The State of Sales Enablement

Innovation, it's the stuff disruption is made of. That breakthrough moment of pure genius that magically solves your most nagging business problem. Our guest in this episode works for a global technology giant that has made innovation part of their DNA. Initially selling cheese slicers, this business would eventually enable the first moon landing and is today a key player in driving the AI revolution. In our catch-up, she has shared her insights on the role of innovation in business and sales enablement in particular. We're excited to share with you this conversation with IBM's Head of Sales Enablement & Skills Transformation, Georgia Watson!These are some of the questions/topics we're discussing:The role of innovation in today's business culture and how it relates to sales enablementHow sales organisations innovate in the way they respond to changing buyer behavioursHow organisations innovate and adapt to the requirements of modern adult learningHow individuals can drive innovationHere are some of the resources referenced in this episode.Connect with Georgia Watson online: https://www.linkedin.com/in/georgiawatson/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, Felix Krueger was invited to be part of a conversation between fellow sales enablement leaders worldwide on the Trust Enablement Podcast. The Global Sales Enablement Summit was led by Pooja Kumar (India and ASEAN) and joined by PDA Group's Britta Lorenz (DACH region), Investec's Dave Nel (Africa) and John Moore (USA) to talk about their perspectives on sales enablement in their respective regions. These are some of the questions/topics we're discussing:Emerging trends in sales enablementTech buyer trendsBuyer centricityMental health in enablementThe role of emerging technology in sales enablementHere are some of the resources referenced in this episode.Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learnJoin the Trust Enablement community: https://www.trustenablement.com/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/Claim 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

Best of 2021There are only few people who can claim that they've grown the revenue of an organisation from $24m to over $1b. Our guest in today's episode is one of them. He's a competitive wrestler but he doesn't need to use this skill to close deals because he has developed a sales method that is trusted by the biggest names in tech.How this method works? Let's find out! In this episode we catch up with Joe Morone who is the co-author of The Smart Sales Method for B2B Sales Teams and the co-founder of Worldleaders Inc.These are some of the questions we're discussing:What was roughly the revenue net level when you joined and what ended up being the revenue level of when you left the company CIBER?How did you go about scaling CIBER to such incredible heights?What's your general advice for salespeople to utilise content beyond that five by one that you just mentioned in engaging prospects throughout the sales cycle?How would you recommend sales reps use content if not in a face-to-face conversation? How was it used on social media? How was it used through email? What is your recommendation there?At the end of the day, you're selling sales training to your clients. How do you navigate that? ... Do you achieve that by speaking directly to the CEO and getting buy-in that way?What happened to the 50 slide deck that the average salesperson takes to do a big sales conversation?What's your advice for those people and for their roles and how they can make a greater impact when working with sales teams?Here are some of the resources referenced in this episode.Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learnConnect with Joe Morone online: https://www.linkedin.com/in/increasesales/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/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

BEST OF 2021In this episode, we catch up with Tamara Schenk. She is a globally acknowledged sales enablement leader, analyst, advisor, award-winning blogger, and keynote speaker. Her experience spans twenty-five years in corporate leadership and includes designing the global sales enablement initiative for T-Systems where she led the global enablement and transformation team.Prior to co-founding Bartlett Schenk & Co., Tamara was research director at CSO Insights. During this time, she led various global sales enablement studies and co-authored the book "Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force." Tamara also serves as a strategic advisor for Showpad.These are some of the questions we're discussing:From your experience, do a lot of teams that you work with have a good idea of their buyer journey or is it an aha moment that they really focused on?What role does content play in really positioning your sales team and being a strategic advisor to the buyers?Do you think sales enablement should be owned by a senior leader? Or is it something that can be derived from the bottom up?What's the maturity level of an organisation before it makes sense to introduce sales enablement as a strategic initiative or as a strategic function?What makes enablement so hard for those people that are in the thick of it managing that function? What are the challenges associated with that role? What is something to consider for people who are considering moving into sales enablement?What's your take on frameworks and what frameworks have you seen work and work not so well with an organisation?Which role does technology play in successful sales enablement initiatives?Here are some of the resources referenced in this episode.Tamara's book - Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force: https://www.amazon.com.au/Sales-Enablement-Framework-Empower-World-class/dp/1119440270/Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learnConnect with Tamara Schenk online: https://www.linkedin.com/in/tamaraschenk/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/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

BEST OF 2021Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.We catch up with Roderick Jefferson who is the vice president of Field Enablement at Netskope and author of the book Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence.These are some of the questions we're discussing:What has the evolution been so far and what is next for sales enablement? How do you scale the sales enablement function and the culture that comes with it?What are some of the things to look out for as a sales enablement leader during M&A?What are the things enterprise technology sales teams most often get wrong when it comes to communicating value/benefits to complex buying committees? What is the role of content in the enterprise technology sales process these days? What advice do you have for sales enablement professionals who want to become better at what they do? Here are some of the resources referenced in this episode.Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learnUdemy Course - Applying The Art and Science of Sales Enablement by Roderick Jefferson: https://www.udemy.com/course/applying-the-art-and-science-of-sales-enablement/Book - Sales Enablement 3.0 by Roderick Jefferson: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190911Connect with Roderick Jefferson online: https://www.linkedin.com/in/roderickjefferson/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/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

In this episode of Sales Enablement Live, we discuss some insights from the interview with Skip Miller, the latest vendor research, and 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 Krueger Marketing: https://www.kruegermarketing.com/learnConnect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/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

Our guest for this week's episode is a sales trainer behind some of the fastest-growing sales teams Silicon Valley has produced over the last 25 years. He is a best-selling author and his latest book Outbounding has taken the prospecting world by storm. In our conversation, he shares his secrets to effective C-suite engagement. I can't wait to share with you the insights of the President of M3 Learning, Skip Miller.These are some of the questions we're discussing:What are the trends in outbounding these days?What are the advantages of targeting senior executives compared to middle management?What sort of channels do you recommend for outbounding and reaching senior executives?If you get a senior executive on the phone, what is the starting point of that conversation?What differences have you noticed in the trends or nuances of communication companies have with senior executives in Australia compared to those in the United States?Have you noticed communication styles change over time with the emergence of digital channels?What are the most common mistakes sales teams make when attempting to engage the C-suite?How do you find the balance between formulating a sales process and still leaving enough space for reps not to act like robots?What are some of the things sales enablers can do to set their sales team up for success when engaging with the C-suite? Here are some of the resources referenced in this episode.Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learnConnect with Skip Miller online: https://www.linkedin.com/in/skip-miller-a7243/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/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

In this episode of Sales Enablement Live, we discuss some insights from the interview with Mike Kunkle, the latest vendor research, and 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.Mike Kunkle - The Building Blocks of Sales Enablement: https://www.amazon.com.au/Building-Blocks-Sales-Enablement/dp/1952157625Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learnConnect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/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

Our guest in this week's episode is a sales enablement pioneer. With over 30 years of experimenting with ways to increase sales effectiveness, he has paved the way for what is known as sales enablement today. He is extremely generous in the way he shares his knowledge which is reflected in his over 200,000 LinkedIn followers and his best-selling book, the Building Blocks of Sales Enablement. In this episode of The State of Sales Enablement, we speak to SPARXiQ's VP of Sales Effectiveness Services, Mike Kunkle. These are some of the questions we're discussing:What are the building blocks of sales enablement?For smaller businesses and sales leaders, which building block should they be focusing on? What is a good starting point?How can sales organisations stop reinventing the wheel with sales enablement? How can they cover more ground in their profession?For organisations that fail with sales enablement, what do they have in common? What do they do wrong?What are your thoughts on revenue enablement and the move of involving customer success in the enablement space?What is the future of sales enablement?Here are some of the resources referenced in this episode.Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learnConnect with Mike Kunkle online: https://www.linkedin.com/in/mikekunkle/Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/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

After a few weeks of deep-dive sessions, in this edition of Sales Enablement Live, we respond to your most pressing Sales Enablement questions. Some of the topics include: - Forward and backward motions of the flywheel- Setting up for success in sales enablement- Market trends and market dynamics 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 Krueger Marketing: https://www.kruegermarketing.com/learnConnect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/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