Revenue Enablement Society - Stories From The Trenches

Revenue Enablement Society and Paul Norford

The Revenue Enablement Society's "Stories From The Trenches is where revenue enablement practitioners share their real world experiences. Get the scoop on what's happening inside revenue enablement teams across the global RES member community. Each segment of "Stories From The Trenches" share the good, the bad, and the ugly practices of corporate revenue enablement initiatives. Learn what worked, what didn't work, and how obstacles were eliminated by enablement teams and GTM leadership. Sit back, grab a cold one and join host Paul 'Norf' Norford, for casual conversations about the wide and varied profession of revenue enablement where there is never a one size fits all solution.The wide and varied profession of Revenue Enablement ensures there is never a one-size-fits-all solution to be successful. Amidst constant change the  journey to successful outcomes is never the same. Learn from your peers and gain insights on topics like: -Building strategies and metrics that correlate back to revenue impact-Gathering requirements to identify stakeholders-Gaining buy-in and executive sponsorship-Aligning with sales leaders-Facilitating cross-functional collaboration

  1. Episode 01 - Amanda Whiteside - Building Companywide Credibility in Revenue Enablement

    2024-11-21

    Episode 01 - Amanda Whiteside - Building Companywide Credibility in Revenue Enablement

    Amanda Whiteside is a trailblazer for Enablement at Freshworks and has made significant strides in transforming the field while championing female empowerment.  She highlights the importance of building credibility for enablement to secure organizational support and stresses the need to align initiatives with business outcomes.  Amanda also recognizes the unique challenges of global enablement, emphasizing the importance of prioritization and tailoring content to different teams.  She believes leveraging technology and AI can significantly enhance the enablement process and underscores the critical role of collaboration between marketing and enablement.  For aspiring leaders, she advises focusing on understanding stakeholder pain points to drive success. With over 15 years of experience driving transformative initiatives for Fortune 100 companies, Amanda is currently the Global Vice President of Revenue Enablement at Freshworks, the leading provider of Cloud-based Customer Engagement software. In this role, she leads high-impact teams to create customer-centric solutions that deliver measurable growth. Be sure to subscribe and follow the Revenue Enablement Society on LinkedIn for exciting announcements about what's next for the podcast! Please subscibe on Apple, Spotify or Google.

    39 min
  2. Ep. 79 - Juliana Stancampiano - The Evolution and Future of Sales Enablement

    2024-06-04

    Ep. 79 - Juliana Stancampiano - The Evolution and Future of Sales Enablement

    How has the role of sales enablement transformed since its early days, and what does this mean for the future? Join me for my final episode of "Stories from the Trenches" as I sit down with Juliana Stancampiano, CEO of Oxygen and former board president of the Revenue Enablement Society (RES).  We trace Sales/Revenue Enablement's transition from traditional sales training to the more holistic approach of modern sales enablement, emphasizing the diverse backgrounds of professionals in the field.  We dive into the critical role of organized processes, clear metrics, and continuous learning in driving sales performance and discuss the importance of educating senior executives about effective enablement and the impact of new technology on the field.   Be sure to subscribe and follow the Revenue Enablement Society on LinkedIn for exciting announcements about what's next for the podcast! As this is my final episode as producer and host, I want to express my heartfelt gratitude to all my guests and listeners. Thank you all for being integral to this incredible journey with "Stories from the Trenches." Juliana Stancampiano is an author, entrepreneur, and leader helping businesses prepare their people for what happens next. For more than 15 years, she has helped leaders translate their company’s strategy into tangible achievements for their people, creating experiences that help people succeed. As CEO of Oxygen, Juliana has developed a unique perspective around the enablement, skilling and ways of educating the workforce of today. Juliana also held the Board Presidency for the Sales Enablement Society from 2019-2022. Please subscibe on Apple, Spotify or Google.

    35 min
  3. Ep. 78 - Keenan - The S.P.E.E.D. Revenue Enablement Model

    2024-05-22

    Ep. 78 - Keenan - The S.P.E.E.D. Revenue Enablement Model

    Have you ever wondered why some sales teams consistently hit their targets while others struggle? Keenan, CEO of A Sales Growth Company and acclaimed author behind "Gap Selling," rejoins me on the podcast to unravel the secrets of enabling high-performing sales teams with his innovative S.P.E.E.D. model.  Gain insights into creating enablement impact by prioritizing actual sales performance outcomes and aligning strategies with critical business metrics sales leadership uses.  Learn about integrating the three layers of training, skill development, and forecasting into your enablement framework and how to embrace the shift from traditional enablement to a results-driven approach. With the S.P.E.E.D. model, enablement teams will empower sales teams to succeed by focusing on what truly matters—the tangible impact on business metrics and organizational growth.  Keenan and I unpack: The details behind the S.P.E.E.D model and why it worksThe three layers of S.P.E.E.D. that align enablement to revenue success The critical sales metrics all Enablement teams need to internalizeHow to assess the current state, identify gaps, and make improvementsKeenan is the CEO/president and chief antagonist of A Sales Growth Company. With over 20 years of sales experience, he has long influenced, learned from, and shaped the sales world. Keenan calls it as he sees it and lets nothing and no one go unnoticed.  He is the celebrated author of Not Taught: What It Takes to be Successful in the 21st Century That Nobody’s Teaching You and Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price. Gap Selling has been voted among the sales community as one of the best sales books ever. Father of 3 amazing girls, PSIA Certified Level 2 ski instructor (see, more coaching), and avid Boston sports fan, Keenan keeps crazy busy when he’s not focused on A Sales Growth Company. Please subscibe on Apple, Spotify or Google.

    31 min
  4. Ep. 76 - Stephanie White - The Power of Community and Personal Network

    2024-05-07

    Ep. 76 - Stephanie White - The Power of Community and Personal Network

    None of us is as smart as all of us. Engaging with peer groups and industry networks can accelerate your career, enhance your skills, and provide invaluable professional development. In this episode, we explore the transformative  power of communities and personal networks with Stephanie White, Sr. Director of Revenue Enablement at Medallia. Stephanie highlights the tangible benefits she's gained from participating in various revenue enablement communities, fostering a sense of belonging and camraderie.  Whether you're looking to tackle complex challenges, stay ahead of industry trends, or simply connect with like minded professionals this episode is your roadmap to leveraging and growing your professional network. Join us and hear how to unlock the potential of community-driven growth in your career! Stephanie White is the Sr. Director, Revenue Enablement at Medallia. For Stephanie, Revenue Enablement is People Enablement, driving revenue and impact strategically to scale.  With 20 years of experience in Sales, Marketing, Enablement, Operations building and scaling teams of passionate people to drive revenue is at the core of her approach. A people focused enabler by nature, Stephanie thrives on engaging, connecting and learning with others.  Please subscibe on Apple, Spotify or Google.

    30 min
  5. Ep. 75 - Tim Riesterer & Chris Kingman - DigitalNow Revenue Summit Topics and Trends

    2024-04-16

    Ep. 75 - Tim Riesterer & Chris Kingman - DigitalNow Revenue Summit Topics and Trends

    This episode features Tim Riesterer, Emblaze's Chief Research Officer, and Chris Kingman of the RES board, sharing their observations from the Emblaze conference earlier this month. Tim and Chris delve into details about insights and practical strategies shared by speakers and panels on integrating enablement . They also discuss the undeniable impact of strategic enablement, when it aligns perfectly with company revenue objectives.  You'll hear their insights on: The digital transformation in SalesEnablement driven by intiativeThe role of AI in sales coachingThe critical role of customer feedbackThe evolution of sales discoveryPlease subscibe on Apple, Spotify or Google.

    43 min
  6. Ep. 74 - Sibusiso Msomi - Sales Enablement vs. Sales Training

    2024-04-02

    Ep. 74 - Sibusiso Msomi - Sales Enablement vs. Sales Training

    My guest  Sibusiso Msomi is a sales enablement pioneer in South Africa and in this episode we explore his career evolution and what he learned when making the strategic shift sales training to sales enablement: How shifting from sales training to sales enablement to provide more comprehensive solutions that integrate training, tools, and processes, enhancing overall sales effectiveness and what that looks like.How engagement with clients has evolved from focusing solely on skills to aligning sales strategies with broader business outcomes.Results,  positive outcomes and improved sales metrics since moving into sales enablement.The introduction, reception and evolution of sales enablement in Africa.This episode provides valuable insights into the strategic implementation of sales enablement and its growing impact on global and African markets. Sibusiso Msomi is a dynamic and visionary entrepreneur deeply entrenched in the field of sales and business development, recognized particularly for his contributions to the sales enablement sector.  As the founder of the Sales Enablement Company, he has markedly contributed to the enhancement of sales practices in numerous organizations, ranging from fledgling startups to established, publicly-traded companies.   Sibusiso’s approach  involves a holistic review of the client's sales processes, including training methodologies, content management, and technology adoption in order to tailor a comprehensive sales enablement strategy. Sibusiso is also the chapter leader of the Revenue Enablement Society in Africa.  Please subscibe on Apple, Spotify or Google.

    34 min
  7. Ep. 73 - Alex Berry - The Evolution Of SDR Roles

    2024-03-19

    Ep. 73 - Alex Berry - The Evolution Of SDR Roles

    In this episode, Alex Berry, co-founder of 42AI an AI-powered company that revolutionizes customer insight discovery, joins me in discussing the transformation of go-to-market strategies. We discuss why Sales Development Reps (SDRs) must break out from the current hyper-specialization to succeed in the competitive sales environment. Alex shares his insights on how diverse backgrounds can help SDRs connect with customers on a personal level. He maps out a path to gaining a wider business acumen lens, which is critical to sales success. This episode provides ideas  for enabling and developing the essential traits that can set SDRs apart from the rest. Alexander Berry is the cofounder & COO of 42ai, the AI Analyst for Revenue Operations and the teams they serve. Alex founded 42ai last year with Hugh Hopkins, with the aim of reducing the significant burden on teams like Revenue Operations by using AI to perform a growing number of analytical tasks on their behalf.  He has worked in Saas & Paas businesses for more than a decade, running sales, partnerships, enablement and operations teams in EMEA and the Americas. Please subscibe on Apple, Spotify or Google.

    31 min
  8. Ep. 72 - Dayna Williams - Building A Blueprint for AI

    2024-03-05

    Ep. 72 - Dayna Williams - Building A Blueprint for AI

    How do you balance the potential of AI to impact revenue generation, sort through the hype and be strategic in your deployment of AI? Join me as I sit down with Dayna Williams, and we peel back the layers of AI's role in the future of sales and delve into the intricate dance between leveraging cutting-edge tools and staying true to the timeless principles of sound business practices.  We tackle the challenges faced by sales teams and explore how they can navigate the pressures of consistent performance while adopting a disciplined approach to innovation.  Dayna shares her seasoned perspective on avoiding the pitfalls of jumping onto the latest tech trends without a game plan. Some of the actionable insights she shares in this episode: What's missing from the hype and the headlines?Elements of a readiness plan or blueprintWhere and how to beginDayna Williams is the author of "The Diligence Fix" which explores what happens when we strive for revenue growth. Her ideas come from advising sales leaders in the areas of internal communication, integrated training, change methodology and making customer feedback actionable. Dayna is also an experienced content and conference producer who lives in the Philadelphia area with her husband and five rescue dogs. Please subscibe on Apple, Spotify or Google.

    32 min
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À propos

The Revenue Enablement Society's "Stories From The Trenches is where revenue enablement practitioners share their real world experiences. Get the scoop on what's happening inside revenue enablement teams across the global RES member community. Each segment of "Stories From The Trenches" share the good, the bad, and the ugly practices of corporate revenue enablement initiatives. Learn what worked, what didn't work, and how obstacles were eliminated by enablement teams and GTM leadership. Sit back, grab a cold one and join host Paul 'Norf' Norford, for casual conversations about the wide and varied profession of revenue enablement where there is never a one size fits all solution.The wide and varied profession of Revenue Enablement ensures there is never a one-size-fits-all solution to be successful. Amidst constant change the  journey to successful outcomes is never the same. Learn from your peers and gain insights on topics like: -Building strategies and metrics that correlate back to revenue impact-Gathering requirements to identify stakeholders-Gaining buy-in and executive sponsorship-Aligning with sales leaders-Facilitating cross-functional collaboration

Informations

  • Créateur
    Revenue Enablement Society and Paul Norford
  • Années d’activité
    2020 - 2024
  • Épisodes
    74
  • Classement
    Tout public
  • Copyright
    © 2025 Revenue Enablement Society - Stories From The Trenches
  • Site Web de l’émission
    Revenue Enablement Society - Stories From The Trenches