The State of Sales Enablement FFWD Revenue

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/

In this thought-provoking episode of Troubleshooting Enablement, we delve into the complex world of navigating layoffs and maintaining momentum in a challenging job market. Joining host Devin McDermott is the insightful Phil Putnam, an acclaimed coach, consultant, and advocate for enablers in transition. Phil shares his wealth of knowledge on how enablers can adapt their strategies to not only survive but thrive in an evolving job landscape.
Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform
Connect with Phil Putnam:
https://www.linkedin.com/in/philputnamcoach/
https://www.philputnam.com/
Connect with Devon McDermott:
https://www.linkedin.com/in/devonmcdermott/

In this episode of the State of Sales Enablement, Jonathan Kvarfordt aka Coach K talks with Stephanie White, an enabler known for her outstanding contributions to the community and recently nominated for the 2024 SEC Ones to Watch. Stephanie shares insights from her experience in sales enablement, introduces her new initiative, Enablement Reimagined, and discusses common challenges and effective strategies for enablers.
Here are some of the questions Stephanie and Jonathan attempted to tackle:
What is Stephanie's approach in enabling enablers?What is Enablement Reimagined, and what does it aim to change about the support available to enablers?What are the typical obstacles that enablers encounter, and how can they address these to enhance their strategic role?How can enablers secure the development tools they need and get the right support within their businesses?
Connect with Stephanie White: https://www.linkedin.com/in/stephanie-white-sales/
Learn more about Enablement Reimagined: https://www.linkedin.com/company/enablement-reimagined/
Connect with Jonathan Kvarfordt: https://www.linkedin.com/in/jmkmba/