Ever wondered how sales enablement leaders get it done? The Sales Enablement Innovation podcast, brought to you by Sales Enablement Collective, shines a light on what really goes on backstage at some of the world’s top startups and companies - from getting cross-functional buy-in and planning the perfect SKO to looking ahead at future trends as the role of sales enablement evolves.
Each episode, we sit down with a different revenue or sales enablement leader, and dive into their pain points, successes, and what got them to where they are - as well as best practice tips to help you turn your sales team into superheroes.
Sales Enablement Innovation | Georgia Watson, IBM
Sales enablement can mean so many different things to different people. For IBM's sales enablement specialist, Georgia Watson, it boils down to helping sellers to be their best in the market, so they can deliver value to their clients.
In this episode of Sales Enablement Innovation, she talks to us about how the pandemic has created a blank canvas for innovation, and how you need to have the right culture to bring those ideas to fruition aligned with core business strategy.
Find out what sales enablement looks like at IBM - and steal some of Georgia's tips.
Sales Enablement Innovation | Bill Petersen, Litmus
How do you get the most value from your content?
For Litmus’ Head of Sales Enablement, Bill Peterson, it’s all about creating consistent, evergreen learning content that's kept fresh with regular product and competitor updates. He’s shifted to weekly, just-in-time learning paths that everyone can plan ahead for, which has improved completion rates and allows sales reps and leaders to make suggestions about what they’d like to be included in future sessions.
Learn more about this and Bill’s take on all things enablement (including his DJ sets at Litmus’ latest SKO event).
Sales Enablement Innovation | Gail Behun, PandaDoc
For PandaDoc's Senior Manager of Sales Enablement, Gail Behun, high performance sales enablement means working in tandem with marketing (who craft the message) and product (who provide the detail). Aligning objectives and expectations is key - 'level-setting', as Gail puts it.
She's also passionate about helping sellers to grow, and develop their career paths - for her, enablement goes beyond reps simply hitting quota and excelling in the short-term.
In this Sales Enablement Innovation podcast, Gail shares her philosophy for nurturing sustainable success, and how she encourages all enablers - and aspiring enablers - to reach out to others in the community to forge connections, share knowledge and immerse themselves in the discussions happening online.
Sales Enablement Innovation | Christi Wall, Chainalysis
Is the enablement function shifting to encompass every team member who steps into the buyer cycle?
Christi Wall, Revenue Director at Chainalysis, certainly thinks so. Another big change, now we're online-only, means a greater focus on developing intangible interpersonal skills like empathy, building trust, active listening, and how to read a virtual room.
In this episode, Christi also navigates us through her career trajectory, sharing how she’s flipped her opportunities during the pandemic, as well as giving us her take on making training fun (hint: it involves a lobster costume).
Sales Enablement Innovation | Hang Black, Juniper Networks
“There are a lot of ways to scale a mountain. Some people have a jet to take them up, some people have a helicopter. Some people have access to tools that you may not have. But we need to recognize when people are throwing down ropes for us.”
Hang Black, VP of Revenue Enablement at Juniper Networks, discusses how women and immigrants can break into the leadership ranks by sharing her own journey: learning to identify limiting beliefs and behaviors, getting used to operating in chaos, her strategies for excelling under adversity - and why being ‘busy and bored’ during Covid gave her the impetus to write a book that had been in her head for 15 years.
Sales Enablement Innovation | Steffaney Zohrabyhan, Sprinklr
With so many tools in our tech stacks, most of us know the feeling of having 101 tabs open at the same time. Can sales enablement really make sales processes seamless and friction-free for their reps through digital adoption?
Steffaney Zohrabyhan, Digital Adoption Leader at Sprinklr, thinks so and talks us through how she does it, why you can't feed your reps a whole elephant at once - and how the philosophy of Clippy the ‘helpful’ Microsoft paperclip lives on.