The State of Sales Enablement FFWD Revenue

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/slamembershipoverview
Explore KDs community: https://www.patreon.com/insidesalesexcellence
Connect with Coach K: https://www.linkedin.com/in/jmkmba/

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/viewform
Connect 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. Gilbert
https://www.amazon.com/Human-Competence-Engineering-Worthy-Performance/dp/0787971580
"Design for How People Learn" by Julie Dirksen
https://www.amazon.com/Design-People-Voices-Matter-DIrksen/dp/0134211286
"Talk to the Elephant: Design Learning for Behavior Change" by Julie Dirksen
https://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. McDaniel
https://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 Thalheimer
https://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. Brinkerhoff
https://www.amazon.com/Success-Case-Method-Working-Whats/dp/1576751856
"The Building Blocks of Sales Enablement" by Mike Kunkle
https://www.amazon.com/Building-Blocks-Sales-Enablement-Transformative/dp/1645438645

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_joQ1J9TfM
Connect with Jonathan: https://www.linkedin.com/in/jmkmba/

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 Krueger
https://www.linkedin.com/in/hfkrueger/

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/

In this episode of the State of Sales Enablement, Jonathan Kvarfordt aka Coach K talks with Lauren Brownstone, an enabler with a wealth of experience and author of "Enabling Enablement: Executing a Strategic Learning and Readiness Function to Launch Your Organization to New Heights." Lauren shares her journey from education to corporate enablement, discusses her multi-faceted definition of enablement, and delves into the importance of behavior change in driving organizational success.
Here are some of the questions Lauren and Jonathan attempted to tackle:
What is the difference between skills and competencies, and why is this distinction important?What is the Kirkpatrick methodology, and how can it be used to measure the impact of enablement?How can organizations move from subjective to objective measures of skills and behavior change?What are the common challenges in the enablement community, and how can a clearer definition of enablement help address these?Why can enablement serve the entire organisation, not just sales?
Connect with Lauren Brownstone:
https://www.linkedin.com/in/laurenbrownstone/
https://www.heartwisedev.com/
Read Lauren's book:
https://www.amazon.com/Enabling-Enablement-Executing-Strategic-Organization/dp/B0CQ17B8R3
Connect with Jonathan Kvarfordt:
https://www.linkedin.com/in/jmkmba/