The State of Sales Enablement

Over the last 17 years, our guest has played a key role in enabling astronomical growth for his business across Australia, New Zealand, Singapore and India. In this episode, we catch up with Phil Cleary, Senior Director for Sales Enablement at one of the world's most iconic technology brands, Salesforce.These are some of the questions we're discussing:What are the key insights that came out from the Sales Enablement Society conference?Difference of high-performing organisations vs low-performing sales organisationsSales enablement evolving to revenue enablement and specialisation of the sales enablement roleCompetencies and common trends in sales enablementLocal appetite for virtual communities and eventsHow do you make sure that you stay strategically focused and shift the needle for Salesforce across all markets and product areas?Using the Customer 360 methodology in aligning to the customersWhat did you see happening during the pandemic that has affected the way your sales team works?How do business leaders ensure that they can successfully introduce a tech stack that supports a hybrid buyer journey?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 Phil Cleary online: https://www.linkedin.com/in/clearyphil/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 week's edition of Sales Enablement Live, we'll discuss Strategic Buyer Content Personalisation. Some of the topics we'll cover include: Why personalisation isn't optional anymoreApproaches to developing a personalisation strategyExecution and measurement of a buyer content strategy 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 is a household name in the APAC region. Over the last 20 years, he has led go-to-market teams of large technology brands such as Hewlett-Packard, Salesforce, SAP, Microsoft and Zendesk. In this episode, Rod Moynihan, Director and Head of Growth at BAC Partners, shares insights on what it takes to be strategic in scaling revenue.These are some of the questions we're discussing:What impact has COVID19 had on companies in Australia?How did you go about designing a sales process that is effective and continues to improve?As a sales leader, how can you make sure that the sales process improves over time?What are the key differences in the way US buyers interact with sales teams versus Australian buyers?What is your advice to leaders of sales organisations in building their tech stack? What are the considerations to make to ensure that the technology truly adds value to their sales process?When hiring salespeople, what are the traits that you are looking for? How do you approach coaching to make sure that salespeople continue to develop their skills during their tenure?What is the difference between salespeople relying on digital engagement vs. building a relationship with your buyer?What is your advice to the next generation of commercial leaders in the Australian markets working for American companies to interact with their head offices and leverage those resources overseas?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 Rod Moynihan online: https://www.linkedin.com/in/rodmoynihan/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

SalesTech is booming and it's hard for enablers to navigate the landscape in a strategic way. In this episode of Sales Enablement Live, we share an approach to strategic SalesTech sourcing that will change the way you think about technology buying.These are some of the topics we're discussing:Sales Technology Landscapes MarTech Growth & Astronomic GrowthTech Categories Buyers Are Investing InReason for Introducing Sales TechTech Sourcing StrategyBe part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT). https://www.kruegermarketing.com/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

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.Our guest in today's episode is a sales leader who has successfully tackled a monumental task: Establishing a new product category in the APAC region for a US tech company that has turned unicorn in 2021. In our conversation, he reveals how he went about it and how he has leveraged sales enablement along the way. Please welcome Impact.com's APAC Sales Director Peter Bray. These are some of the questions we're discussing:What is partner management and how did you go about creating this new category in the minds of your target market?Is the skillset required for a team to be successful different in the context of the consultative approach where you are having to understand and analyse where the client's at in order to make sense of the category that you're trying to establish?How is the culture piece critical in making fast growth work?How do you make sure that you leverage resources that you have available overseas for the local market? How do you make sure that the translation is adding value to your activity locally?How does your local team benefit in terms of the tech infrastructure from head office and all the systems that are put in place?Talk about the success factors of challenger brands out there eating the breakfast of big brands.What advice would you give companies based overseas wanting to enter the Australian market? What are the characteristics of the Australian market? What should these companies consider and what are mistakes to avoid?What are some tips to more effectively enable their sales team with, when one has little resources and little time on their hands?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 Peter Bray online: https://www.linkedin.com/in/peterbraylinkedin/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

Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.These are some of the topics we're discussing:Impact of Strategic Sales Enablement To The Bottom Line Sales Enablement Strategy And Approach Types Strategic Vs. Non-Strategic Approach Overcoming Barriers of Sales Enablers From Being StrategicInput That Sets Your Sales Strategy Apart Output That Makes a Difference Dedicated Resources for Sales EnablementBe part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT). https://zoom.us/meeting/register/tJIlde6vrDgrHNJG2TFb3V_mDtTDDMFemIU2 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

In this episode, Felix Krueger switched roles and was interviewed by PDA Group's Britta Lorenz on the Expert Talk Podcast to talk about the secrets of a powerful value message.These are some of the questions we're discussing:How do you define value messaging?What are value messaging do's and don'ts? How can marketing foster and support sales? What role does sales enablement play there to get the whole message across into a dialogue?How can enablement actually support to close that gap between one-to-many, to one-to-one, if you simplify it?What are the skills needed in order to develop a concise and powerful message?How do we practice the adoption of the theoretical value message? How do you reinforce the understanding of how to apply value messaging?What kind of role can AI play in terms of value messaging? When somebody is starting to create value messages, what would you say is the most important thing to look out for?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 Britta Lorenz online: https://www.linkedin.com/in/brittalorenz/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

Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.These are some of the topics we're discussing:Mapping The Buyer Journey Adding Value Beyond The Sales Meeting Consulting Is The New Selling Not All Coaching Programs Are Created Equally Sales Enablement As A Strategic Asset Sales Enablement Success TakeawaysBe part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT). https://zoom.us/webinar/register/6316354660825/WN_lvMX4ypPSZed3lPbtSObigHere 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

Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.These are some of the questions we're discussing:How does one source more budget for one's sales enablement team?How can sales enablement support the launch to new markets?How can one sales enablement be launched without dedicated resources? How does one build the tech stack beyond CRM?Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT). https://zoom.us/meeting/register/tJIlde6vrDgrHNJG2TFb3V_mDtTDDMFemIU2 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 in this week’s episode knows what it takes to set sales reps up for success. Her holistic approach to the development of high-impact Sales Enablement programs is informed by her breadth of experience in technology sales. She’s one of the most recognised sales enablers on LinkedIn and I’m excited to have her on the show today. Please welcome Cloud Academy’s Sales Enablement Manager, Crystal Nikosey.These are some of the questions we're discussing:How has sales enablement evolved from the early stages in your career to up until now?How do you establish a learning culture as a sales enablement leaderWhat did you learn from your current experience about learning culture in sales enablement?How can someone get the buy-in of sales managers and start utilising the sales managers to start coaching and reemphasising? What's your advice to get started on that front?How would you actually tie training and coaching to business outcomes or revenue? Through the data you gather how are you able to shorten the sales cycle because you've implemented sales enablement training?How can we contribute as a sales enablement community to create a more diverse tech world?What are your predictions in terms of the future of sales enablement? What are you going to see in the next few years of evolution 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 Crystal Nikosey online: https://www.linkedin.com/in/crystalnikosey/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