The State of Sales Enablement

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.

People-focused enablement has the potential to improve the employee experience, morale, retention, and ultimately growth. In today's episode, we speak to an enabler who has made the people-first mantra core of her enablement approach. She'll share how enablement can contribute to making the employee experience a priority, how this relates to business impact, and the common pitfalls to avoid. Please welcome Loopio's Senior Director, Revenue Enablement, Stephanie White. Here are some of the questions we tackle: How can enablement initiatives improve employee experience, morale, retention, and growth?How do you make sure that the employee experience you provide aligns with other efforts in this regard across the business?Do you get the impression that providing a great employee experience is always a focus or is it only on the agenda of senior leaders when there is a talent shortage?How has your approach to engaging sellers changed since Covid?What are some of the pitfalls to avoid and proven approaches to consider?Here are some of the resources referenced in this episode:Connect with Stephanie White on LinkedIn: https://www.linkedin.com/in/stephanie-white-sales/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.

Enablement's business impact remains a hot topic in the wake of mass layoffs in the technology sector. So who better to interview on this topic than an enablement leader that has consistently been able to collaborate with senior executive stakeholders to achieve truly strategic enablement outcomes? In our conversation we talked about common reasons for enablement lay-offs, the differences between operational and strategic enablement, and which metrics enablers should truly care about to avoid seeing that dreaded "so what?" face of the Chief Revenue Officer. Please welcome the Senior Director of Global Revenue Enablement at Userzoom, Kunal Pandya.Here are some of the questions we tackle: What was the key reasoning behind the Enablement layoffs you've recently encountered?What are the key differences between operational Enablement and strategic Enablement? What are the north star metrics strategic Enablement teams pursue? What can Enablers do immediately to increase their business impact? Which skillsets should Enablers aim to develop in the long term? Here are some of the resources referenced in this episode:Connect with Kunal Pandya on LinkedIn: https://www.linkedin.com/in/kunalpandya/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. There is no doubt that sales professionals need to understand their products and services. This is a given. Product training is necessary.What troubles me about product training, despite how much has been written on this topic, is that so many companies are still not maximizing the potential of their product training efforts to get beyond product knowledge to the real crux of how to sell solutions effectively...The article this episode is based on appeared first in the Building Blocks, Close Up! newsletter.ResourcesOn Product Traininghttp://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/61436/Product-Training-Doesn-t-Work-Get-Sales-to-DO-Product-Traininghttp://www.rainsalestraining.com/blog/product-knowledge-training/https://www.linkedin.com/pulse/building-blocks-close-up-sales-training-spotlight-role-mike-kunkle/On Features/Advantages/Benefits (good, but not sufficient)http://www.sellingpower.com/content/article/?a=8554/understanding-feature–advantage–benefithttp://www.salesreadinessgroup.com/blog/bid/324623/One-of-the-Worsts-Mistakes-Even-Highly-Experienced-Salespeople-MakeOn Sales Training Systemshttps://www.mikekunkle.com/wp-content/uploads/2022/11/Sales-Training-System-2022.pdf (ungated PDF download)https://sparxiq.com/ebook-sales-training-that-sticks/https://www.linkedin.com/pulse/20140914192639-834966-how-to-build-a-blended-sales-training-curriculumOn Selecting the Right Training Methodhttp://www.nwlink.com/~donclark/hrd/isd/deliversys.html (Don’s entire site rocks)http://thetrainingworld.com/faq/indexmethods.htmhttp://www.learningsolutionsmag.com/articles/1197/synchronous-or-asynchronous-how-to-pick-your-training-delivery-methodhttp://web.mit.edu/training/trainers/guide/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

Let's face it. As Enablers, we can do anything but we can't do everything.Especially when you have to get more done with less, a challenge so many Enablement teams are dealing with right now.That's why it is extremely important to approach the discipline like a team sport.When it comes to assembling your team, front-line sales managers are key players.Why? This is what we'll discuss with our guest in this episode. Please welcome, the global sales enablement manager at the Sabre Corporation, Philip Stanley. Here are some of the questions we tackle:Why are sales managers key stakeholders of sales enablement teams in general and yours in particular? How do you go about gaining FLSM buy-in? What are some of the pitfalls to avoid in order to build a good working relationship?Can you share an example of an initiative you've been working on that was successful because of the support of your sales managers? How do you go about enabling sales managers in their work?Do you have any resources you can recommend for anybody keen to learn more about this topic?Here are some of the resources referenced in this episode:Connect with Philip Stanley on LinkedIn: https://www.linkedin.com/in/philip-stanley-40718ba/Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink: https://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp/1594631905Where 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 the culture of a sales team is bad or even toxic, enablers fight a constant uphill battle. So how do you turn the culture of a sales team around to incentivise positive behaviors and ultimately set sellers up for success? In today's episode, we're joined by a special guest who has led major culture transformation projects. He'll share with us what the symptoms of a negative culture are, how to approach the transformation discussion with senior stakeholders, metrics to consider, and pitfalls to avoid. Please welcome the head of APJ Sales Strategy, Operations and Enablement at AWS, Damien Lorschy.Here are some of the questions we tackle:What is your definition of culture?What are some of the indicators that there is a problem with your sales culture?Let's talk about your journey in transforming your organisation's sales culture. What has been the insight in AWS' case that has led to the realisation that change is needed?How did you engage senior leadership to drive this project?Which steps have you taken after senior leadership support had been secured?What were some of the results you've seen after the roll-out?Can you share any topics that might help other Enablers drive a sales culture transformation project?Here are some of the resources referenced in this episode:Connect with Damien Lorschy on LinkedIn: https://www.linkedin.com/in/damien-lorschy/Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/The Culture Code by Daniel Coyle: The Secrets of Highly Successful Groups https://www.amazon.com/Culture-Code-Secrets-Highly-Successful/dp/0804176981/Walking the Talk by Carolyn Taylor: https://www.amazon.com/Walking-Talk-Carolyn-Taylor/dp/1847941575/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, events, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.Subscribe to the LinkedIn newsletterKeep on scrolling for a list of this month's resources2023 PredictionsEnablement Trends for 2023 (by SEC)This article from Sales Enablement Collective — features a teaser of some of the winners of their 2023 Ones to Watch focused on enablement stars in the space and trends–which is coming out soon! Highlights Include: Enablement leaning into AI - Thomas K. CheriyanA focus on building real sales skills  “This will also affect enablement organizations’ hiring strategy, with a need for enablers with a successful sales background.”  - Aaron EvansEnablement specialization and a move to specialized expertise, CS Enablement, BDR, Enablement etc - Celine GreyTying enablement programs to the right things. “...enablement teams should associate their programs to behaviors and things they can directly influence.” - Nick LawrenceFelix’s 2023 PredictionsGetting more done with less - Enablers need to create greater business impact with fewer resources. Prediction 1: Enablers will be more strategic in their approach (impact on GTM strategy and impact on stakeholder perception)Prediction 2: 2023 will be the year of AI - AI won’t steal your job but the people most comfortable with AI tools will. Prediction 3: Increased Enablement maturity levels outside the US.Devon’s 2023 PredictionsPrediction 1: AI - ChatGPT - as an essential part of the enablement workflowPrediction 2: Real Investment in the Enablement Function → with a focus on Revenue Enablement orchestration, team structure, and openness to more varied backgrounds in the role for sales enablement.Prediction 3: A Move Beyond Revenue Enablement - Enablement expanding to other teams in the organization like product and engineering! (we’re already seeing the need for it)What are your predictions for Enablement in 2023? Let us know in the comments below! Jobs Are you looking for an Enablement job? Check out the latest Sales Enablement job board (brought to you by Steffaney Zohrabyan) or add yourself to the Enablement Squad Talent Directory.Are you a hiring manager looking for great talent? Message Steffaney Zohrabyan to add your job to her job board or check the Enablement Squad Talent Directory.Communities for networking: WiSE, SES, SEC, Enablement Squad Recruiters specialised in Enablement talent: Enablematch Career Search Advice: My 59-Day Career Search Advice (by Mike Kunkle)Did you know that job seekers receive a 50% discount when joining The Building Blocks of Sales Enablement Learning Experience? DM Felix Krueger to see if you qualify!ChatGPT What is Chat GPT? “ChatGPT is a language model developed by OpenAI. It is based on the GPT-3 architecture, which stands for Generative Pre-trained Transformer. ChatGPT is a variation of GPT-3 that was specifically fine-tuned for conversational language understanding and generation. This means that it has been trained on a large dataset of conversational text, such as dialogues, transcripts, and chat logs, in order to learn the patterns and conventions of human conversation.Once trained, ChatGPT can generate human-like responses to a given input, making it suitable for tasks such as chatbot development, question answering, and text completion. It can generate contextually relevant and coherent text, making it an efficient way to simulate conversation with a machine.” - Explanation generated using Chat GPTYou can access ChatGPT here for free. Use Cases for EnablementNot sure what to use it for? Here are some use cases:Fast summaries and exploration of topics Prompt Example: “What are the top challenges of business leaders in the medtech industry?Enable faster, more accurate customer support  - Rapid and creative responses to queries.Prompt Example: “Create a friendly email response to a customer that is frustrated because she can’t find an online resource that explains how to add new users to the Marketing Automation Platform she has subscribed to.”Inspire creativity - Thought starters & ideas for getting your creative juices flowing, unblock if you are struggling with where to start.Prompt Example: “Write a motivational introduction for an onboarding session designed for new sales hires of a database management software company.”Faster completion of admin tasks for office workers Creating sales email templates and talk tracks, writing emails (weekly updates, internal recaps or client follow-ups) Prompt Example: “Write a template for a friendly email follow-up aimed at a decision-maker that has received a proposal for a UX research system subscription.”Future Use Cases for EnablementMultiple ChatGPT layers: Industry specific versions of ChatGPT that support tailored applications Job co-pilot: Highly personalized just-in-time coachingBuyer Acumen: Create a deep understanding of organizations and their personas based on the latest company announcements in seconds.Automations for efficiency and impact: Time-saving automation in the sales process, customer engagement, tracking, follow-up, customer comms and more (Article: ChatGPT what it means for SF Marketers)More effortless navigation: Voice-to-text and text-to-voice for more natural interactions. Customized Learning Paths for Enablement Teams - Sales skills tracking and mapping, learning assessments, progress and feedback to enablement.Customer Service - More diverse, deeper customer support solutions and experiencesSubscribe to the State of Sales Enablement podcast to be notified of the upcoming ChatGPT episode. (Apple | Spotify)ArticlesNow is not the time to Under Invest in Sales Enablement (by Destination CRM)“There will be a significant cost if you choose to underinvest in your sales organization at a time they need more help vs. less”Key insights: The economy is in a challenging spot now and it’s unclear whether this downturn is leading to a recession. Regardless, sales quotas are sure to go up, while support to help sales teams achieve their goals will go down.Author Dickie’s research shows that making financial cuts to achieve revenue success in a challenging economy doesn't work. Pushing sales teams to work harder isn’t enough; they need support that comes from enablement teams and tech You may retain reps through a downturn (because they don’t have anywhere else to go with hiring freezes), but when revenue improves, those who went above and beyond without support are quick to entertain outside offers and voluntarily leave. Fast-forward your journey to Enablement mastery with The Building Blocks of Sales Enablement Learning ExperienceTraining is so much more effective when combined with coaching. We know this, right? This is true when it comes to developing training programs for sellers and front-line sales managers, yet most training resources available to enablers don't offer a coaching component. The Building Blocks of Sales Enablement Learning Experience has been designed with this gap in mind and offers learning and implementation guidance supported by Felix Krueger and Mike Kunkle.Steve Shorey is the global sales enablement leader at Thales, a publicly listed +€16b ($17B USD) cyber security business, and was one of the first to join The Building Blocks of Sales Enablement Learning Experience and its associated coaching sessions. Here is what he had to say two weeks after joining: "If you’re really into Enablement, you would be a fool to not take advantage of this program! Imagine being able to pick the brains of both Felix Krueger AND Mike Kunkle ! Seriously, if you want to make an investment in you and your career, consider joining us! After one group coaching call, my mind is swimming, yet have a starting point and can continue to get coaching each week to discuss progress! I am so grateful to have this opportunity. Thank you for sharing your thoughts, ideas, and passions with me. Big Hugs!!"Big hugs straight back at you, Steve!!!Listeners receive a 15% discount on all membership plans with the coupon code TMISE15.If you want to make 2023 your most successful enablement year yet and take advantage of the 15% discount, join The Building Blocks of Sales Enablement Learning Experience today!  

In this episode, we have a special guest joining us to share her change management expertise. If this topic has been too dry for you to date I have good news. Our guest is going to spice things up with real-life examples and practical advice if you're looking to drive change in your organization.You'll learn about the common phases of a change management project driven by sales enablement, and get insider tips on what to do and what NOT to do. Plus, she will be sharing some of her favorite frameworks and resources to help you on your change management journey.So grab your coffee (or adult beverage of choice) and get ready to level up your change management skills with Del Nakhi, Senior Director of Global Enablement at Maria DB. Here are some of the questions we tackle:What is change management and how is the concept related to sales enablementWhat is an example of a change management project driven by sales enablement?What are some of the common phases of a change management project driven by sales enablement?What are some of the considerations for enablers new to the concept of change management to consider? What are your top tips and mistakes to avoid?Are there any frameworks or resources you can recommend?Here are some of the resources referenced in this episode:Connect with Del Nakhi on LinkedIn: https://www.linkedin.com/in/del-nakhi/Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/Kotter's Change Management Methodology: https://www.kotterinc.com/methodology/8-steps/The Prosci ADKAR Model: https://www.prosci.com/methodology/adkarWhere 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

This Month In Sales Enablement is your monthly wrap-up of the fast-evolving Sales Enablement space and its global community.Your hosts Felix Krueger and Devon McDermott will dial in LIVE from Sydney and Los Angeles to share with you analysis and opinion.InsightsSKO Season Alignment is one of the biggest opportunities that come with sales kick-offs (SKOs)Don't forget to share information prior to the event to make sure attendees are engaged and get the most out of the experienceReinforcement after the event is crucial to ensure value isn't lost (just like in the context of training!) Prioritize content quality over content quantity Great speakers are the most cost-effective way to ensure an engaging SKO with little or no budget (leverage internal rock stars, your network, and the networks of senior leaders to source speakers) Consider asking attendees to record videos prior to the event or workshop content live during the event to add a new engagement dimensionWhat are your tips for creating engaging SKO experiences on a budget? Let us know in the comments below!Enablement "Gurus" The loudest voice with the most likes and comments isn't always the one with the most expertise Use curated content formats (e.g. podcasts, books, keynotes) as an "expertise filter" to determine who to follow Look for data-backed insights to ensure advice isn't just based on opinion Experience and track records are two of the key expertise indicators to consider when evaluating adviceJobsAre you looking for an Enablement job? Check out the the latest Sales Enablement job board (brought to you by Steffaney Zohrabyan) or add yourself to the Enablement Squad Talent Directory.Are you a hiring manager looking for great talent? Message Steffaney Zohrabyan to add your job to her job board or check the Enablement Squad Talent Directory.ArticlesFalse Traits of Leadership Potential (Fast Company)Should You Fire a Bad Hire? (HBR Ascend on Instagram)BooksThe First 90 Days, Updated and Expanded: Proven Strategies for Getting Up to Speed Faster and Smarter by Michael Watkins"Whether you’re starting a new job, being promoted from within, embarking on an overseas assignment, or being tapped as CEO, how you manage your transition will determine whether you succeed or fail. Use this book as your trusted guide." - Amazon Devon's rating: ⭐⭐⭐⭐⭐The Effortless Experience: Conquering the New Battleground for Customer Loyalty by Matthew Dixon, Nick Toman, and Rick DeLisi"The Effortless Experience takes readers on a fascinating journey deep inside the customer experience to reveal what really makes customers loyal—and disloyal. The authors lay out the four key pillars of a low-effort customer experience, along the way delivering robust data, shocking insights and profiles of companies that are already using the principles revealed by CEB’s research, with great results. And they include many tools and templates you can start applying right away to improve service, reduce costs, decrease customer churn, and ultimately generate the elusive loyalty that the “dazzle factor” fails to deliver." - AmazonFelix's rating: ⭐⭐⭐⭐⭐What is the best book related to Enablement you can recommend? Please share it with the other Enablers reading this newsletter in the comments below!ReportsSE Pro: Sales Enablement Maturity Report 2022Sales Enablement Pro & WiSE ReportKey Insights: Practitioners are 31% more engaged in their roles when they feel that they are compensated fairly for their work.18% of women surveyed are confident in negotiating salaries, compared to 54% of the menOrganizations are 25% more likely to have high rep engagement if they focus on DE&I as an ongoing priorityTop 5 State of Sales Enablement Podcast Episodes 2022Sales Methodologies with Aaron EvansEffective Stakeholder Management with Devon McDermottWhy New Hires Cry, Fixing Sales Development, Books Worth Reading, And More (TMISE | May)Strategic Talent Development with Roderick JeffersonSales Development Excellence with Mark McInnesWe are looking for podcast guests to join The State of Sales Enablement Podcast in 2023! If you are interested in sharing your expertise with the broader Sales Enablement community, please message Felix Krueger and share the following information: The Enablement topic you're passionate aboutWhat makes you an expert in this topic What makes your take on this topic differentAny links to previous public appearances The Sales Enablement Christmas Poemwritten by AI language processing model ChatGPT'Twas the night before Christmas, and all through the houseNot a creature was stirring, not even a mouse.The sales team was nestled, all snug in their beds,While visions of quotas danced in their heads.But up in the office, a team was at work,Enabling the sales force with tools and with perks.They set up the CRM, and tested the demo,And practiced their pitches, all in a row.The sales enablement manager sat at her desk,Reviewing the data and taking a rest.She knew that come morning, the team would be ready,To close deals and hit targets, all steady and steady.So here's to the sales enablement crew,Who work hard all year to help the sales team renew.Merry Christmas to all, and to all a good night,From the sales enablement team, all dressed in white.Fast forward your journey to Sales Enablement mastery with The Building Blocks of Sales Enablement Learning ExperienceTraining is so much more effective when combined with coaching... We know this, right? This is true when it comes to developing training programs for sellers and front-line sales managers, yet most training resources available to enablers don't offer a coaching component. The Building Blocks of Sales Enablement Learning Experience has been designed with this gap in mind and offers learning and implementation guidance supported by Felix Krueger and Mike Kunkle. Steve Shorey is the global sales enablement leader at Thales, a publicly listed +€16b ($17B USD) cyber security business, and was one of the first to join The Building Blocks of Sales Enablement Learning Experience and its associated coaching sessions. Here is what he had to say two weeks after joining: "I’ll add another statement, Felix Krueger, “If you’re really into Enablement, you would be a fool to not take advantage of this program!”Imagine being able to pick the brains of both Felix Krueger AND Mike Kunkle ! Seriously, if you want to make an investment in you and your career, consider joining us! After one group coaching call, my mind is swimming, yet have a starting point and can continue to get coaching each week to discuss progress!I am so grateful to have this opportunity. Thank you for sharing your thoughts, ideas, and passions with me.Big Hugs!!"Readers of this newsletter receive a 15% discount on all membership plans with the coupon code TMISE15. If you want to make 2023 your most successful enablement year yet and take advantage of the 15% discount, join The Building Blocks of Sales Enablement Learning Experience today!