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

February 13, 2024 15 mins

This special episode of the podcast was recorded live at the Sales Enablement Summit in London in late 2023. Chris Book, Global Head of Enablement at commercetools, joined us to discuss the enablement tool and tech landscape.

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This special episode of the podcast was recorded live at the Sales Enablement Summit in London in late 2023. Bana Kawar, Senior Sales Enablement Lead at AWS, joined us to discuss the role of artificial intelligence in modern enablement, and learnings from her use of AI.

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This special episode of the podcast was recorded live at the Sales Enablement Summit in London in late 2023. Simon Gilks, VP of Revenue Operations at Enhesa, joined us to discuss the important relationship between RevOps and enablement.

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Our first episode of 2024 had Gillian White join us! Gillian is Sales and Success Enablement Manager at Wrapbook and an SEC Ambassador with an experienced background in both L&D and enablement. 

She kindly discussed how she builds partnerships with sales managers, the importance of accountability, and more.


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This week’s podcast had us joined by Sally Ladrach, Revenue Enablement Manager at Thoughtbot! In her current role, Sally has adapted the Agile framework for product development for use in her enablement projects - with great success. 

In this episode, Sally explains what “Agile” means and how she’s implementing it in her enablement initiatives. 

Key talking points:

  • What the Agile framework is and how it works
  • The...
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This week we were joined by Andy Springer, CCO at RAIN Group, a sales training company delivering results through in-person and virtual training, coaching & reinforcement.

We discussed the most interesting findings from RAIN Group’s latest report, Top Challenges and Priorities for Sales Enablement and Sales Leaders.  The statistics in the report were fascinating, and Andy was kind enough to explain these statistics and turn...

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This week, we were joined by SEC Ambassador, Head of GTM Revenue Enablement and Product Marketing, and Founder of GTM AI Academy - Jonathan Kvarfordt!

Jonathan has been leading the charge on artificial intelligence in the world of enablement, and what he’s calling “AI Enablement”. In this episode, we discussed his use cases for AI, how he sees enablement evolving, and more. 

Key talking points

  • Use cases for popular A...
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On this week’s podcast episode we were joined by the fantastic Phil Putnam, VP of Sales Enablement at Notified, to discuss a whole host of sales enablement topics!

Phil took a deep dive into how enablement can showcase its value, the importance of creating context for analysis, his advice for enablement interviews, and more.

Key talking points

  • Where enablement’s value truly lies and how to communicate that to leadership
  • Th...
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In this episode, we were joined on the podcast by Kate Philpot, Senior Director of Global Sales Enablement at Getty Images!

Kate has been in enablement for over 15 years, building up an enviable amount of experience and wisdom working in major organizations. 

This episode of the podcast was dedicated to the vital act of sales coaching, where Kate discussed what coaching actually means, weaving coaching and enablement together, m...

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This time out, we were joined by Ankita Tiwari, Senior Revenue Enablement at Yousign, on the podcast! Ankita stumbled into enablement five years ago, fell in love, and has remained in the function ever since. 

In the episode, we discuss the unique challenges that come with solo sales enablement, working in start-up environments, and much more!

Key talking points:

  • Asking for help from other teams and aligning your pri...
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Whitney is manager of Go To Market Strategy & Programs at Zscaler and joins us for a second time on the podcast - you can catch her first appearance here.

This time out, Whitney discussed her new and expanded role in the Zscaler GTM team, the challenges and learnings, and her tips and tricks for making SKO awesome. 

Key talking points:

  • How to prioritize effectively when you have a lot of responsibilities
  • SKO at Zs...
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Key talking points:

  • The ‘fitness coach’ analogy and why it’s perfect for enablement
  • Measuring the actual value of your enablement
  • Becoming comfortable with change and seeing it as an opportunity
  • Being fearless about talking to stakeholders when its needed

And a whole lot more!

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Key talking points:

  • Scaling sales enablement from the early stages
  • Tying your enablement programs to real results
  • The most important stakeholders and getting their buy-in
  • What lies in sales enablement’s future

And more!

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Key talking points:

  • The importance of coachability to a sales coach
  • Proving the impact of coaching to leadership teams
  • Sales coaching as part of an organization’s culture
  • Scaling your sales coaching efforts

And more!

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Key talking points:

  • The most common talking points and challenges among people in teams of one
  • What your ‘core’ sales enablement looks like when you’re in a one-person team
  • Measurability, tracking results, and proving the impact of your work
  • Working with stakeholders and balancing their many needs

And more!

This podcast was brought to you by Uniphore.com

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Key talking points:

  • Maintaining stakeholder relationships in a cross-functional role
  • What Christian’s learned from being both a one-man band and part of a team
  • How Christian defines his pillars of sales enablement
  • Adapting to a lack of industry knowledge when moving into a new role

And more!

his podcast was brought to you by Uniphore.com

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Key talking points:

  • Why empathy is important in sales
  • How to put it into practice and leverage empathy in your day-to-day sales role
  • How measuring empathy levels on calls is possible and why you should do it
  • Steps salespeople can take to level up their empathy skills

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 ...

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Key talking points:

  • How to build an enablement function from scratch, and how to assess your first steps
  • Using “No, but…” to make your mark in an organization and buy yourself time from leadership
  • Stephanie’s advice for sales enablement professionals who have been affected by recent layoffs
  • Separating being a seller from being an enabler, and how that was a learning curve for Stephanie

And more!

This podcast was brought...

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Key talking points:

  • Keith’s career journey, and how experience in B2C helped him in his B2B career
  • Why localization matters, and why a baseball analogy can sometimes do more harm than good
  • How to help companies understand the importance of considering localization and time zones
  • Keith’s learnings from organizing multi-regional training over the years

And more!

This podcast was brought to you by Uniphore - and find out m...

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Key talking points:

  • The difference between enabling at a large corporation and in a smaller, startup environment
  • The future of the enablement landscape, and what this economic turbulence means for the function
  • How to turn your focus to customer retention, and how sales enablement can help drive that key to survival
  • The importance of maintaining a relationship with your CRO - and how to achieve it in the first place

And...

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