The State of Sales Enablement

The secret sauce of leading sales enablement professionals is the ability to connect the dots. They are able to identify the tools, approaches, and ways of thinking outside of sales enablement's core body of knowledge that can help them achieve their goals. Our guest in this week's episode is a sustainability advocate and he will break down what enablement can learn from the sustainability movement. Please welcome the Director of Revenue Enablement at Augury, Sascha Dainat. Here are some of the questions we cover: - Which experiences have informed your thinking around the correlation between sustainability and enablement? - What are the aspects of the sustainability movement that enablement can learn from?Here are some of the resources referenced in this episode:Connect with Sascha on LinkedIn: https://www.linkedin.com/in/sascha-dainat/Connect with Felix Krueger online: 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

The global sales enablement community has positioned itself as one of the most welcoming, helpful, and connected professional communities out there. Our guest in this week's episode has been one of the community leaders actively driving this collaborative culture. We'll talk about his experience in attempting to elevate the sales enablement profession, his top tips for enablers who want to contribute, and the role enablement plays in diversity, equity, inclusion, and belonging. Please welcome the founder of Trust Enablement, John Moore. Here are some of the questions we cover: - What led you to start Trust Enablement? - You've often stated in the past that it is your mission to elevate the enablement profession. What has worked and what hasn't worked well for you in the past on that front? - What can enablers do on a day-to-day basis to contribute to the global sales enablement community and elevate the profession? - DEIB (Diversity, Equity, Inclusion, and Belonging) is a hot topic but not all businesses walk the talk. Which role can enablement play in avoiding DEIB being perceived as a token PR exercise? - What is the upcoming conference series you're working on all about? Here are some of the resources referenced in this episode:Connect with John on LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/Trust Enablement: https://www.trustenablement.com/The Trust Enablement Summit: https://www.trustenablement.com/trust-enablement-summit/Connect with Felix Krueger online: 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

Sales methodologies are ubiquitous but there are only few organisations that a) select the right one for their needs and b) truly realise their potential. Our guest in this week's episode helps sales leaders with both of these challenges and he'll share his insights on the effective use of sales methodologies in this episode. Please welcome the Co-Founder & Head of Training and Enablement at Flow State, Aaron Evans. Here are some of the questions we cover: What should be the considerations when sales leaders decide on sales methodologies for their business?How can sales teams ensure that the sales methodology they introduce benefits their organisation as well as their buyers? What are the steps involved in introducing a new sales methodology?You're well-versed in the history of sales methodologies, how do the most common methodologies today differ from those of the past?What are the most effective methodologies today and what makes them superior to others? Are there any resources you can recommend for listeners to learn more about them?Here are some of the resources referenced in this episode:Connect with Aaron on LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/Aaron's business, Flow State: https://www.linkedin.com/company/flow-state-sales-performance-transformation/The Jolt Effect (book): https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102Gartner's Sense-Making: https://www.gartner.com/en/sales/insights/sense-maker-sellerSPIN Selling (book): https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136The Challenger Sales: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355Connect with Felix Krueger online: 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

Scaling sales excellence is one of the key challenges that sales organizations face in their growth journey. Our guest in this week's episode works at a tech vendor that helps organisations tackle this challenge by means of Sales Readiness and he shares his insights on what best practice looks like in 2022. Please welcome the VP of Readiness at Mindtickle, Alex Salop. These are some of the questions we discuss in this episode:What is Sales Readiness and what does best practice look like in 2022?What do maturity levels look like across regions and industries in the Sales Readiness space?What are the steps organisations should take to build a Sales Readiness program? Which area of focus promises the greatest impact on revenue metrics?How can organisations make sure they leave room for sellers to apply their personal style while adopting best practices identified by the business?How can sales leaders and sales enablers make sure their sales-readiness program constantly improves? Here are some of the resources referenced in this episode:Connect with Alex on LinkedIn: https://www.linkedin.com/in/alexsalop/Mindtickle State of Sales Readiness 2022 Benchmark Report: https://readinessresources.mindtickle.com/reports-guides/mindtickle-state-of-sales-readiness-2022-benchmark-reportConnect with Felix Krueger online: 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

Sales Enablement online communities have provided a platform to learn, connect, and exchange ideas with enablers from all corners of the globe. Our guests in this week's episode have founded one of the most popular enablement communities out there. In our conversation, they share what lead them to get started, how they contribute to the broader enablement community landscape, and some of the innovative avenues they explore to elevate the sales enablement profession. Please welcome the founders of The Enablement Squad, Matt Schalsey, and Stephanie Middaugh. These are some of the questions we discuss in this episode:What is the Enablement Squad and how does it fit in the landscape of Enablement communities? How do communities like the Enablement Squad contribute to the advancement of the Enablement profession? You recently hosted a hackathon. How did it work and what are some of the outputs? How can enablers get involved with the Enablement Squad and future hackathons? What are your recommendations for people to get the most out of the community? What is next for the Enablement Squad? Here are some of the resources referenced in this episode:Connect with Stephanie Middaugh on LinkedIn: https://www.linkedin.com/in/sjmiddaugh/Connect with Matt Schalsey on LinkedIn: https://www.linkedin.com/in/matt-schalsey/Explore the Enablement Squad community: https://www.enablementsquad.com/Upcoming Enablement Squad hackathons: https://www.linkedin.com/company/the-enablement-squad/events/Connect with Felix Krueger online: 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, events, job, books, and more! Brought to you by Devon McDermott and Felix Krueger.Click here to watch the live stream recordingInsightsKate Lewis' thoughts on coaching culture. Listen to the full interview.Tony Hughes' thoughts on SalesTech trends. Listen to the full interview.NewsHow Managers can Leverage Conversational Intelligence for Sales (Mindtickle)Asynchronous Learning Could Be A Boon For Employers And Employees  (Business Plus)BooksThe Voltage Effect: How to Make Good Ideas Great and Great Ideas Scale by John A. ListTech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony HughesUpcoming EventsSES Experience (Atlanta, Sep 28-30)Sales Enablement Soirée, Americas 2022 (San Francisco, Sep 22)Sales Innovation Expo London (London, Nov 22-23)Sales Enablement Summit (San Francisco, Sep 7-8)JobsSteffaney Zohrabyan's latest enablement jobsStephanie White’s Post - Featured Enablement talentSocial BuzzGeorgia Watson's list of Enablers to followMike Kunkle Newsletter - Building Blocks: Close Up!ReportsThe State of Sales Enablement 2022 (SE PRO Report)Connect with the hosts onlineDevon McDermott's LinkedIn profile: https://www.linkedin.com/in/devonmcdermott/Felix Krueger's LinkedIn profile: 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 Technology is currently experiencing exponential growth because it can increase the effectiveness and efficiency of any sales team. Our guest in this week's episode has witnessed the rise and the explosion of the sales tech space over the last 35 years as an individual contributor, sales leader and CEO. Please welcome, keynote speaker, best-selling author, management consultant and sales trainer, Tony Hughes. These are some of the questions we discuss in this episode:How has the sales tech landscape evolved since you started your career?Why should sales leaders care about growing their sales tech stack? Is more always better?What is the essential stack, what is the optional stack? What is the TQ?What is required to nurture TQ for sales leaders? Here are some of the resources referenced in this episode:Connect with Tony on LinkedIn: https://www.linkedin.com/in/hughestony/Tech-Powered Sales (book): https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills/dp/140022652XConnect with Felix Krueger online: 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

Sales Coaching is a discipline that is still often either misunderstood or not utilised to its full potential. Our guest in this week's episode has used her 20+ years of sales and sales leadership experience to master the art of coaching. We'll dive deep into the definition of sales coaching, common misconceptions, how to build a coaching culture and more. Please welcome the CEO of e4enable Kate Lewis. What is your definition of sales coaching? What are the misconceptions you come across?Based on your first-hand experience as a sales leader and now as a leader of a coaching tech vendor, how have sales coaching and its adoption evolved over time?What are the steps organisations typically go through when evolving from no coaching to coaching culture?How can sales and sales enablement leaders be strategic about introducing technology in their coaching efforts?Here are some of the resources referenced in this episode:Kate Lewis on LinkedIn: https://www.linkedin.com/in/katellewis/Kate's business, e4enable: https://www.e4enable.com/Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/Find out more about the Building Blocks of Sales Enablement online course: https://www.goffwd.com/blocks/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

Another month, another action-packed agenda in the fast-evolving world of Sales Enablement. These are the latest resources we've covered in the July edition of This Month In Sales Enablement.Watch the live stream recording featuring Devon McDermott and Felix Krueger.Subscribe to The State of Sales Enablement newsletter on LinkedIn.InsightsVince Zapulla on establishing product-market fit (click here to listen to the full interview)Malvina El Sayegh on Human-to-Human sales (click here to listen to the full interview)Roderick Jefferson on hiring the right sales talent (click here to listen to the full interview)Jobs Steffaney Zohrabyan's latest job boardRecommended BooksBook: Todd Caponi - The Transparent Leader (Devon's Rating: A)Book: Customer Success - How innovative companies are reducing churn and growing recurring revenue  (Felix's Rating: B)Featured ArticlesGartner Says Marketing Leaders Must Reconceive Their Digital Experience and Sales Enablement to Help Virtual Buying Groups Reach Better Outcomes (Gartner)There are Limits to What Sales Enablement Can Fix (Mike Kunkle)Online CourseFFWD's course based on Mike Kunkle's "The Building Blocks of Sales Enablement"Upcoming EventsSE Summit (San Francisco - September 07 - 08, 2022) CRO Summit (San Francisco - September 07 - 08, 2022) Enablement Squad Hackathon (Chicago - Jul 27, 2022)Enablement Squad Hackathon (Seattle - Aug 3, 2022)SES Experience (Atlanta - September 28 - 30, 2022 )Connect with the hosts onlineDevon McDermott's LinkedIn profile: https://www.linkedin.com/in/devonmcdermott/Felix Krueger's LinkedIn profile: 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

Salaries are the single biggest cost item when building a sales department. So how can revenue leaders maximise the return on investment? Our guest in this week's episode is a legend of the noble profession that is sales enablement and he shares his keys to effective talent development. Please welcome the best-selling author of Sales Enablement 3.0, Roderick Jefferson. These are some of the questions we discuss in this episode:- Salaries are one of the largest cost items for any sales department. How can businesses be strategic about developing talent to protect their investment in sales talent? - How can sales and sales enablement leaders go about analysing which capabilities and skills are required to execute a GTM strategy effectively? - What is from your experience the most effective way to structure skills assessments on an individual level? - Looking at all the levers available to nurture sales talent (such as onboarding programs, custom training, 3rd party training content, and coaching), how do sales and sales enablement leaders determine where to focus?- How can sales leaders strike a balance between personalised and scalable talent development, especially in large corporations.Here are some of the resources referenced in this episode:Roderick Jefferson on LinkedIn: https://www.linkedin.com/in/roderickjefferson/Roderick Jefferson on Instagram: https://www.instagram.com/roderick_j_associates/?hl=enRoderick's book - Sales Enablement 3.0: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190911Where 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