The State of Sales Enablement

Our guest in this week's episode has over 20 years of experience in marketing, business development and sales. When he doesn't run his B2B marketing agency servicing clients like Amazon, Seagate, Morgan Stanley or The Bill & Melinda Gates Foundation, he is a keynote speaker, award-winning blogger and best-selling author. In this episode, we catch up with the President and Founder of Heinz Marketing, Matt Heinz.These are some of the questions we're discussing:Marketing and sales still aren't aligned in many organisations. Why is that still happening?What do you think senior business leaders can do to stop this process, engage the marketing and sales leaders, and set the foundation for the culture? What do you need to do to make it happen?Do you see certain industries doing marketing better than others, or is that just depending on the individual organisation?Describe the full funnel framework in your content. What is it all about and how do you make it happen?How can sales contribute to the top of the funnel?What are some of the best practices you can recommend to marketing teams who want to better enable their sales teams?What are your thoughts on the "execution of a land and expand strategy"? What do you see going wrong? What could be done to make it more effectively?What are your predictions for the next few years? How will the buying process change in the technology space? How will the interaction between go-to-market teams and buyers change?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 Matt Heinz online: https://www.linkedin.com/in/mattheinz/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

Our guest in this episode has been called a “web marketing guru” by the New York Times. The Story of how he was able to save his swimming pool company from the economic crash of 2008 has been featured in multiple books, publications, and stories around the world and is the centrepiece of his best-selling book, They Ask You Answer. Today he is a highly sought after global speaker and consultant in the digital sales and marketing space, working with hundreds of brands. In this episode, we'll catch up with Marcus Sheridan.These are some of the questions we're discussing:How did you become the sales and marketing thought leader that you are today?Talk about how you prioritise common sense mindset in your practice.What do you tell cynics that say that the principles you teach won't work in the industry that they are in?Discuss the five fundamental subjects every buyer wants to research before they engage a companyWhat is the number one piece of content?How do you then basically build the bridge between sales and marketing and help sales proactively utilise that content during the sales process?All the principles that you talk about would be considered inbound to a certain degree. Do you think there's stil room for outbound and if so, like how, and in what context?How would you say video fits into that whole sales journey?For sales leaders who want to utilise content better in their sales process, how do you think they should approach that conversation with their marketing counterparts to actually make it happen?Have you witnessed organisations going through the change the sales process?What are some of the tips you can share around running an effective sales campaign?How do you utilise content that can potentially set you apart from your competition?What is the role that technology plays in gathering intelligence and distributing content? What's the tech stack that allows you to start out by collaborating and communicating internally beyond the intelligence that's contained within the organisation? How do you use technology to scale that beyond that?What would you say are the top three things you can recommend sales leaders implement to hit the ground running in 2022?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 Marcus Sheridanonline: https://www.linkedin.com/in/marcussheridan/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

Sales enablement is one of the fastest-growing business trends globally and our guest in today's episode is a household name in the African sales enablement community. He is an experienced sales leader and sales coach with over 18 years of experience in sales within the financial services industry.He is also a founding member of the Trust Enablement community and an International Coaching Federation certified coach.In this episode, we catch up with Investec Private Bank's Head of Sales Enablement, Dave Nel. These are some of the questions we're discussing:How do you approach sales enablement in the financial services space?What would be your tips for BFSI sales leaders considering introducing sales enablement into their organisations? How could they make that work successfully for that organisation?What are some of the ways sales enablement can contribute on a daily basis to the success of the sales team? How do you make it part of the way a team operates?What are other ways sales enablers can leverage sales managers to scale their efforts more and to incorporate into the day-to-day of the salespeople?How does the sales enablement space in Africa compare to the rest of the world? What's unique about the sales enablement space in Africa?Are there certain pockets within Africa where you see the sales enablement function being more common? Are there sales enablement focused specifically on regions within Africa?What sort of resources do you recommend sales leaders and professionals focus on and use to learn along their sales enablement 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 Dave Nel online: https://www.linkedin.com/in/davenel/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

Which company is going to be the next Amazon? No matter who it will be, chances are that the underlying marketplace technology will be provided by the fast-growing business our guest in today's episode represents. In our recent catch-up, we spoke about his sales leadership philosophy, how his sales team reaches decision-makers fast, and the most common mistakes sales tech companies make when pitching to him. In this episode, we catch up with the VP of sales at Marketplacer, Richard Hankin.These are some of the questions we're discussing:Was it strategic timing then moving back into e-commerce back during the lockdown and COVID starting?What does Marketplacer do and what sort of problem do you solve?What's your approach to sales leadership and leading the growth journey of Marketplacer?How do you go about collaborating effectively, especially during times of growth, with your presence in the United States and your sales team is being set up within Australia? How do you nurture the culture piece across the team in such a remote environment?How do you make sure that you maintain that sales effectiveness in delivering your consultative approach while scaling your team?How do you make sure that you speak to the decision-makers early in the conversation and show that understanding of their business?What sort of role does content play throughout your sales process and how do you use it effectively?What sort of tools would you consider being essential as part of your sales tech stack and what are the considerations for you when picking tools that add value?What are some of the common mistakes tech salespeople make when they pitch to you?What would be your advice to somebody who just starts out in a VP of Sales role? What are some of the things that people should look out for and really focus on?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 Richard Hankin online: https://www.linkedin.com/in/richard-hankin-ba9b2a57/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 The State of Sales Enablement.Our guest in this week's episode is Adriana Romero, the Director of Enablement Solutions at LevelJump.io. She is an engineer turned salesperson turned sales coach. When it comes to sales enablement effectiveness, she walks the walk because she works for a Canadian technology vendor that specialises in the measurement of sales enablement's revenue impact. When she's not designing highly effective sales enablement programs, she's teaming up with her best friend to build a business that helps Immigrant women. These are some of the questions we're discussing:What's the state of sales enablement in Canada? And how does it compare to the rest of the world?What are your tips to make sales enablement a high-impact initiative? How can senior leaders introduce sales enablement in the organisation and make it work?For small organisations that don't yet have the resources or senior executive buy-in, what are some quick wins that they can achieve in enabling their sales teams better?How would you recommend tackling a more coaching-focused approach when enabling your sales team?What are the success metrics in sales enablement that one should focus on? How can businesses and sales enablement leaders make sure that they create that impact on sales performance?How has sales enablement evolved over recent years? What are some of the things you see going wrong with sales enablement?As members of the sales enablement community, how do we make sure we do not sacrifice quality with the growth of sales enablement as a function?What resources would you recommend to newcomers in sales enablement or people wanting to add that to their skill set? 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 Adriana Romero online: https://www.linkedin.com/in/adrianaromero/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 The State of Sales Enablement.We catch up with Andrea Davey who is the CEO of Scout Talent Recruitment.These are some of the questions we're discussing:How has the pandemic impacted your ability to source high calibre sales talent?What are some of the strategies companies use to deal with this talent shortage?What is your advice for building a culture that is customer-centric and not just transactional in nature from a sales perspective? How do you achieve that in your business?How do you make it actionable for your sales force to live those values?How do you leverage market-facing teams to gain a better understanding of your customers and the market that you're dealing with? How do you make sure that there are no silos within your organisation and there's an exchange going on that benefits your customers?How do you strike a balance between short-term revenue goals and long-term strategic goals?What would be your advice for other CEOs who want to build better relationships with the commercial leadership team?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 Andrea Davey online: https://www.linkedin.com/in/andreadavey85/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 The State of Sales Enablement.There 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

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.Our guest in this episode is a senior executive at one of the leading sales enablement technology platforms. He owns the full customer journey at his organisation which is why he is constantly exposed to the latest sales enablement trends and challenges across industries, across the globe. In this episode, we'll speak to the Chief Operating Officer at Showpad, Hendrik Isebaert.These are some of the questions we're discussing:In 2021, what is the profile of a business that has the potential to benefit most from sales enablement?What is the highest growth rate in terms of headcount you've seen in sales teams? How do customer success and customer support fit into the context of sales enablement? How do the customer-facing teams fit into the context?If we think about a truly customer-focused organisation, do you think enablement also has the potential to play a role in other departments?What do you typically see being KPIs of sales enablement roles out in the market?What are typically the strategic considerations, on the C-suite level that makes a sales enablement a desirable capability to introduce?How does sales enablement fit into the whole digital transformation discussion?When it comes to sales enablement maturity, how do industries and regions compare and from your point of view, how does Australia compare to the rest of the world when it comes to sales enablement maturity?In terms of the European companies expanding into Australia, how would global business leverage sales enablement infrastructure to launch in a new market?What would your advice be to business leaders who really want to make sure that their business maximises the ROI of sales enablement tech? What are the crucial things they should consider?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 Hendrik Isebaert online: https://www.linkedin.com/in/hendrikisebaert/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 The State of Sales Enablement.Managing hypergrowth is a tough challenge as a sales leader. The same applies to the management of a global sales team. Our guest in this episode has done it all. Successfully. And we're lucky enough to be able to explore his approach in all detail. In this episode, we catch up with Shorthand's VP of Sales, Adrian Hill.These are some of the questions we cover:For those listeners who don't know GO1, what does GO1 do?During your stint at GO1, you were growing the sales team quite a bit. Where did you start out and where did you end up just to give the listeners a feel?How did you enable your sales team and make sure that you maintain quality within the team while scaling?Were there any metrics that you've used to measure success in growing that team and have those changed over time?How do you ensure that you guys communicate well enough to make this work? And what are the kind of the starting points for conversation between sales and marketing?Considering content is kind of part of your company DNA, how do you utilise content as part of the sales process and what sort of role do you think its plays for your team?If you identify excellence in a certain area, a salesperson does something really well or a certain region does something really well. How do you capture that to make the rest of the sales team benefit from that?In terms of the learnings that you capture from those successful deals, is there any way you capture those learnings and make them part of your onboarding program or of other training activity?Have you found that you've unearthed in those kinds of conversations inside sets that give you an idea that the market has shifted in a certain way the way people utilise the product or see the value in your product has changed over time?Do you see a big differences in the way sales need to be approached across regions and what sort of differences are there?How do you make sure that the communication remains effective and collaborative and your global sales team really feels like being part of the team from a cultural perspective?For anybody starting in a VP of sales role, what sort of advice would you give those people to hit the ground running and to be really successful in mentoring a larger sales team?What's the absolute core of your tech stack in the sales team?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 Adrian Hill online: https://www.linkedin.com/in/adrianryanhill/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 as we chat with Tamara Schenk, a global sales enablement leader. Topics include buyer journey awareness, the role of content in sales positioning, ownership of sales enablement, and when to introduce it as a strategic initiative. Dive into the challenges of managing the enablement function and the significance of aligning strategies with sales processes and buyer perspectives.