Revenue Enablement Society - Stories From The Trenches

On this episode my guest is Meagan Davis, the Director of Sales Enablement at Hunters. Please join us as she shares her experiences and perspectives on not just enablement for sales teams, but for also marketing, customer success, and sales engineering teams. She also introduces customer certification into the mix - a bridge that fosters empathy and shared experiences between the Go-to-Market teams, prospects and customers. Meagan underlines the significance of unearthing business outcomes, objectives, and the art of effectively passing sales notes to the customer success team. Meagan is a lifelong learner, a believer in the potential of PEOPLE, a marathoner – and a little known fact is that she was raised in Montana! She has hands-on experience: selling the business case for, building, leading, and optimizing Sales Enablement programs. She recently wrote and published, “How to Start a Sales Enablement Program,” a book for practitioners that codifies lessons learned through experience, and from the many exemplary leaders and mentors that she has had the privilege to work with.Please subscibe on Apple, Spotify or Google.

Navigating sales enablement can be a labyrinth, but not when you have a strategic vision and the right metrics to guide you.  In Episode 57 we dive into a discussion about what separates operational vs. strategic Enablement and how to develop a data driven strategy that has measurable impact. Learn how to:Differentiate between operational and strategic EnablementUse metrics to understand what can be measured, influenced and controlledAlign your tech stack to support data driven strategic EnablementUse language to change the perceptions of EnablementBegin the transition from operational to strategic EnablementKieran Smith manages EMEA and APAC GTM Enablement & Productivity for Staffbase. As a skilled Enablement leader with over a decade of experience in sales leadership his focus is on designing and implementing sales enablement programs that increase team productivity and revenue growth. Kieran has a proven track record in developing sales strategies that are aligned with business goals and revenue outcomes. He has developed expertise in sales leadership and coaching coupled with a deep understanding of sales operations, sales methodologies, and sales technology.Please subscibe on Apple, Spotify or Google.

Get ready to secure your seat at the table where business decisions are made as we unravel the important role of stakeholder management in sales enablement. We're joined by the always insightful Felix Kruger, a name synonymous with sales enablement, founder of FFWD, and the voice behind the popular podcast, State of Sales Enablement. We talked about:The importance of stakeholder management in EnablementEffective strategies for building strong relationships - even difficult onesHow to demonstrate value and impact to stakeholders to secure buy-in The importance of effective strategic communicationHow to avoid the most common pitfalls in stakeholder managementFelix has been a seller, sales enabler, and independent Sales Enablement consultant in organizations ranging from early-stage startups to billion-dollar enterprises.He is now the Chief Enablement Officer of consulting firm FFWD.Felix supports enablers around the world in adopting best practices with his podcast, The State of Sales Enablement, webinars, newsletters, and conference speaker assignments.Please subscibe on Apple, Spotify or Google.

Are you navigating the complex landscape of tech-driven sales enablement? Join me as I chat with Priya Sachdev, founder of Sprouting Shoots, who sheds light on this often overwhelming topic and how to avoid the pitfalls of "shiny object syndrome." Learn from Priya's expertise on striking the perfect balance between technology adoption and practical application, as well as understanding the driving force behind the advancements in sales management technology.  During our conversation Priya shared her insights on:Why Sellers often hate technologyWhy the return on time invested can be very lowOvercoming adoption challenges such as underutilization and churnWhy the concept of a "best system" is a mythUsing technology to reduce sales frictionPriya's “ikigai” (purpose) is elevating the strategic importance of sales. For almost 3 decades she has partnered with business leaders, executives, and entrepreneurs in the B2B space to drive effective sales strategy through customer engagement. She's worked with more than 250 midsize to large organizations, and managed teams from 5 to 1500.  Her key projects have been in the industrial, BFSI, tech services, SaaS, professional services, FMCG, automotive, healthcare, and medical equipment industries. Priya was listed as one of the “25 most influential women in India” by CEO Magazine in 2017 and “The 10 Successful Women to Watch For in 2018” by Insights Success. Please subscibe on Apple, Spotify or Google.

Phil Putnam, an executive operator and enablement leader, discusses the power of nurturing the whole person, motivation as the cornerstone of effective coaching, and the importance of equality in the workplace. Topics also include reevaluating work-life balance during COVID-19 and creating welcoming environments for working mothers.

Have you ever doubted your abilities and felt like a fraud, despite being very competent? Have you tried to help a friend dealing with feelings of inadequacy? If so you've likely experienced Imposter Syndrome which causes people to feel anxious and inadequate and affects their mental well-being. Learning to overcome it is a critical skill for sustained mental health.For this special Mental Health Month episode professional Imposter Syndrome Coach Alli Rizacos joins us to share insights into Imposter Syndrome and techniques that anyone can use to help conquer it. Listen in and learn about:👉 The root causes of Imposter Syndrome👉 Authenticity vs. Attachment👉 How to upgrade your personal "operating system"👉 Moving from self-criticism to building your inner leaderAlli had a 15 year career in sales at companies like Salesforce before leaving the corporate world in 2021 to start her own coaching business as an Imposter Syndrome Coach. She works with revenue leaders to overcome their imposter syndrome and upgrade their mental operating system so that their minds are working for them and not against them. Please subscibe on Apple, Spotify or Google.

How do you enable sales teams to turn average demos into compelling stories that capture their prospects' attention and keep them engaged?  Can demo effectiveness be measured? If so, how should Enablement teams track and improve their demo enablement? In this episode, Brian Geery shares his proven strategy and techniques for enabling sales pros to give demos that highlight solutions to prospects' business challenges and helps them create a vision for how to solve those challenges. Listen in to learn:7 steps to create a persuasive and compelling demoWhat KPIs to use to measure demo effectivenessHow to give your demo enablement  a makeoverDemo scripts - yes or no?Specific steps for getting startedBrian Geery is a Managing Partner at SalesNv and author of How to Demonstrate Software So People Buy It. His firm transforms software demos, so they win more deals. They give your demo a makeover. Sales leaders at high growth SaaS companies use Brian’s guidance to increase demo win rates, reduce new hire demo ramp time, and enable everyone to demonstrate like a top performer.Please subscibe on Apple, Spotify or Google.

True revenue enablement is a strategic approach that aligns sales, marketing, customer success, and product teams to improve customer experiences, drive revenue growth, and increase profitability. In this episode Matt Cohen, Sr. Sales Enablement Manager at Dotmatics and I discuss the foundational elements of creating strategic enablement that he's used successfully. Listen and catch valuable insights into:Determining  if an organization is ready for strategic EnablementDefining Enablement as a critical first stepSelecting a sales methodologyCreating Enablement aligned to your buyers' experienceMatt Cohen has been in go-to-market roles for the past 7 years since earning his MBA, building enablement for sales tech leaders like Seismic and Clari through hyper-growth. Throughout his career, he has leveraged his ability to strategically align resources in a way that fosters adaptability and scale. That passion for alignment is why his career is in Enablement, which he views to be the proactive identification of gaps in the buyer journey and shaping priorities to fill them through the optimization of people, process, and technology in service of revenue. Matt co-founded the San Diego Chapter of the Sales Enablement Society, served on the Board of the Boston Chapter and is currently working on starting a new chapter in Nashville. He regularly contributes thought leadership in the form of articles, podcasts, and webinars, and was recognized this year as a 2023 Enablement Leader Making It Happen by SalesHood.Please subscibe on Apple, Spotify or Google.

Terry Bird, VP of Enablement at Vonage, discusses the challenges faced by sales leaders in scaling sales organizations, the importance of sales enablement, and the findings of a Gartner analysis on top performing sales managers. They also talk about setting an example in leadership academy and integrating sales enablement with HR processes.

Revenue enablement teams aren't the same as HR - they don’t exist to deliver corporate and regulatory training. Revenue enablement teams exist solely to optimize the performance of all customer facing teams and have a positive impact on revenue.To fulfill that mission it's critical for revenue enablement teams to create and execute strategies and programs that correlate and align with the financial objectives of their executive team so in this episode Kunal Pandya and I discuss:Strategic vs. operational enablementThe impact of current economic conditions on enablement teamsMitigating the risk of being labeled a cost center3 key changes you can implement to become more strategicKunal Pandya has over 20 years experience, with various tech and high-growth SaaS companies such as SuccessFactors, SAP, Taulia, HighRadius and UserZoom, leading global revenue enablement teams. He is passionate about building and executing data-led enablement strategies to drive significant and transformative growth and impact.  He can be heard at various events, webinars and podcasts, highlighting the importance of strategic enablement functions in order to deliver revenue impact.Please subscibe on Apple, Spotify or Google.