Revenue Enablement Society - Stories From The Trenches

Jay Zandstra, Sales Enablement Mgr. at UpKeep joins Paul Butterfield, Instructure Revenue Enablement VP to discuss several topics many Sales Enablement teams face and how he and the team are solving for them.How to successfully request help from other departments that are also overstretchedThe biggest challenges of building a new sales playbook and first stepsReinforcing and developing sales team skills using the playbookDriving adoption of the playbook by sales teamsBio:Jay enjoys the challenge of diagnosing a problem and researching the best ways to solve it, His view of Sales Enablement is that “It's hard, it's challenging and it's incredibly rewarding when you see the light bulbs turn on with the sales teams, and see them succeed”.Away from work he spends his time doing home improvements and working on cars. He and his wife recently moved to southern California after living in Indiana for the past 5 years. UpKeep is a cloud-based CMMS (computerized maintenance management system) designed to be used on mobile devices, and suitable for a range of industries including manufacturing, construction, distribution, warehousing, utilities, hotels, restaurants, food processing, churches, and education.Please subscibe on Apple, Spotify or Google.

Gail Behun, Sr. Director, Sales Effectiveness, Enablement & Productivity at PandaDoc and Paul Butterfield, Instructure Revenue Enablement VP share a wide-ranging discussion about the challenges of tracking Sales Enablement success and her LinkedIn campaign to #ProveIt using metrics and goals to setup up sales reps for success. Join us to hear about Gail’s experiences in:Creating a culture where metrics and goals alignProviding ways for reps to achieve little wins as they ramp to big winsDetermining the metrics that will define success and backing them into a projectSuccessfully pivoting when you “don’t know what you don’t know”Executive Bio:Gail is experienced in leading global teams in increasing productivity, profitability and stakeholder value. She thrives on achieving results that seem beyond reach and excels at pioneering new enablement, learning, sales and operational initiatives within the SaaS space. As the new Senior Director of Sales Enablement at PandaDoc, Gail is focused on providing structure and cutting through the clutter for a company in rocket ship growth mode. In charge of onboarding and development for a global team of reps, her focus is to empower each rep to crush their quota and see a bright and long future within the team.Over 20,000 customers use PandaDoc’s all-in-one document automation software and workflow capabilities to provide customers with a more professional and engaging experience. PandaDoc helps simplify processes and increase efficiency across an entire organization and integrates with existing CRM, payment, and file storage apps into a unified workflow.Please subscibe on Apple, Spotify or Google.

Adriana Romero, Director Enablement Solutions for LevelJump.io joined Paul Butterfield, Instructure Revenue Enablement VP to talk about a topic that doesn’t get a lot of coverage. We spend a lot of time planning for new Sales hires but what about the critical onboarding and ramping phases for new Sales Enablement employees? Adriana shares her experiences and insights into:●      Managing your own ramping as the first Sales Enablement hire●      Setting the mission and boundaries for Sales Enablement while ramping●      What are the critical components of a successful ramping for Sales Enablement employees?●      Professional development for Sales Enablers and succession planningExecutive Bio:Adriana is a maven. She lives for connecting, helping and facilitating information. An Engineer turned Sales Pro turned Sales Coach, she spends her days figuring out how to better enable a sales team while building a business that helps immigrant women alongside her best friend. A mother of one girl and one furry boy, she loves being married to a sales star that loves planes and travel as much as she does.LevelJump is the Outcome-Based Enablement solution that proves revenue impact. Built 100% on Salesforce, LevelJump’s solution gives you the power to tie sales performance to your coaching, training, and go-to-market readiness programs.Please subscibe on Apple, Spotify or Google.

Lindsay Morga, Manager, Sales Enablement at Tanium joined Paul Butterfield, Instructure Revenue Enablement VP to talk about the tenets that she and the Tanium team used to create and lead 14 cohorts through remote onboarding and ramping this year. She addresses how they addressed the challenges of onboarding international teams and helped new employees feel a part of Tanium’s culture. ●      Communication creates connection●      Executive engagement and participation●      How to embed Culture for ramping employees●      Effective global onboardingLindsay Morga is a Sales Enablement Manager at Tanium. She brings her experiences in sales and solution-based pre-sales to continually evolve a world-class onboarding program for new go-to-market employees. Combining her passion for story-telling with the structure of her military and engineering background, she creates immersive sales coaching and training experiences. Please subscibe on Apple, Spotify or Google.

For this episode Paul Butterfield invited veteran sales pros Ryan Simpson, Tyler Smith and Taylor Baranowski to discuss their holiday “wish list” of what they hope Sales Enablement teams are thinking about for 2021. With over 30 years of collective experience in direct and channel sales they bring real world insights into:●      How sales enablement needs differ between direct and channel sales teams●      How should sales enablement think about sales leadership development●      Best practices and gaps they’ve seen in sales enablement programsRyan Simpson is currently the EVP of Sales for RedAway Medical Waste Disposal and is building the sales organization needed for a rapid growth strategy. Ryan has also led sales teams at Vonage, Stamps.com and Cbeyond. He earned his B.S. in Business from San Diego State University and is a U.S. Navy veteran. Tyler recently joined AppDynamics to lead their Mountain States enterprise sales team. Tyler previously worked with leading customer experience companies NICEinContact, RingCentral and TalkDesk. He received his MBA from Westminster College and when he’s not closing business, you’ll likely find him with his family on the soccer pitch or flying down a mountain.Taylor is a Regional Channel Manager with Dialpad, an industry leader in the UCaaS and CCaaS space. He’s built a successful career in the UCaaS/CCaaS sector with success in both channel and direct sales at Vonage and Broadvoice. Taylor is an avid hockey player – he played at the University of Arkansas and has been a volunteer Varsity/JV coach. Please subscibe on Apple, Spotify or Google.

Misha McPherson, Head of Global Revenue Enablement at Coursera joined Paul Butterfield, Instructure Revenue Enablement VP for a conversation about setting a Sales Enablement strategy and priorities whether an army of one in a startup/scaleup or leading a team that supports hundreds of sellers.  ●      How to create an effective strategy for scaling●      Setting up for success by gaining executive sponsorship●      Providing effective sales enablement to a global sales teamMisha McPherson is a 20+ year veteran in the world of tech and SaaS sales, with 13+ years spent in training and enablement. Her passion is in scaling sales organizations to create experiences that benefit the customer, company and the people who make up the revenue team. Misha is currently the global head of enablement for Coursera. Misha is also the developer and facilitator of the first sales enablement workshop for SaaS Sales Leadership. When not thinking about sales and sales enablement, Misha can be found on a trail, open water swimming, or with her mini zoo. Please subscibe on Apple, Spotify or Google.

Join Melissa Regan, Sr. Manager, Global Sales Enablement. & Onboarding at RingCentral and Paul Butterfield, Instructure VP of Revenue as they discuss how she is creating sticky onboarding and ongoing enablement that makes the sales grind easier and faster. She’ll share innovative ways she’s found to:●      Engage all the senses to create memorable learning experiences●      Create agile, role-based onboarding programs – even in the post CV19 world●      Integrate some very unusual props into her onboarding sessions RingCentral (RNG) is a global provider of cloud enterprise unified communications and collaboration solutions.Please subscibe on Apple, Spotify or Google.

Mark Fellowes, Head of Sales Operations at Scandit and Paul Butterfield, Instructure Revenue Enablement VP explore the unique roles Sales Enablement and Sales Operations play and how they can forge the strong partnership that is critical to a sales organization’s success. Mark will share his insights into: ●      Is Sales Enablement part of Sale Operations?●      What are the pillars for a successful relationship between the 2 groups?●      What are the differences between a sales process and a sales methodology?Scandit is the leading technology platform for mobile computer vision and augmented reality (AR) solutions for enterprises. Scandit software brings unrivaled scanning performance to any app on any camera-equipped smart device to read barcodes, recognize text and objects, and display real-time information as AR overlays.Please subscibe on Apple, Spotify or Google.

Cynthia Barnes, CEO of NAWSP and Paul Butterfield, Instructure Revenue Enablement VP talk about the ways men and women sell differently and how Sales Enablement teams can be more effective through incorporating those different approaches into their programs.●     How Sales Enablement can help nurture a culture of sales diversity●     Some of the key differences in how women and men approach selling●     Her biggest challenge with the work she is doing and how she’s overcoming itCynthia and NAWSP are on the front line of helping others to feel confident, empowered, and brave. Her insights and unique understanding of what it takes for women sales professionals to excel have made her a sought-after expert, having appeared in over 250 major media outlets around the nation – including appearances in the Wall Street Journal. Please subscibe on Apple, Spotify or Google.

Erica Newell, Sr. Strategic Customer Success Manager at Bridge and Paul Butterfield, Instructure Sales Enablement VP talk about an area of Sales Enablement that is often overlooked - Sales Enablement for Customer Success teams. The fact is many customer success organizations drive a significant amount of revenue but have different enablement expectations and needs. Erica shares insights into: How is Customer Success different from Sales? How are they similar?What questions to ask your CSM teams to better identify their needsSuggested areas of enablement to develop for CSMsErica and the Bridge Customer Success team support 700+ customers worldwide. Bridge is a fast growing employee development platform that combines learning management, performance management, career development, and engagement measurement into one unified experience. G2 recently named Bridge a Leader in the corporate LMS category. Please subscibe on Apple, Spotify or Google.