Sales Enablement Innovation

Sales Enablement Innovation

Ever wondered how sales enablement leaders get it done? The Sales Enablement Innovation podcast, brought to you by Sales Enablement Collective, shines a light on what really goes on backstage at some of the world’s top startups and companies - from getting cross-functional buy-in and planning the perfect SKO to looking ahead at future trends as the role of sales enablement evolves. Each episode, we sit down with a different revenue or sales enablement leader, and dive into their pain points, successes, and what got them to where they are - as well as best practice tips to help you turn your sales team into superheroes.

Episodes

October 7, 2022 18 min
Key talking points:
  • Her journey from engineering, to sales, to sales leadership
  • Moving from Facebook to a startup environment at Uniphore
  • The benefits of Uniphore’s Q for Sales
  • Why women remain underrepresented in sales
  • And more!

    This podcast was brought to you by Uniphore - and find out more about Uniphore and their industry-leading Q for Sales - Emotion Intelligence for Revenue Teams - at uniphore.com. 

    Mark as Played
    Key talking points:
  • Working in a fluid environment, and achieving that ‘impossible state of perfection’
  • How being a buyer in his own organizations helped him help his sellers
  • The importance a shared language plays in creating cross-functional collaboration
  • Why enablement makes him feel like a worker bee - and that’s a good thing!
  • And much more!

    This episode is brought to you by Uniphore's Q for Sales - find out more at uniphore.com

    Mark as Played
    Key talking points:
  • Why Gail was ‘predestined’ to land in enablement!
  • Why contention and discussion about enablement’s definition is a good thing
  • The importance a listening tour plays in creating an effective enablement environment
  • Gail’s key enablement metrics, and why you don’t necessarily need 20+ to prove success
  • And much more!

    This episode was brought to you by Uniphore's Q for Sales - find out more at uniphore.com

    Mark as Played
    Key talking points:
  • What enablement looks like at Liftoff, and where the team’s key responsibilities lie
  • The importance of understanding learning styles to successful enablement
  • Carla’s favorite part of working in enablement, and why it’s so rewarding
  • The value that networking with enablement peers and communities has had in her career so far. 
  • And much more!

  • This episode is brought to you by Uniphore's Q for Sales - learn more on un...

    Mark as Played
    Key talking points:
  • How Caitlin ended up in Zscaler’s revenue team and how much she’s learned about enablement since joining
  • How her enablement internship has her looking towards a future career in the industry, and whether she recommends the internship route to others
  • Managing the transition from academic communication to enablement communication, and the similarities and differences between the two.
  • Travelling to Chicago for an SKO a...
  • Mark as Played
    Key talking points:
  • Why Kieran made the jump into enablement from sales leadership, and why he finds coaching rewarding. 
  • What enablement looks like at Andela, and how Kieran splits his time between various activities. 
  • How Kieran envisions the future of enablement at Andela, and what his ideal setup looks like.
  • Kieran’s thoughts on the “golden” ratio of 1 enablement team member to 50 reps.
  • Getting buy-in from reps who are used to think...
  • Mark as Played
    Key talking points
  • Celine’s been doing “enablement” since before enablement even had that name - so how does she define it?
  • The difficulties in enabling a distributed, remote workforce and the steps you can take to address these challenges
  • How enabling managers can bring big benefits to your organization
  • Advice for reaching good levels of engagement on enablement newsletters
  • Using data to enhance your enablement
  • And more!

    Mark as Played
    Key talking points:
  • Sales enablement’s nebulous definition, and how Dorothy defines it
  • The most common sales enablement challenges and how TigerLRM helps solve them
  • What lies on the horizon for sales enablement, and what Dorothy foresees in enablement’s future
  • Dorothy’s favorite TigerLRM feature and the benefits it brings
  • This podcast was brought to you by TigerLRM - find out more on TigerLRM.com

    Mark as Played
    Key talking points:

    - How enablement needs to be the ‘voice of the salespeople’ in order to drive efficiency

    - What Mark sees as the framework for sales enablement - the key pillars that lead to a successful sales enablement function

    - How Mark has managed to have great relationships with important stakeholders, and how that buy-in helped

    - Increasing effectiveness and engagement when it comes to training, and why training needs to be ...

    Mark as Played
    Key talking points:
  • How being a “shepherd” is more important than being a “sales expert” when it comes to leading successful sales enablement.
  • What enablement should do, and how he strives to achieve that.
  • The alliances enablement forms with Operations, Product Marketing, and other key organizational functions.
  • How validating your value is critical to stakeholder management, and how metrics and being a strong voice play into that.
  • Mark as Played
    Key talking points:
  • How a sales background can add credibility and empathy to your enablement efforts.
  • How Melanie actually defines the term ‘enablement’, and why a holistic approach is beneficial. 
  • The human and business impact of a workplace that incorporates diversity, equity, inclusion, and belonging.
  • And more!

    Mark as Played
    Key talking points:
  • How enabling presale teams is different to working with postsale teams, and the challenges that come with it.
  • Building short-term enablement programs while still keeping long-term scale in mind. 
  • How to actually define enablement success through metrics. 
  • The revelations that come from working in a fast-paced enablement environment.
  • And more!

    Mark as Played
    Key talking points:
  • The challenges you can face as you work to build up and establish an enablement department
  • Why sales enablement can’t hold the customer’s hand throughout their entire buying journey
  • Why you need to show enablement’s value in every interaction in order to get internal buy-in
  • How going back to basics could bring enablement to the next level
  • And more!

    Mark as Played
    Key talking points:
  • The different career backgrounds that one can take on the path to enablement, and why a history in L&D has its advantages.
  • How eliminating silos in sales enablement can often lead to a natural transition into revenue enablement.
  • Why expectation management is critical, and how a good relationship with your CRO can make all the difference.
  • Remembering that the solution isn't always training
  • And more!

    Mark as Played
    Key talking points:
  • What enablement communications actually is, and how it contributes to an organisation's success
  • How planning a hybrid SKO really means that you're planning two events: one in-person, and one virtual
  • How to plan programs for scale, and dealing for when your target audience doubles within a year
  • Why following your curiosities is wise advice
  • Mark as Played
    Key talking points:
  • Building sales enablement functions from the ground up, and the challenges having a 'small but mighty' enablement team brings.
  • The insights that a sales background can provide as an enablement leader
  • How sales enablement can be a rewarding discipline
  • How the future of enablement may lie in increasing engagement through gamification
  • Mark as Played

    Key talking points:

    - What working in a global capacity has taught him about sales and life, and how a passion for Latin America helped him on his journey.

    - The evolution of sales enablement into other revenue-generating functions, and how working cross-functionally is key. 

    - The importance of including sales leadership in organization-wide enablement efforts

    - Increasing your chances of getting leadership buy-in for sales enablement

    Mark as Played
    Key talking points:
  • The advantages that a sales background brings to the table when you’re involved in sales enablement
  • Why confidence is one of the most important things to instill during onboarding and training
  • How to get enablement onto key stakeholders’ radar and work towards leadership buy-in
  • Why enablement working alongside other functions, and avoiding a siloed approach, has its strengths 
  • A bit about our guest:

    Joe is Global Prog...

    Mark as Played
    Key talking points:
  • Why his aim is to instill a problem-solving mindset in his teams, and how that's led to success even when a deal hasn't been closed
  • Being the first external enablement hire at Shift, and how the enablement team continues to build the program up
  • How having clarity and simplicity in enablement leads to better completion, better adoption, and better focus where it matters
  • Defining successful enablement, and how...
  • Mark as Played

    Key talking points

  • Rolling up her sleeves to open Google offices in Columbia, Central America, and the Caribbean.
  • Coming up with bespoke solutions by looking at customers’ problems from different perspectives.
  • How the World Economic Forum and puts creative thinking as the single most important business skill to have.
  • Why the ROI for time spent creatively is significantly higher.
  • Camila’s magical experience providing technology outputs f...
  • Mark as Played

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