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Are you struggling to navigate the complex world of enablement, grappling with competencies, coaching, and performance frameworks? If so, you're not alone. And today's episode is here to help! My guest this week on the Sales Coach podcast is Rebecca Bell, Senior Director and Head of Global GTM Enablement & Business Operations at Zendesk. Rebecca prides herself on her ability to build teams and strategies that accelerate business success and create advocacy. She also holds the prestigious title of Founding UK Chapter President of the Revenue Enablement Society.   Tune in and you'll learn the following: Discover the importance of defining core competencies while acknowledging the role of individualized coaching in fostering growth Uncover the pivotal role of managers in driving success within go-to-market teams Learn how to spot coachable individuals from the outset and how to foster a growth-oriented mindset from the hiring process onwards   As Rebecca says: "My definition of coaching probably aligns with being a guide. Essentially, like a Sherpa going up Mount Everest. You know the route and understand the terrain, and you're helping to carry some of the burden for the person you are guiding. But the individual is still taking the steps forward themselves." Don't miss out. Tune in to gain an invaluable perspective on coaching and enablement. Stop struggling and start growing in your journey to becoming a better coach and leader.

What is the key to effective enablement and how can you drive maximum impact within your organization? My guest this week is Brooke Coletti, Senior Scaled Go-To-Market Enablement Manager at Amazon Web Services (AWS). In this episode, Brooke shares invaluable insights into the world of enablement. She sheds light on key strategies for garnering buy-in, understanding adoption curves, and prioritizing initiatives to drive organizational success.   Tune in today and you'll learn the following, PLUS MUCH MORE: The critical role that partnerships play in enablement success How to and why you need to build effective relationships with stakeholders outside of the enablement function The importance of understanding the learning adoption curve and its impact on organizational change   As Brooke says: "Knowing your stakeholder's motivations will really help you be able to tailor your message and in turn, build that relationship fast." Tune in now to gain valuable insights and strategies that will help you unlock the full potential of your team and drive maximum impact within your organization.

👢 Sales Kickoffs (SKOs) are pivotal moments in any organisation's calendar.   They offer an opportunity to align teams, inspire individuals, and set the stage for a successful year ahead. But what truly makes an SKO effective? 🤷‍♂️   What are the hidden strategies and insights that can transform a routine event into a transformative experience?   👉 My guest this week is Lynne Santangelo, MBA, PMP, a seasoned Revenue Enablement Manager at LaunchDarkly.   Lynne orchestrates methodologies and programs aimed at propelling sales performance and fostering scalable growth.   👇 Tune in this week and you'll learn the following:   ⚽ The importance of meticulous planning and early preparation for SKOs   ⚽How effective communication can streamline event execution and foster attendee engagement   ⚽The significance of allowing free time to foster networking opportunities, and mitigate attendee fatigue for an enriching experience   As Lynne says 💬 : "If participants have the freedom to choose how they spend some of their time, I think that can lead to a better positive experience. They are more likely to leave with increased satisfaction for coming to the SKO."   🎧 Listen to the full episode now and equip yourself with the tools and strategies to transform your next sales kickoff into a resounding success.

Have you ever wondered why some sales teams soar to success while others struggle to meet their targets? The secret might lie in something that's often overlooked but crucial in the sales world: effective coaching and analytics. My guest this week, Mike Kunkle, Vice President at SPARXiQ, is a seasoned professional in the realm of sales effectiveness services. His expertise is further solidified by his authorship of the book "The Building Blocks of Sales Enablement," which reflects his deep understanding of the field.   Tune in today and you'll learn the following, plus MUCH MORE: The crucial role of analysing results to improve sales skills and strategies Understanding the true essence of coaching, differentiating it from mere feedback or advice Techniques for effective sales management, including how to utilize analytics for performance improvement   As Mike says: "When I talk about coaching, I always say that the rep has to own their development, and the manager becomes their guide or their sherpa." Don't miss this opportunity to elevate your sales knowledge and skills. Tune in to the full episode today and subscribe to get more episodes like this! 🎧

Enabling sales managers is critical for any sales enablement program to succeed ‼️ My guest this week is Amanda Dossey, Head of Sales Enablement at Keyfactor, based in Atlanta. Keyfactor provides certificates for machine identities to help ensure secure connections. Amanda runs enablement as a team of one currently and prides herself on being a leader who fosters teamwork. She has been called a thoughtful and empathetic leader and an outstanding enablement leader. 🤗 She believes sales managers, especially first-time managers, need guidance on managing reps instead of doing the job.   Tune in today and you'll learn the following, plus MUCH MORE: 🙌🏻 Ways to support reps in both the short and long term 🙌🏻 How to build trust between enablement and sales leaders 🙌🏻 The importance of focusing on the highest value activities   As Amanda says: “Creating a learning experience that guides people is essential to experiential learning" Tune in to the full episode today and subscribe to get more episodes like this! 🎧

Ever wondered what it takes to drive success in a start-up's enablement journey? My guest this week us Emily Isensee, the Senior Director of Global Enablement at Esper. With a background in leading large teams, Emily took on the challenge of being a team of one. She has since navigated the start-up landscape with resilience and adaptability.   Tune in today and you'll discover the following, plus MUCH MORE: How to build a lean enablement team and create a robust strategy. The importance of making learning a connected experience The significance of working closely with leaders at different levels   As Emily says: "A mindset of constant learning and experimentation is key" Gain valuable insights on building relationships, fostering experiential learning, and collaborating effectively. Tune in to the full episode today and subscribe to get more episodes like this! 🎧

🤗 Kindness is sales is something that will always earn you trust if you put that to the front. You'll always get someone to work with you rather than against you. So kindness is vitally important in sales, both internally and externally. Empathy and authenticity are key to bringing human connection into automated sales workflows. My guest this week is Thomas Crelier, Sales Enablement Manager at Xero. Thomas helps sales professionals overachieve their targets while becoming confident in themselves. He uses impactful, meaningful and engaging sales training and supportive sales enablement strategies. He believes the future of sales teams are effective, efficient, engaged, and driven by kindness.   Tune in today and you'll learn the following, plus MUCH MORE: ❤️ How to use kindness to build your relationships ❤️ Why you need to balance revenue focus with relationship building through kindness ❤️ The evolution of enablement in organizations from training to driving revenue   As Thomas says: “You cannot be human and kind to a person if you aren't challenging them to grow." Tune in to the full episode today and subscribe to get more episodes like this! 🎧

If you are only focusing on the buying journey and not looking at the value journey, you are leaving vast amounts of money on the table. The data is clear, if you invest time in the revenue enablement model you are 80% more likely to hit their revenue targets and 70% more likely to impact your cross sell and upsell targets. My guest this week is Meganne Brezina, Senior Director of Enablement at Seismic. Meganne has over a decade of experience serving global B2B SaaS teams, known for empowering individuals and organizations to reach their full potential. She is an active participant in the Enablement community and is a member of the Revenue Enablement Society and its Indianapolis chapter, as well as a frequent contributor to The Enablement Squad. Meganne founded and currently leads the Indianapolis chapter of Women in Sales Enablement and serves on the WiSE global board of directors as a global lead, to help make a lasting impact on the professional growth of women in the industry. In her current role at Seismic she brings together her extensive Enablement knowledge and leadership skills to drive success for internal and external stakeholders alike.   Tune in today and you'll learn the following, plus MUCH MORE: What is required before moving into a revenue model. Why competencies, processes, and methodology should be viewed through the lens of “field” and not “sales". The importance of setting up enablement team structure and skillsets to support a field model.   As Meganne says: “You need to really understand the revenue engine in your company only then are you going to be able to have conversations with senior leadership that they will respect." ‼️ Tune in to the full episode today and subscribe to get more episodes like this! 🎧

💬 There’s a lot of talk about enablement “getting a seat at the leadership table”. What does this really mean and how can it be achieved? My guest this week is Paul Butterfield, CEO of Revenue Flywheel Group and Executive Board President of the Sales Enablement Society Paul Butterfield has designed, built and led high impact revenue enablement strategies and teams for Vonage, G.E., NICE InContact, and Instructure. As a consultant he’s coached Go-to-Market leaders from Expedia, ABB. Aspen Media, Orbitz, and Red Wing Shoes in change management and sales methodology adoption. Paul's passion lies in leading revenue teams through transformation into truly customer-centric organizations that differentiate through how they sell rather than with price or product.   Tune in today and you'll learn the following, plus MUCH MORE: 💥 The importance of revenue centric global enablement programmes 💥 What has changed beyond the name for enablement professionals 💥 What tools you need in order to change your mindset from Enablement to Revenue   As Paul says: “You need to really understand the revenue engine in your company only then are you going to be able to have conversations with senior leadership that they will respect.” ‼️ Tune in to the full episode today and subscribe to get more episodes like this! 🎧

ℹ️ Giving people information is not going to get them anywhere. We need to coach to get transformation. My guest this week is Professor Stefanie Boyer, Professor of Marketing at Bryant University and Co-Founder and Chief Education officer of RNMKRS. Stefanie is passionate about elevating the sales profession with research, education, and technology. She teaches and coaches students on various aspects of sales, such as the conversation, social media, analytics, executive presence, and design thinking. Stefanie also co-authored "The Little Black Book of Social Media" on social media strategies for business, influencers, and personal branding, as well as "9 Ways to Develop Highly Effective Salespeople" designed for sales managers, and an Audible series called "6 Sales Skills Everyone Should Know" partnering with Wondrium, The Great Courses and Audible, an Amazon Company. 📖 In 2018, she co-founded RNMKRS, a ground-breaking platform that uses artificial intelligence and machine learning to simulate realistic sales conversations and provide instant feedback and scoring to trainees.   Tune in today and you'll learn the following, plus MUCH MORE: 🔺Why you should invest in self directed learning 🔺The importance of allowing your reps to have some control over their training 🔺Why role play and practice helps close more deals   As Stefanie says: “People need to apply the skills that they are learning. When it comes to practicing conversations we've found it takes about 40 conversations to really have a high level of mastery on that conversation. Think about how many opportunities your sellers get to practice conversations with feedback.. If they are having one role play a month, how many months is it going to take for that seller to ramp up their conversation skills? What ends up happening is sellers just end up churning through their leads." Tune in to the full episode today and subscribe to get more episodes like this! 🎧

You have so many distractions from things like your tech stack, right? 😖 Upcoming deadlines, meetings etc never end! Some in your team can multi-task. But some of your team will naturally have shorter attention spans. 🤔 So, how can you make sure your whole team can stay focused? This week I'm chatting with Bobbi Jo Frazier, Director of Revenue Enablement at ActivTrak. Bobbi Jo has a real passion for Enablement and believes in fostering a culture of learning and development among sales and revenue professionals.   Tune in today and you'll learn the following, plus MUCH MORE: ❗️ How to develop Attention Strategies for your team's Enablement Distractions ❗️ How you can use Engaging Enablement Techniques to bring focus back ❗️ The importance of Retention and Reinforcement   As Bobbi Jo says: “Not everyone is going to see things the same way, or will learn things the same way. As much as we like to make things to scale, there has to be some personalisation there too." Tune in to the full episode today and subscribe to get more episodes like this! 🎧

Many of the people I talk to in enablement land in a position where the infrastructure of a company is already in place. But what do you do if you need to build a function from the ground up? This week I'm chatting with Matt Cohen, Senior Sales Enablement Manager at Dotmatics. Matt's passion for alignment is why he is in Enablement. He focus on proactively identifying gaps in the buyer journey and prioritizing solutions that optimize people, processes, and technology. To advance the Enablement community, Matt sits on the board of the Sales Enablement Society's Boston Chapter and co-founded the San Diego Chapter. He frequently shares thought leadership in various forms, including articles, podcasts, and webinars. In 2023 Matt was recognized by SalesHood as an Enablement Leader Making It Happen.   Tune in today and you'll learn the following, plus MUCH MORE: What enablement should and shouldn't be responsible for How you can build a function from scratch How you can align to existing priorities when a function already exists or enablement is being done ad hoc   As Matt says: “I think it's really important to keep in mind that you have to align to the priorities of your organisation. Even if that function doesn't exist, even if you are building it from scratch. There needs to be a bit of give and take, and a willingness to expand the function to your vision of what it should and could be.” Tune in to the full episode today and subscribe to get more episodes like this!