The State of Sales Enablement

In the latest episode of Sales Enablement Live, we discuss key insights from this week's interview with Enablix CEO, Gaurav Harode, on sales content, navigating remote meetings and layoffs, and other updates on The State of Sales Enablement. Here are some of the resources referenced in this episode.Webinar - Strategic Sales Enablement: https://www.linkedin.com/video/event/urn:li:ugcPost:6897760066473447424/analytics/Techcrunch article "Remote work and events startup twine acquires YC-backed Glimpse to launch on Zoom": https://techcrunch.com/2022/02/10/remote-work-and-events-startup-twine-acquires-yc-backed-glimpse-to-launch-on-zoom/The Sales Enablement Playbook by Cory Bray: https://www.amazon.com.au/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762Inc. article "When Remote Layoffs Are Inevitable, How to Cut Ties Gracefully": https://www.inc.com/rebecca-deczynski/remote-layoffs-how-to-terminate-employees-zoom.htmlSales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/Connect with Gaurav Harode online: https://www.linkedin.com/in/gharode/Where to find The State of Sales Enablement:Website - http://thestateofsalesenablement.com/LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Our guest in this week's episode is the founder and CEO of a seed-stage start-up in the sales tech space that truly punches above its weight. His no-nonsense approach and a deep niche specialisation have earned his sales content management platform a spot in a marketplace that features VC-funded juggernauts. In our conversation we shine a light on the role content plays in modern B2B sales, common misconceptions, and how to use content to lead sales conversations in the new hybrid world. Please welcome the Founder and CEO of Enablix, Gaurav Harode.These are some of the questions we're discussing:What is the problem that you and your company solve?Why does content matter these days in B2B sales? What is the significance and relevance?What are some of the myths you come across surrounding sales content?What dynamics do you observe stop organisations from succeeding in their internal setup with sales content?What resources can you recommend to whoever is keen to learn more about doing a better job in producing and managing sales content?Here are some of the resources referenced in this episode.Connect with Gaurav Harode online: https://www.linkedin.com/in/gharode/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learnClaim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcastWhere to find The State of Sales Enablement:Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

In the latest episode of Sales Enablement Live, we discuss key insights from this week's interview with Hubspot's APAC Sales Enablement leader, Isaac Carroll, about performance mindset in sales, upcoming LinkedIn changes, the role of sales in a digital world, why empathy will increase in value over time, and the latest updates from the world of Sales Enablement. Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).https://thestateofsalesenablement/Here are some of the resources referenced in this episode.Webinar - Strategic Sales Enablement: https://www.linkedin.com/video/event/urn:li:ugcPost:6897760066473447424/analytics/HBR article "Where do salespeople fit in the digital world?": https://hbr.org/2022/01/where-do-salespeople-fit-in-the-digital-worldLinkedIn SalesNavigator Update Announcement: https://www.searchenginejournal.com/linkedin-sales-navigator-update/437183/#closeLinkedIn Sales Solutions Event: https://www.linkedin.com/video/event/urn:li:ugcPost:6894302937007435776/The Feeling Economy: How Artificial Intelligence Is Creating the Era of Empathy (Roland T. Rust): https://www.amazon.com/Feeling-Economy-Artificial-Intelligence-Creating/dp/3030529762Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/Connect with Isaac Carroll online: https://www.linkedin.com/in/isaaccarroll/Where to find The State of Sales Enablement:Website - http://thestateofsalesenablement.com/LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Mindset. It's what separates underperformers from the elite in any field, no matter if it's academics, sports, or sales. That's why our guest in this week's episode has made mindset coaching the key focus of his enablement approach at one of the world's most recognised SaaS brands. In our conversation, he shares the relevance of the right mindset in sales, what sales can learn from other high-performance disciplines, and how to nurture mindset shifts. Please welcome Hubspot's regional enablement partner for Asia pacific, Isaac Carroll! These are some of the questions we're discussing:What is a performance mindset?How has the mindset required to achieve high performance in sales changed in the last few years? What hasn't changed?Is mindset something you can change? Or is it something you have to filter when hiring sales reps?If someone is ready to change his mindset, are there industries that sellers can look at as case studies?Creating a safe environment to failHow do you go about as a leader, nurturing a mindset within a team?Here are some of the resources referenced in this episode.Connect with Isaac Carroll online: https://www.linkedin.com/in/isaaccarroll/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learnClaim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcastWhere to find The State of Sales Enablement:Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

In the latest episode of Sales Enablement Live, we discuss key insights from this week's interview with social selling expert Anna Rokina, the ongoing SalesTech funding frenzy, Facebook's failure to sell their vision to investors, and consistency in virtual selling.Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).https://thestateofsalesenablement/Here are some of the resources referenced in this episode.Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/Connect with Anna Rokina online: https://www.linkedin.com/in/arokina/Where to find The State of Sales Enablement:Website - http://thestateofsalesenablement.com/LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

When it comes to social selling, self-proclaimed gurus are dime a dozen these days on LinkedIn. Our guest in this episode is different. She has truly walked the walk as a social media expert for brands like iSentia, Lenovo and Oracle. Now she runs her own social selling consultancy and is one of the most demanded experts in the APAC region. Please welcome the Founder of Smart Social, Anna Rokina!These are some of the questions we're discussing:Why should organisations consider social selling?How does social selling fit into the broader go-to-market strategy?How can businesses execute a social selling program?Are sales people involved in content creation? Should it be part of their skillset?What are some of the tactics that go beyond pitching behaviours and posting content?What are social networks that are used effectively? What are B2B brands that have used these networks effectively?How does a sales person move out of the friendzone with the buyer and engage them in a sales conversation?Here are some of the resources referenced in this episode.Connect with Anna Rokina online: https://www.linkedin.com/in/arokina/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learnClaim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcastWhere to find The State of Sales Enablement:Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

In the latest episode of Sales Enablement Live, we discuss key insights from or recent interviews with Rosi Young (Gartner) and Josh Fedie (SaleReach.io), a recent investment in AI sales tech, and the pros and cons of Just-in-Time Enablement. Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).https://thestateofsalesenablement/Here are some of the resources referenced in this episode.Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/Connect with Rosi Young online: https://www.linkedin.com/in/rosiyoung/Connect with Joshua Fedie online: https://www.linkedin.com/in/joshfedie/Second Nature investment: https://www.techrepublic.com/article/how-was-my-pitch-jenny-zooms-venture-fund-invests-in-conversational-ai-platform/Where to find The State of Sales Enablement:Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Sales enablement has evolved to be one of the fastest growing business trends globally. With this growth comes a growing number of new talent wanting to pursue the noble profession that is sales enablement.Our guest in this episode is part of the new generation of enablers and provides a unique side into her journey and her recommendations for seniour leaders on how to best nurture new sales enablement talent.Please welcome Gartner's Rosi Young!These are some of the questions we're discussing:Talk about the appeal of sales enablement when you decided to pursue it?What should people know about sales enablement as a profession?What do you do to continuously learn and develop in sales enablement?Have you ever dealt with imposter syndrome when dealing with more seniour peers in your business?What would the perfect mentorship program look like?What would be your advice to new people entering sales enablement?Here are some of the resources referenced in this episode.Connect with Rosi Young online: https://www.linkedin.com/in/rosiyoung/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learnClaim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcastWhere to find The State of Sales Enablement:Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

There is no doubt about it: Sales technology is experiencing astronomical growth right now with over 1,200 businesses pitching for the budgets of sales VPs around the world.Our guest in this episode is part of the sales tech revolution heading up a fast-growing start-up specialising content-driven buyer experiences.In our conversation, he shares his thoughts on the sales tech space and how to ensure buyers remain the focus when investing in technology.Please welcome the CEO of SalesReach, Joshua Fedie! These are some of the questions/topics we're discussing:Creating a replicable and scalable sales processChanges in buyer behaviour in recent yearsEngaging in a digital first environmentBuyer confusion and role of content in the buyer experienceHuman element in the sales processSales skillsets Here are some of the resources referenced in this episode.Connect with Joshua Fedie online: https://www.linkedin.com/in/joshfedie/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learnClaim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcastWhere to find The State of Sales Enablement:Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

In this episode of Sales Enablement Live, we discuss key insights from the Georgia Watson interview (Sales Enablement & Skills Transformation at IBM), what Sales and Sales Enablement can learn from the Theranos debacle, and we respond to your most pressing Sales Enablement questions. Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).https://thestateofsalesenablement/Here are some of the resources referenced in this episode.Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/Connect with Georgia Watson online: https://www.linkedin.com/in/georgiawatson/Where to find The State of Sales Enablement:Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g