6 episodes

Sales enablement practitioners share their real-world experiences. Get the real scoop on what’s happening inside Sales Enablement teams across the SES member global community. Each segment of Stories from the Trenches shares the good, the bad, and the ugly experiences inside corporate sales enablement initiatives. Learn what worked, what didn’t work, and how obstacles were eliminated by corporate teams and leadership.The wide and varied profession of Sales Enablement ensures there is never a one-size-fits-all solution to be successful. Wins always look different and the journey to successful outcomes is never the same. Learn from your peers and gain insights on topics like:Gathering requirements to identify stakeholdersGaining buy-in and executive sponsorshipAligning with sales leadersFacilitating cross-functional collaboration

Sales Enablement Society - Stories From The Trenches Sales Enablement Society

    • Business

Sales enablement practitioners share their real-world experiences. Get the real scoop on what’s happening inside Sales Enablement teams across the SES member global community. Each segment of Stories from the Trenches shares the good, the bad, and the ugly experiences inside corporate sales enablement initiatives. Learn what worked, what didn’t work, and how obstacles were eliminated by corporate teams and leadership.The wide and varied profession of Sales Enablement ensures there is never a one-size-fits-all solution to be successful. Wins always look different and the journey to successful outcomes is never the same. Learn from your peers and gain insights on topics like:Gathering requirements to identify stakeholdersGaining buy-in and executive sponsorshipAligning with sales leadersFacilitating cross-functional collaboration

    Episode 13: Cynthia Barnes Shares Insights Into Enabling Women in Sales to Reach the Top 1%

    Episode 13: Cynthia Barnes Shares Insights Into Enabling Women in Sales to Reach the Top 1%

    Cynthia Barnes, CEO of NAWSP and Paul Butterfield, Instructure Revenue Enablement VP talk about the ways men and women sell differently and how Sales Enablement teams can be more effective through incorporating those different approaches into their...

    • 23 min
    Episode 12: Erica Newell shares the Unique Sales Enablement Needs of Customer Success Teams and How to Enable CSMs for Success

    Episode 12: Erica Newell shares the Unique Sales Enablement Needs of Customer Success Teams and How to Enable CSMs for Success

    Erica Newell, Sr. Strategic Customer Success Manager at Bridge and Paul Butterfield, Instructure Sales Enablement VP talk about an area of Sales Enablement that is often overlooked - Sales Enablement for Customer Success teams. The fact is many customer...

    • 28 min
    Episode 11: Roderick Jefferson on the Role Sales Enablement Professionals Have in Driving a Culture of Equality and Inclusion

    Episode 11: Roderick Jefferson on the Role Sales Enablement Professionals Have in Driving a Culture of Equality and Inclusion

    Sales enablement thought leader Roderick Jefferson and Paul Butterfield, Instructure Sales Enablement VP explore the role that sales enablement teams should play in driving a diverse and inclusive corporate culture. As Roderick put it “Diversity means...

    • 30 min
    Episode 10: Chris Sargent on How to Implement and Measure Adoption of a Global Sales Methodology to Remote Sales Teams

    Episode 10: Chris Sargent on How to Implement and Measure Adoption of a Global Sales Methodology to Remote Sales Teams

    Chris Sargent, Sr, Director of Global Sales Enablement at NICEinContact and Paul Butterfield, Instructure Sales Enablement VP discuss why a global sales methodology is critical and the best practices that he has developed while heading up sales enablement at multiple SaaS companies. The conversation then pivots to how the NICEinContact team has successfully adapted what’s worked in the past for the post COVID-19 enablement delivery environment. Why implement a global sales methodology and process How to teach the corporate sales methodology to new remote sales reps Providing reinforcement and measuring adoption remotely Chris and the sales enablement team support ~300 quota carriers in 10 countries. NICE inContact helps contact centers around the world create profitable customer experiences through our powerful portfolio of cloud-based call center ACD, call routing, self-service IVR, and agent optimization solutions.

    • 28 min
    Episode 9: Lish Gates on Delivering Impactful Onboarding and Coaching for Socially Distant Sales Reps

    Episode 9: Lish Gates on Delivering Impactful Onboarding and Coaching for Socially Distant Sales Reps

    Lish Gates, head of Global Revenue Enablement at Algolia and Paul Butterfield, Instructure Sales Enablement VP have a wide ranging discussion about how she and the Algolia team are delivering impactful onboarding and coaching to the global Algolia sales teams even during the COVID-19 lockdown. Establishing digital routines for successful reps and new hires Help new hires learn company culture while socially distanced Ideas and tools to avoid “death by virtual classrooms” Algolia is a fast-growing SaaS startup that helps clients deliver tailored, quick and scalable search and discovery. The Algolia Enablement team currently supports 160 reps across six offices and consistently deploys strategic, measureable and innovative ways to enable the team and impact revenue.

    • 30 min
    Episode 8: Bruce Graham on Remote Learning and Assessment That Has Impact

    Episode 8: Bruce Graham on Remote Learning and Assessment That Has Impact

    Bruce Graham founder of Perfect Performance Training Ltd. and Paul Butterfield, Instructure Sales Enablement VP explore what makes up an engaging and effective remote learning program. Bruce will also share the best practices he's developed while creating online learning programs for Oracle, PepsiCo, Hewlett Packard, McDonalds and Vonage. He'll share insights on launching a remote learning program as well as taking an existing program to the next level. Best practices for content creation/format/delivery How to address the learning needs of a multi-generational workforce and different learning styles Making content relevant for a global audience

    • 30 min

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