Revenue Enablement Society - Stories From The Trenches

How has the role of sales enablement transformed since its early days, and what does this mean for the future? Join me for my final episode of "Stories from the Trenches" as I sit down with Juliana Stancampiano, CEO of Oxygen and former board president of the Revenue Enablement Society (RES). 

We trace Sales/Revenue Enablement's transition from traditional sales training to the more holistic approach of mode...

Have you ever wondered why some sales teams consistently hit their targets while others struggle? Keenan, CEO of A Sales Growth Company and acclaimed author behind "Gap Selling," rejoins me on the podcast to unravel the secrets of enabling high-performing sales teams with his innovative S.P.E.E.D. model. 

Gain insights into creating enablement impact by prioritizing actual sales performance outcomes and aligning ...

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 participati...

This episode features Tim Riesterer, Emblaze's Chief Research Officer, and Chris Kingman of the RES board, sharing their observations from the Emblaze conference earlier this month.

Tim and Chris delve into details about insights and practical strategies shared by speakers and panels on integrating enablement . They also discuss the undeniable impact of strategic enablement, when it aligns perfectly with company revenue objecti...

My guest  Sibusiso Msomi is a sales enablement pioneer in South Africa and in this episode we explore his career evolution and what he learned when making the strategic shift sales training to sales enablement:

• How shifting from sales training to sales enablement to provide more comprehensive solutions that integrate training, tools, and processes, enhancing overall sales effectiveness and what that looks like.
• How engagement wit...

In this episode, Alex Berry, co-founder of 42AI an AI-powered company that revolutionizes customer insight discovery, joins me in discussing the transformation of go-to-market strategies. We discuss why Sales Development Reps (SDRs) must break out from the current hyper-specialization to succeed in the competitive sales environment.

Alex shares his insights on how diverse backgrounds can help SDRs connect with customers on...

How do you balance the potential of AI to impact revenue generation, sort through the hype and be strategic in your deployment of AI? Join me as I sit down with Dayna Williams, and we peel back the layers of AI's role in the future of sales and delve into the intricate dance between leveraging cutting-edge tools and staying true to the timeless principles of sound business practices. 

We tackle the challenges faced by...

Get ready to accelerate your revenue enablement success with insights from Forrester VP and Principal Analyst, Peter Ostrow. 

Recently Peter joined me to unpack the potential of AI to transform Revenue Enablement efficiencies and results. If your Sales Enablement budget is like most the team is understaffed and underfunded while juggling competing priorities.

Listen now to hear how you can use AI tools you already...

In this episode with I discuss the critical partnership between Rev Ops and Rev Enablement with Sandy Robinson,  SVP of Revenue Operations and Enablement at Patra Corporation. Sandy shares her experiences and ways to unlock  the synergies between these two teams regardless of where they report. Some of the topics we covered:

• How Rev Ops and Enablement ideally partner
• Successful change management
• Systems selection and deployment
• Met...

This episode I have the opportunity to sit down the new RES Executive Board President Gail Behun. She opens up and shares her thoughts and observations about:

• The current state of the revenue enablement profession
• Her 4 key revenue drivers for measuring the success of enablement
• Observations from the 2023 RES Experience and what's to come
• Her priorities and vision for RES in 2024 and beyond

Gail Behun is a seasoned Sales E...

Have you heard of the "Tiger Seller Profile"? It's a concept and framework developed and used by Rodney Umrah during his years in sales, account management and enablement at IBM, Microsoft, NetSuite and in his current role as Head of Global Revenue, Partner and Customer Enablement.

In this episode Rodney explains how to elevate your sales team's performance as we dissect the elements that transform good sellers i...

Why do sales leaders undervalue their enablement teams? With all the conversations and opinions about how to measure and demonstrate  business impact are Enablement teams actually gaining credibility? Jerry Farr, founder of Sales Excellence Advisors, joined me recently and shared his unique insights on why sales leaders might still be undervaluing  their enablement teams and how Enablement leaders and teams can flip that perception...

Ever wondered how to successfully make the shift from "doing digital" to "being digital"? In this episode Paul "Norf" Norford, VP of Global Enablement at Ivanti  enlightens us with his insights on this topic and discusses the usage of digital platforms like YouTube and LinkedIn for skill enhancement.

• What are the digital aspects of Enablement?
• Doing digital vs. being digital
• Using micro learning and J...

Do you ever wonder about the intriguing intersection of AI and sales enablement? Join us as we sit down with Jonathan Carford, aka Coach K, the new head of revenue enablement for an exciting startup, Symmetric. Unravel the mystery between predictive analytics and true AI as Jonathan shines a light on their key differences and how to unlock the full potential of each platform to streamline your work and increase efficiency. 

Discover the transformative power of a life brand in this episode with Irina Soriano, Vice President of Enablement at Seismic. Join us as we explore the concept of a life brand - one that transcends self-promotion, and instead, emphasizes service to others and contributing to the community. We'll hear Irina's  insights on how this unique approach to branding can significantly alter the perception of enablement professiona...

Who doesn't love a great success story? 

This year the Sales Enablement Society Experience was held in San Diego and the theme was "The Enablement Evolution". For this episode I had the opportunity to sit down with 10 different Revenue Enablement pros and listen to their stories about personal and career Evolution. They shared great ideas that were new to me and I'm sure you're going to enjoy liste...

Get ready to unlock the secrets of successful SDR enablement with Brett Childs.. This episode sees us peeling back the layers of the often under-appreciated role of the Sales Development Representatives (SDRs), the true warriors at the frontline of the customer journey.

 Brett pulls back the curtain on his proven approach to enabling SDR teams, one that prioritizes tracking every step of the sales process and honing indivi...

I recently sat down with the 4 newest members of the Sales Enablement Society Board of Directors to talk about the evolution of Sales Enablement and the Sales Enablement Society itself. Del Nakhi, Gail Behun, Mary Beth Hanifer, and Chris Kingman share their experiences, passions, and talk about the SES initiatives they're each leading. You'll hear Del talk about engaging members with compelling content while Gail is on a ...

In this engaging session with Jenn Glabicky, she shares her innovative approach to collateral organization with an emphasis on the importance of sales and marketing teams working together to enhance the buyer experience.

Together we unpacked:

• How collateral is viewed from both Marketing and Enablement perspectives
• Creating a plan for organizing and reviewing collateral
• Ensuring cross-functional alignment during collateral...