最佳Revenue Enablement Society播客 (2024)

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Ep. 79 - Juliana Stancampiano - The Evolution and Future of Sales Enablement 35:12

5M ago35:12

35:12

How has the role of sales enablement transformed since its early days, and what does this mean for the future? Join me for my final episode of "Stories from the Trenches" as I sit down with Juliana Stancampiano, CEO of Oxygen and former board president of the Revenue Enablement Society (RES). We trace Sales/Revenue Enablement's transition from trad…

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Ep. 78 - Keenan - The S.P.E.E.D. Revenue Enablement Model 31:12

6M ago31:12

31:12

Have you ever wondered why some sales teams consistently hit their targets while others struggle? Keenan, CEO of A Sales Growth Company and acclaimed author behind "Gap Selling," rejoins me on the podcast to unravel the secrets of enabling high-performing sales teams with his innovative S.P.E.E.D. model. Gain insights into creating enablement impac…

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Ep. 76 - Stephanie White - The Power of Community and Personal Network 30:04

6M ago30:04

30:04

None of us is as smart as all of us. Engaging with peer groups and industry networks can accelerate your career, enhance your skills, and provide invaluable professional development. In this episode, we explore the transformative power of communities and personal networks with Stephanie White, Sr. Director of Revenue Enablement at Medallia. Stephan…

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Ep. 75 - Tim Riesterer & Chris Kingman - DigitalNow Revenue Summit Topics and Trends 42:39

7M ago42:39

42:39

This episode features Tim Riesterer, Emblaze's Chief Research Officer, and Chris Kingman of the RES board, sharing their observations from the Emblaze conference earlier this month. Tim and Chris delve into details about insights and practical strategies shared by speakers and panels on integrating enablement . They also discuss the undeniable impa…

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Ep. 74 - Sibusiso Msomi - Sales Enablement vs. Sales Training 33:56

7M ago33:56

33:56

My guest Sibusiso Msomi is a sales enablement pioneer in South Africa and in this episode we explore his career evolution and what he learned when making the strategic shift sales training to sales enablement: How shifting from sales training to sales enablement to provide more comprehensive solutions that integrate training, tools, and processes, …

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Ep. 73 - Alex Berry - The Evolution Of SDR Roles 30:38

8M ago30:38

30:38

In this episode, Alex Berry, co-founder of 42AI an AI-powered company that revolutionizes customer insight discovery, joins me in discussing the transformation of go-to-market strategies. We discuss why Sales Development Reps (SDRs) must break out from the current hyper-specialization to succeed in the competitive sales environment. Alex shares his…

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Ep. 72 - Dayna Williams - Building A Blueprint for AI 31:50

8M ago31:50

31:50

How do you balance the potential of AI to impact revenue generation, sort through the hype and be strategic in your deployment of AI? Join me as I sit down with Dayna Williams, and we peel back the layers of AI's role in the future of sales and delve into the intricate dance between leveraging cutting-edge tools and staying true to the timeless pri…

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Ep. 71 - Peter Ostrow - Maximizing The Effectiveness of A.I. 28:58

9M ago28:58

28:58

Get ready to accelerate your revenue enablement success with insights from Forrester VP and Principal Analyst, Peter Ostrow. Recently Peter joined me to unpack the potential of AI to transform Revenue Enablement efficiencies and results. If your Sales Enablement budget is like most the team is understaffed and underfunded while juggling competing p…

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Ep. 70 - Sandy Robinson - Aligning Rev Ops and Rev Enablement 31:59

9M ago31:59

31:59

In this episode with I discuss the critical partnership between Rev Ops and Rev Enablement with Sandy Robinson, SVP of Revenue Operations and Enablement at Patra Corporation. Sandy shares her experiences and ways to unlock the synergies between these two teams regardless of where they report. Some of the topics we covered: How Rev Ops and Enablemen…

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Ep. 69 - Meet Gail Behun, New RES President! 27:45

10M ago27:45

27:45

This episode I have the opportunity to sit down the new RES Executive Board President Gail Behun. She opens up and shares her thoughts and observations about: The current state of the revenue enablement profession Her 4 key revenue drivers for measuring the success of enablement Observations from the 2023 RES Experience and what's to come Her prior…

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Ep. 68 - Rodney Umrah - Tiger Seller Profiles 29:24

10M ago29:24

29:24

Have you heard of the "Tiger Seller Profile"? It's a concept and framework developed and used by Rodney Umrah during his years in sales, account management and enablement at IBM, Microsoft, NetSuite and in his current role as Head of Global Revenue, Partner and Customer Enablement. In this episode Rodney explains how to elevate your sales team's pe…

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Ep. 66 - Jerry Pharr - Measuring Enablement Impact That Has Credibility 29:57

11M ago29:57

29:57

Why do sales leaders undervalue their enablement teams? With all the conversations and opinions about how to measure and demonstrate business impact are Enablement teams actually gaining credibility? Jerry Farr, founder of Sales Excellence Advisors, joined me recently and shared his unique insights on why sales leaders might still be undervaluing t…

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Ep. 65 - Paul "Norf" Norford - The Digital Aspects of Enablement 32:34

12M ago32:34

32:34

Ever wondered how to successfully make the shift from "doing digital" to "being digital"? In this episode Paul "Norf" Norford, VP of Global Enablement at Ivanti enlightens us with his insights on this topic and discusses the usage of digital platforms like YouTube and LinkedIn for skill enhancement. What are the digital aspects of Enablement? Doing…

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Ep. 64 - Jonathan "Coach K" Kvarfordt - Enablement AI 30:45

1y ago30:45

30:45

Do you ever wonder about the intriguing intersection of AI and sales enablement? Join us as we sit down with Jonathan Carford, aka Coach K, the new head of revenue enablement for an exciting startup, Symmetric. Unravel the mystery between predictive analytics and true AI as Jonathan shines a light on their key differences and how to unlock the full…

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Ep. 63 - Irina Soriano - Social & Life Brands 29:31

1y ago29:31

29:31

Discover the transformative power of a life brand in this episode with Irina Soriano, Vice President of Enablement at Seismic. Join us as we explore the concept of a life brand - one that transcends self-promotion, and instead, emphasizes service to others and contributing to the community. We'll hear Irina's insights on how this unique approach to…

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Ep. 62 - Recorded Live at the SES Experience - Stories of Personal Evolution 26:53

1y ago26:53

26:53

Who doesn't love a great success story? This year the Sales Enablement Society Experience was held in San Diego and the theme was "The Enablement Evolution". For this episode I had the opportunity to sit down with 10 different Revenue Enablement pros and listen to their stories about personal and career Evolution. They shared great ideas that were …

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Ep. 61 - Brett Childs - SDR Enablement 28:54

1y ago28:54

28:54

Get ready to unlock the secrets of successful SDR enablement with Brett Childs.. This episode sees us peeling back the layers of the often under-appreciated role of the Sales Development Representatives (SDRs), the true warriors at the frontline of the customer journey. Brett pulls back the curtain on his proven approach to enabling SDR teams, one …

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Ep. 60 - SES: Expertise and Member Engagement Evolution 28:49

1y ago28:49

28:49

I recently sat down with the 4 newest members of the Sales Enablement Society Board of Directors to talk about the evolution of Sales Enablement and the Sales Enablement Society itself. Del Nakhi, Gail Behun, Mary Beth Hanifer, and Chris Kingman share their experiences, passions, and talk about the SES initiatives they're each leading. You'll hear …

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Ep. 59 - Jenn Glabicky - Organized and Accessible Collateral 29:39

1y ago29:39

29:39

In this engaging session with Jenn Glabicky, she shares her innovative approach to collateral organization with an emphasis on the importance of sales and marketing teams working together to enhance the buyer experience. Together we unpacked: How collateral is viewed from both Marketing and Enablement perspectives Creating a plan for organizing and…

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Ep. 58 - Meagan Davis - Aligning Enablement, Customer Success and Customer Experience 25:32

1+ y ago25:32

25:32

On this episode my guest is Meagan Davis, the Director of Sales Enablement at Hunters. Please join us as she shares her experiences and perspectives on not just enablement for sales teams, but for also marketing, customer success, and sales engineering teams. She also introduces customer certification into the mix - a bridge that fosters empathy an…

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Ep. 57 - Kieran Smith - Are You Strategic Or Operational? 36:01

1+ y ago36:01

36:01

Navigating sales enablement can be a labyrinth, but not when you have a strategic vision and the right metrics to guide you. In Episode 57 we dive into a discussion about what separates operational vs. strategic Enablement and how to develop a data driven strategy that has measurable impact. Learn how to: Differentiate between operational and strat…

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Ep. 56 - Felix Krueger - Developing Strategic Stakeholder Relationships 38:07

1+ y ago38:07

38:07

Get ready to secure your seat at the table where business decisions are made as we unravel the important role of stakeholder management in sales enablement. We're joined by the always insightful Felix Kruger, a name synonymous with sales enablement, founder of FFWD, and the voice behind the popular podcast, State of Sales Enablement. We talked abou…

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Ep. 55 - Priya Sachdev - Sales Automation To Integration 31:43

1+ y ago31:43

31:43

Are you navigating the complex landscape of tech-driven sales enablement? Join me as I chat with Priya Sachdev, founder of Sprouting Shoots, who sheds light on this often overwhelming topic and how to avoid the pitfalls of "shiny object syndrome." Learn from Priya's expertise on striking the perfect balance between technology adoption and practical…

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Ep. 54 - Phil Putnam - Nurturing And Motivating The Whole Person 37:44

1+ y ago37:44

37:44

In this episode discover the power of nurturing the whole person. Learn why motivation is the cornerstone of effective coaching and how each individual's desired work experience fuels it. We also cover the importance of equality in the workplace, especially concerning gender and motherhood. Listen in as we explore how embracing the whole person, un…

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Ep. 53 - Alli Rizacos - Conquering Imposter Syndrome 35:27

1+ y ago35:27

35:27

Have you ever doubted your abilities and felt like a fraud, despite being very competent? Have you tried to help a friend dealing with feelings of inadequacy? If so you've likely experienced Imposter Syndrome which causes people to feel anxious and inadequate and affects their mental well-being. Learning to overcome it is a critical skill for susta…

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Ep. 52 - Brian Geery - Enabling Dynamic Demos 33:40

1+ y ago33:40

33:40

How do you enable sales teams to turn average demos into compelling stories that capture their prospects' attention and keep them engaged? Can demo effectiveness be measured? If so, how should Enablement teams track and improve their demo enablement? In this episode, Brian Geery shares his proven strategy and techniques for enabling sales pros to g…

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Ep. 51 - Matt Cohen - Building A Foundation For Revenue Enablement 35:42

1+ y ago35:42

35:42

True revenue enablement is a strategic approach that aligns sales, marketing, customer success, and product teams to improve customer experiences, drive revenue growth, and increase profitability. In this episode Matt Cohen, Sr. Sales Enablement Manager at Dotmatics and I discuss the foundational elements of creating strategic enablement that he's …

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Ep. 50 - Terry Bird - Enabling Sales Leaders For Success 31:12

1+ y ago31:12

31:12

According to Forrester, direct managers have the most impact and influence on sales reps’ success and organizations must make their enablement of sales managers as comprehensive as that of rep-level contributors. Forrester has also found that B2B sales leaders often make flawed assumptions about the ease with which new sales managers can transition…

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Ep. 49 - Competence vs. Performance - Kunal Pandya 31:57

1+ y ago31:57

31:57

Revenue enablement teams aren't the same as HR - they don’t exist to deliver corporate and regulatory training. Revenue enablement teams exist solely to optimize the performance of all customer facing teams and have a positive impact on revenue. To fulfill that mission it's critical for revenue enablement teams to create and execute strategies and …

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Ep. 48 - Developing A Coaching Culture - Devon Anthony 29:20

1+ y ago29:20

29:20

Most business leaders would agree with former Home Depot and Chrysler CEO Bob Nardelli that "people, unless coached, never reach their maximum potential," yet many teams and organizations lack a strong coaching culture. According to Devon Anthony, Director of Sales Enablement and Learning at Morningstar, Enablement teams can really impact revenue t…

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Ep. 47 - Sunil Chhabra - Enablement, What's In It For Sellers? 30:11

1+ y ago30:11

30:11

Enablement - what's in it for your sellers? No, seriously. Can you measure and quantify the benefits or impact of your Enablement programs and activities? If not, how do you know whether you're meeting the needs of the Sales, SDR, or CSM teams your team supports? For Sunil Chhabra, Vice President, Global Enablement at Conga, having these critical b…

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Ep. 46 - Matt Cameron - Emotional Intelligence In Sales 38:37

2y ago38:37

38:37

Harvard Business Review reported that Emotional Intelligence accounts for nearly 90% of what sets high performers apart from peers with similar technical skills and knowledge (HBR, 4/3/19). Is EQ just as critical for success in sales? Matt Cameron, CEO of SaaSy Sales Leadership says "Yes"! In this episode he shares what he's learned about applying …

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Ep. 45 - Macy Tanking - Got Curiosity? 29:15

2y ago29:15

29:15

In a 2018 survey of more than 3,000 employees from various firms and industries, less than a quarter said they regularly felt curious at work. According to Macy Tanking curiosity plays a critical role in successful revenue enablement teams. In this episode she shares the key elements of creating a culture of curiosity she’s learned and applied in h…

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Ep. 44 - Jeff Hatchell - How To Keep Your Vision No Matter What 32:42

2y ago32:42

32:42

When John Lennon sang "life is what happens to you while you're busy making other plans" to his son Sean he captured what so many in the revenue enablement and tech communities are feeling right now. While working through challenges and setbacks it's critical to maintain your long term vision and perspective while continuing to bring your "A" game …

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Ep. 43 - Del Nakhi - Sales Enablement, Sales Leadership And Change Management 28:02

2y ago28:02

28:02

Forrester calls First Line Sales Managers the "secret agents" of change and Revenue Enablement teams are often on the leading edge of change alongside them. In over a decade of experience as an enablement pro, Del Nakhi of MariaDB, has learned how to create and optimize those relationships for success. Listen in as she talks about: Why the change m…

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Ep. 42 - Lisa Capra - Successful Revenue Knowledge Strategy and Management 34:30

2y ago34:30

34:30

Gartner says the foundation of a sales enablement strategy is to provide sales teams with what they need to successfully engage the buyer throughout the buying process. How are you and your revenue enablement team ensuring sellers can easily find relevant customer facing assets? What about product info, research and competitive intelligence they wi…

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Ep. 41 - Sarah Fricke - Are Your Revenue Teams Happy? 24:22

2y ago24:22

24:22

Is it possible to enable sales reps to hit quota more consistently while keeping them happy? How does a sales enablement team measure "happiness"? Can revenue enablement teams create a voice for sales teams that gives them input into corporate level decisions? According to Sarah Fricke of RingCentral the answer to all of the above is yes! Listen in…

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Ep. 40 - Recorded Live in Atlanta - Personal Stories About Taking A Leap! 34:48

2y ago34:48

34:48

Who doesn't love a great success story? This year the Sales Enablement Society Experience was held in Atlanta and the theme was "Take The Leap". For this episode I had the opportunity to sit down with 11 different Revenue Enablement pros from as far away as Singapore and listen to their stories about a time in their careers when they took a big lea…

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Ep. 39 Pt. 2 - John Care - Effective Enablement For Sales Engineers 29:35

2y ago29:35

29:35

What are the areas of professional development that Sales Engineers are interested in but that many Sales Enablement teams miss? How can Revenue Enablement teams generate excitement and boost morale within Sales Engineering teams? What do customers say they want Sales Engineers enabled to do well? John Care, Author and Managing Director of Masterin…

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Ep. 39 Pt. 1 - John Care - Effective Enablement For Sales Engineers 31:19

2y ago31:19

31:19

How do Sales Engineers learn differently? Is their attitude towards training different? What are the onboarding needs of an experienced vs. a novice SE? When should the handoff from the Enablement team to the SE leaders occur? What are the 3 critical legs of onboarding SEs? John Care, Author and Managing Director of Mastering Technical Sales shares…

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Ep. 38 - Arup Chakravarti - Identifying And Negotiating Sales Enablement Priorities 32:03

2y ago32:03

32:03

How do you set the correct enablement priorities when you need to make a decision but don't have a lot of information? What is the only wrong decision you can make in any situation? Is following your gut a sound strategy? How can you apply buyer types to internal selling and negotiation? This episode features Arup Chakravarti, Director of Sales Exc…

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Ep. 37 - Chuck Marcouiller - Value Selling With Empathy 31:49

2y ago31:49

31:49

What do buyers actually need sellers for? What are the "3 Cs" of empathy in selling? How do sellers enable buyers to build internal consensus? If a seller is empathetic do they risk losing control of the opportunity progression and velocity? How does an enablement team use selling with empathy to help sellers to not be "product pushers who reek of …

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Ep. 36 - Keenan - Developing The Skills To Learn 26:06

2y ago26:06

26:06

As Revenue Enablement professionals our mission is to enable others with the skills, knowledge, and experiences to grow and improve. With everything we focus on have you ever evaluated how well you and your team are teaching the actual skill of learning? Keenan believes that learning is a skill not a default mechanism. In his years of working with …

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Ep. 35 - Dave Lichtman - Career Advice For Market Downturns 32:18

2+ y ago32:18

32:18

The Sales and Revenue Enablement profession continues to thrive and grow overall but we’ve all seen enablement individuals and teams negatively impacted by the recent economic challenges. The sad reality is that even high performing enablement professionals can find their careers taking an unexpected detour. In this episode Dave Lichtman of Enablem…

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Ep. 34 - Mo Schlick - Looking Ahead With SES 38:47

2+ y ago38:47

38:47

Join Sales Enablement Society President Mo Schlick and I as we discuss the state of Sales Enablement, what she's learned from her experiences, and how she thinks about the future of our industry and the SES organization. Mo brings a unique diversity of experience to the SES Presidency, drawing from an extensive background in global sales enablement…

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Ep. 33 - Kevin Jones - Sales Enablement for B2C Sales Teams 30:15

2+ y ago30:15

30:15

Sales enablement for B2C vs. for B2B - is there a difference? If so, what are the unique challenges and needs the Sales Enablement teams that support them need to address? In this episode Kevin Jones from Filevine shares the insights he’s gained over 6 years of enabling large B2C teams. You’ll hear about: H2H (human 2 human) selling Onboarding for …

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Ep. 32 Pt. 2 - Kristen McCrae McMullin - Accelerating Revenue Enablement Impact 31:18

2+ y ago31:18

31:18

Are you and your team taking a truly customer-centric approach when developing your revenue enablement strategy and programs? How well are you using the concept of force multiplying to scale your impact? In Part 2 of my conversation with Kristen McCrae McMullan we discussed her ideas, experiences, and how she's learned to be effective in these area…

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Ep. 32 Pt. 1 - Kristen McCrae McMullan - Accelerating Revenue Enablement Impact 31:35

2+ y ago31:35

31:35

How are you measuring the revenue impact of your Enablement initiatives? How quickly are you accelerating the time to revenue impact? What about identifying when a change in the approach is needed? Kristen McCrae McMullan of Amazon Web Services has tackled these challenges successfully and come up with innovative solutions that she shared with me i…

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Ep. 31 - James Roth - Leading A GTM Shift From Single Product Selling To Platform Selling 30:32

2+ y ago30:32

30:32

As companies grow and mature, they typically diversify their product offerings either organically or through acquisitions. Once this happens the need for the sales organization to quickly and successfully transition from selling a single solution to a platform sales approach becomes critical. In this episode, ZoomInfo Technologies SVP of Enterprise…

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Ep. 30 - Britta Lorenz - Executive Coaching For Revenue Enablement Teams 29:20

2+ y ago29:20

29:20

Where does executive coaching fit into your Revenue Enablement strategy? What about executive coaching for the Revenue Enablement team members? Britta Lorenz joins me for this episode to share how Revenue Enablement teams can support people in gaining the clarity needed to guide them towards their goals. Hint: the key is mixing coaching and compass…

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