The State of Sales Enablement

This episode was originally published on 10/5/2022.The old saying, “Time is money,” couldn’t be more true for ramping up your new sales hires as quickly and effectively as possible. That's why sales onboarding is always a hot topic in Enablement. In this week's episode, I'm joined by two experts who have previously designed high-performing onboarding programs. They represent the two ends of the spectrum of onboarding programs, the large-scale data-driven onboarding approach required in global enterprises and the fast-moving agile approach required in the start-up world. Please welcome IBM's Sales Enablement Leader for Australia, South East Asia, New Zealand, and Korea, Georgia Watson and Dandy's Head of Enablement, Devon McDermott.Here are some of the questions we have covered: What makes a good onboarding program?How can businesses that hire sales reps without existing solution category expertise strike a balance between product training and other onboarding content? How do you ensure that your onboarding programs remain effective and improve over time?How do you go about designing a program that scales but accommodates cultural nuances as well as personal learning preferences?What are some of the innovations in onboarding you've come across?What resources can you recommend to our listeners if they want to learn how to design cutting-edge onboarding programs?Here are some of the resources referenced in this episode:Connect with Georgia Watson on LinkedIn: https://www.linkedin.com/in/georgiawatson/Connect with Devon McDermott on LinkedIn:https://www.linkedin.com/in/devonmcdermott/Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/Where to find The State of Sales Enablement:Website - 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

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.Here is what we talked about this month: How to build enablement teamsThings to consider when scaling coaching programsHow to go about updating chartersWhy being funny can pay off more for women than menThe dangers of AI Why businesses overspend on SaaSBook reviews of Atomic Habits and Never Split The DifferenceSubscribe to the This Month In Sales Enablement newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJvHere are some of the resources referenced in this episode:Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/Where to find The State of Sales Enablement:Newsletter - http://eepurl.com/h4ymJvWebsite - 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

Imposter syndrome, that nagging inner voice suggesting that your success is nothing more than a fluke, can be a real hurdle to both personal and professional fulfilment. It's like a pesky shadow that no matter how much light you shine, never fully disappears. In this episode, Felix draws from personal experiences and proven strategies to provide you with hands-on tools to manage and lessen the effects of imposter syndrome.Where to find The State of Sales Enablement:Website - 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

Aligning sales enablement stakeholders can feel like herding cats if you don’t make sure that everybody is on the same page. The sales enablement charter is an extremely powerful tool to overcome this challenge to achieve collaboration, transparency, and alignment. Our guest in today's episode has successfully developed and implemented multiple enablement charters and she'll share with us her insights into the process and how to use the charter as a tool to maximize enablement's business impact. Please welcome the Revenue Enablement Director at Assent, Aimee Roberson.Some of the questions we tackle in this episode:What is the definition and purpose of a sales enablement charter? What should be covered in a good enablement charter?How do you go about developing a sales enablement charter? Who is involved? Which steps do you take?How do you recommend a charter for large enablement teams to be structured? (e.g. sales, CS, partners, etc)How do you make sure the charter is continuously updated?Here are some of the resources referenced in this episode:Connect with Aimee Roberson on LinkedIn: https://www.linkedin.com/in/aimeealidaroberson1978Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/Where to find The State of Sales Enablement:Website - 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

If you are an enablement leader and you have the budget to hire a team, chances are that you have proven enablement's business value. The hiring decisions you make next will determine if you can take things to the next level and maintain momentum, or if the CFO will crash the party and start a discussion around budget cuts. Our guest in this week's episode is an enablement superstar who has built a number of teams throughout her career. She'll share her insights into what it takes to build a team of A players that manage to make your strategic enablement vision a reality. Please welcome, Sheryl Buscheck. Some of the questions we tackle in this episode:How do you structure your enablement team (in an ideal world with an unlimited budget)? What makes top enablement talent and how do you go about identifying these traits when hiring? How do you ensure your team remains focused on business impact? Joining a new organisation as an enablement leader, how do you make sure the business goals align with the willingness to invest in the enablement function? What is a step sales enablement leaders can take today to fast forward the assembly of their all-star enablement team? Here are some of the resources referenced in this episode:Connect with Sheryl Buscheck on LinkedIn: https://www.linkedin.com/in/sheryl-buscheck-6b86162/Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/Where to find The State of Sales Enablement:Website - 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

Here's the thing: any coaching is better than no coaching at all. However, when it comes to supporting the transformation journey of an entire sales organization, a scalable coaching program is necessary to improve competencies, change behaviors, and ultimately, drive business impact. Our guest in today's episode is a sales enablement leader who has orchestrated several successful coaching programs in the past, and he'll share his secrets for making coaching an integral part of an organization's culture instead of a random act of enablement. Please welcome Jothan Kvarford, also known as "Coach K"! Some of the questions we tackle in this episode:- Have you ever seen an approach work where the only coaching provided came from enablement?- How do you engage stakeholders across the organisation in preparation for rolling out a large-scale coaching program?- What are the steps involved in rolling out a coaching program?- How do you train and coach the coaches?- How do you ensure ongoing coaching excellence and accountability?- What is one step enablers listening today can take to fast forward their journey to a scalable coaching program?Here are some of the resources referenced in this episode:Connect with Jonathan Kvarfordt on LinkedIn: https://www.linkedin.com/in/jmkmba/Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/Where to find The State of Sales Enablement:Website - 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

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.Here is what we talked about this month: What enablement can learn from the US Coast GuardWhy sales process and methodology are still neededSales Enablement Salaries ReportLearning Trends for 2023 eBookJob market updates with Steffaney ZohrabyanHow to become an expert on AI Hubspot debuts ChatSpot generative AI toolThe sales enablement of well-being Subscribe to the This Month In Sales Enablement newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJvHere are some of the resources referenced in this episode:Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/Where to find The State of Sales Enablement:Website - 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 the fast-moving SaaS space, mergers and acquisitions are business as usual. Our guest in today's episode has led teams through nine acquisitions over the years and will share his insights on how enablement leaders can effectively navigate the challenges and capitalize on the opportunities that come with M&As. Please welcome the Executive Board President of the Sales Enablement Society and the Host of the "Stories From The Trenches" podcast, Paul Butterfield.These are some of the questions we cover:On a high level, what is the role of enablement in the context of M&As?What are the key challenges and opportunities for the sales enablement function during an acquisition?How do you make sure the acquired company's sales effectiveness doesn't suffer during the integration process?What role does communication play in sales enablement during acquisitions, both internally and with external customers and partners?Can you share a success story or case study where sales enablement played a critical role in the successful integration of an acquired company?What advice would you give to sales enablement professionals who are navigating the complex landscape of acquisitions and mergers, and what are the top factors that contribute to success?Here are some of the resources referenced in this episode:Connect with Paul Butterfield on LinkedIn: https://www.linkedin.com/in/paulrbutterfield/The SES Stories From The Trenches Podcast: https://podcasts.apple.com/us/podcast/sales-enablement-society-stories-from-the-trenches/id1510380341Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/Where to find The State of Sales Enablement:Website - 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

If you believe that the sources of information on enablement best practices are a reflection of the industries practising enablement, you would be excused for thinking that it's a discipline exclusive to SaaS. What is often neglected, however, is that enablement, even though it might be a relatively new profession, is not exactly reinventing the wheel and we can build on existing best practices from other industries. Our guest in today's episode started his career at the US Coast Guard and will share how this experience has shaped his enablement approach. Please welcome Privitar's Director of Sales Enablement, Bill Parry. Here are some of the questions we tackle: What made your coast guard learning experience a good one?Did you realise it at the time or was this a revelation once you transitioned into sales?What were some of the best practices you've been able to apply in your enablement work? Are you able to share any results you've been able to achieve with your approach? How can enablers be intentional about identifying existing best practices in other industries?Here are some of the resources referenced in this episode:Connect with Bill Parry on LinkedIn: https://www.linkedin.com/in/parryinc/Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/Where to find The State of Sales Enablement:Website - 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

Written by Mike Kunkle, read by Felix Krueger. Hardly a week goes by without somebody claiming on LinkedIn that B2B buying has become so convoluted and non-linear, that sales process has become irrelevant. This episode breaks down why believing this narrative can be a costly mistake for enablement leaders and which approach to sales process management makes sense in modern B2B sales.The article this episode is based on appeared first in the Building Blocks, Close Up! newsletter.Resources:The Ultimate Guide to Mutual Action Plans (How to Use MAPs to Transform Your Sales Process)The JOLT Effect: How High Performers Overcome Customer Indecision by Dixon and McKennaDiscovery Skills + Patience = The Superpowers of SellingHow to Navigate the Buyer LandscapeBuilding Blocks, Close Up! Buyer Acumen - Spotlight: Exit CriteriaBuilding Blocks, Close Up! Spotlight on Personalizing Solution MessagingWhere to find The State of Sales Enablement:Website - 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