The State of Sales Enablement

In this episode of the State of Sales Enablement, Jonathan Kvarfordt, aka Coach K, sits down with Cory Bray, a prominent voice in the sales enablement space and co-founder of CoachCRM. Corey shares his candid thoughts on the current state of enablement, discussing its challenges, inefficiencies, and the need for a more streamlined approach. With years of experience in sales and enablement, Corey offers a refreshingly direct perspective on what works and what doesn’t in the industry.Here are some of the questions Corey and Jonathan attempted to tackle:What is Corey’s background, and how has his experience shaped his approach to sales enablement?What is the current state of sales enablement, and why does Cory believe it has become bloated?Why does Cory challenge the idea of sales enablement being a true "community" and what are the implications of this view?How does Cory differentiate between building and operating enablement functions, and why does he see this distinction as crucial?What is Cory’s approach to solving enablement problems quickly and effectively?How does Cory view the role of sales experience in leading an enablement function, and why does he believe it’s critical?What should enablement professionals focus on to prove the value of their work within an organisation?Tune in to hear Corey’s unfiltered opinions on the enablement landscape and his practical advice on making enablement more effective and results-driven.Connect with Coach K: https://www.linkedin.com/in/jmkmba/Connect with Cory Bray: https://www.linkedin.com/in/buy-triangleselling/The Sales Enablement Playbook: https://www.amazon.com/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762The Sales Management Podcast: https://podcasts.apple.com/us/podcast/sales-management-podcast/id1631765942

In this episode of the State of Sales Enablement, Coach K sits down with Christina Brady, CEO of Luster.ai, to explore the intersection of AI and sales enablement. Christina brings her extensive experience in sales leadership and enablement to the conversation, offering insights into the evolving role of AI in enhancing sales performance and training.Here are some of the questions Coach K and Christina attempted to tackle:How can AI be effectively integrated into sales enablement without overwhelming sales teams with too many tools?What strategies can be used to ensure that AI tools support, rather than replace, essential human elements in enablement?How can enablement professionals maintain control over the tech their teams use in the face of rapidly evolving AI tools?What does "perfect practice" look like in sales enablement, and how can AI facilitate it?Tune in to hear Christina's insights on leveraging AI to enhance sales enablement and her vision for the future of learning and development in the workplace.Connect with Coach K: https://www.linkedin.com/in/jmkmba/Connect with Christina: https://www.linkedin.com/in/christinapbrady/

In this episode of Troubleshooting Enablement, Devon McDermott, aka EnableNerd, sits down with Eric Mingorance, Senior Director of Sales and Field Enablement at Zixi. Eric shares his vast experience, from working in media and tech to leading enablement teams in various capacities. They dive into the challenges of being a "Team of One" in enablement, offering practical strategies for managing workload, creating scalable programs, and maintaining effectiveness despite limited resources.Here are some of the questions Eric and Devon attempted to tackle:What has Eric's enablement journey looked like, and how has his diverse background shaped his approach?How can a one-person enablement team balance onboarding new hires and providing ongoing support to experienced reps?What strategies can be used to create scalable, customised enablement programs with limited resources?How can enablement professionals set boundaries and manage expectations with leadership regarding what can realistically be achieved by a small team?What role does an enablement charter play in setting the stage for success, and how can it be effectively used?How can enablement leaders leverage cross-functional collaboration and peer learning to scale their efforts and improve team performance?Tune in to hear Eric's insights on navigating the enablement landscape as a solo practitioner and how to drive meaningful impact within your organisation.Connect with Eric Mingorance: https://www.linkedin.com/in/emingoConnect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/

In this episode of the State of Sales Enablement podcast, Dannii Mathers sits down with Celine Gray, a seasoned sales enablement leader with over 25 years of experience. Currently serving as a sales enablement leader at Personio, Celine has also been recognized as one of the top leaders to watch and has delivered impactful keynotes at the Sales Enablement Collective.During their conversation, Dannii and Celine dive deep into several key topics:What are the critical gaps in how sales enablement is approached in organizations today?Who holds the responsibility for ensuring that sales leaders are properly equipped to coach and guide their teams?How can sales enablement professionals encourage sales leaders to be more actively involved in the enablement process?What are the most effective ways to measure the impact of leadership enablement?Why is it crucial to establish a strong alignment between leadership enablement and overall sales performance?Connect with Celine Grey: https://www.linkedin.com/in/celinegreypelissier/Connect with Dannii Mathers: https://www.linkedin.com/in/dannii-mathers/Mentioned in this episode:The Building Blocks of Sales Enablement Learning ExperienceThe Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

In this episode, Coach K interviews one of his favorite voices in the enablement community, Senait Isaac, who shares her extensive experience from customer success to tools enablement at PagerDuty. Senait delves into her strategies for effectively utilizing tools such as LinkedIn Sales Navigator and Gong to make sales teams more efficient and successful. They also discuss the challenges in defining the role of enablement in organizations and how leaders can better support and coach their teams. Connect with Senait: https://www.linkedin.com/in/senaitisaac/Connect with Coach K: https://www.linkedin.com/in/jmkmba/Mentioned in this episode:The Building Blocks of Sales Enablement Learning ExperienceThe Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

What do CROs expect from enablement? Well, what better way to find out than to ask one?! In this episode of the State of Sales Enablement podcast, Coach K speaks to Kevin "KD" Dorsey, a Demandbase top 25 sales leader and one of Salesforce's top 16 sales influencers to follow. KD has built teams from 0-$100M several times and insists that enablement reports to him at every organisation he works for.Here are some of the questions this episode tackles: Why is there a disconnect in the industry about the role and responsibilities of sales enablement?How can sales enablement teams influence metrics they do not have full control over?What is the role of sales leaders in defining and guiding sales enablement activities?What is the importance of top performer analysis in sales enablement?What methodologies and frameworks can be used to improve sales manager performance?Connect with Kevin "KD" Dorsey: https://www.linkedin.com/in/kddorsey3/Explore KDs Sales Leadership Accelerator: https://www.salesleadershipaccelerator.com/slamembershipoverviewExplore KDs community: https://www.patreon.com/insidesalesexcellenceConnect with Coach K: https://www.linkedin.com/in/jmkmba/Mentioned in this episode:The Building Blocks of Sales Enablement Learning ExperienceThe Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

In this episode of Troubleshooting Enablement, host Devon McDermott dives into the complexities of behavior mapping and competency tracking with special guest Nick Lawrence from Snowflake. Here are some of the questions they attempt to tackle: What recommendations do you have for someone starting from scratch with behavior mapping and impact tracking?What recommendations do you have for enablers working in an environment with questionable data?What are some tips for enablement folks who don't have the power and authority to drive change?What is the best enablement advice you've ever received?Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewformConnect with Nick Lawrence:https://www.linkedin.com/in/elevatingenablement/Connect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/Resources Featured in this Episode:"Human Competence: Engineering Worthy Performance" by Thomas F. Gilberthttps://www.amazon.com/Human-Competence-Engineering-Worthy-Performance/dp/0787971580"Design for How People Learn" by Julie Dirksenhttps://www.amazon.com/Design-People-Voices-Matter-DIrksen/dp/0134211286"Talk to the Elephant: Design Learning for Behavior Change" by Julie Dirksenhttps://www.amazon.com/Talk-Elephant-Design-Learning-Behavior/dp/1953845013"Make It Stick: The Science of Successful Learning" by Peter C. Brown, Henry L. Roediger III, and Mark A. McDanielhttps://www.amazon.com/Make-Stick-Science-Successful-Learning/dp/0674729013"Performance-Focused Learner Surveys: Using Distinctive Questioning to Get Actionable Data and Guide Learning Programs" by Will Thalheimerhttps://www.amazon.com/Performance-Focused-Learner-Surveys-Distinctive-Questioning/dp/1941577136"The Success Case Method: Find Out Quickly What's Working and What's Not" by Robert O. Brinkerhoffhttps://www.amazon.com/Success-Case-Method-Working-Whats/dp/1576751856"The Building Blocks of Sales Enablement" by Mike Kunklehttps://www.amazon.com/Building-Blocks-Sales-Enablement-Transformative/dp/1645438645Mentioned in this episode:The Building Blocks of Sales Enablement Learning ExperienceThe Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

In this episode of the State of Sales Enablement, Coach K chats with Greg Qualls, a seasoned revenue enablement expert and currently the Director of Global Enablement at Platform.sh. Greg shares his extensive journey from direct sales at UPS to his global revenue enablement leadership role, emphasizing his transition into tech sales and his passion for comprehensive enablement strategies that extend beyond just the sales team.Here are some of the questions Greg and Coach K explored:What inspired Greg’s shift from traditional sales enablement to a broader revenue enablement role, and how has his journey influenced his approach?How can organizations effectively implement enablement across various departments to enhance overall customer experience?What challenges do enablement leaders face when trying to shift the focus from sales to a more holistic customer journey?Why is it essential for companies to adopt a customer-centric enablement approach, and how does this compare to traditional sales training methods?How can enablement leaders demonstrate the value of a revenue enablement strategy to executive leadership?Connect with Greg: https://www.linkedin.com/in/gregqualls/Watch Greg's talk: https://www.youtube.com/watch?v=o_joQ1J9TfMConnect with Jonathan: https://www.linkedin.com/in/jmkmba/Mentioned in this episode:The Building Blocks of Sales Enablement Learning ExperienceThe Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

In this episode of the State of Sales Enablement, Felix Krueger talks with Paul Butterfield and Keenan, two veterans in the sales enablement space. Paul Butterfield, known for his work at the Revenue Enablement Society, and Keenan, the author of "Gap Selling," bring their extensive experience to discuss the Revenue S.P.E.E.D. Model and how it can help can bridge the divide between skill development, opportunity management, and forecasting. Here are some of the questions Paul and Keenan tackled:What are the common disconnects between the skills management layer and the opportunity management layer in sales enablement?How can sales enablement professionals ensure their efforts are directly connected to revenue outcomes?How can organizations effectively capture and utilize buyer input data to improve sales outcomes?What are the key elements of a successful sales enablement strategy that aligns with both skills development and business objectives?Connect with Keenan: https://www.linkedin.com/in/jimkeenan/Learn more about the S.P.E.E.D. model:https://salesgrowth.com/revenue-speed-model/Connect with Paul Butterfield: https://www.linkedin.com/in/paulrbutterfield/Connect with Felix Kruegerhttps://www.linkedin.com/in/hfkrueger/Mentioned in this episode:The Building Blocks of Sales Enablement Learning ExperienceThe Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

In this episode of the State of Sales Enablement, Dannii Mathers talks with Ravi Rajani, one of the most captivating storytellers in the tech revenue world and the host of The Influential Communicator podcast. Ravi shares his journey from corporate sales at Citibank to becoming a renowned keynote speaker and storytelling coach, focusing on helping tech revenue teams ditch feature selling in favor of storytelling to build trust with buyers.Here are some of the questions Ravi and Dannii tackled:What drives Ravi’s passion for storytelling, and how has his journey shaped his approach to sales and enablement?How can storytelling be implemented effectively within sales teams to enhance trust and connection with buyers?What are the challenges sales teams face in adopting storytelling, and how can these be overcome?Why is it crucial for organizations to foster a culture of storytelling, and how does this compare to traditional learning and coaching cultures?How can leaders use storytelling not just to sell, but to inspire and drive change within their organizations?Connect with Ravi Rajani: https://www.linkedin.com/in/ravirajani/https://www.theravirajani.com/Connect with Dannii Mathers: https://www.linkedin.com/in/dannii-mathers/Mentioned in this episode:The Building Blocks of Sales Enablement Learning ExperienceThe Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.