Episodes

December 2, 2020 67 min
Welcome to Inside: Sales Enablement Episode 63
How do we make sales today and one of the things that we need to concentrate on is selling the value of what is actually value mean in the first place? No human being on the planet can live without water. But water is cheap, and prevalent, and inexpensive in most places. Whereas none of us need diamonds to survive. But diamonds are expensive. So what actually is value?
In this episode, t...
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In this episode , we're joined by Brian King. Sales Enablement leader who brought a cross-functional team together to develop and clarify the value of his team at Intercontinental hostels. In this podcast, we talk through bringing together cross-functional leaders (all who have a myopic lens of "value") as well as understanding the commercial ratio and how to leverage to elevate the strategic conversation and strategie...
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Welcome to Inside: Sales Enablement Episode 61
In this episode we're joined by long-time listener Erik Host-Steen who appreciates getting into the meat of some issues. Since we like introducing ideas and inviting people to participate and push back, Erik reached out to discuss business outcomes and business impact of Sales Enablement.
Erik finds that sales, marketing, and product leaders are often working at cross-purposes. One w...
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We're in the experience economy and Sales Enablement Orchestrators are working to bring together the valuable contributions of multiple departments in their organization to improve the customer experience. How are they doing that? By pulling together people, processes, technology, and information to benefit sellers and address the gaps in the selling eco-system.
Curiosity is the new competitive advantage, as savvy leaders are ta...
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Laying the foundation is critical to Sales Enablement Orchestrators. Laying the foundation is a foundational step to create the survival kit for an enablement leader. It's absolutely mandatory for the enablement leader.
In this episode, we're joined by Tamara Schenk. Tamara talks with us about the blueprint Sales Enablement Orchestrators need to create with all teams and roles that are involved. Laying the foundation requ...
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One thing that we like to do on our podcast is to make this very conversational. And the reason that we want to make it conversational, as we go through a structured format, it can get overwhelming. The things that we're all talking about are very, very complex. In this episode, the guys are joined by Steve Goas who is passionate about co-creating value in the Message Enablement.
Topics:
The vision of message enablement programs
C...
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Are you embracing real-world reality? What is the impact of change on your customer’s conversations right now?
Think about it: Are best practices really going to help you move forward when those practices were built and defined before COVID? Who really KNOWS the customer today and what are you going to do about it?
Join Louis Jonckheere - President and Co-Founder of Showpad, a leading sales enablement messaging platform - as he talks...
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Welcome to the Inside: Sales Enablement Podcast Episode 56
The close of the 19th century found Samuel Pierpoint Langley and Orville and Wilbur Wright in a competition to create a powered and controllable flight. Langley worked with a lot of government support and enormous public exposure, while the Wright brothers worked quietly using their own resources.
Langley built a monolithic 54-foot-long flying machine had two 48-foot wings -...
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Welcome to the Inside: Sales Enablement Podcast Episode 55
Our focus is on you a sales enablement leader and orchestrator. In your role, you've got to be mission and goal-focused to drive results by design, not effort, unlocking energy, and creating momentum and catalyzing change through collaboration. In this episode, the guys are talking about utilizing social media to gather information and insight. Not with the purpose of am...
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Welcome to the Inside: Sales Enablement Podcast Episode 54
System thinking is a disciplined way of understanding dynamic relationships. It's an approach that enables you to make better choices and avoid unintended consequences. In this episode, we talk with Dr. Jerry Brightman, who teaches courses on systems thinking at Harvard University.
The guys talk with Jerry to unpack a real-world example to understand the components and re...
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Welcome to the Inside: Sales Enablement Podcast Episode 53
Nine 4x2 Lego blocks have over 9 Billion unique combinations. How many "legos" does your product, solution, or service have? No matter how you define a "lego" at your company, the permutations are astounding, and yet this is the challenge salespeople navigate daily.
On top of this, your company is changing -- rapidly. Moving from one form or the other. This jo...
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Welcome to the Inside: Sales Enablement Podcast Episode 52
What happens when you get people together remotely or in-person to build something to "help sales sell?". Take an Insider's look at what it takes to navigate internal perspectives, challenges, and vision to co-create value together.
Doug and Imogen join the guys to discuss their work. They provide real-world examples that illuminate and provide structure to the ch...
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Welcome to the Inside: Sales Enablement Podcast Episode 51
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Welcome to the Inside: Sales Enablement Podcast Episode 50
Theres a huge difference between analysis and synthesis. Analysis requires you to break things down, measure them, and understand what happened. The very nature of "analysis" is rooted in the past, and the assumption that understanding what happened helps you figure out what to do. But, what happens when a pandemic hits, your company is going through digital trans...
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Welcome to the Inside: Sales Enablement Podcast Episode 49;
It's a given that the sales and marketing engine is full of waste and inefficiency. Despite the best intentions of very smart people, something is still not quite right. How do we know? The Commercial Ratio tells us that most companies get .15 cents of growth for every dollar they spend on sales and marketing.
Scott and Brian are joined by Kunal Mehta from the Private Eq...
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The value of Sales Enablement continues to elevate for those who orchestrate across the company to bring together the right solutions at the right time while addressing seller burden.


In this packed episode, Scott and Brian are joined by Joe, a VP of Sales for a Mid-Sized services company that works with some of the largest media companies on the planet. Joe talks about the evolution of selling over the past 20 years and what's ...
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Welcome to the Inside: Sales Enablement Podcast Episode 47


In this episode, the guys are joined by Tim Pisello, the ROI Guy who shares his thoughts on the commercial ratio.


To calculate the commercial ratio of your organization ( www.commercialratio.com) (www.commercialratio.com)) :


Take your current annual revenue 


Subtract it from the annual revenue of the previous year 


Divide it by the total sales and marketing spending 


The guys tal...
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Welcome to the Inside: Sales Enablement Podcast Episode 46


There is a whole class of leader working in the gap between strategy and tactics, to blend together the right programs, actions, and processes to achieve outcomes -- often with people who don't report directly into them.


In this episode, we're joined by Cathy - a sales enablement leader working in her company to bring together groups of people to drive outcomes.


In thi...
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Welcome to the Inside: Sales Enablement Podcast Episode 45


A Sales Enablement Orchestrator and Sales Enablement Insider joins our show to talk about blending strategy and tactics. Doug Clower is a 20 year Sales Enablement veteran with orchestration experience in companies like MicroFocus.


Doug joins the podcast to talk about the changing sales landscape and how Orchestrating success with sales, marketing, and operations leaders requi...
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Welcome to the Inside: Sales Enablement Podcast Episode 44


At the end of our anniversary show the guys talked with Sarah Fricke who is passionate about laying a path for other women to join us in the enablement field while also while promoting the fact that there are many paths into enablement.


Sarah's joins the show to host a panel with:


Amy Benoit - Renaissance Woman Catalyzing Change, consultant 


Lindsay Gore- Microsoft


Hang Bl...
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