The State of Sales Enablement

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.Colombia, Argentina, Venezuela, USA, Malaysia, Indonesia, China, Great Britain, France... This rather long list of countries is not the line-up of the Tokyo Olympics but a selection of countries our guest in today's episode has worked at. We'll discuss the lessons he has learned along the way and how he finds the balance between strategic focus and short term goals during the hyper-growth phase his business is currently experiencing. In this episode, we speak to JobAdder's Chief Revenue Officer, Michael Savanis.These are some of the questions we're discussing:What does JobAdder do? What's the kind of transition period you're going through at the moment?In which ways has the pandemic impacted your company? Were there any issues that you guys needed to deal with?Within your role, what are the sort of key challenges you face? What would any CRO face in a growth journey that is similar to what Joe Biden is going through right now?I can imagine you generate an immense amount of experience across the different markets, and as you grow, you will figure out things that work well which other markets might be benefiting from. So how do you facilitate that knowledge transfer?In terms of the way you build a culture, which is obviously also a big part of growth journey and making sure that the culture builds that is performance focused and reflects the values of the company. How do you go about doing that remotely?In terms of your team's responsibility, you obviously manage all customer facing teams within JobAdder and the amount of intelligence that you gather, it must be incredible, right? Like the market intelligence and the insights that you generate. How do you go about capturing that? And not only use it for the advantage of the teams that you manage, but also to socialise that across senior management to utilise that intelligence, that market intelligence to make strategic decisions for the company?In terms of the way you make strategic decisions, have you seen that there's a lot of nuance required between the different regions or is the use case quite similar and it's just all about benching the scale?And in terms of the balance between your short term goals and long-term strategic goals, how do you handle that? I can imagine in a CRO role, there's a lot of revenue pressure, you know, like at the end of the day, you need to bring in the money. But at the same time, you're trying to be strategic, build something long-term and build a solid base for the company to flourish on in the future. So how do you balance those two competing priorities?From a team management point of view, I guess that's easy to communicate, but from your senior management peers, like, how do you manage that? Has everybody bought in to that mentality early on? Or did you, did you have to do some convincing along the way?Marketing from my understanding doesn't sit in your remit. How do you approach that partnership with marketing?What role does technology play in the organisation? And what's kind of core to your tech stack from your point of view?Talk us through how you manage the communication across your teams.For those listeners who are in the senior sales roles and about to take the next step from, let's say, senior sales VP into a CRO role what is your advice to prepare them for that kind of role? What are the kinds of things that they need to establish for themselves to set themselves up for success?What would your advice be to really identify top talent for department heads if somebody is moving into a CRO role and is tasked to fill those roles?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 Michael Savanis online: https://www.linkedin.com/in/msavanis/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 Pooja Kumar who is the Director of Sales Enablement & Organisational Culture at Oracle.These are some of the questions we're discussing:How does the buying process in Southeast Asia compare to the rest of the world?How do you deal with differences in the SEA markets and how do you prepare your sales team for those differences?What sort of content does your sales team use and what do you see as being the most impactful content?What is your advice to sales leaders who want to be successful in the region?What are the knowledge levels in SEA and how much education work is required on your end?What makes a great sales coach?Are there specific frameworks that you advocate for in the business development space and if so, what makes them better than others?What were your main challenges in establishing sales enablement within the organisations that you've worked for? What would your advice be for people who are just starting out in that space and want to really make a difference for their companies?How do you leverage the infrastructure that you have at your fingertips to maximise the impact of your local sales enablement work?How has the collaboration in the coaching process been impacted by COVID?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 Pooja Kumar online: https://www.linkedin.com/in/poojakumaraustralia/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 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

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.We catch up with Emily Bendorf who is the sales enablement manager of the B2B sales organisation of Southwest Airlines.These are some of the questions we discuss in this episode: How does Southwest Airlines interpret sales enablement?What has been the impact of Covid-19 on Southwest?What were some of the growing pains Southwest Airlines had to deal with when transforming the organisation in recent years?How does the sales enablement team at Southwest interact with other departments?How has the Southwest sales enablement infrastructure changed over time?What is next for Southwest and the American airline industry now that the vaccine roll-out is in full swing?What is your advice to somebody starting out in 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/learnHerb Kelleher's Halloween outfits: https://www.youtube.com/watch?v=J81P7AyxC_EConnect with Emily Bendorf online: https://www.linkedin.com/in/elangille/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 Lindsay Baggett who is a B2B SaaS expert in field marketing and the marketing manager at revenue intelligence platform Gong.Questions we discuss:What is the difference between product marketing, sales enablement, and field marketing? How do you scale field marketing to support as many sales conversations as possible? How do you ensure alignment between the marketing team and sales? How do you navigate the engagement of non-technical prospects with a high-tech product? Advice for new field marketing managers 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 Lindsay Baggett online: https://www.linkedin.com/in/lhopkinsevents/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 James Fielding who is the head of sales enablement at Grant Thornton Australia.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 James Fielding online: https://www.linkedin.com/in/jamesfielding/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 Britta Lorenz who is the business consultant at PDAgroup, DACH chapter leader of WISE (Women In Sales Enablement) and creator of the C²LEA²R framework for leadership.Here are some of the resources referenced in this episode.Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learnPDA Group: https://www.pdagroup.net/de/C²LEA²R framework infographic: https://www.trustenablement.com/the-revenue-and-sales-enablement-glossary/c%C2%B2lea%C2%B2r-framework-for-leadership/Connect 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 The State of Sales Enablement.Our guest in this episode has been front and centre during Ad Tech and MarTechs biggest waves of the last decade. During that time he has helped tech businesses grow into new markets across Asia Pacific and Europe, often from a standing start and with minimal resources, an experience he describes as equally fascinating and painful. Our guest in today's episode is the commercial director of AI and Big Data technology platform Octopeek, Ian Curd.These are some of the questions we discuss in this episode:How did you leverage marketing support from overseas headquarters?How did you go about customising overseas sales collateral?What can the Australian tech sales community learn from European markets and vice versa?How do you manage the translation of highly technical concepts in your conversations to appeal to senior decision-makers who might not have an immediate appreciation? What is the best way for marketing teams to support this translation process?How easy or hard is it to sell across Europe as a tech sales leader compared to Australia? What are some of the market nuances you have to deal with?What should marketing teams who want to better support their sales team in B2B enterprise tech do?Here are some of the resources referenced in this episode.Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/contentConnect with Ian Curd online: https://www.linkedin.com/in/iancurd/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 Abby Sorensen who is the chief editor of content marketing resource centre Follow Your Buyer.Here are some of the resources referenced in this episode.Follow Your Buyer: https://www.followyourbuyer.com/Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learnConnect with Abby Sorensen online: https://www.linkedin.com/in/abbylsorensen/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 Pam Didner who is a B2B marketing consultant, podcaster, keynote speaker and author of 3 best-selling books. Some of the questions we discuss include: What are the key areas marketers should consider when introducing sales enablement in their organisation to make it a success?What are the most common pitfalls when sales and marketing are attempting to collaborate? How do you best tackle them? How can sales benefit from existing content marketing infrastructure within their organisation? Which trends can we expect to crystallise in the coming years?What is to be considered for somebody who starts out in a sales enablement role and for somebody who is managing sales enablement globally for the first time?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 Pam Didner online: https://www.linkedin.com/in/pamdidner/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