63 episodes

Explore the dynamic world of elite B2B sales enablement professionals who support solution sellers at scale while running sales enablement as a strategic function to the C-Suite.

Discover the winning mindsets, strategies, and executable insights commercial enablement leaders follow to elevate their role and function. Engage with other listeners looking to evolve their function to commercial enablement, talent enablement, message enablement, pipeline enablement, or organizational enablement.

Inside: Sales Enablement Scott Santucci, Brian Lambert

    • Business
    • 4.6 • 21 Ratings

Explore the dynamic world of elite B2B sales enablement professionals who support solution sellers at scale while running sales enablement as a strategic function to the C-Suite.

Discover the winning mindsets, strategies, and executable insights commercial enablement leaders follow to elevate their role and function. Engage with other listeners looking to evolve their function to commercial enablement, talent enablement, message enablement, pipeline enablement, or organizational enablement.

    Helping Sellers Communicate Value: What is Value Anyway?

    Helping Sellers Communicate Value: What is Value Anyway?

    Welcome to Inside: Sales Enablement Episode 63
    How do we make sales today and one of the things that we need to concentrate on is selling the value of what is actually value mean in the first place? No human being on the planet can live without water. But water is cheap, and prevalent, and inexpensive in most places. Whereas none of us need diamonds to survive. But diamonds are expensive. So what actually is value?
    In this episode, the guys are joined by Jen Burns who runs sales enablement globally for IQVIA. The reason the concept is so important today is as we move into a digital into the digital economy where customer experience becomes so vital.
    The key questions you must be able to help your sellers answer are: What actually is valuable? Is the product and service that you have, is that what is valuable? Or is it the outcome the customer achieves? Is that what's valuable. That's what we're talking about today.
    AUDIO TRANSCRIPT:
    Nick Merinkers 0:02
    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.


    Scott Santucci 0:34
    I'm Scott Santucci.


    Brian Lambert 0:36
    I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.


    Scott Santucci 0:49
    Together, Brian, I've worked on over 100 different kinds of sales enablement, initiatives as analysts, consultants or practitioners. We've learned the hard way, what works and maybe what's more important, what doesn't.


    Brian Lambert 1:03
    And our focus is on you, as a sales enablement leader and Orchestrator, sales enablement, leaders need to develop specific characteristics that we call Orchestration, operate in the blended domain of strategy and tactics, where you do both. Our goal on this podcast is to help you clarify what that looks like, provide examples that you can then take an action in your own company and give you confidence to engage up down and across the organization. And as usual, we have a centering story. So Scott, what do you have for us today?


    Scott Santucci 1:34
    So I'm going to lead with a quote, and I'm going to ask you to see if you can think place the quote and the time period.


    Brian Lambert 1:42
    Okay.


    Scott Santucci 1:44
    Here's the quote. Why is water that is vital for all life. cheap. And diamonds are so expensive.


    Brian Lambert 1:56
    Isn't this say? Something tells me that this is like the 1980s or something that a technology reference like a Steve Jobs keynote or something?


    Scott Santucci 2:06
    Close?


    Brian Lambert 2:06
    It is


    Scott Santucci 2:07
    very close. Yes. It's Aristotle. And it's about 300 BC. You were right. Close. My hopes


    Brian Lambert 2:17
    only to bash it upside that. Okay. Well, fine. Aristotle's a smart dude. I can get go for that.


    Scott Santucci 2:22
    I guess he's Steve Jobs. Yes. And essentially, he's got, you know, big thoughts.


    Brian Lambert 2:27
    And they probably are more like sandals.


    Scott Santucci 2:29
    There's the close part. So why are we talking about this and diamonds, around the time of Aristotle, many of the people many of the Greeks actually believe diamonds were literally tears of the gods. And between, then, and in the dark ages, many kings wore diamonds on their armor because it was a great, it was a great sign of health and virility and safety. And then in 1477, I guess that's the Renaissance time. maximillian, who at the time that this happened

    • 1 hr 7 min
    Leading the Sales Enablement Function To Achieve Greater Business Impact

    Leading the Sales Enablement Function To Achieve Greater Business Impact

    In this episode , we're joined by Brian King. Sales Enablement leader who brought a cross-functional team together to develop and clarify the value of his team at Intercontinental hostels. In this podcast, we talk through bringing together cross-functional leaders (all who have a myopic lens of "value") as well as understanding the commercial ratio and how to leverage to elevate the strategic conversation and strategies.
    And our focus is on you, as a sales enablement leader and Orchestrator, sales enablement, leaders need to develop specific characteristics that we call Orchestration, operate in the blended domain of strategy and tactics, where you do both. Our goal on this podcast is to help you clarify what that looks like, provide examples that you can then take an action in your own company and give you confidence to engage up down and across the organization.

    • 56 min
    Proving Business Impact: Quantifying Sales Enablement Contribution to Outcomes

    Proving Business Impact: Quantifying Sales Enablement Contribution to Outcomes

    Welcome to Inside: Sales Enablement Episode 61
    In this episode we're joined by long-time listener Erik Host-Steen who appreciates getting into the meat of some issues. Since we like introducing ideas and inviting people to participate and push back, Erik reached out to discuss business outcomes and business impact of Sales Enablement.
    Erik finds that sales, marketing, and product leaders are often working at cross-purposes. One way to get alignment is through business impact measures. What are the goals of the organization? And certainly, growth is usually a part of that. And that growth is for some purpose, value creation, profitability, etc. And then if it's a venture capital backed, firm, there's an exit. So then we have to have an eye toward valuation. And the top typical valuation models have many other factors involved rather than the Commercial Ratio we discussed on the show.
    What does the Commerical Ratio really add to the toolkit in terms of being able to solve growth problems being able to drive toward a particular valuation or profitability? Find out as we walk through the top-down view of business impact measures so you can quantify your business impact of the sales enablement function.

    • 55 min
    Creating Experience: A Lesson in What Works with the Sales Enablement Society

    Creating Experience: A Lesson in What Works with the Sales Enablement Society

    Welcome to Inside: Sales Enablement Episode 60
    We're in the experience economy and Sales Enablement Orchestrators are working to bring together the valuable contributions of multiple departments in their organization to improve the customer experience. How are they doing that? By pulling together people, processes, technology, and information to benefit sellers and address the gaps in the selling eco-system.
    Curiosity is the new competitive advantage, as savvy leaders are taking a "how do we figure it out" approach and learn by doing. Forgoing the big-bang efforts for laser beam experience "labs" to figure out what works.
    In this episode, we’re joined by Bill Ball, a founding member, and one of the members of the Sales Enablement Board of Directors. As sales enablement society founders and members Scott, Brian, and Bill share their examples of creating an all-digital organization of volunteers through a shared and common experience to elevate the role.
    As Bill shares in the podcast; "We're navigating an evolving profession together. We have to get to know people and to help people, to figure it out together."
    Listen in as the guys share what they're seeing, and more importantly, what they have learned to help your own organization orchestrate and bring together people through a common and shared experience
    SES EXPERIENCE 2020 - Forward Momentum for a New Decade October 26 - 29 Virtual
    Join the members of the Sales Enablement society at their annual conference http://ses2020.sesociety.org/ (http://ses2020.sesociety.org/)
    Make sure you join Scott Santucci (SES Founder) in the Founders Room on Wednesday, October 28, 2020 at 4:15pm Eastern.
    >>>>>>> TRANSCRIPT FOLLOWS
    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.
    Scott Santucci 0:34
    I'm Scott Santucci.
    Brian Lambert 0:36
    I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies. Together, Brian and I have worked on over 100 different kinds of sales enablement, initiatives as analysts, consultants or practitioners. We've learned the hard way, what works and maybe what's most important, but doesn't. Our focus is on you as sales enablement leaders and orchestrators in that role that you have in your company, you've got to develop specific characteristics that we call orchestration. That means blending strategy and tactics together to achieve results to help sales sell and simplify the selling ecosystem. And as usual, we have a centering story, bill, bill, what do you got for us?
    Bill Ball 1:29
    Thanks, guys. I want to take us way back to the year of 2016. I know that's not quite as far as you gentlemen generally travel back in your centering stories, but it's important.
    Brian Lambert 1:45
    It's important,
    Scott Santucci 1:46
    you know why? It's so it might as well be that Fargo. Right,
    Bill Ball 1:50
    right, right. I mean, cuz who can tell at this point anymore? It seems like 1000 years ago is my relationship with you guys go what's happened this year, and how far the sales name one society has come. So um, the reason I'm going to talk about 2016 is that's the year all the wheels started to turn in the sales enablement society. Now, I wasn't involved right at the very beginning. Because I didn't know Scott and Scott didn't know me and I didn't know what sales enablement was. That's right. I'm saying I didn't know what sales enablement was i

    • 47 min
    Laying Foundations: Gaining Executive Buy-in to your SE Charter

    Laying Foundations: Gaining Executive Buy-in to your SE Charter

    Laying the foundation is critical to Sales Enablement Orchestrators. Laying the foundation is a foundational step to create the survival kit for an enablement leader. It's absolutely mandatory for the enablement leader.
    In this episode, we're joined by Tamara Schenk. Tamara talks with us about the blueprint Sales Enablement Orchestrators need to create with all teams and roles that are involved. Laying the foundation requires approval by senior executives so that this is your blueprint you're going to achieve.
    Laying a foundation is not an exercise you do for somebody else, it's not something you you do for finance or controlling. And it's definitely not filling out a form. That's the absolute the last step, when you put all the pieces together. It's a creative process of creating the blueprint you need in your organization, in your context, where you're currently at to achieve your goals. You You have to achieve an enablement to meet your company's sales objectives.

    • 1 hr 2 min
    Fighting Productitis by Orchestating Message Enablement with Routes to Value

    Fighting Productitis by Orchestating Message Enablement with Routes to Value

    One thing that we like to do on our podcast is to make this very conversational. And the reason that we want to make it conversational, as we go through a structured format, it can get overwhelming. The things that we're all talking about are very, very complex. In this episode, the guys are joined by Steve Goas who is passionate about co-creating value in Message Enablement.
    Topics:
    The vision of Message Enablement programs
    Creating Routes to Value
    Orchestration across the organization
    Defining what "good" looks like with Sales

    • 1 hr 2 min

Customer Reviews

4.6 out of 5
21 Ratings

21 Ratings

JoeH (NY) ,

A must hear podcast series!

Thank you Scott and Brian for making these podcasts so educational as well as engaging!!! A who’s who of guests to boot. Great work.

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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