical tasks on their behalf. He has worked in Saas & Paas businesses for more than a decade, running sales, partnerships, enablement and operations teams in EMEA and the Americas.Please subscibe on Apple, Spotify or Google.

How do you balance the potential of AI to impact revenue generation, sort through the hype and be strategic in your deployment of AI? Join me as I sit down with Dayna Williams, and we peel back the layers of AI's role in the future of sales and delve into the intricate dance between leveraging cutting-edge tools and staying true to the timeless principles of sound business practices. We tackle the challenges faced by sales teams and explore how they can navigate the pressures of consistent performance while adopting a disciplined approach to innovation. Dayna shares her seasoned perspective on avoiding the pitfalls of jumping onto the latest tech trends without a game plan.Some of the actionable insights she shares in this episode:What's missing from the hype and the headlines?Elements of a readiness plan or blueprintWhere and how to beginDayna Williams is the author of "The Diligence Fix" which explores what happens when we strive for revenue growth. Her ideas come from advising sales leaders in the areas of internal communication, integrated training, change methodology and making customer feedback actionable. Dayna is also an experienced content and conference producer who lives in the Philadelphia area with her husband and five rescue dogs.Please subscibe on Apple, Spotify or Google.

Get ready to accelerate your revenue enablement success with insights from Forrester VP and Principal Analyst, Peter Ostrow. Recently Peter joined me to unpack the potential of AI to transform Revenue Enablement efficiencies and results. If your Sales Enablement budget is like most the team is understaffed and underfunded while juggling competing priorities.Listen now to hear how you can use AI tools you already own to maximize their impact on every facet of your enablement programs, from RFP analysis to tailoring pitch-perfect emails.Peter Ostrow is currently VP, Principal Analyst at Forrester B2B Sales. Peter capitalizes on 20+ years of revenue growth leadership in sales enablement, sales talent management, and operational expertise. Prior to joining SiriusDecisions and Forrester, Peter was a VP/Research Group Director for the Aberdeen Group, where he founded and was Principal Analyst for the Sales Effectiveness Practice, as well as overseeing research in marketing, customer success, field service and human capital management disciplines.  Prior to his analyst work, he was a long-time B2B sales rep, manager, and enabler.Since 2020, Peter has served on the board of directors of the Sales Enablement Society, the largest and only nonprofit organization dedicated to the sales enablement profession.Please subscibe on Apple, Spotify or Google.

In this episode with I discuss the critical partnership between Rev Ops and Rev Enablement with Sandy Robinson,  SVP of Revenue Operations and Enablement at Patra Corporation. Sandy shares her experiences and ways to unlock  the synergies between these two teams regardless of where they report. Some of the topics we covered:How Rev Ops and Enablement ideally partnerSuccessful change managementSystems selection and deploymentMetrics and reportingSandy brings over 20 years of experience in sales, leadership, training, enablement, and revenue operations to the industry. She has a proven track record of driving revenue growth and optimizing operations through data-driven insights and innovative solutions. She has led sales teams to exceed targets, developed go-to-market strategies, and implemented scalable processes to drive growth. Sandy's mission is to enable teams through intense focus on the complete customer buying journey related to systems, tools, training, and processes. Sandy enjoys mentoring younger women, helping them to navigate their careers, and setting an example for other women in her field.Please subscibe on Apple, Spotify or Google.