The State of Sales Enablement FFWD Revenue

Another month, another action-packed episode of This Month In Sales Enablement! Devon and Felix catch up to discuss the latest news in the world of Sales and Sales Enablement, industry research, book reviews, social media buzz, and the key insights from recent State of Sales Enablement podcast episodes.
Here are the resources referenced in this episode:
Buyer Acumen with Mike Kunkle | Interview
https://www.goffwd.com/buyer-acumen-with-mike-kunkle-interview/ (https://www.goffwd.com/buyer-acumen-with-mike-kunkle-interview/)
Sales Development Excellence with Mark McInnes | Interview
https://www.goffwd.com/sales-development-excellence-with-mark-mcinnes-interview/ (https://www.goffwd.com/sales-development-excellence-with-mark-mcinnes-interview/)


Developing Sales Playbooks with Malvina EL-Sayegh | Interview
https://www.goffwd.com/developing-sales-playbooks-with-malvina-el-sayegh-interview/ (https://www.goffwd.com/developing-sales-playbooks-with-malvina-el-sayegh-interview/)


Book Review: How Clients Buy
https://www.amazon.com/How-Clients-Buy-Development-Professional/dp/111943470X (https://www.amazon.com/How-Clients-Buy-Development-Professional/dp/111943470X)


Book Review: Sell without Selling Out
https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572/ (https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572/)


Methodologies and Frameworks - Discussion
https://www.linkedin.com/posts/thibautsouyris_sales-discovery-activity-6925381730136670208-HU1S?utm_source=linkedin_shareandutm_medium=ios_app (https://www.linkedin.com/posts/thibautsouyris_sales-discovery-activity-6925381730136670208-HU1S?utm_source=linkedin_shareandutm_medium=ios_app)


Report: State of Sales Onboarding
https://www.allego.com/wp-content/uploads/Allego-State-of-Sales-Onboarding-Report-1.pdf (https://www.allego.com/wp-content/uploads/Allego-State-of-Sales-Onboarding-Report-1.pdf)

On paper, the concept of a sales playbook sounds amazing. You capture all the information sellers could possibly need to sell effectively in one place, hand the document over to the sales team, and start printing money. So why doesn't every sales organisation create a playbook that delivers results? Our guest in this week's episode will share her experience in developing high-impact sales playbooks, how to ensure adoption, and continuous improvement. Please welcome the host of the Stay Human podcast and the Sales Enablement Director at ReachDesk, Malvina EL-Sayegh.
These are some of the questions we discuss in this episode:
What exactly is a sales playbook and why do organisations care about developing one?
How do you recommend sales and sales enablement leaders go about developing a sales playbook?
What are some of the options to optimise content access and adoption? Have you come across any innovation in this regard?
How do you recommend the success of a sales playbook being measured?

Here are some of the resources referenced in this episode:
Malvina’s LinkedIn Profile: https://www.linkedin.com/in/malvina-el-sayegh/ (https://www.linkedin.com/in/malvina-el-sayegh/)
The #StayHuman Podcast: https://open.spotify.com/show/0nS5BBD2YmVeE9HkUOtwNc (https://open.spotify.com/show/0nS5BBD2YmVeE9HkUOtwNc)
The Sales Brew Podcast: https://www.youtube.com/channel/UCz5vl6xHDetPxFDt-qBlifg (https://www.youtube.com/channel/UCz5vl6xHDetPxFDt-qBlifg)
Pavilion (formerly Revenue Collective): https://www.joinpavilion.com/ (https://www.joinpavilion.com/)
Connect with Felix Krueger online:https://www.linkedin.com/in/hfkrueger/ ( https://www.linkedin.com/in/hfkrueger/)

Where to find The State of Sales Enablement:
Website (subscriber exclusives can be found here) -http://thestateofsalesenablement.com/ ( http://thestateofsalesenablement.com/)
LinkedIn -https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/ ( https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/)
Apple Podcasts -https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853 ( https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853)
Spotify -https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g ( https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g)

It's extremely hard to find organisations that claim that Sales Development is an area that doesn't have room for improvement. And that's the exact reason our guest in this episode is an extremely demanded expert in the APAC region and beyond. His recipe for success is a combination of deep Sales Development experience paired with a no-nonsense approach. In this episode, we speak to Mark McInnes!
These are some of the questions we're discussing:
Why do organisations care about developing their leaders?
What are the qualities of an effective leader?
Which common leadership mistakes do you come across and what can managers do to avoid them?
What sort of leadership style patterns have you come across? For example across certain industries or functions such as sales?
What are typically the steps involved in transforming the leadership culture within an organisation?

Here are some of the resources referenced in this episode.
Connect with Mark McInnes on LinkedIn: https://www.linkedin.com/in/mark-mcinnes/ (https://www.linkedin.com/in/mark-mcinnes/)
Connect with Mark McInnes on Twitter: https://twitter.com/mamcinnes (https://twitter.com/mamcinnes)
Connect with Felix Krueger on LinkedIn:https://www.linkedin.com/in/hfkrueger/ ( https://www.linkedin.com/in/hfkrueger/)
Best Of Sales Skills (BOSS) Podcast: https://www.buzzsprout.com/1034566 (https://www.buzzsprout.com/1034566)
Mark McInnes' Sales Development as a Service: https://www.linkedin.com/company/sales-development-as-a-service/ (https://www.linkedin.com/company/sales-development-as-a-service/)
Mark's Salesmail Newsletter: https://markmc.co/salesmail/ (https://markmc.co/salesmail/)
Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn (https://www.goffwd.com/learn)

Where to find The State of Sales Enablement:
Website (subscriber exclusives can be found here) -http://thestateofsalesenablement.com/ ( http://thestateofsalesenablement.com/)
LinkedIn -https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/ ( https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/)
Apple Podcasts -https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853 ( https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853)
Spotify -https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g ( https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g)

Buyer acumen, it's the stuff buyer-centric sales organisations run on.
If you trust the research around the topic, unfortunately, most organisations still leave the development of buyer acumen up to chance.
Our guest in this week's episode has spent over 30 years refining his buyer-centric Sales Enablement approach.
In our conversation, he shares his advice on how to be intentional about capturing buyer acumen as a foundation for effective Sales Enablement.
Please welcome SparxiQ's Vice President of Sales Effectiveness Services and the author of the Building Blocks of Sales Enablement, Mike Kunkle.
These are some of the questions we're discussing:
How do you define buyer acumen?
How would you describe the levels of buyer acumen in the organisations you deal with?
What does best practice in sourcing buyer acumen look like?
Which aspects of buyer acumen can't be easily taught should hiring sales managers look for?
What can businesses do to retain buyer acumen within the organisation as an asset?
What are some of the ways buyer acumen can be operationalised across the business?

Here are some of the resources referenced in this episode:
Mike’s LinkedIn Profile: https://www.linkedin.com/in/mikekunkle (https://www.linkedin.com/in/mikekunkle)
The Building Blocks of Sales Enablement Book: https://bit.ly/BBofSE (https://bit.ly/BBofSE) (Paperback and Kindle)
Sales Effectiveness Straight Talk Webinars: https://bit.ly/MikeKunkle-OnDemand (https://bit.ly/MikeKunkle-OnDemand) (60 Free Recorded Webinars)
SPARXiQ Blog: https://sparxiq.com/author/mikekunkle (https://sparxiq.com/author/mikekunkle)
Mike’s LinkedIn Articles: http://bit.ly/MK-LinkedInArticles (http://bit.ly/MK-LinkedInArticles)
Mike on Twitter: https://twitter.com/mike_kunkle (https://twitter.com/mike_kunkle)
Connect with Felix Krueger online:https://www.linkedin.com/in/hfkrueger/ ( https://www.linkedin.com/in/hfkrueger/)

Where to find The State of Sales Enablement:
Website (subscriber exclusives can be found here) -http://thestateofsalesenablement.com/ ( http://thestateofsalesenablement.com/)
LinkedIn -https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/ ( https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/)
Apple Podcasts -https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853 ( https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853)
Spotify -https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g ( https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g)

Another month, another action-packed episode of This Month In Sales Enablement! Devon and Felix catch up to discuss the latest news in the world of Sales and Sales Enablement, industry research, social media buzz, and the key insights from recent State of Sales Enablement podcast episodes.
Here are some of the resources referenced in this episode.
Sales Strategy Execution with Tyler Lindley (podcast):
https://www.goffwd.com/sales-strategy-execution-with-tyler-lindley-interview/ (https://www.goffwd.com/sales-strategy-execution-with-tyler-lindley-interview/)
Sales Leadership Transformation with Anthony Sork (podcast):
https://www.goffwd.com/sales-leadership-transformation-with-anthony-sork-interview/ (https://www.goffwd.com/sales-leadership-transformation-with-anthony-sork-interview/)


The Sales Industry Can Be a Stressful Place (MEDDIC LI Post):
https://www.linkedin.com/feed/update/urn:li:activity:6919610103134359552/ (https://www.linkedin.com/feed/update/urn:li:activity:6919610103134359552/)


Finding Find Joy in Any Job (HBR podcast):
https://hbr.org/podcast/2022/04/find-joy-in-any-job-why-am-i-unhappy-at-work (https://hbr.org/podcast/2022/04/find-joy-in-any-job-why-am-i-unhappy-at-work)


CSOs and Sales Leaders Top Priorities for 2022 (Gartner): https://emtemp.gcom.cloud/ngw/globalassets/en/sales-service/documents/insights/the_chief_sales_officer_1q22.pdf (https://emtemp.gcom.cloud/ngw/globalassets/en/sales-service/documents/insights/the_chief_sales_officer_1q22.pdf)


Zoom Launches Call AI For Sales:
https://techcrunch.com/2022/04/13/zoom-launches-ai-powered-features-aimed-at-sales-teams/ (https://techcrunch.com/2022/04/13/zoom-launches-ai-powered-features-aimed-at-sales-teams/)


Why Your Agile Coaching Isn’t Working—and How to Fix It (BCG):
https://www.bcg.com/en-au/capabilities/digital-technology-data/agile/how-organizations-can-get-agile-coaching-right (https://www.bcg.com/en-au/capabilities/digital-technology-data/agile/how-organizations-can-get-agile-coaching-right)


Steffaney Zohrabyan's job board:
https://www.linkedin.com/posts/steffaneyzohrabyan_salesenablement-salesenablement-leadership-activity-6919277772943093760-QluW?utm_source=linkedin_shareandutm_medium=member_desktop_web (https://www.linkedin.com/posts/steffaneyzohrabyan_salesenablement-salesenablement-leadership-activity-6919277772943093760-QluW?utm_source=linkedin_shareandutm_medium=member_desktop_web)


Todd Caponi's post on cold outreach etiquette:
https://www.linkedin.com/posts/toddcaponi_is-it-hypocritical-for-a-sales-leader-to-activity-6914271186520584192-dVyl/?utm_source=linkedin_shareandutm_medium=member_desktop_web (https://www.linkedin.com/posts/toddcaponi_is-it-hypocritical-for-a-sales-leader-to-activity-6914271186520584192-dVyl/?utm_source=linkedin_shareandutm_medium=member_desktop_web)

Culture eats strategy for breakfast. You might have heard this quote before. When it comes to company culture leaders and their approach to leadership make all the difference. Our guest in this week's episode heads up a business that specialises in leadership development and executive coaching. In this episode, we'll discuss how sales leaders can transform their leadership approach to achieve sustainable high-performance environments. Please welcome the MD of Sork HC, https://www.linkedin.com/in/anthonysork/ (Anthony Sork)!
These are some of the questions we're discussing:
Why do organisations care about developing their leaders?
What are the qualities of an effective leader?
Which common leadership mistakes do you come across and what can managers do to avoid them?
What sort of leadership style patterns have you come across? For example across certain industries or functions such as sales?
What are typically the steps involved in transforming the leadership culture within an organisation?

Here are some of the resources referenced in this episode.
Connect with Tyler Lindley online: https://www.linkedin.com/in/anthonysork/ (https://www.linkedin.com/in/anthonysork/)
Connect with Felix Krueger online:https://www.linkedin.com/in/hfkrueger/ ( https://www.linkedin.com/in/hfkrueger/)
Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn (https://www.goffwd.com/learn)
Sork HC: https://sorkhc.com.au/ (https://sorkhc.com.au/)

Where to find The State of Sales Enablement:
Website (subscriber exclusives can be found here) -http://thestateofsalesenablement.com/ ( http://thestateofsalesenablement.com/)
LinkedIn -https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/ ( https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/)
Apple Podcasts -https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853 ( https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853)
Spotify -https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g ( https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g)