May 7, 2024 • 30 mins
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. Stephanie highlights the tangible benefits she's gained from participating in various revenue enablement communities, fostering a sense of belonging and camraderie.
Whether you're looking to tackle complex challenges, stay ahead of industry trends, or simply connect with like minded professionals this episode is your roadmap to leveraging and growing your professional network.
Join us and hear how to unlock the potential of community-driven growth in your career!
Stephanie White is the Sr. Director, Revenue Enablement at Medallia. For Stephanie, Revenue Enablement is People Enablement, driving revenue and impact strategically to scale. With 20 years of experience in Sales, Marketing, Enablement, Operations building and scaling teams of passionate people to drive revenue is at the core of her approach.
A people focused enabler by nature, Stephanie thrives on engaging, connecting and learning with others.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:01):
Welcome to the Revenue Enablement Society
Stories from the Trenches, whereenablement practitioners share
their real-world experiences.
Get the scoop on what'shappening inside revenue
enablement teams across theglobal RES community.
Each segment of Stories fromthe Trenches shares the good,
the bad and the ugly practicesof corporate revenue enablement
(00:24):
initiatives.
The bad and the ugly practicesof corporate revenue enablement
initiatives Learn what worked,what didn't work and how
obstacles were eliminated byenablement teams and
go-to-market leadership.
Sit back, grab a cold one andjoin host Paul Butterfield,
founder of Revenue FlywheelGroup, for casual conversations
about the wide and variedprofession of revenue enablement
, where there's never aone-size-fits-all solution.
Speaker 2 (00:47):
Hello and welcome back to another episode of the
Revenue Enablement Societypodcast, stories from the
Trenches the only podcast thatwe know of where we go around
the world and we talk to folksin the enablement profession
that are doing great things,that are having impact, that are
figuring out new ways to do itall and sometimes ways that
didn't work so well but they'rewilling to share with us what
(01:09):
they learned from it and bevulnerable.
We always appreciate that aswell.
So we're back with anothergreat guest and I'm excited.
Some of you may know her, someof you may not.
You all know her.
In another 30 minutes.
Welcome, stephanie White.
How are you, steph?
Speaker 3 (01:22):
I'm great.
Thank you so much for having me, paul.
Hello everybody.
Speaker 2 (01:26):
Stephanie recently joined Medallia as the Senior
Director of Sales Enablement, socongrats.
And would love to give you acouple of minutes to talk about.
I know it's early days, butwhat are you seeing?
What are you working on?
What are you excited about?
Speaker 3 (01:40):
I'm about a month in at this point give or take and
this is my fourth go aroundstarting in a new enablement
role and leading a team.
I think what's really cool forme about Medallia uniquely is my
personal why Whether I was insales or marketing or customer
(02:01):
experience, any of that stuffwas always were people helping
people, helping people to have abetter experience.
Okay, so for enablers helpingsellers to then help their
customers to help theircustomers, and that that kind of
butterfly effect.
What was really cool for mewhen the opportunity came up
with Medallia is that's thewhole underlying mission of
(02:24):
Medallia.
It's how do you improve yourcustomer experiences at that
very end of the chain by betterunderstanding what they're
experiencing and what matters tothem, and changing your
business and how you'resupporting your customers so
they have improved experiences,which then drives your revenue.
So it was like this beautifulfull circle moment that kind of
(02:47):
came up for me when theopportunity presented and I just
thought, oh, I'm so in for this.
Speaker 2 (02:52):
Like I'm, so in for this.
I get it.
I'm a fan.
I mean I think we've talkedabout this that I trademarked a
phrase that I started using ayear or two ago of customer
journey enablement.
And so when I launched mycompany full-time about a year
ago now, at least in the US whenI checked nobody had
trademarked that, and I felt sostrongly about it that I did,
(03:13):
and that's my book that I'mwriting.
It's coming out later this year.
It's primarily about because Ilove what you said when
enablement is done holisticallyand done well, it aligns so many
sometimes seemingly smallthings across those go-to-market
teams.
That and the customer feedbackis such a big part of that and
(03:33):
when you get it right, it doeslift up the whole organization
because it lifts up the customerexperience.
In fact, I've seen it become acompetitive differentiator,
which is so I mean it's gettingworse and worse right To
differentiate and get above thenoise.
So you're doing some reallycool work over there, so I'm
excited for you.
So, before we get into the meatof the conversation, we got to
(03:56):
do the Jimmy Kimmel challenge.
So here it goes Jimmy Kimmelretires at the end of this year
and through your extensiveLinkedIn network, you are
offered his show and you'reallowed to have anybody you want
on for your first episode.
Who is your first guest and whythat?
Speaker 3 (04:14):
Unprepped.
My immediate response for thisquestion is hands down, ryan
Reynolds, canadian.
Keeping it real.
I didn't know he was Canadian,that's cool, okay.
Yeah, he's a West Coaster, sowe'll just pretend there isn't
like a Toronto versus Vancouversituation happening right now,
right?
Speaker 2 (04:34):
right East Coast West .
Speaker 3 (04:34):
Coast.
So definitely him.
Yeah, I mean, that's hilarious.
But I think anytime you come inwith that self-deprecating
humor that just humanizeseverybody, and he's a master of
that Right yeah yeah Thread thateveryone in the audience can
relate to, regardless of whereyou're from, and I love that.
(04:56):
So he would for sure be myfirst guest on the show.
Speaker 2 (04:59):
Isn't he also an owner or part owner of one of
the cellular network phonenetworks now mint, isn't that
his too?
Speaker 3 (05:10):
So he's like in all kinds of stuff, yeah, in
addition to soccer teams, notfootball for my friends over in
the uk karen's with you on thisone don't have a cow, so let's
talk about some fun stuff.
Speaker 2 (05:18):
You strike me as a connector and one who's very
conscientious about doing thatright.
Connecting people might be withother people, might be with
jobs, might be with mentors, butthat's that's one of your jams
and right now, in the last twoyears, it's probably been more
important than ever to be partof bigger communities and have
(05:41):
mentors and and do those thingsto get outside of our own head
and our own space for a fewreasons.
The challenge that I've seen isand I guess this is a good
challenge to have is oh my gosh,there are so many Look at
what's become available toenablement folks in the last
year or just the last year ortwo.
So many communities, so manySlack groups, so many events you
can go to.
So would love to start withyour perspective, for everyone
(06:05):
is where did they start and howdo you prioritize?
Cause you can't spend.
You have a job.
You can't spend all dayinteracting, right, so I?
Speaker 3 (06:13):
mean you really can't .
So, as you said, the cool thingfor better, for worse, for our
calendars is, you know, fiveyears ago there was one or two
communities really that were upand running.
There was limited in-personevents.
You didn't have all these Slackchannels.
You didn't have, I mean, shoutout to those who have created
enablement awards in the lastyear and a half.
(06:35):
Let's not forget about thateither.
Yeah, I agree, this isimportant.
We're a amazing profession, sothere is more selection than
ever.
But we don't have time.
I don't have time, um, for allthe things.
So what I've really tried to dois, you know, for better or for
worse, I've gone out, I'veengaged in the different Slack
(06:58):
communities, the professionalgrowth communities, a bunch of
the events we can chat throughsome of those, and I basically
picked one per category where Ipersonally find that I meet the
people that I have that kind ofinstant connection with.
For those who have seen thechildren's movie Transylvania,
(07:19):
it's like that professional zingyou get with somebody right,
yeah, yeah, uh-huh, oh, theseare my people, um, so I'll try
to identify one of each of thosecategories.
So one Slack community where Ireally have the most folks that
I zing with right One to twoin-person events because
travel's expensive.
As I said, I'm in Canada.
Most of them are in the U?
S.
(07:39):
Unfortunately, travel is notcheap.
Um, and really looking toinvest professionally and
personally in each of those thatI choose.
So it's got to be a two-waystreet.
And I say that because if we'rejust looking for professional
development buy a book, take acourse- but even then, so many
(08:03):
choices you've got to narrowdown, yeah yeah, but it's if we
really want to learn and grow.
Like what we do the majority ofus, it's not just writing a book
or creating a course.
It's learning from andinteracting with people to grow
together.
That's what we doprofessionally.
So doing that in our personalprofessional connections also,
(08:28):
that for me, is where the moneyis to be honest and where I get
the ROI back on my time.
Speaker 2 (08:35):
So we've got people listening that are like yes, I
get it, and then we have peoplelistening.
I'm sure they're whatever reason, even maybe not new to
enablement, but new to doingthis kind of network building.
I love what you said about findwhere the most of your people
are, where's your tribe, andfocus on that.
But if I'm just starting to dothis, my question might be
(08:57):
Stephanie, how do I even goabout figuring out who people
I'm zinging with to do that?
Do you have any recommendations, Because I know a lot of folks
that are just coming on thescene and starting to do this.
Speaker 3 (09:09):
Yeah, yeah, yeah, um.
So there's a couple of onesthat you can go into where it's
really low cost of entry, andI'm going to say cost of entry
in terms of actual price and theamount of time you need to
spend.
Um, I am a sales enablementcollective ambassador.
Um, for those that don't know.
One of the cool things, though,is they have free drop-ins over
(09:30):
lunch hours.
They can be career workshopconversations, they can be on
all different topics.
The cool thing about it, though, is the way those are
structured.
You'll get 20 to 30 peoplejoining this Zoom room, and
you're not listening to atalking head.
It's a conversation.
People are coming off mute,adding their own point.
Yeah on a topic, and so Ipersonally love those spaces.
(09:56):
They're about once a monthdon't quote me, but about once a
month and I've met some of thecoolest people in those that I
otherwise would never haveguessed or would never have
found them to learn that theyhave a very specific opinion or
experience about this thing thatI personally find really
interesting.
So you know, some examples ofthat there has been, you know,
(10:18):
Kieran Smith and I I was jokingearlier about football versus
software.
Speaker 2 (10:22):
No, I love Kieran, yeah, so Got to actually be with
him, see him, meet himface-to-face last fall at a
conference.
It was awesome, great guy.
Yeah, it was a great table.
It was me and him and, oh mygosh, kate Lewis.
Yeah, it was a really greattable People that I've been
talking to for ages and thenactually got to hang out with.
You need to do it.
(10:43):
You need to do it anyway, butI'm sorry, I didn't mean to cut
you off.
Speaker 3 (10:48):
I just, I'm a big Kieran.
I'm a big Kieran fan.
So Well, we'll plug him on thisafterwards.
No-transcript aboutconversational intelligence
tools like Gong and how they'reso underutilized and how so many
sales leaders and enablementteams are sleeping on what's
(11:08):
possible with them.
And it was one of those moments, you know, in a crowded virtual
room with people where I wasjust like you.
You're interesting to me.
I need to unpack that a littlebit.
Speaker 2 (11:19):
That was a little creepy.
Hopefully you didn't quite comeon that way.
I'm going to stalk you.
Speaker 3 (11:27):
And that was kind of the impetus where I was like
heard what you said, today Wouldyou be up for a virtual coffee
chat?
And once we worked through someof the time zone things, it was
like you know, you have yourvirtual coffee for 15 minutes.
Again, it's low commitment andI find you either hit it off
right away with folks in thoseinitial coffees or you're just
like.
I respect your personal youknow and personal
(11:49):
accomplishments so far, butyou're not one of my people.
I really kind of found thoseSEC and other events where
there's people just openlysharing their opinions almost
like a sweet dating forum, whereit was like you quickly get a
sense for who people are and youconnect with them.
So this is the thing toeverybody when you go to these
events, go on LinkedInimmediately, drop your profile
(12:11):
in the group chat, can look witheverybody and do those
follow-ups, even if just to say,hey, it was great to meet you
today.
If they found you interesting,they will likely ping you back
and say, hey, you want to have avirtual coffee sometime, and
this is how we start buildingrelationships.
Speaker 2 (12:31):
Great advice?
Yeah, it's.
It's, um, I know what you meanIf people you just meet for the
first time, and that's one ofthe things I've been doing this
now, believe it or not um, overfour years started this podcast
in March of 2020, cause we'reall home, right, got time on
your hands.
But anyway, and that's been myfavorite part of it is getting
to know people and because inoutreaching and looking and
sourcing for guests and gettingrecommendations for guests, it's
(12:54):
the same sort of thing.
And then when I was at my lastcorporate gig in Instructure, I
actually we had been a TomaBravo portfolio company while I
was there for a little while.
Then they sold us into thispublic again.
But my point is, I was asked toadvise their CRO operating group
and as part of that, I had theopportunity to create a center
(13:15):
of excellence for enablementacross the portcos and I met
some great people One, I think,someone else, one of your people
and I met some great peoplelike one, I think, someone else,
one of your people um, uh,Kunal Pandya and, and so,
because of the time, kunal wasleading enablement for another
TV portfolio company and thefirst time he and I so I was out
looking for volunteers.
I was asking CROs, who do youhave?
(13:35):
It's a strong leader that wouldlove to build a community like
this within the portfolios, andso that's how I met and was I
remember the same thing.
The first time he and I talkedwe're like yes, yes, we, yeah,
we.
We kind of we got each other.
Chelsea grove is another.
I don't know if you knowchelsea, um, chelsea grove was
somebody else that I met throughthat and helped us put that
community together.
So you're right, thosecommunities and that was a very
(13:57):
specific community only for youknow those 70 or so companies,
but still made connections thatto this day I find valuable and
I don't know if I would have runinto any of those folks if not
for that.
So great advice for folks.
Speaker 3 (14:12):
We're taking part of it.
Speaker 2 (14:12):
Paul, what about people that are outgoing?
Is not their default mode?
That might be a challenge forsome.
What are your thoughts?
Speaker 3 (14:22):
Yeah, I mean for sure .
You mean I'm not going to passfor an introvert right now.
That's not.
Speaker 2 (14:27):
If you are, you're faking it really well.
Speaker 3 (14:32):
I can't.
So I can't empathize with anintrovert.
I am a hardcore extrovert.
Those lockdowns were rough forme, so I get it.
I would have probably startedfive podcasts just to be social.
I would say, though, is itdoesn't have to be a live
conversation, right?
Maybe it's not.
(14:52):
Hey, do you want to have aquick 15 minute coffee?
Maybe you go back and forth fora little while with the person?
I really liked what you said inthis group conversation about
this.
Is there a insert here, book,resource, ted talk or something
that you've come across on thatthat you wouldn't mind sending
(15:12):
to me?
You can start building thosebridges without having to go in
your face with somebody rightaway and build that comfort
level.
It will take a little bitlonger, but sometimes those
relationships can get just asdeep within six to nine months,
and then, suddenly, you don'tfeel like you have to be an
extrovert because you've alreadybuilt that rapport with
somebody.
I would say we're talking aboutvirtual get togethers, but
(15:35):
in-person stuff.
If you are going to anin-person event, never sit at a
table of people.
Speaker 2 (15:42):
You know, it just got me thinking of something else.
In Slack communities, you havepeople that hang back in
different ways and I said hangback, not hang black, who is
also not, does not have aproblem meeting people, hi, hank
, but you know what I mean.
I think, whatever reason,reason they're just sort of
(16:04):
they're not they, they don'tfeel like part of the the flow
yet.
Yeah, and I think that forthose of us that it's maybe a
little easier to reach out, thatwe should look for that and
maybe just make introductionsand see if we can help help help
bring them into the group orbring them over to the table
where we're sitting, if it doeshappen to be an event, or you
(16:24):
can tell from people's bodylanguage when they're kind of
like yeah, I'm here.
You know, we've all been there.
We were all new at one point.
We're all so, um, but, but Ithink that's that is really
solid advice.
And since you mentioned booksor podcasts or things, um, a
couple of resources that youwant to throw out that you have
(16:46):
found helpful for people tothink about.
Speaker 3 (16:49):
Yeah, I mean.
So I've actually posted aboutthis one.
I do not get any kind offinancial impact from this, by
the way, but the Sales CoachPlaybook by Corey Bray and
Hillman Sorts yeah, I love thatbook.
I'm a longtime Coreyman Zortz.
Yeah, I love that book.
Speaker 2 (17:03):
I'm a longtime Corey fan.
Good friend, yeah, I agree,great book.
Speaker 3 (17:08):
Hands down.
Great book, Easy to apply, Easyto read.
There's also an online courseyou can do.
I mean 30, 40 bucks, includingyour cost of shipping, depending
on where you live.
Great, great read that everyenabler could benefit from One
where you live.
Great, great read that everyenabler could benefit from Um,
one of the ones that I'veactually recently gone back to.
I so happen to have it on mydesk.
This was not plugged, um, isactually this book?
(17:30):
Um, I don't know that one Um,but it's the energy energy bus
Okay.
Um, so this book is not new.
It's probably 10 plus years old.
Um.
Don Gordon is known for writingand has a lot of bestsellers for
positive thinking, refocusingyour energy kind of books.
(17:51):
I actually love this book as anenablement person.
When I got it, I was a salesperson, Um, and I keep going
back to it because it's talkingabout how we have the ability to
impact the environment that wecome into and impact good, and
(18:12):
even when it feels like we can'tcontrol things like are the
sellers hitting quota and arethere macro economic factors
there's things that we can focusour energy on and control.
Um, that is a book I love formorale boosting during the tough
times, Cause we need that too,Um, and I do also think it's
cool and a friend of both barsas well.
Roderick's book I like readingabout how we got to where we are
(18:37):
in terms of sales enablement, Imean for those of us who are
under 40 and barely barelyeverybody, but still,
technically there, ourexperience has been very limited
to, you know, ARR models A lotof people are SaaS companies in
terms of their experience, butunderstanding how we got to some
(18:58):
of these best practices, whatit took for the IBMs and others
of the world for decades andthat are things you all know
well to get us to where we are.
So we understand what a strongframework is.
To me, that's really importantas well.
Speaker 2 (19:12):
I really like, yeah, great recommendations.
In fact, first time I mentionedthis publicly, so people are
hearing it here.
First is, you probably know,coreyory's partner hillman, and
he and I have done somecollaborations together and
we're working on a concept for apodcast that we're going to
launch together assuming that wecome together the concept.
But I'm really excited aboutthat because he's just a ton of
(19:34):
fun to work with, um, and Iprobably should do full
disclosure that I also have aninvestor in cory hillman company
, coach CRM, just since we'repromoting them and again, it was
not the intention here.
But I also really like it's alittle older, but Tamara Shank
and Byron oh shoot, pretty sureByron Matthews wrote a book on
(19:59):
sales enablement.
It's a few years old but, steph, if you go back and read it,
they were so prescient in someof the things that they talked
about that would be coming insales enablement and you go back
and you read it's like wow,nailed it.
Um.
So that's, that's another onethat I would recommend.
(20:19):
I'm just trying to to see.
I can't quite see the title, butif you look up, tamershank S, c
, h, e, n, k uh, not difficultto find at all.
And um, also a really, reallygood book.
Um, any, any podcasts orcourses?
What about those things?
What do you?
What do you?
Speaker 3 (20:50):
what's out there that people should look into?
Yeah, so I mean, besides thispodcast, right, yeah, obviously,
um, but I would say it's hard,you know?
Yeah, my analogy is likeenablement has more flavors than
jerry's.
At this point, it's likethere's like 42 different
flavors of enablement.
Speaker 2 (20:57):
There's no one size fits all, even if you're we
don't have cherry garcia sorry,ben, and jerry's cherry garcia.
That's my favorite flavor.
Okay, favorite flavor.
I hope you have it in canada.
They're doing you wrong if youdon't.
Anyway, sorry it's fine.
Speaker 3 (21:13):
yeah, we'll.
We'll eat our feelings, um, butyeah, I've lost my train of
thought.
Oh of, of course, sorry.
So when we think about that,there's, I would say, you know,
so many different ways that wecan go with competencies for
enablement roles.
Really depends on your businessand your seniority and the
structure of your enablementteam.
However, if we think about bigbuckets, you got to learn how to
(21:36):
use metrics and how to reporton data On the metrics front.
If you're just looking for anintro, sales Enablement
Collective has a metricscertification.
It's async, it's like 8 to 10hours.
It'll give you a goodunderstanding of.
Here are the core metrics thatI should be tracking.
Here's how I can report on them.
(21:58):
Very much an entry course, um,but it is something to get
yourself familiar with.
Um, cassie young is notaffiliated with Cassie, but a
fan of her.
She's on LinkedIn.
Okay, yeah, and then young likeyoung Um so Cassie, she's going
to be like who is this deafwhite person that's talking
(22:19):
about me?
It's all good things, but Icame across cassie when I was in
pavilion which you and I areboth in pavilion as well and I
was taking a course, um, aprogram that was three months
long.
Also shout out to the folks atpavilion for this um and it was
on basically leveling up as ago-to-market leader, and she
delivered this hour-long talkone week talking about how to
effectively tell go-to-marketleader.
(22:40):
And she delivered thishour-long talk one week talking
about how to effectively tellgo-to-market data-based stories
to like C-suite and above.
And the way she did it was withsuch passion and simple
graphics that I was immediatelylike I'm going to find you, I'm
going to connect with you Like Inow follow you.
I was immediately like I'mgoing to find you, I'm going to
connect with you, like I nowfollow you.
(23:00):
Yeah, it was wonderful.
So I definitely, and it'stotally free.
She posts stuff all the time soyou can take one of her courses
through Pavilion.
I don't get commissioned, buteven just following her on
LinkedIn.
Data is a key thing.
We need to be thinking aboutMetrics and data.
Let's shout out Coach K at thesame time, because AI is real.
It is real.
(23:22):
I don't know about the rest ofyou.
I find some elements of itoverwhelming, and I'm actually
pretty well versed in it, and Istill find it overwhelming to
think about everything that'spossible.
He has a AI foundations program, let's call it through his
Go-To-Market Academy, which Idon't think, which smells like
it.
Nothing else is remotely closeto that.
(23:44):
So like, if you want to learnAI, how you can do basic
commands in different programs,how you can leverage it in your
enablement flows, nothingremotely comes close to
Jonathan's course.
Speaker 2 (23:59):
So we're really lucky because I live in Salt Lake
City, so does he, and so doesactually Stephanie Middaw.
Stephanie Zeravian.
Speaker 1 (24:07):
We have kind of a cool mafia here.
Speaker 2 (24:09):
Yeah, jesse Potter, anyway.
But at our next RES chapter gettogether.
In a few weeks he is going todo a workshop on GTM prompts for
enablement.
So yeah, that'll be good.
That'll be really really good.
Speaker 3 (24:24):
And this is it right, so okay.
So, data metrics, ai, you gotto do it.
Honestly, no one comes anywherenear close to Jonathan's course
at this point.
I've seen, which is huge.
Um, we talked about coachingalready.
Um, corey and Hillman um havean online course plus the book.
I think we got to play thatgame right now and make sure
(24:44):
that we're reinvesting in how tocoach effectively.
So that's really important.
Speaker 2 (24:48):
And then I would just let's talk about their coach
frameworks.
They have a book on coaching aswell that on the surface
appears to be written for salesleaders, but as someone who has
implemented that as anenablement VP, it is not just
for sales leaders, but assomeone who has implemented that
as an enablement VP, it is notjust for sales leaders that book
.
I highly recommend their bookon coaching.
Speaker 3 (25:06):
Yeah, yeah, and I think if anyone is looking to
develop their skills this year,start with those categories that
we just talked through.
Those things, even if youleveled up on them a year ago,
they've all evolved and changed.
Speaker 2 (25:21):
It's true, it's true.
Yeah, the world's just constant, constant, the only what is it?
They say the only constant ischange.
Yes, so for sure.
The one other thing and I thetime is just flying by, steph,
so thank you for this that Iwould want to add is those
(25:42):
people.
That maybe a couple things, ifyou're, if you're still kind of
wondering, you know, I do, Ihave anything to contribute.
I knew, or I, this enablementcommunity and I've been in it
now about 12 years.
I've never met excuse me, anydicks.
I haven't, though, right,enablement people for the most
part are, are people that wantto meet people, I think a lot of
(26:04):
times in this profession,because we enjoy developing
people and buildingrelationships and all that.
So that would just be my twocents.
To folks is yes, it feelsintimidating, I get it, but at
the same time, just in myexperience, this is a very
welcoming group in general, andso jump in, don't be shy.
(26:25):
And since this is the RESpodcast, I also want to make
sure people know that find outif there's an RES chapter in
your city, because if there is,also jump in, membership's free
and the kinds of things, like Ijust described, that Coach K is
going to be doing with us.
That's not just a Salt Lakething.
That's happening in Chicago andMiami and New York City, etc.
(26:45):
And so definitely takeadvantage of that.
You've shared a lot of greatinsights and I want to give you
a chance to share one more, andthis might be enablement related
, it might not be, it doesn'tmatter.
But let's say you've been giventhe gift of time travel, but
with a couple restrictions.
One you can only go back andtalk to yourself.
No butterfly effect, right.
So you can only go back andtalk to some younger version of
(27:07):
you and you can only coachyourself in one area.
What is the thing that you mostwish you'd understood or
processed earlier in your careeror in life?
Or processed earlier in yourcareer or in life?
Speaker 3 (27:19):
I think for me when I first got out of school,
university or college for thosein the US.
Speaker 2 (27:26):
Uni for the others.
Speaker 3 (27:27):
Yeah, I found myself in the business world and I was
20 years old and blonde andoften the only female in the
room making my way in sales, andI spent a lot of time and a lot
of energy thinking I had to besomebody else, some other
version of me, and I didn't evenknow who that was because I was
(27:47):
just still trying to figure itout and I thought everyone else
had the answers and it was onlyme that didn't.
So I think my off the top ofwhat would I say to my younger
self it would be that early 20something self that had just
started the workforce and landedat a really cool company is you
can be you and do all thethings you want to do and you
(28:09):
can be successful, and nobodyelse truly has anything figured
out like anything, anything,anything.
And I think the sentiment thereto younger staff would be when
you learn to embrace who you are, you will never feel more
energized and excited to runinto those boardrooms where you
(28:31):
are the only female or the onlyone that is insert adjective
here.
It was really like embraceyourself would probably be my
message to that younger person,because that's how we connect
with people.
People connect with eachother's imperfections, not their
perfections.
Speaker 2 (28:49):
Oh did you just come up with that?
Seriously, that is a seriously,that is a meme.
You should, you should, find away to share that.
That's that speaks to me, atleast.
That makes a lot of sense.
But I've never heard it quitethat way.
Speaker 3 (29:04):
But that's what it is right.
Yeah, I love that that will bemy message to my younger self
and hopefully something thatother people can take away from.
And just lean into who you are,because who you are is amazing
and it'll help you find yourvibe attracts, your tribe right.
It'll help you find your peopleand you will never feel better
than when you find your room ofyour people what a strong way to
(29:25):
go out on the episode.
Speaker 2 (29:27):
Thank you, thank you very, very much, appreciate your
time and I appreciate the timethat all the rest of you have
invested another half an hourwith us here at stories from the
trenches.
Thank you, for we wouldn't behere doing this without you.
We'll be back in two weeks withanother great guest, another
great topic.
In the meantime, stay safe.
Speaker 1 (29:46):
Thanks for joining this episode of Stories from the
Trenches.
For more revenue enablementresources, be sure to join the
Revenue Enablement Society atresocietyglobal.
That's resocietyglobal.
Welcome to the Revenue Enablement Society
Stories from the Trenches, whereenablement practitioners share
their real-world experiences.
Get the scoop on what'shappening inside revenue
enablement teams across theglobal RES community.
Each segment of Stories fromthe Trenches shares the good,
the bad and the ugly practicesof corporate revenue enablement
(00:24):
initiatives.
The bad and the ugly practicesof corporate revenue enablement
initiatives Learn what worked,what didn't work and how
obstacles were eliminated byenablement teams and
go-to-market leadership.
Sit back, grab a cold one andjoin host Paul Butterfield,
founder of Revenue FlywheelGroup, for casual conversations
about the wide and variedprofession of revenue enablement
, where there's never aone-size-fits-all solution.
Speaker 2 (00:47):
Hello and welcome back to another episode of the
Revenue Enablement Societypodcast, stories from the
Trenches the only podcast thatwe know of where we go around
the world and we talk to folksin the enablement profession
that are doing great things,that are having impact, that are
figuring out new ways to do itall and sometimes ways that
didn't work so well but they'rewilling to share with us what
(01:09):
they learned from it and bevulnerable.
We always appreciate that aswell.
So we're back with anothergreat guest and I'm excited.
Some of you may know her, someof you may not.
You all know her.
In another 30 minutes.
Welcome, stephanie White.
How are you, steph?
Speaker 3 (01:22):
I'm great.
Thank you so much for having me, paul.
Hello everybody.
Speaker 2 (01:26):
Stephanie recently joined Medallia as the Senior
Director of Sales Enablement, socongrats.
And would love to give you acouple of minutes to talk about.
I know it's early days, butwhat are you seeing?
What are you working on?
What are you excited about?
Speaker 3 (01:40):
I'm about a month in at this point give or take and
this is my fourth go aroundstarting in a new enablement
role and leading a team.
I think what's really cool forme about Medallia uniquely is my
personal why Whether I was insales or marketing or customer
(02:01):
experience, any of that stuffwas always were people helping
people, helping people to have abetter experience.
Okay, so for enablers helpingsellers to then help their
customers to help theircustomers, and that that kind of
butterfly effect.
What was really cool for mewhen the opportunity came up
with Medallia is that's thewhole underlying mission of
(02:24):
Medallia.
It's how do you improve yourcustomer experiences at that
very end of the chain by betterunderstanding what they're
experiencing and what matters tothem, and changing your
business and how you'resupporting your customers so
they have improved experiences,which then drives your revenue.
So it was like this beautifulfull circle moment that kind of
(02:47):
came up for me when theopportunity presented and I just
thought, oh, I'm so in for this.
Speaker 2 (02:52):
Like I'm, so in for this.
I get it.
I'm a fan.
I mean I think we've talkedabout this that I trademarked a
phrase that I started using ayear or two ago of customer
journey enablement.
And so when I launched mycompany full-time about a year
ago now, at least in the US whenI checked nobody had
trademarked that, and I felt sostrongly about it that I did,
(03:13):
and that's my book that I'mwriting.
It's coming out later this year.
It's primarily about because Ilove what you said when
enablement is done holisticallyand done well, it aligns so many
sometimes seemingly smallthings across those go-to-market
teams.
That and the customer feedbackis such a big part of that and
(03:33):
when you get it right, it doeslift up the whole organization
because it lifts up the customerexperience.
In fact, I've seen it become acompetitive differentiator,
which is so I mean it's gettingworse and worse right To
differentiate and get above thenoise.
So you're doing some reallycool work over there, so I'm
excited for you.
So, before we get into the meatof the conversation, we got to
(03:56):
do the Jimmy Kimmel challenge.
So here it goes Jimmy Kimmelretires at the end of this year
and through your extensiveLinkedIn network, you are
offered his show and you'reallowed to have anybody you want
on for your first episode.
Who is your first guest and whythat?
Speaker 3 (04:14):
Unprepped.
My immediate response for thisquestion is hands down, ryan
Reynolds, canadian.
Keeping it real.
I didn't know he was Canadian,that's cool, okay.
Yeah, he's a West Coaster, sowe'll just pretend there isn't
like a Toronto versus Vancouversituation happening right now,
right?
Speaker 2 (04:34):
right East Coast West .
Speaker 3 (04:34):
Coast.
So definitely him.
Yeah, I mean, that's hilarious.
But I think anytime you come inwith that self-deprecating
humor that just humanizeseverybody, and he's a master of
that Right yeah yeah Thread thateveryone in the audience can
relate to, regardless of whereyou're from, and I love that.
(04:56):
So he would for sure be myfirst guest on the show.
Speaker 2 (04:59):
Isn't he also an owner or part owner of one of
the cellular network phonenetworks now mint, isn't that
his too?
Speaker 3 (05:10):
So he's like in all kinds of stuff, yeah, in
addition to soccer teams, notfootball for my friends over in
the uk karen's with you on thisone don't have a cow, so let's
talk about some fun stuff.
Speaker 2 (05:18):
You strike me as a connector and one who's very
conscientious about doing thatright.
Connecting people might be withother people, might be with
jobs, might be with mentors, butthat's that's one of your jams
and right now, in the last twoyears, it's probably been more
important than ever to be partof bigger communities and have
(05:41):
mentors and and do those thingsto get outside of our own head
and our own space for a fewreasons.
The challenge that I've seen isand I guess this is a good
challenge to have is oh my gosh,there are so many Look at
what's become available toenablement folks in the last
year or just the last year ortwo.
So many communities, so manySlack groups, so many events you
can go to.
So would love to start withyour perspective, for everyone
(06:05):
is where did they start and howdo you prioritize?
Cause you can't spend.
You have a job.
You can't spend all dayinteracting, right, so I?
Speaker 3 (06:13):
mean you really can't .
So, as you said, the cool thingfor better, for worse, for our
calendars is, you know, fiveyears ago there was one or two
communities really that were upand running.
There was limited in-personevents.
You didn't have all these Slackchannels.
You didn't have, I mean, shoutout to those who have created
enablement awards in the lastyear and a half.
(06:35):
Let's not forget about thateither.
Yeah, I agree, this isimportant.
We're a amazing profession, sothere is more selection than
ever.
But we don't have time.
I don't have time, um, for allthe things.
So what I've really tried to dois, you know, for better or for
worse, I've gone out, I'veengaged in the different Slack
(06:58):
communities, the professionalgrowth communities, a bunch of
the events we can chat throughsome of those, and I basically
picked one per category where Ipersonally find that I meet the
people that I have that kind ofinstant connection with.
For those who have seen thechildren's movie Transylvania,
(07:19):
it's like that professional zingyou get with somebody right,
yeah, yeah, uh-huh, oh, theseare my people, um, so I'll try
to identify one of each of thosecategories.
So one Slack community where Ireally have the most folks that
I zing with right One to twoin-person events because
travel's expensive.
As I said, I'm in Canada.
Most of them are in the U?
S.
(07:39):
Unfortunately, travel is notcheap.
Um, and really looking toinvest professionally and
personally in each of those thatI choose.
So it's got to be a two-waystreet.
And I say that because if we'rejust looking for professional
development buy a book, take acourse- but even then, so many
(08:03):
choices you've got to narrowdown, yeah yeah, but it's if we
really want to learn and grow.
Like what we do the majority ofus, it's not just writing a book
or creating a course.
It's learning from andinteracting with people to grow
together.
That's what we doprofessionally.
So doing that in our personalprofessional connections also,
(08:28):
that for me, is where the moneyis to be honest and where I get
the ROI back on my time.
Speaker 2 (08:35):
So we've got people listening that are like yes, I
get it, and then we have peoplelistening.
I'm sure they're whatever reason, even maybe not new to
enablement, but new to doingthis kind of network building.
I love what you said about findwhere the most of your people
are, where's your tribe, andfocus on that.
But if I'm just starting to dothis, my question might be
(08:57):
Stephanie, how do I even goabout figuring out who people
I'm zinging with to do that?
Do you have any recommendations, Because I know a lot of folks
that are just coming on thescene and starting to do this.
Speaker 3 (09:09):
Yeah, yeah, yeah, um.
So there's a couple of onesthat you can go into where it's
really low cost of entry, andI'm going to say cost of entry
in terms of actual price and theamount of time you need to
spend.
Um, I am a sales enablementcollective ambassador.
Um, for those that don't know.
One of the cool things, though,is they have free drop-ins over
(09:30):
lunch hours.
They can be career workshopconversations, they can be on
all different topics.
The cool thing about it, though, is the way those are
structured.
You'll get 20 to 30 peoplejoining this Zoom room, and
you're not listening to atalking head.
It's a conversation.
People are coming off mute,adding their own point.
Yeah on a topic, and so Ipersonally love those spaces.
(09:56):
They're about once a monthdon't quote me, but about once a
month and I've met some of thecoolest people in those that I
otherwise would never haveguessed or would never have
found them to learn that theyhave a very specific opinion or
experience about this thing thatI personally find really
interesting.
So you know, some examples ofthat there has been, you know,
(10:18):
Kieran Smith and I I was jokingearlier about football versus
software.
Speaker 2 (10:22):
No, I love Kieran, yeah, so Got to actually be with
him, see him, meet himface-to-face last fall at a
conference.
It was awesome, great guy.
Yeah, it was a great table.
It was me and him and, oh mygosh, kate Lewis.
Yeah, it was a really greattable People that I've been
talking to for ages and thenactually got to hang out with.
You need to do it.
(10:43):
You need to do it anyway, butI'm sorry, I didn't mean to cut
you off.
Speaker 3 (10:48):
I just, I'm a big Kieran.
I'm a big Kieran fan.
So Well, we'll plug him on thisafterwards.
No-transcript aboutconversational intelligence
tools like Gong and how they'reso underutilized and how so many
sales leaders and enablementteams are sleeping on what's
(11:08):
possible with them.
And it was one of those moments, you know, in a crowded virtual
room with people where I wasjust like you.
You're interesting to me.
I need to unpack that a littlebit.
Speaker 2 (11:19):
That was a little creepy.
Hopefully you didn't quite comeon that way.
I'm going to stalk you.
Speaker 3 (11:27):
And that was kind of the impetus where I was like
heard what you said, today Wouldyou be up for a virtual coffee
chat?
And once we worked through someof the time zone things, it was
like you know, you have yourvirtual coffee for 15 minutes.
Again, it's low commitment andI find you either hit it off
right away with folks in thoseinitial coffees or you're just
like.
I respect your personal youknow and personal
(11:49):
accomplishments so far, butyou're not one of my people.
I really kind of found thoseSEC and other events where
there's people just openlysharing their opinions almost
like a sweet dating forum, whereit was like you quickly get a
sense for who people are and youconnect with them.
So this is the thing toeverybody when you go to these
events, go on LinkedInimmediately, drop your profile
(12:11):
in the group chat, can look witheverybody and do those
follow-ups, even if just to say,hey, it was great to meet you
today.
If they found you interesting,they will likely ping you back
and say, hey, you want to have avirtual coffee sometime, and
this is how we start buildingrelationships.
Speaker 2 (12:31):
Great advice?
Yeah, it's.
It's, um, I know what you meanIf people you just meet for the
first time, and that's one ofthe things I've been doing this
now, believe it or not um, overfour years started this podcast
in March of 2020, cause we'reall home, right, got time on
your hands.
But anyway, and that's been myfavorite part of it is getting
to know people and because inoutreaching and looking and
sourcing for guests and gettingrecommendations for guests, it's
(12:54):
the same sort of thing.
And then when I was at my lastcorporate gig in Instructure, I
actually we had been a TomaBravo portfolio company while I
was there for a little while.
Then they sold us into thispublic again.
But my point is, I was asked toadvise their CRO operating group
and as part of that, I had theopportunity to create a center
(13:15):
of excellence for enablementacross the portcos and I met
some great people One, I think,someone else, one of your people
and I met some great peoplelike one, I think, someone else,
one of your people um, uh,Kunal Pandya and, and so,
because of the time, kunal wasleading enablement for another
TV portfolio company and thefirst time he and I so I was out
looking for volunteers.
I was asking CROs, who do youhave?
(13:35):
It's a strong leader that wouldlove to build a community like
this within the portfolios, andso that's how I met and was I
remember the same thing.
The first time he and I talkedwe're like yes, yes, we, yeah,
we.
We kind of we got each other.
Chelsea grove is another.
I don't know if you knowchelsea, um, chelsea grove was
somebody else that I met throughthat and helped us put that
community together.
So you're right, thosecommunities and that was a very
(13:57):
specific community only for youknow those 70 or so companies,
but still made connections thatto this day I find valuable and
I don't know if I would have runinto any of those folks if not
for that.
So great advice for folks.
Speaker 3 (14:12):
We're taking part of it.
Speaker 2 (14:12):
Paul, what about people that are outgoing?
Is not their default mode?
That might be a challenge forsome.
What are your thoughts?
Speaker 3 (14:22):
Yeah, I mean for sure .
You mean I'm not going to passfor an introvert right now.
That's not.
Speaker 2 (14:27):
If you are, you're faking it really well.
Speaker 3 (14:32):
I can't.
So I can't empathize with anintrovert.
I am a hardcore extrovert.
Those lockdowns were rough forme, so I get it.
I would have probably startedfive podcasts just to be social.
I would say, though, is itdoesn't have to be a live
conversation, right?
Maybe it's not.
(14:52):
Hey, do you want to have aquick 15 minute coffee?
Maybe you go back and forth fora little while with the person?
I really liked what you said inthis group conversation about
this.
Is there a insert here, book,resource, ted talk or something
that you've come across on thatthat you wouldn't mind sending
(15:12):
to me?
You can start building thosebridges without having to go in
your face with somebody rightaway and build that comfort
level.
It will take a little bitlonger, but sometimes those
relationships can get just asdeep within six to nine months,
and then, suddenly, you don'tfeel like you have to be an
extrovert because you've alreadybuilt that rapport with
somebody.
I would say we're talking aboutvirtual get togethers, but
(15:35):
in-person stuff.
If you are going to anin-person event, never sit at a
table of people.
Speaker 2 (15:42):
You know, it just got me thinking of something else.
In Slack communities, you havepeople that hang back in
different ways and I said hangback, not hang black, who is
also not, does not have aproblem meeting people, hi, hank
, but you know what I mean.
I think, whatever reason,reason they're just sort of
(16:04):
they're not they, they don'tfeel like part of the the flow
yet.
Yeah, and I think that forthose of us that it's maybe a
little easier to reach out, thatwe should look for that and
maybe just make introductionsand see if we can help help help
bring them into the group orbring them over to the table
where we're sitting, if it doeshappen to be an event, or you
(16:24):
can tell from people's bodylanguage when they're kind of
like yeah, I'm here.
You know, we've all been there.
We were all new at one point.
We're all so, um, but, but Ithink that's that is really
solid advice.
And since you mentioned booksor podcasts or things, um, a
couple of resources that youwant to throw out that you have
(16:46):
found helpful for people tothink about.
Speaker 3 (16:49):
Yeah, I mean.
So I've actually posted aboutthis one.
I do not get any kind offinancial impact from this, by
the way, but the Sales CoachPlaybook by Corey Bray and
Hillman Sorts yeah, I love thatbook.
I'm a longtime Coreyman Zortz.
Yeah, I love that book.
Speaker 2 (17:03):
I'm a longtime Corey fan.
Good friend, yeah, I agree,great book.
Speaker 3 (17:08):
Hands down.
Great book, Easy to apply, Easyto read.
There's also an online courseyou can do.
I mean 30, 40 bucks, includingyour cost of shipping, depending
on where you live.
Great, great read that everyenabler could benefit from One
where you live.
Great, great read that everyenabler could benefit from Um,
one of the ones that I'veactually recently gone back to.
I so happen to have it on mydesk.
This was not plugged, um, isactually this book?
(17:30):
Um, I don't know that one Um,but it's the energy energy bus
Okay.
Um, so this book is not new.
It's probably 10 plus years old.
Um.
Don Gordon is known for writingand has a lot of bestsellers for
positive thinking, refocusingyour energy kind of books.
(17:51):
I actually love this book as anenablement person.
When I got it, I was a salesperson, Um, and I keep going
back to it because it's talkingabout how we have the ability to
impact the environment that wecome into and impact good, and
(18:12):
even when it feels like we can'tcontrol things like are the
sellers hitting quota and arethere macro economic factors
there's things that we can focusour energy on and control.
Um, that is a book I love formorale boosting during the tough
times, Cause we need that too,Um, and I do also think it's
cool and a friend of both barsas well.
Roderick's book I like readingabout how we got to where we are
(18:37):
in terms of sales enablement, Imean for those of us who are
under 40 and barely barelyeverybody, but still,
technically there, ourexperience has been very limited
to, you know, ARR models A lotof people are SaaS companies in
terms of their experience, butunderstanding how we got to some
(18:58):
of these best practices, whatit took for the IBMs and others
of the world for decades andthat are things you all know
well to get us to where we are.
So we understand what a strongframework is.
To me, that's really importantas well.
Speaker 2 (19:12):
I really like, yeah, great recommendations.
In fact, first time I mentionedthis publicly, so people are
hearing it here.
First is, you probably know,coreyory's partner hillman, and
he and I have done somecollaborations together and
we're working on a concept for apodcast that we're going to
launch together assuming that wecome together the concept.
But I'm really excited aboutthat because he's just a ton of
(19:34):
fun to work with, um, and Iprobably should do full
disclosure that I also have aninvestor in cory hillman company
, coach CRM, just since we'repromoting them and again, it was
not the intention here.
But I also really like it's alittle older, but Tamara Shank
and Byron oh shoot, pretty sureByron Matthews wrote a book on
(19:59):
sales enablement.
It's a few years old but, steph, if you go back and read it,
they were so prescient in someof the things that they talked
about that would be coming insales enablement and you go back
and you read it's like wow,nailed it.
Um.
So that's, that's another onethat I would recommend.
(20:19):
I'm just trying to to see.
I can't quite see the title, butif you look up, tamershank S, c
, h, e, n, k uh, not difficultto find at all.
And um, also a really, reallygood book.
Um, any, any podcasts orcourses?
What about those things?
What do you?
What do you?
Speaker 3 (20:50):
what's out there that people should look into?
Yeah, so I mean, besides thispodcast, right, yeah, obviously,
um, but I would say it's hard,you know?
Yeah, my analogy is likeenablement has more flavors than
jerry's.
At this point, it's likethere's like 42 different
flavors of enablement.
Speaker 2 (20:57):
There's no one size fits all, even if you're we
don't have cherry garcia sorry,ben, and jerry's cherry garcia.
That's my favorite flavor.
Okay, favorite flavor.
I hope you have it in canada.
They're doing you wrong if youdon't.
Anyway, sorry it's fine.
Speaker 3 (21:13):
yeah, we'll.
We'll eat our feelings, um, butyeah, I've lost my train of
thought.
Oh of, of course, sorry.
So when we think about that,there's, I would say, you know,
so many different ways that wecan go with competencies for
enablement roles.
Really depends on your businessand your seniority and the
structure of your enablementteam.
However, if we think about bigbuckets, you got to learn how to
(21:36):
use metrics and how to reporton data On the metrics front.
If you're just looking for anintro, sales Enablement
Collective has a metricscertification.
It's async, it's like 8 to 10hours.
It'll give you a goodunderstanding of.
Here are the core metrics thatI should be tracking.
Here's how I can report on them.
(21:58):
Very much an entry course, um,but it is something to get
yourself familiar with.
Um, cassie young is notaffiliated with Cassie, but a
fan of her.
She's on LinkedIn.
Okay, yeah, and then young likeyoung Um so Cassie, she's going
to be like who is this deafwhite person that's talking
(22:19):
about me?
It's all good things, but Icame across cassie when I was in
pavilion which you and I areboth in pavilion as well and I
was taking a course, um, aprogram that was three months
long.
Also shout out to the folks atpavilion for this um and it was
on basically leveling up as ago-to-market leader, and she
delivered this hour-long talkone week talking about how to
effectively tell go-to-marketleader.
(22:40):
And she delivered thishour-long talk one week talking
about how to effectively tellgo-to-market data-based stories
to like C-suite and above.
And the way she did it was withsuch passion and simple
graphics that I was immediatelylike I'm going to find you, I'm
going to connect with you Like Inow follow you.
I was immediately like I'mgoing to find you, I'm going to
connect with you, like I nowfollow you.
(23:00):
Yeah, it was wonderful.
So I definitely, and it'stotally free.
She posts stuff all the time soyou can take one of her courses
through Pavilion.
I don't get commissioned, buteven just following her on
LinkedIn.
Data is a key thing.
We need to be thinking aboutMetrics and data.
Let's shout out Coach K at thesame time, because AI is real.
It is real.
(23:22):
I don't know about the rest ofyou.
I find some elements of itoverwhelming, and I'm actually
pretty well versed in it, and Istill find it overwhelming to
think about everything that'spossible.
He has a AI foundations program, let's call it through his
Go-To-Market Academy, which Idon't think, which smells like
it.
Nothing else is remotely closeto that.
(23:44):
So like, if you want to learnAI, how you can do basic
commands in different programs,how you can leverage it in your
enablement flows, nothingremotely comes close to
Jonathan's course.
Speaker 2 (23:59):
So we're really lucky because I live in Salt Lake
City, so does he, and so doesactually Stephanie Middaw.
Stephanie Zeravian.
Speaker 1 (24:07):
We have kind of a cool mafia here.
Speaker 2 (24:09):
Yeah, jesse Potter, anyway.
But at our next RES chapter gettogether.
In a few weeks he is going todo a workshop on GTM prompts for
enablement.
So yeah, that'll be good.
That'll be really really good.
Speaker 3 (24:24):
And this is it right, so okay.
So, data metrics, ai, you gotto do it.
Honestly, no one comes anywherenear close to Jonathan's course
at this point.
I've seen, which is huge.
Um, we talked about coachingalready.
Um, corey and Hillman um havean online course plus the book.
I think we got to play thatgame right now and make sure
(24:44):
that we're reinvesting in how tocoach effectively.
So that's really important.
Speaker 2 (24:48):
And then I would just let's talk about their coach
frameworks.
They have a book on coaching aswell that on the surface
appears to be written for salesleaders, but as someone who has
implemented that as anenablement VP, it is not just
for sales leaders, but assomeone who has implemented that
as an enablement VP, it is notjust for sales leaders that book
.
I highly recommend their bookon coaching.
Speaker 3 (25:06):
Yeah, yeah, and I think if anyone is looking to
develop their skills this year,start with those categories that
we just talked through.
Those things, even if youleveled up on them a year ago,
they've all evolved and changed.
Speaker 2 (25:21):
It's true, it's true.
Yeah, the world's just constant, constant, the only what is it?
They say the only constant ischange.
Yes, so for sure.
The one other thing and I thetime is just flying by, steph,
so thank you for this that Iwould want to add is those
(25:42):
people.
That maybe a couple things, ifyou're, if you're still kind of
wondering, you know, I do, Ihave anything to contribute.
I knew, or I, this enablementcommunity and I've been in it
now about 12 years.
I've never met excuse me, anydicks.
I haven't, though, right,enablement people for the most
part are, are people that wantto meet people, I think a lot of
(26:04):
times in this profession,because we enjoy developing
people and buildingrelationships and all that.
So that would just be my twocents.
To folks is yes, it feelsintimidating, I get it, but at
the same time, just in myexperience, this is a very
welcoming group in general, andso jump in, don't be shy.
(26:25):
And since this is the RESpodcast, I also want to make
sure people know that find outif there's an RES chapter in
your city, because if there is,also jump in, membership's free
and the kinds of things, like Ijust described, that Coach K is
going to be doing with us.
That's not just a Salt Lakething.
That's happening in Chicago andMiami and New York City, etc.
(26:45):
And so definitely takeadvantage of that.
You've shared a lot of greatinsights and I want to give you
a chance to share one more, andthis might be enablement related
, it might not be, it doesn'tmatter.
But let's say you've been giventhe gift of time travel, but
with a couple restrictions.
One you can only go back andtalk to yourself.
No butterfly effect, right.
So you can only go back andtalk to some younger version of
(27:07):
you and you can only coachyourself in one area.
What is the thing that you mostwish you'd understood or
processed earlier in your careeror in life?
Or processed earlier in yourcareer or in life?
Speaker 3 (27:19):
I think for me when I first got out of school,
university or college for thosein the US.
Speaker 2 (27:26):
Uni for the others.
Speaker 3 (27:27):
Yeah, I found myself in the business world and I was
20 years old and blonde andoften the only female in the
room making my way in sales, andI spent a lot of time and a lot
of energy thinking I had to besomebody else, some other
version of me, and I didn't evenknow who that was because I was
(27:47):
just still trying to figure itout and I thought everyone else
had the answers and it was onlyme that didn't.
So I think my off the top ofwhat would I say to my younger
self it would be that early 20something self that had just
started the workforce and landedat a really cool company is you
can be you and do all thethings you want to do and you
(28:09):
can be successful, and nobodyelse truly has anything figured
out like anything, anything,anything.
And I think the sentiment thereto younger staff would be when
you learn to embrace who you are, you will never feel more
energized and excited to runinto those boardrooms where you
(28:31):
are the only female or the onlyone that is insert adjective
here.
It was really like embraceyourself would probably be my
message to that younger person,because that's how we connect
with people.
People connect with eachother's imperfections, not their
perfections.
Speaker 2 (28:49):
Oh did you just come up with that?
Seriously, that is a seriously,that is a meme.
You should, you should, find away to share that.
That's that speaks to me, atleast.
That makes a lot of sense.
But I've never heard it quitethat way.
Speaker 3 (29:04):
But that's what it is right.
Yeah, I love that that will bemy message to my younger self
and hopefully something thatother people can take away from.
And just lean into who you are,because who you are is amazing
and it'll help you find yourvibe attracts, your tribe right.
It'll help you find your peopleand you will never feel better
than when you find your room ofyour people what a strong way to
(29:25):
go out on the episode.
Speaker 2 (29:27):
Thank you, thank you very, very much, appreciate your
time and I appreciate the timethat all the rest of you have
invested another half an hourwith us here at stories from the
trenches.
Thank you, for we wouldn't behere doing this without you.
We'll be back in two weeks withanother great guest, another
great topic.
In the meantime, stay safe.
Speaker 1 (29:46):
Thanks for joining this episode of Stories from the
Trenches.
For more revenue enablementresources, be sure to join the
Revenue Enablement Society atresocietyglobal.
That's resocietyglobal.
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