42 episodes

Explore the dynamic world of elite B2B sales enablement professionals who support complex solution sellers and run sales enablement as a strategic function as the C-Suite. Discover winning mindsets, strategies, and executable insights you need to be successful in elevating your role and function.

Inside: Sales Enablement Scott Santucci, Brian Lambert

    • Management
    • 4.5, 18 Ratings

Explore the dynamic world of elite B2B sales enablement professionals who support complex solution sellers and run sales enablement as a strategic function as the C-Suite. Discover winning mindsets, strategies, and executable insights you need to be successful in elevating your role and function.

    (EP#42) Generating New Insight: A Listener Joins to Unpack Our Research Method

    (EP#42) Generating New Insight: A Listener Joins to Unpack Our Research Method

    Welcome to the Inside Sales Enablement Podcast, Episode 41


    In this episode, we're joined by Erich Starrett, President of the Atlanta Chapter of the Sales Enablement Society.


    We engage in a lively, candid discussion on the differences between generating data and creating insights. These factors have massive implications for Sales Enablement Leaders looking to Orchestrate across functional groups.


    Why? Because:


    Gathering multiple perspectives by "shaking and sorting" each person's perspective into patterns that others can agree on is absolutely critical to orchestrating.


    Confirming those patterns while gaining commitment to act, and factoring in the current "mental maps" of others and how they see the challenge is required to enrolling others.


    Unifying action through clarifying where people "Get to yes" and then synthesizing the information into 2-3 executable insights are required to gain traction with important initiatives.


    _


    Scott and Brian followed this process for the State of Sales Enablement Research. That's why listening to this episode is an important ingredient to your future success. Data just doesn't provide this level of current state reality -- Data is simply too far in the rear-view mirror.

    • 1 hr 10 min
    (Ep#41)Engineering Valuable Sales Conversations & Gray's Anatomy

    (Ep#41)Engineering Valuable Sales Conversations & Gray's Anatomy

    Welcome to the Inside: Sales Enablement Podcast, Episode 41


    In this episode Scott King joins the show to help "dissect" the revenue engine and discuss the wins he's accomplished in partnership with product, marketing and sales teams to drive profitable growth at his company.


    We tap into their shared experiences to discuss the revenue and profitable growth "anatomy" that exists within companies and how sales enablement leaders can help decrease seller burden and elevate sales conversations at scale in partnership with sales leadership

    • 1 hr 13 min
    (Ep#40)What Being Heroic Looks Like: Earn It. Own It. Evolve It. As applied during COVID

    (Ep#40)What Being Heroic Looks Like: Earn It. Own It. Evolve It. As applied during COVID

    Welcome to the Inside Sales Enablement Podcast, Episode 40


    In this episode, the guys interview Hang Black, Head of Global Sales Enablement at Juniper Networks and Insider Nation Member. Her mantra Earn It. Own It. Evolve It. As applied during COVID: Embrace the hard of this ....”


    She talks about her application and use of the HEROIC Leadership Framework and her journey to establish her charter.


    On this podcast you will learn how she is using the elements of HEROIC to blend her passion for engineering and sales to find her purpose with a modern approach to sales enablement. Her mantra: Embrace the hard of this. You are out on leading the edge. You must be relevant to sales. Learn what it means to be relentlessly relevant by applying the HEROIC leadership framework.


    Holistic: The whole is greater than the sum of the parts


    Engineered: How the parts best fit together


    Reality: How the parts behave


    Ongoing Operations: Continuous and sustained improvement


    Impactive: How you message to your community of stakeholders to drive action


    Collaborative: Process to factor in multiple perspectives required to drive cohesion.

    • 42 min
    (Ep#39)Scott Santucci on TRIAL: The People vs. the Definition of Sales Enablement

    (Ep#39)Scott Santucci on TRIAL: The People vs. the Definition of Sales Enablement

    Welcome to the Inside Sales Enablement Podcast, Episode 39


    In this episode, the definition goes on trial and so does Scott Santucci. Scott gets temporarily removed from the co-host seat by John Thackston, VP of SOAR performance group.


    Perhaps no case in Sales Enablement history deserves the oft-used description "Trial of the Century" more than the case of Scott Santucci's Definition of Sales Enablement vs. the People.


    In this podcast, the prosecutor's arguments are presented in a trial fashion. The defendant is Scott Santucci and he's waived his right to an attorney.


    More than 10 years ago, the definition of Sales Enablement has existed in the market. The definition has created unprecedented international scrutiny and media attention, captivating the sales enablement profession. In one camp, the best definition = "whoever has the most organic search hits." On the side, the best definition is "created by VP's of Sales and CMOs and executives over the course of 2 working sessions as agreed upon by a team of practitioners."


    You're the juror. You decide.


    By the way, the first definition of Sales Enablement was written by Scott Santucci and published by Forrester in 2010.


    That Definition:


    Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life cycle to optimize the return of investment of the selling system._


    Since that time, he's received a lot of feedback on this definition, and many many many other definitions have sought to take it's place.

    • 59 min
    (Ep#38)Panel 6: Executive Sponsors - Focusing on Outcomes for Sales Enablement Leaders

    (Ep#38)Panel 6: Executive Sponsors - Focusing on Outcomes for Sales Enablement Leaders

    Welcome to the Inside: Sales Enablement Podcast, Episode 38


    Ever wonder what executive sponsors talk to about to Senior Leaders? Wonder why Sales Enablement gets funding in some organizations and doesn't in others? What about the skills and competencies of sales enablement leaders?


    In this last panel of our State of Sales Enablement Research, Scott and Brian pull together an amazing panel of the executive sponsors chartering sales enablement functions to hear their take.


    On this panel, we have:


    Brian King, Managing Director King Consulting prior VP of Sales Enablement at Intercontinental Hotel Group


    Sameer Rupani, SVP Sales & Marketing at Solvay


    Greg Peelman, VP Operations at EcoLab

    • 1 hr 11 min
    (Ep#37)Panel 5: Sales Academics - Predicting the Future of Sales Enablement

    (Ep#37)Panel 5: Sales Academics - Predicting the Future of Sales Enablement

    Welcome to the Inside Sales Enablement Podcast, Episode 37


    Hello insider nation we're excited to bring you yet another star-studded panel. This time it's a dedicated panel of academics covering the Sales Enablement space from Universities such as Johns Hopkins, University of Texas - Dallas, and Northern Illinois.


    For many, the COVID Crisis of 2020 was a wake up call. The guys leaned into the Insider Nation to discover and learn their thoughts in response to the global crisis. Make sure you listen to episodes 27-31.


    We continue our groundbreaking research on the state of sales enablement research project this panel.


    In this episode, our guest panelists include:


    Dr. Robert Peterson, Editor Journal of Professional Selling and Professor of Sales at Northern Illinois University 


    Dr. Joel Le bon, Johns Hopkins University Digital Business Development Initiative


    Dr. Howard Dover, Director, Center for Professional Sales at University of Texas Dallas


    -


    To view the research method, visit https://www.insideSE.com/research


    • 1 hr 30 min

Customer Reviews

4.5 out of 5
18 Ratings

18 Ratings

AmandaVball ,

The best in the industry!

This podcast is relevant, actionable and so helpful for a sales enablement role. It’s high level enough to help you think strategically but also some key actions or programming that I can do to help move the needle. Keep up the great content!

Tanner23432 ,

Strongly Recommended

I’ve taken away 3-5 strong, actionable, relevant and ‘reframed’ thinking after listening to Brian and Scott. I like the guest speakers, how-to, summary recaps, wisdom over the years and a podcast dedicated to SE by practioners. I like that they’re both open to feedback and commit to helping our industry, would recommend. Thanks Brian and Scott!

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