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05 Feb 2023Sales Manager Enablement with Philip Stanley | Interview00:16:48

Let's face it. As Enablers, we can do anything but we can't do everything.

Especially when you have to get more done with less, a challenge so many Enablement teams are dealing with right now.

That's why it is extremely important to approach the discipline like a team sport.

When it comes to assembling your team, front-line sales managers are key players.

Why? This is what we'll discuss with our guest in this episode. Please welcome, the global sales enablement manager at the Sabre Corporation, Philip Stanley.

Here are some of the questions we tackle:

  • Why are sales managers key stakeholders of sales enablement teams in general and yours in particular? 
  • How do you go about gaining FLSM buy-in? What are some of the pitfalls to avoid in order to build a good working relationship?
  • Can you share an example of an initiative you've been working on that was successful because of the support of your sales managers? 
  • How do you go about enabling sales managers in their work?
  • Do you have any resources you can recommend for anybody keen to learn more about this topic?


Here are some of the resources referenced in this episode:

Connect with Philip Stanley on LinkedIn: https://www.linkedin.com/in/philip-stanley-40718ba/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink: https://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp/1594631905


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

11 Oct 2021Sales Enablement in Emerging Markets with Dave Nel | Interview00:32:33

Sales enablement is one of the fastest-growing business trends globally and our guest in today's episode is a household name in the African sales enablement community.

He is an experienced sales leader and sales coach with over 18 years of experience in sales within the financial services industry.

He is also a founding member of the Trust Enablement community and an International Coaching Federation certified coach.

In this episode, we catch up with Investec Private Bank's Head of Sales Enablement, Dave Nel. 

These are some of the questions we're discussing:

  • How do you approach sales enablement in the financial services space?
  • What would be your tips for BFSI sales leaders considering introducing sales enablement into their organisations? How could they make that work successfully for that organisation?
  • What are some of the ways sales enablement can contribute on a daily basis to the success of the sales team? How do you make it part of the way a team operates?
  • What are other ways sales enablers can leverage sales managers to scale their efforts more and to incorporate into the day-to-day of the salespeople?
  • How does the sales enablement space in Africa compare to the rest of the world? What's unique about the sales enablement space in Africa?
  • Are there certain pockets within Africa where you see the sales enablement function being more common? Are there sales enablement focused specifically on regions within Africa?
  • What sort of resources do you recommend sales leaders and professionals focus on and use to learn along their sales enablement journey?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


26 Jun 2023Enablement OGs, Skills-Based Hiring, AI at Work, and More | This Month In Sales Enablement00:57:10

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.

Here is what we talked about this month:

  • The top 10 most downloaded podcast episodes
  • Skills-Based Hiring - LinkedIn Report
  • Enablement jobs
  • NYT: AI Poses Risk of Extinction
  • BCG AI in the workplace report
  • Enablement events
  • Book review: What got you here won’t get you there

Subscribe to the This Month In Sales Enablement newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv

Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

11 May 2023Enablement Charters with Aimee Roberson | Interview00:18:35

Aligning sales enablement stakeholders can feel like herding cats if you don’t make sure that everybody is on the same page. The sales enablement charter is an extremely powerful tool to overcome this challenge to achieve collaboration, transparency, and alignment. Our guest in today's episode has successfully developed and implemented multiple enablement charters and she'll share with us her insights into the process and how to use the charter as a tool to maximize enablement's business impact. Please welcome the Revenue Enablement Director at Assent, Aimee Roberson.

Some of the questions we tackle in this episode:

  • What is the definition and purpose of a sales enablement charter? 
  • What should be covered in a good enablement charter?
  • How do you go about developing a sales enablement charter? Who is involved? Which steps do you take?
  • How do you recommend a charter for large enablement teams to be structured? (e.g. sales, CS, partners, etc)
  • How do you make sure the charter is continuously updated?

Here are some of the resources referenced in this episode:

Connect with Aimee Roberson on LinkedIn: https://www.linkedin.com/in/aimeealidaroberson1978

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

27 Apr 2023Scalable Coaching with Jonathan Kvarfordt | Interview00:37:35

Here's the thing: any coaching is better than no coaching at all. However, when it comes to supporting the transformation journey of an entire sales organization, a scalable coaching program is necessary to improve competencies, change behaviors, and ultimately, drive business impact. Our guest in today's episode is a sales enablement leader who has orchestrated several successful coaching programs in the past, and he'll share his secrets for making coaching an integral part of an organization's culture instead of a random act of enablement. Please welcome Jothan Kvarford, also known as "Coach K"!

 

Some of the questions we tackle in this episode:

- Have you ever seen an approach work where the only coaching provided came from enablement?

- How do you engage stakeholders across the organisation in preparation for rolling out a large-scale coaching program?

- What are the steps involved in rolling out a coaching program?

- How do you train and coach the coaches?

- How do you ensure ongoing coaching excellence and accountability?

- What is one step enablers listening today can take to fast forward their journey to a scalable coaching program?

Here are some of the resources referenced in this episode:

Connect with Jonathan Kvarfordt on LinkedIn: https://www.linkedin.com/in/jmkmba/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

03 May 2023Building Enablement Teams with Sheryl Buscheck | Interview00:39:19

If you are an enablement leader and you have the budget to hire a team, chances are that you have proven enablement's business value. The hiring decisions you make next will determine if you can take things to the next level and maintain momentum, or if the CFO will crash the party and start a discussion around budget cuts. Our guest in this week's episode is an enablement superstar who has built a number of teams throughout her career. She'll share her insights into what it takes to build a team of A players that manage to make your strategic enablement vision a reality. Please welcome, Sheryl Buscheck.

Some of the questions we tackle in this episode:

How do you structure your enablement team (in an ideal world with an unlimited budget)?

What makes top enablement talent and how do you go about identifying these traits when hiring?

How do you ensure your team remains focused on business impact?

Joining a new organisation as an enablement leader, how do you make sure the business goals align with the willingness to invest in the enablement function?

What is a step sales enablement leaders can take today to fast forward the assembly of their all-star enablement team?


Here are some of the resources referenced in this episode:

Connect with Sheryl Buscheck on LinkedIn: https://www.linkedin.com/in/sheryl-buscheck-6b86162/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

15 Dec 20212022 Predictions, Skip Miller Insights, Research Review | Sales Enablement Live #900:31:45

In this episode of Sales Enablement Live, we discuss some insights from the interview with Skip Miller, the latest vendor research, and respond to your most pressing Sales Enablement questions.

Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://thestateofsalesenablement/

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


17 Mar 2021How DocuSign Prepared Their Sales Team For Hypergrowth During The Pandemic | Interview00:33:16

Join us in the Krueger Marketing podcast studio this week for the inaugural episode of The State of Sales Enablement.

We catch up with Matthew Dean who is responsible for enabling Docusign's sales team during a hypergrowth phase fuelled by the pandemic. He'll share how he made the transition from sales director to sales enabler, the top content formats supporting remote sales, and his tips for navigating sales enablement in a global business

Here are some of the resources referenced in this episode.

Sales Enablement Society (SES) - https://www.sesociety.org/

Effective Sales Enablement - https://www.amazon.com/Effective-Sales-Enablement-collaborative-marketing/dp/0749483644

Fanatical Prospecting - https://www.amazon.com.au/Fanatical-Prospecting-Conversations-Leveraging-Telephone-ebook/dp/B01617VD3I

Sales Development Playbook - https://www.amazon.com.au/Sales-Development-Playbook-Repeatable-Accelerate/dp/0692622039

Sales Gravy Podcast - https://salesgravy.com/podcasts/

Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

Connect with Matthew Dean online: https://www.linkedin.com/in/4mattdean/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Cheers,

Felix

03 Nov 2021AMA: Budget Sourcing, International Expansion, And More | Sales Enablement Live #200:28:54

Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.

These are some of the questions we're discussing:

  • How does one source more budget for one's sales enablement team?
  • How can sales enablement support the launch to new markets?
  • How can one sales enablement be launched without dedicated resources? 
  • How does one build the tech stack beyond CRM?

Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://zoom.us/meeting/register/tJIlde6vrDgrHNJG2TFb3V_mDtTDDMFemIU2

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


23 Sep 2024Troubleshooting Enablement with Mike Kunkle | Interview00:54:48

In this episode of Troubleshooting Enablement, Devon McDermott, your host and EnableNerd, welcomes Mike Kunkle, Vice President of Sales Effectiveness Services at SPARXiQ, author of The Building Blocks of Sales Enablement, and the mastermind behind the Sales Effectiveness Straight Talk newsletter. With decades of experience, Mike shares his views on how to maximise the impact of the sales enablement function.

Here is what Devon and Mike discussed:

  • How to effectively measure the business impact of enablement initiatives.
  • The importance of understanding top performers and differentiating them from top producers.
  • How to effectively diagnose and resolve gaps in enablement initiatives by focusing on what really drives performance.
  • The critical role of sales managers in enabling their teams, including the challenges they face and how to support them in coaching and development.
  • And more...

Tune in to hear Mike’s invaluable insights and strategies that can help you drive meaningful impact within your enablement function and beyond.

Connect with Mike Kunkle: https://www.linkedin.com/in/mikekunkle/

Read Mike Kunkle's Book: https://www.amazon.com/Building-Blocks-Sales-Enablement/dp/1952157625/

Subscribe to Mike’s Newsletter: https://www.linkedin.com/newsletters/6958899285706821632/

Mike Kunkle's Link Tree: https://linktr.ee/mikekunkle

Connect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/

21 Aug 2024Troubleshooting Enablement with Eric Mingorance | Interview00:44:13

In this episode of Troubleshooting Enablement, Devon McDermott, aka EnableNerd, sits down with Eric Mingorance, Senior Director of Sales and Field Enablement at Zixi. Eric shares his vast experience, from working in media and tech to leading enablement teams in various capacities. They dive into the challenges of being a "Team of One" in enablement, offering practical strategies for managing workload, creating scalable programs, and maintaining effectiveness despite limited resources.

Here are some of the questions Eric and Devon attempted to tackle:

  • What has Eric's enablement journey looked like, and how has his diverse background shaped his approach?
  • How can a one-person enablement team balance onboarding new hires and providing ongoing support to experienced reps?
  • What strategies can be used to create scalable, customised enablement programs with limited resources?
  • How can enablement professionals set boundaries and manage expectations with leadership regarding what can realistically be achieved by a small team?
  • What role does an enablement charter play in setting the stage for success, and how can it be effectively used?
  • How can enablement leaders leverage cross-functional collaboration and peer learning to scale their efforts and improve team performance?

Tune in to hear Eric's insights on navigating the enablement landscape as a solo practitioner and how to drive meaningful impact within your organisation.

Connect with Eric Mingorance: https://www.linkedin.com/in/emingo

Connect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/

07 Mar 2022Sales Enablement Transformation at ACI Learning with Bill J. Mathias, Jr. | Case Study00:33:10

This week's episode features a sales transformation story of a business that went from random acts of enablement to a well-oiled enablement machine.

The enabler leading the charge will talk us through the journey of his high-growth organisation in all detail. This case study will provide a unique insight into the power of sales enablement and should be considered an inspiration for organisations that truly want to optimise revenue performance.

Please welcome, ACI Learning's Global Head, Sales Enablement Services and Revenue Operations Bill J Mathias Jr.

These are some of the questions we're discussing:

  • Looking back at the time you started at ACI Learning, what did sales enablement look like?
  • What are some of the key areas that you were considering as being the future of your sales enablement team?
  • What are some of the challenges that you didn't expect to come across you had to deal with? How did you tackle those challenges along the way?
  • How do you manage to maintain those relationships and create the alignment in such a fragmented stakeholder environment?
  • As a training and professional development company, how do you utilise that skillset to train and enable your sales staff?
  • What does your sales tech stack look like? Where are you looking to invest this year?
  • Do you see that content plays a bigger role in communicating and engaging buyers throughout the sales process?
  • What is next for your company? What does the future hold? Where do you want to take sales enablement in ACI Learning?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


16 May 2024Effective Behavior Change with Lauren Brownstone | Interview00:24:04

In this episode of the State of Sales Enablement, Jonathan Kvarfordt aka Coach K talks with Lauren Brownstone, an enabler with a wealth of experience and author of "Enabling Enablement: Executing a Strategic Learning and Readiness Function to Launch Your Organization to New Heights." Lauren shares her journey from education to corporate enablement, discusses her multi-faceted definition of enablement, and delves into the importance of behavior change in driving organizational success.

Here are some of the questions Lauren and Jonathan attempted to tackle:

  • What is the difference between skills and competencies, and why is this distinction important?
  • What is the Kirkpatrick methodology, and how can it be used to measure the impact of enablement?
  • How can organizations move from subjective to objective measures of skills and behavior change?
  • What are the common challenges in the enablement community, and how can a clearer definition of enablement help address these?
  • Why can enablement serve the entire organisation, not just sales?

Connect with Lauren Brownstone:

https://www.linkedin.com/in/laurenbrownstone/

https://www.heartwisedev.com/

Read Lauren's book:

https://www.amazon.com/Enabling-Enablement-Executing-Strategic-Organization/dp/B0CQ17B8R3

Connect with Jonathan Kvarfordt:

https://www.linkedin.com/in/jmkmba/

18 Apr 2022Sales Leadership Transformation with Anthony Sork | Interview00:31:21

Culture eats strategy for breakfast. You might have heard this quote before. When it comes to company culture leaders and their approach to leadership make all the difference. Our guest in this week's episode heads up a business that specialises in leadership development and executive coaching. In this episode, we'll discuss how sales leaders can transform their leadership approach to achieve sustainable high-performance environments. Please welcome the MD of Sork HC, Anthony Sork!

These are some of the questions we're discussing:

  • Why do organisations care about developing their leaders?
  • What are the qualities of an effective leader?
  • Which common leadership mistakes do you come across and what can managers do to avoid them?
  • What sort of leadership style patterns have you come across? For example across certain industries or functions such as sales?
  • What are typically the steps involved in transforming the leadership culture within an organisation?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


26 Feb 2022Busting Sales Content Myths, That Remote Sales Life, Announcements | Sales Enablement Live #1400:26:49

In the latest episode of Sales Enablement Live, we discuss key insights from this week's interview with Enablix CEO, Gaurav Harode, on sales content, navigating remote meetings and layoffs, and other updates on The State of Sales Enablement.

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


08 Nov 2021High Impact Value Messaging with Felix Krueger | Interview00:22:37

In this episode, Felix Krueger switched roles and was interviewed by PDA Group's Britta Lorenz on the Expert Talk Podcast to talk about the secrets of a powerful value message.

These are some of the questions we're discussing:

  • How do you define value messaging?
  • What are value messaging do's and don'ts?
  • How can marketing foster and support sales? What role does sales enablement play there to get the whole message across into a dialogue?
  • How can enablement actually support to close that gap between one-to-many, to one-to-one, if you simplify it?
  • What are the skills needed in order to develop a concise and powerful message?
  • How do we practice the adoption of the theoretical value message?
  • How do you reinforce the understanding of how to apply value messaging?
  • What kind of role can AI play in terms of value messaging?
  • When somebody is starting to create value messages, what would you say is the most important thing to look out for?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


20 Feb 2023Enablement's Business Impact with Kunal Pandya | Interview00:34:17

Enablement's business impact remains a hot topic in the wake of mass layoffs in the technology sector. So who better to interview on this topic than an enablement leader that has consistently been able to collaborate with senior executive stakeholders to achieve truly strategic enablement outcomes? In our conversation we talked about common reasons for enablement lay-offs, the differences between operational and strategic enablement, and which metrics enablers should truly care about to avoid seeing that dreaded "so what?" face of the Chief Revenue Officer. Please welcome the Senior Director of Global Revenue Enablement at Userzoom, Kunal Pandya.

Here are some of the questions we tackle:

  • What was the key reasoning behind the Enablement layoffs you've recently encountered?
  • What are the key differences between operational Enablement and strategic Enablement? 
  • What are the north star metrics strategic Enablement teams pursue? 
  • What can Enablers do immediately to increase their business impact? Which skillsets should Enablers aim to develop in the long term? 


Here are some of the resources referenced in this episode:

Connect with Kunal Pandya on LinkedIn: https://www.linkedin.com/in/kunalpandya/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

21 Apr 2021Joe Pulizzi On How To Make Content Part Of Your Company's DNA | Interview00:31:28

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Joe Pulizzi who is the founder of multiple start-ups including Content Marketing Institute.

Here are some of the resources referenced in this episode.

Content Marketing Institute: https://contentmarketinginstitute.com/

Corona Marketing Book: https://www.joepulizzi.com/corona-marketing/

Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

Connect with Joe Pulizzi online: https://www.linkedin.com/in/joepulizzi/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

16 Feb 2022Hiring for Mindset, In-Person vs Remote, Competing against AI | Sales Enablement Live #1300:25:22

In the latest episode of Sales Enablement Live, we discuss key insights from this week's interview with Hubspot's APAC Sales Enablement leader, Isaac Carroll, about performance mindset in sales, upcoming LinkedIn changes, the role of sales in a digital world, why empathy will increase in value over time, and the latest updates from the world of Sales Enablement.

Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://thestateofsalesenablement/

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


07 Apr 2021Iris Chan On The Big Picture Of Sales Enablement | Interview00:23:05

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

It is not coincident that Iris Chan has been appointed the Australian chapter president of the Sales Enablement Society, a global network of sales enablement professionals.

Iris has mastered the craft of sales enablement over two decades working for iconic B2B technology brands such as Cisco and IBM.

Today she leads the marketing efforts of sales enablement technology juggernaut Seismic, working with the who is who of the Australian sales enablement landscape.

I caught up with her in this episode to discuss the evolution of sales enablement, the impact it has on organisations committing to the practice, and the key trends she expects to see this year.

Here are some of the resources referenced in this episode.

Sales Enablement Society (SES) - https://www.sesociety.org/

Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

Connect with Iris Chan online: https://www.linkedin.com/in/ichankl/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Cheers,

Felix

02 Aug 2021What It Takes To Create A World-Class Sales Enablement Team With Roderick Jefferson | Interview00:36:21

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Roderick Jefferson who is the vice president of Field Enablement at Netskope and author of the book Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence.

These are some of the questions we're discussing:

  • What has the evolution been so far and what is next for sales enablement?
  • How do you scale the sales enablement function and the culture that comes with it?
  • What are some of the things to look out for as a sales enablement leader during M&A?
  • What are the things enterprise technology sales teams most often get wrong when it comes to communicating value/benefits to complex buying committees?
  • What is the role of content in the enterprise technology sales process these days?
  • What advice do you have for sales enablement professionals who want to become better at what they do?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


25 Apr 2022Sales Leadership Priorities, Team Culture, Stress Management and More | This Month In Sales Enablement00:55:08

Another month, another action-packed episode of This Month In Sales Enablement! Devon and Felix catch up to discuss the latest news in the world of Sales and Sales Enablement, industry research, social media buzz, and the key insights from recent State of Sales Enablement podcast episodes.

Here are some of the resources referenced in this episode.

Sales Strategy Execution with Tyler Lindley (podcast):

https://www.goffwd.com/sales-strategy-execution-with-tyler-lindley-interview/

Sales Leadership Transformation with Anthony Sork (podcast):

https://www.goffwd.com/sales-leadership-transformation-with-anthony-sork-interview/


The Sales Industry Can Be a Stressful Place (MEDDIC LI Post):

https://www.linkedin.com/feed/update/urn:li:activity:6919610103134359552/


Finding Find Joy in Any Job (HBR podcast):

https://hbr.org/podcast/2022/04/find-joy-in-any-job-why-am-i-unhappy-at-work


CSOs and Sales Leaders Top Priorities for 2022 (Gartner): https://emtemp.gcom.cloud/ngw/globalassets/en/sales-service/documents/insights/the_chief_sales_officer_1q22.pdf


Zoom Launches Call AI For Sales:

https://techcrunch.com/2022/04/13/zoom-launches-ai-powered-features-aimed-at-sales-teams/


Why Your Agile Coaching Isn’t Working—and How to Fix It (BCG):

https://www.bcg.com/en-au/capabilities/digital-technology-data/agile/how-organizations-can-get-agile-coaching-right


Steffaney Zohrabyan's job board:

https://www.linkedin.com/posts/steffaneyzohrabyan_salesenablement-salesenablement-leadership-activity-6919277772943093760-QluW?utm_source=linkedin_share&utm_medium=member_desktop_web


Todd Caponi's post on cold outreach etiquette:

https://www.linkedin.com/posts/toddcaponi_is-it-hypocritical-for-a-sales-leader-to-activity-6914271186520584192-dVyl/?utm_source=linkedin_share&utm_medium=member_desktop_web


16 Jan 2023Change Management with Del Nakhi | Interview00:18:53

In this episode, we have a special guest joining us to share her change management expertise.

If this topic has been too dry for you to date I have good news.

Our guest is going to spice things up with real-life examples and practical advice if you're looking to drive change in your organization.

You'll learn about the common phases of a change management project driven by sales enablement, and get insider tips on what to do and what NOT to do. Plus, she will be sharing some of her favorite frameworks and resources to help you on your change management journey.

So grab your coffee (or adult beverage of choice) and get ready to level up your change management skills with Del Nakhi, Senior Director of Global Enablement at Maria DB.

Here are some of the questions we tackle:

  • What is change management and how is the concept related to sales enablement
  • What is an example of a change management project driven by sales enablement?
  • What are some of the common phases of a change management project driven by sales enablement?
  • What are some of the considerations for enablers new to the concept of change management to consider? What are your top tips and mistakes to avoid?
  • Are there any frameworks or resources you can recommend?

Here are some of the resources referenced in this episode:

Connect with Del Nakhi on LinkedIn: https://www.linkedin.com/in/del-nakhi/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Kotter's Change Management Methodology: https://www.kotterinc.com/methodology/8-steps/

The Prosci ADKAR Model: https://www.prosci.com/methodology/adkar


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

12 Jul 2022Humanising Sales with Malvina El-Sayegh | Interview00:29:23

Sales Enablement fuels the ambitions of fast-growing start-ups that seek the promised land of unlimited scale.

So how can organisations strike a balance between hypergrowth and the human element of sales that is required to be truly buyer-centric?

This is one of the questions we attempted to tackle with our guest in this week's episode which is all about the human element of sales. Please welcome the Sales Enablement Director at Reachdesk and host of the Stay Human podcast, Malvina El Sayegh. 

These are some of the questions we discuss in this episode:

  • With so much effort to drive scale and automation in B2B sales, what are the qualities that we as humans bring to the table in B2B sales?
  • Do you see the qualities we possess as humans being replaced by AI in our lifetime?
  • What can organisations do to strike a balance between automating and humanising sales?
  • What can sales leaders and sales enablers do to nurture the human element of their sales efforts and make it a competitive advantage?

Here are some of the resources referenced in this episode:


Where to find The State of Sales Enablement:


24 Oct 2022Hiring Enablers, Enablement's Future, Carrying Bags And More | This Month In Sales Enablement00:56:05

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, events, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.

  • Watch the October live stream video recording
  • Subscribe to the LinkedIn newsletter
  • Keep on scrolling for a list of this month's resources

Insights

Georgia Watson's thoughts on the cultural aspect of onboarding. Listen to the full interview.

Dave Lichtman's thoughts on the challenge of asking the right questions when hiring enablers. Listen to the full interview.

Paul Butterfield's thoughts on positioning sales enablement as a strategic partner. Listen to the full interview.

Upcoming Events Events

Trust Enablement Summit (Americas: October 25th EST (GMT-4); Europe/Africa October 26th CET (GMT+2); APAC October 27th AET (GMT+10))

Sales Enablement Summit Sydney (Sydney, November 3-4th, 2022)

Jobs

Steffaney’s job board

Steffanie White’s enablers in focus

Articles

Gartner - The Future of Sales Enablement

What Makes a Marketing Center of Excellence? (possible positioning for Enablement)

Linkedin for Personal Posts...

17 Dec 2024Game Maker Enablement with Krystina Moustakis | Interview00:27:35

In this episode of The State of Sales Enablement, Jonathan Kvarfordt, a.k.a. Coach K, sits down with Krystina Moustakis, an organizational psychologist and enablement expert, to dive into how enablement can drive performance through a unique people-centric approach.

Krystina shares her journey from teaching to organizational psychology and how her background shapes her refreshing perspective on enablement and business performance. They explore how to define and align enablement metrics to business outcomes, change organizational mindsets, and create sustainable, high-impact initiatives.

Here is what Jonathan and Krystina discussed:

  • Krystina's journey: from high school teacher to organizational psychologist and sales enablement consultant.
  • Why understanding behavior change is critical to improving performance.
  • How to align enablement programs with strategic business metrics for executive buy-in.
  • The importance of defining outcomes versus simply delivering skills.
  • Building enablement as a "game maker" function: how to influence systems, processes, and behaviors.
  • How sales principles and user-experience design can transform enablement's impact.
  • Tips for driving long-term organizational change and value through enablement.

Tune in to learn how Krystina's insights can help you elevate your enablement function to become a strategic driver of business success.

Connect with Krystina Moustakis:


Connect with Jonathan Kvarfordt (Coach K):


22 Aug 2022The Enablement Squad with Stephanie Middaugh & Matt Schalsey | Interview00:25:53

Sales Enablement online communities have provided a platform to learn, connect, and exchange ideas with enablers from all corners of the globe. 

Our guests in this week's episode have founded one of the most popular enablement communities out there. In our conversation, they share what lead them to get started, how they contribute to the broader enablement community landscape, and some of the innovative avenues they explore to elevate the sales enablement profession. 

Please welcome the founders of The Enablement Squad, Matt Schalsey, and Stephanie Middaugh. 

These are some of the questions we discuss in this episode:

  • What is the Enablement Squad and how does it fit in the landscape of Enablement communities?
  • How do communities like the Enablement Squad contribute to the advancement of the Enablement profession?
  • You recently hosted a hackathon. How did it work and what are some of the outputs?
  • How can enablers get involved with the Enablement Squad and future hackathons? What are your recommendations for people to get the most out of the community?
  • What is next for the Enablement Squad?

Here are some of the resources referenced in this episode:

  • Connect with Stephanie Middaugh on LinkedIn: https://www.linkedin.com/in/sjmiddaugh/
  • Connect with Matt Schalsey on LinkedIn: https://www.linkedin.com/in/matt-schalsey/
  • Explore the Enablement Squad community: https://www.enablementsquad.com/
  • Upcoming Enablement Squad hackathons: https://www.linkedin.com/company/the-enablement-squad/events/
  • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

  • Website - http://thestateofsalesenablement.com/
  • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
  • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
  • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

19 Jan 2022IBM's Secret Sauce, Theranos Verdict Learnings, Q&A | Sales Enablement Live #1000:29:10

In this episode of Sales Enablement Live, we discuss key insights from the Georgia Watson interview (Sales Enablement & Skills Transformation at IBM), what Sales and Sales Enablement can learn from the Theranos debacle, and we respond to your most pressing Sales Enablement questions.

Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://thestateofsalesenablement/

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


28 Nov 2022The Building Blocks of Sales Enablement With Mike Kunkle | Interview from the Vault00:34:13

Our guest in this week's episode is a sales enablement pioneer. With over 30 years of experimenting with ways to increase sales effectiveness, he has paved the way for what is known as sales enablement today. He is extremely generous in the way he shares his knowledge which is reflected in his over 200,000 LinkedIn followers, his best-selling book, the Building Blocks of Sales Enablement, and the recently released online learning experience based on his book. In this episode of The State of Sales Enablement, we speak to best-selling author and sales enablement legend, Mike Kunkle.

This episode was originally published on 12/7/2021. 

These are some of the questions we're discussing:

  • What are the building blocks of sales enablement?
  • For smaller businesses and sales leaders, which building block should they be focusing on? What is a good starting point?
  • How can sales organisations stop reinventing the wheel with sales enablement? How can they cover more ground in their profession?
  • For organisations that fail with sales enablement, what do they have in common? What do they do wrong?
  • What are your thoughts on revenue enablement and the move of involving customer success in the enablement space?
  • What is the future of sales enablement?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


05 Apr 2023Industry Knowledge Exchange with Bill Parry | Interview00:29:24

If you believe that the sources of information on enablement best practices are a reflection of the industries practising enablement, you would be excused for thinking that it's a discipline exclusive to SaaS. What is often neglected, however, is that enablement, even though it might be a relatively new profession, is not exactly reinventing the wheel and we can build on existing best practices from other industries. Our guest in today's episode started his career at the US Coast Guard and will share how this experience has shaped his enablement approach. Please welcome Privitar's Director of Sales Enablement, Bill Parry. 

Here are some of the questions we tackle:

  • What made your coast guard learning experience a good one?
  • Did you realise it at the time or was this a revelation once you transitioned into sales?
  • What were some of the best practices you've been able to apply in your enablement work? 
  • Are you able to share any results you've been able to achieve with your approach? 
  • How can enablers be intentional about identifying existing best practices in other industries?

Here are some of the resources referenced in this episode:

Connect with Bill Parry on LinkedIn: https://www.linkedin.com/in/parryinc/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

12 Sep 2022Elevating Enablement with John Moore | Interview00:35:59

The global sales enablement community has positioned itself as one of the most welcoming, helpful, and connected professional communities out there. Our guest in this week's episode has been one of the community leaders actively driving this collaborative culture. We'll talk about his experience in attempting to elevate the sales enablement profession, his top tips for enablers who want to contribute, and the role enablement plays in diversity, equity, inclusion, and belonging. Please welcome the founder of Trust Enablement, John Moore. 

Here are some of the questions we cover:

- What led you to start Trust Enablement?

- You've often stated in the past that it is your mission to elevate the enablement profession. What has worked and what hasn't worked well for you in the past on that front?

- What can enablers do on a day-to-day basis to contribute to the global sales enablement community and elevate the profession?

- DEIB (Diversity, Equity, Inclusion, and Belonging) is a hot topic but not all businesses walk the talk. Which role can enablement play in avoiding DEIB being perceived as a token PR exercise?

- What is the upcoming conference series you're working on all about?

Here are some of the resources referenced in this episode:

Connect with John on LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/

Trust Enablement: https://www.trustenablement.com/

The Trust Enablement Summit: https://www.trustenablement.com/trust-enablement-summit/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

27 Sep 2022Enablement Recruitment with Dave Lichtman | Interview00:29:41

The Sales Enablement discipline is experiencing astronomical growth around the world. A lot of businesses want to kickstart their enablement efforts but they are missing the sales enablement talent to make things happen.

Our guest in this week's episode connects enablers and businesses in his daily work as a recruiter specialised in sales enablement.

He'll share his unique insight into what it takes for sales enablement professionals to put their best foot forward in interviews and how businesses can make better hiring decisions.

Please welcome the CEO of Enablematch, Dave Lichtman. 

Here are some of the questions we've covered:

- There is a lot of talk about redundancies in Sales Enablement right now. What is the state of the Sales Enablement talent market in 2022?

- Based on the JDs you come across, has the profile of Sales Enablement talent evolved?

- What is your advice to businesses that attempt to fill a Sales Enablement role for the first time? What does best practice in the recruitment process look like?

- What advice can you give candidates to nail the interview process for SE roles?

Here are some of the resources referenced in this episode:

Connect with Dave Lichtman on LinkedIn: https://www.linkedin.com/in/davelichtman/

Dave's recruitment business, Enablematch: https://www.enablematch.com/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

24 Jan 2022Crafting Buyer Experiences with Josh Fedie | Interview00:29:44

There is no doubt about it: Sales technology is experiencing astronomical growth right now with over 1,200 businesses pitching for the budgets of sales VPs around the world.

Our guest in this episode is part of the sales tech revolution heading up a fast-growing start-up specialising content-driven buyer experiences.

In our conversation, he shares his thoughts on the sales tech space and how to ensure buyers remain the focus when investing in technology.

Please welcome the CEO of SalesReach, Joshua Fedie!

These are some of the questions/topics we're discussing:

  • Creating a replicable and scalable sales process
  • Changes in buyer behaviour in recent years
  • Engaging in a digital first environment
  • Buyer confusion and role of content in the buyer experience
  • Human element in the sales process
  • Sales skillsets

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


27 Oct 2022Strategic Talent Development with Roderick Jefferson | Interview from the Vault00:29:49

This episode was originally published in July 2022.

Salaries are the single biggest cost item when building a sales department. So how can revenue leaders maximise the return on investment? Our guest in this week's episode is a legend of the noble profession that is sales enablement and he shares his keys to effective talent development. Please welcome the best-selling author of Sales Enablement 3.0, Roderick Jefferson. 

These are some of the questions we discuss in this episode:

- Salaries are one of the largest cost items for any sales department. How can businesses be strategic about developing talent to protect their investment in sales talent? 

- How can sales and sales enablement leaders go about analysing which capabilities and skills are required to execute a GTM strategy effectively? 

- What is from your experience the most effective way to structure skills assessments on an individual level? 

- Looking at all the levers available to nurture sales talent (such as onboarding programs, custom training, 3rd party training content, and coaching), how do sales and sales enablement leaders determine where to focus?

- How can sales leaders strike a balance between personalised and scalable talent development, especially in large corporations.

Here are some of the resources referenced in this episode:

Roderick Jefferson on LinkedIn: https://www.linkedin.com/in/roderickjefferson/

Roderick Jefferson on Instagram: https://www.instagram.com/roderick_j_associates/?hl=en

Roderick's book - Sales Enablement 3.0: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190911

Where to find The State of Sales Enablement:


23 Apr 2023Role Plays, Pay Rises, AI Experts, and More | This Month In Sales Enablement00:50:19

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.

Here is what we talked about this month:

  • What enablement can learn from the US Coast Guard
  • Why sales process and methodology are still needed
  • Sales Enablement Salaries Report
  • Learning Trends for 2023 eBook
  • Job market updates with Steffaney Zohrabyan
  • How to become an expert on AI
  • Hubspot debuts ChatSpot generative AI tool
  • The sales enablement of well-being

Subscribe to the This Month In Sales Enablement newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv


Here are some of the resources referenced in this episode:

Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

28 Feb 2022Channel Partner Enablement with Devin Holub | Interview00:25:19

What's harder than enabling your own sales team? That's right - enabling multiple sales teams across a complex partner ecosystem.

Our guest in this week's episode is an expert in channel sales enablement. She will talk us through the most common challenges she encounters, strategies to scale partner enablement effectively and how to go about launching a new partner enablement program.

Please welcome Ring Central's channel sales enablement strategist Devin Holub!

These are some of the questions we're discussing:

  • How do you effectively enable people without having to sit in the office and having those relationships?
  • How do you go about establishing mindshare? How do you build it?
  • How do you manage that balance between sale and personalisation?
  • Are there other areas that you focus on to support your partners?
  • How do you go about assembling those tools and content for enabling partners?
  • If you had a clean slate as a business leader, how would you establish a partner enablement program?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


12 Aug 2024Leadership Enablement with Celine Grey | Interview00:38:03

In this episode of the State of Sales Enablement podcast, Dannii Mathers sits down with Celine Gray, a seasoned sales enablement leader with over 25 years of experience. Currently serving as a sales enablement leader at Personio, Celine has also been recognized as one of the top leaders to watch and has delivered impactful keynotes at the Sales Enablement Collective.

During their conversation, Dannii and Celine dive deep into several key topics:

  • What are the critical gaps in how sales enablement is approached in organizations today?
  • Who holds the responsibility for ensuring that sales leaders are properly equipped to coach and guide their teams?
  • How can sales enablement professionals encourage sales leaders to be more actively involved in the enablement process?
  • What are the most effective ways to measure the impact of leadership enablement?
  • Why is it crucial to establish a strong alignment between leadership enablement and overall sales performance?

Connect with Celine Grey: https://www.linkedin.com/in/celinegreypelissier/

Connect with Dannii Mathers: https://www.linkedin.com/in/dannii-mathers/

03 Dec 2024Cultural Assets with Lawrence Wayne O'Connor | Interview00:54:48

In this episode of The State of Sales Enablement, your host Dannii Mathers is joined by Lawrence Wayne O'Connor, a sales enablement leader and advocate for leveraging culture to drive sales success. Based in the UK, Lawrence shares his unique journey into sales enablement, his perspectives on cultural assets, and how these can be harnessed to empower sales teams and create lasting impact.

Here is what Dannii and Lawrence discussed:

  • Lawrence’s journey from basketball and business school to sales enablement, and how sociology shaped his approach to understanding people and culture in sales.
  • What cultural assets are and how they differ from traditional sales and marketing assets.
  • The importance of storytelling in sales and how to engineer an environment that fosters sharing and leveraging buyer-focused stories.
  • Tactical strategies to create, deploy, and sustain cultural assets, including using deal reviews, customer success stories, and conversational intelligence tools.
  • The IKEA effect: how involving teams in the creation of training and assets drives ownership, engagement, and better results.
  • And more…

Tune in to learn how Lawrence’s creative approach to sales enablement can help you foster a culture of learning, storytelling, and bottom-up innovation in your sales organization.

Connect with Lawrence Wayne O'Connor:


Connect with Dani Mathers:


21 Mar 2022Equality In Sales, Salary Benchmarks, Talent Retention, And More | This Month In Sales Enablement00:58:12

In this special episode, VP of Enablement & Learning Development at Persado, Devon McDermott, joins me as a co-host for the very first edition of This Month in Sales Enablement. We discuss the key insights from this month's interviews, equality in sales, salary benchmarks, and talent retention. Everything you need to know about Sales Enablement in one spot!

Here are some of the resources referenced in this episode.

04 Apr 2022Sales Strategy Execution with Tyler Lindley | Interview00:28:26

The translation of a sales strategy into daily behaviours makes or breaks GTM success.

Our guest in this week's episode is a master translator who creates strong feedback loops between SDRs and senior executive leadership.

Please welcome, the founder, sales coach and podcast host of The Sales Lift, Tyler Lindley!

These are some of the questions we're discussing:

  • Who is Tyler Lindley?
  • As a sales leader, how do you relate back the strategy that has been developed to the day-to-day of the sales team? How do you change behaviours in the sales team to make those strategies happen?
  • Are frontline sales managers equipped with the tools to be coaching effectively? Do they understand what coaching is all about?
  • Do you think the feedback loop between senior leadership and sales reps on the ground is designed effectively? Is there a lot of information being passed on from the sales reps to senior leadership?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


15 Jun 2021Hybrid Sales And How Buyer Behaviour Will Change After The Pandemic With Britta Lorenz | Interview00:34:13

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Britta Lorenz who is the business consultant at PDAgroup, DACH chapter leader of WISE (Women In Sales Enablement) and creator of the C²LEA²R framework for leadership.

Here are some of the resources referenced in this episode.

Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn

PDA Group: https://www.pdagroup.net/de/

C²LEA²R framework infographic: https://www.trustenablement.com/the-revenue-and-sales-enablement-glossary/c%C2%B2lea%C2%B2r-framework-for-leadership/

Connect with Britta Lorenz online: https://www.linkedin.com/in/brittalorenz/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

13 Sep 2021How To Scale Technology Sales To Over 1 Billion Dollars With Joe Morone | Interview00:42:12

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

There are only few people who can claim that they've grown the revenue of an organisation from $24m to over $1b. Our guest in today's episode is one of them.

He's a competitive wrestler but he doesn't need to use this skill to close deals because he has developed a sales method that is trusted by the biggest names in tech.

How this method works? Let's find out!

In this episode we catch up with Joe Morone who is the co-author of The Smart Sales Method for B2B Sales Teams and the co-founder of Worldleaders Inc.

These are some of the questions we're discussing:

  • What was roughly the revenue net level when you joined and what ended up being the revenue level of when you left the company CIBER?
  • How did you go about scaling CIBER to such incredible heights?
  • What's your general advice for salespeople to utilise content beyond that five by one that you just mentioned in engaging prospects throughout the sales cycle?
  • How would you recommend sales reps use content if not in a face-to-face conversation? How was it used on social media? How was it used through email? What is your recommendation there?
  • At the end of the day, you're selling sales training to your clients. How do you navigate that? ... Do you achieve that by speaking directly to the CEO and getting buy-in that way?
  • What happened to the 50 slide deck that the average salesperson takes to do a big sales conversation?
  • What's your advice for those people and for their roles and how they can make a greater impact when working with sales teams?

Here are some of the resources referenced in this episode.



Where to find The State of Sales Enablement:


08 Nov 2022Driving Digital Adoption with Steffaney Zohrabyan | Interview from the Vault00:27:16

This episode was originally published in May 2022.

Systems and processes are absolutely crucial for consistency in sales. Especially now that the sales tech stack is as complex as it has ever been... and probably ever will be. One can really understand how sales reps might feel overwhelmed when they're asked to navigate multiple platforms during a sales cycle.

And that's precisely when Digital Adoption comes into play. Our guest in this week's episode is a digital adoption superstar, and she will share her top tips to support the human element of digital transformation in sales. Please welcome Cisco's Sales Enablement and Digital Adoption lead, Steffaney Zohrabyan.

These are some of the questions we discuss in this episode:

  • What is Digital Adoption and how does the function fit into the context of sales enablement?
  • What are the most common problems you have solved as a Digital Adoption pro in the past?
  • What are the most common mistakes businesses make when planning for the human element of digital transformation?
  • How much technology is too much to handle for sales reps?

Here are some of the resources referenced in this episode:


Where to find The State of Sales Enablement:


11 Apr 2024Season 3 Kick-Off (with New Hosts!) | Panel Interview00:33:11

An Englishwoman, an Aussie, and two Americans walk into a podcast studio...

This is not the beginning of a bad joke but the beginning of season 3 of The State of Sales Enablement podcast.

With two new hosts, familiar faces, and a brand new episode format, this season promises to be the best one yet.

Join Felix Krueger, Devon McDermott, and now also Jonathan Kvarfordt and Dannii Mathers for a 360 view on each of the hosts' enablement adventures and what's in store for enablement in 2024 and beyond!

15 Jun 2021Establishing A Sales Culture In Professional Services Organisations With James Fielding | Interview00:30:40

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with James Fielding who is the head of sales enablement at Grant Thornton Australia.

Here are some of the resources referenced in this episode.

Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn

Connect with James Fielding online: https://www.linkedin.com/in/jamesfielding/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

27 Dec 2021Best of 2021: Why Sales Enablement Is Now On The Radar Of The C-Suite With Tamara Schenk | Interview00:41:46

BEST OF 2021

In this episode, we catch up with Tamara Schenk. She is a globally acknowledged sales enablement leader, analyst, advisor, award-winning blogger, and keynote speaker. Her experience spans twenty-five years in corporate leadership and includes designing the global sales enablement initiative for T-Systems where she led the global enablement and transformation team.

Prior to co-founding Bartlett Schenk & Co., Tamara was research director at CSO Insights. During this time, she led various global sales enablement studies and co-authored the book "Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force." Tamara also serves as a strategic advisor for Showpad.

These are some of the questions we're discussing:

  • From your experience, do a lot of teams that you work with have a good idea of their buyer journey or is it an aha moment that they really focused on?
  • What role does content play in really positioning your sales team and being a strategic advisor to the buyers?
  • Do you think sales enablement should be owned by a senior leader? Or is it something that can be derived from the bottom up?
  • What's the maturity level of an organisation before it makes sense to introduce sales enablement as a strategic initiative or as a strategic function?
  • What makes enablement so hard for those people that are in the thick of it managing that function? What are the challenges associated with that role? What is something to consider for people who are considering moving into sales enablement?
  • What's your take on frameworks and what frameworks have you seen work and work not so well with an organisation?
  • Which role does technology play in successful sales enablement initiatives?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:

20 Sep 2021How To Transform Your Organisation From Transactional To Buyer-Centric With Andrea Davey | Interview00:25:15

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Andrea Davey who is the CEO of Scout Talent Recruitment.

These are some of the questions we're discussing:

  • How has the pandemic impacted your ability to source high calibre sales talent?
  • What are some of the strategies companies use to deal with this talent shortage?
  • What is your advice for building a culture that is customer-centric and not just transactional in nature from a sales perspective? How do you achieve that in your business?
  • How do you make it actionable for your sales force to live those values?
  • How do you leverage market-facing teams to gain a better understanding of your customers and the market that you're dealing with?
  • How do you make sure that there are no silos within your organisation and there's an exchange going on that benefits your customers?
  • How do you strike a balance between short-term revenue goals and long-term strategic goals?
  • What would be your advice for other CEOs who want to build better relationships with the commercial leadership team?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


17 Jan 2022Innovation in Sales Enablement with Georgia Watson | Interview00:24:50

Innovation, it's the stuff disruption is made of. That breakthrough moment of pure genius that magically solves your most nagging business problem.

Our guest in this episode works for a global technology giant that has made innovation part of their DNA.

Initially selling cheese slicers, this business would eventually enable the first moon landing and is today a key player in driving the AI revolution.

In our catch-up, she has shared her insights on the role of innovation in business and sales enablement in particular.

We're excited to share with you this conversation with IBM's Head of Sales Enablement & Skills Transformation, Georgia Watson!

These are some of the questions/topics we're discussing:

  • The role of innovation in today's business culture and how it relates to sales enablement
  • How sales organisations innovate in the way they respond to changing buyer behaviours
  • How organisations innovate and adapt to the requirements of modern adult learning
  • How individuals can drive innovation

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


18 Apr 2024Troubleshooting Enablement with Jennifer Ryan | Interview00:37:10

Navigating the ever evolving landscape of enablement can feel like uncharted territory. That's where Troubleshooting Enablement comes in. This podcast is a safe space to tackle those nagging questions you've been hesitant to ask in public spaces like LinkedIn, social media, or enablement forums, if you've ever felt like everybody's got it all figured out, except me.

In this episode, Jennifer Ryan joins Devon to troubleshoot your questions and speaks about how to maintain senior leadership support, corporate parenting, finding your personal "yes", and more.

Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform

14 Feb 2022Performance Mindset with Isaac Carroll | Interview00:29:35

Mindset. It's what separates underperformers from the elite in any field, no matter if it's academics, sports, or sales.

That's why our guest in this week's episode has made mindset coaching the key focus of his enablement approach at one of the world's most recognised SaaS brands.

In our conversation, he shares the relevance of the right mindset in sales, what sales can learn from other high-performance disciplines, and how to nurture mindset shifts.

Please welcome Hubspot's regional enablement partner for Asia pacific, Isaac Carroll! 

These are some of the questions we're discussing:

  • What is a performance mindset?
  • How has the mindset required to achieve high performance in sales changed in the last few years? What hasn't changed?
  • Is mindset something you can change? Or is it something you have to filter when hiring sales reps?
  • If someone is ready to change his mindset, are there industries that sellers can look at as case studies?
  • Creating a safe environment to fail
  • How do you go about as a leader, nurturing a mindset within a team?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


30 May 2022Driving Digital Adoption with Steffaney Zohrabyan | Interview00:24:45

Systems and processes are absolutely crucial for consistency in sales. Especially now that the sales tech stack is as complex as it has ever been... and probably ever will be. One can really understand how sales reps might feel overwhelmed when they're asked to juggle multiple platforms during a sales cycle.

And that's precisely when Digital Adoption comes into play. Our guest in this week's episode is a digital adoption superstar, and she will share her top tips to support the human element of digital transformation in sales. Please welcome Cisco's Sales Enablement and Digital Adoption lead, Steffaney Zohrabyan.

These are some of the questions we discuss in this episode:

  • What is Digital Adoption and how does the function fit into the context of sales enablement?
  • What are the most common problems you have solved as a Digital Adoption pro in the past?
  • What are the most common mistakes businesses make when planning for the human element of digital transformation?
  • How much technology is too much to handle for sales reps?

Here are some of the resources referenced in this episode:


Where to find The State of Sales Enablement:


31 Jan 2022Enablement Talent Nurturing with Rosi Young | Interview00:17:42

Sales enablement has evolved to be one of the fastest growing business trends globally. With this growth comes a growing number of new talent wanting to pursue the noble profession that is sales enablement.

Our guest in this episode is part of the new generation of enablers and provides a unique side into her journey and her recommendations for seniour leaders on how to best nurture new sales enablement talent.

Please welcome Gartner's Rosi Young!

These are some of the questions we're discussing:

  • Talk about the appeal of sales enablement when you decided to pursue it?
  • What should people know about sales enablement as a profession?
  • What do you do to continuously learn and develop in sales enablement?
  • Have you ever dealt with imposter syndrome when dealing with more seniour peers in your business?
  • What would the perfect mentorship program look like?
  • What would be your advice to new people entering sales enablement?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


23 Aug 2023Unethical Layoffs, Managing Expectations, Business Cases, and More | This Month In Sales Enablement00:57:40

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.

Here is what we talked about this month:

  • FLSM engagement
  • Managing senior stakeholder expectations
  • Enablement research
  • Why Revenue Enablement is not just sales enablement
  • Why sales enablement must embrace AI
  • Aiming high in enablement
  • Unethical Layoffs

Subscribe to the FFWD newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv


Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

23 Jul 2023AI Interview Practice, Reducing Meeting Bloat, CS Layoffs, and More | This Month In Sales Enablement00:52:40

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.

Here is what we talked about this month:

  • Stakeholder management
  • 17 key revenue enablement stats
  • Shopify's best practices to reduce meeting bloat
  • Sales enablement vs revenue enablement vs business enablement
  • Enablement jobs boards
  • CS layoffs
  • ChatGPT Plugin recommendation
  • AI-powered interview practice
  • Exploring opportunities in the generative AI value chain


Subscribe to the FFWD newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv


Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

04 Aug 2024Tools and Leaders with Senait Isaac | Interview00:22:41

In this episode, Coach K interviews one of his favorite voices in the enablement community, Senait Isaac, who shares her extensive experience from customer success to tools enablement at PagerDuty. Senait delves into her strategies for effectively utilizing tools such as LinkedIn Sales Navigator and Gong to make sales teams more efficient and successful. They also discuss the challenges in defining the role of enablement in organizations and how leaders can better support and coach their teams. 

Connect with Senait: https://www.linkedin.com/in/senaitisaac/

Connect with Coach K: https://www.linkedin.com/in/jmkmba/

16 Aug 2021Tackling Hypergrowth As A CRO With Michael Savanis | Interview00:33:07

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

Colombia, Argentina, Venezuela, USA, Malaysia, Indonesia, China, Great Britain, France... This rather long list of countries is not the line-up of the Tokyo Olympics but a selection of countries our guest in today's episode has worked at. We'll discuss the lessons he has learned along the way and how he finds the balance between strategic focus and short term goals during the hyper-growth phase his business is currently experiencing. In this episode, we speak to JobAdder's Chief Revenue Officer, Michael Savanis.

These are some of the questions we're discussing:

  • What does JobAdder do? What's the kind of transition period you're going through at the moment?
  • In which ways has the pandemic impacted your company? Were there any issues that you guys needed to deal with?
  • Within your role, what are the sort of key challenges you face? What would any CRO face in a growth journey that is similar to what Joe Biden is going through right now?
  • I can imagine you generate an immense amount of experience across the different markets, and as you grow, you will figure out things that work well which other markets might be benefiting from. So how do you facilitate that knowledge transfer?
  • In terms of the way you build a culture, which is obviously also a big part of growth journey and making sure that the culture builds that is performance focused and reflects the values of the company. How do you go about doing that remotely?
  • In terms of your team's responsibility, you obviously manage all customer facing teams within JobAdder and the amount of intelligence that you gather, it must be incredible, right? Like the market intelligence and the insights that you generate. How do you go about capturing that? And not only use it for the advantage of the teams that you manage, but also to socialise that across senior management to utilise that intelligence, that market intelligence to make strategic decisions for the company?
  • In terms of the way you make strategic decisions, have you seen that there's a lot of nuance required between the different regions or is the use case quite similar and it's just all about benching the scale?
  • And in terms of the balance between your short term goals and long-term strategic goals, how do you handle that? I can imagine in a CRO role, there's a lot of revenue pressure, you know, like at the end of the day, you need to bring in the money. But at the same time, you're trying to be strategic, build something long-term and build a solid base for the company to flourish on in the future. So how do you balance those two competing priorities?
  • From a team management point of view, I guess that's easy to communicate, but from your senior management peers, like, how do you manage that? Has everybody bought in to that mentality early on? Or did you, did you have to do some convincing along the way?
  • Marketing from my understanding doesn't sit in your remit. How do you approach that partnership with marketing?
  • What role does technology play in the organisation? And what's kind of core to your tech stack from your point of view?
  • Talk us through how you manage the communication across your teams.
  • For those listeners who are in the senior sales roles and about to take the next step from, let's say, senior sales VP into a CRO role what is your advice to prepare them for that kind of role? What are the kinds of things that they need to establish for themselves to set themselves up for success?
  • What would your advice be to really identify top talent for department heads if somebody is moving into a CRO role and is tasked to fill those roles?

Here are some of the resources referenced in...

25 Sep 2022Quietly Quitting Enablement, The Diversity Business Case, Returning To The Office And More | This Month In Sales Enablement00:57:30

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, events, jobs, books, and more! Brought to you by Devon McDermott and Felix Krueger.

  • Click here to watch the live stream recording

Insights

  1. Alex Salop's thoughts on the difference between knowledge, skill, and behaviour. Listen to the full interview.
  2. Aaron Evans' thoughts on the difference between qualification, sales process, and sales methodology. Listen to the full interview.
  3. John Moore's thoughts on why diversity is no longer optional. Listen to the full interview.
  4. Stephanie Middaugh's thoughts on how healthy sales enablement communities thrive. Listen to the full interview.
  5. Sascha Dainat on what enablement can learn from the sustainability movement. Listen to the full interview.

News

26 Aug 2024Predictive Enablement with Christina Brady | Interview00:28:23

In this episode of the State of Sales Enablement, Coach K sits down with Christina Brady, CEO of Luster.ai, to explore the intersection of AI and sales enablement. Christina brings her extensive experience in sales leadership and enablement to the conversation, offering insights into the evolving role of AI in enhancing sales performance and training.

Here are some of the questions Coach K and Christina attempted to tackle:

  • How can AI be effectively integrated into sales enablement without overwhelming sales teams with too many tools?
  • What strategies can be used to ensure that AI tools support, rather than replace, essential human elements in enablement?
  • How can enablement professionals maintain control over the tech their teams use in the face of rapidly evolving AI tools?
  • What does "perfect practice" look like in sales enablement, and how can AI facilitate it?

Tune in to hear Christina's insights on leveraging AI to enhance sales enablement and her vision for the future of learning and development in the workplace.

Connect with Coach K: https://www.linkedin.com/in/jmkmba/

Connect with Christina: https://www.linkedin.com/in/christinapbrady/

16 Feb 2023Scenario-Based Solution Training | Deep-Dive00:11:48

Written by Mike Kunkle, read by Felix Krueger. 

There is no doubt that sales professionals need to understand their products and services. This is a given. Product training is necessary.

What troubles me about product training, despite how much has been written on this topic, is that so many companies are still not maximizing the potential of their product training efforts to get beyond product knowledge to the real crux of how to sell solutions effectively...

The article this episode is based on appeared first in the Building Blocks, Close Up! newsletter.

Resources

On Product Training


On Features/Advantages/Benefits (good, but not sufficient)


On Sales Training Systems



On Selecting the Right Training Method



Where to find The State of Sales

19 Jun 2022Effective Sales Communication with Alistair Davis00:23:11

While Zoom has reduced friction during the B2B buyer journey, it has also lessened the ability of sales teams to effectively engage buyers in face-to-face meetings.

Zoom fatigue is real and the ability of a sales rep to effectively communicate with buyers remotely has become part of the modern sales skillset.

Our guest in this week's episode gives the sales teams of some of the most recognised technology brands in the world the voice and presentation skills needed to make Zoom meetings their competitive advantage.

Please welcome the Managing Director and Chief Speaking Officer of Jabba Training, Alistair Davis!

Here are some of the questions we cover:

  • Why should salespeople consider working on their voice and acting skills in 2022 and beyond?
  • What are the building blocks of an engaging virtual meeting performance? 
  • Do you see that certain demographics or industries have better voice and acting skills than others?
  • What are the most common voice and acting skills that require improvement when you work with sales teams? 
  • What are the top tips you can share with our listeners on how to be more engaging in meetings today?

Here are some of the resources referenced in this episode:


Where to find The State of Sales Enablement:


14 Apr 2021How News Corp Australia Enables 600 Salespeople At Scale | Interview00:30:21

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

I've witnessed first-hand how tough it can be to be a sales enablement leader in a media company. My friend and former colleague Stewart Heys has mastered his craft and is now managing a team that enables a sales department of 700 at News Corp Australia. In this episode, we spoke about how he goes about ensuring tailored support, how sales conversations have changed during the pandemic, and how he goes about identifying the most valuable market feedback.

Here are some of the resources referenced in this episode.

Sales Enablement Society (SES) - https://www.sesociety.org/

Effective Sales Enablement - https://www.amazon.com/Effective-Sales-Enablement-collaborative-marketing/dp/0749483644

Fanatical Prospecting  - https://www.amazon.com.au/Fanatical-Prospecting-Conversations-Leveraging-Telephone-ebook/dp/B01617VD3I

Sales Development Playbook  - https://www.amazon.com.au/Sales-Development-Playbook-Repeatable-Accelerate/dp/0692622039

Sales Gravy Podcast - https://salesgravy.com/podcasts/

Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

Connect with Stewart Heys online: https://www.linkedin.com/in/stewartheys/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Cheers,

Felix

15 May 2023Overcoming Imposter Syndrome | Deep-Dive00:05:29

Imposter syndrome, that nagging inner voice suggesting that your success is nothing more than a fluke, can be a real hurdle to both personal and professional fulfilment. It's like a pesky shadow that no matter how much light you shine, never fully disappears. In this episode, Felix draws from personal experiences and proven strategies to provide you with hands-on tools to manage and lessen the effects of imposter syndrome.

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

19 Jan 20232023 Predictions, ChatGPT, Job Market Updates And More | This Month In Sales Enablement00:52:32

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, events, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.

  • Subscribe to the LinkedIn newsletter
  • Keep on scrolling for a list of this month's resources

2023 Predictions


Enablement Trends for 2023 (by SEC)

This article from Sales Enablement Collective — features a teaser of some of the winners of their 2023 Ones to Watch focused on enablement stars in the space and trends–which is coming out soon! 


Highlights Include: 

  • Enablement leaning into AI - Thomas K. Cheriyan
  • A focus on building real sales skills  “This will also affect enablement organizations’ hiring strategy, with a need for enablers with a successful sales background.”  - Aaron Evans
  • Enablement specialization and a move to specialized expertise, CS Enablement, BDR, Enablement etc - Celine Grey
  • Tying enablement programs to the right things. “...enablement teams should associate their programs to behaviors and things they can directly influence.” - Nick Lawrence


Felix’s 2023 Predictions


Getting more done with less - Enablers need to create greater business impact with fewer resources. 

  • Prediction 1: Enablers will be more strategic in their approach (impact on GTM strategy and impact on stakeholder perception)
  • Prediction 2: 2023 will be the year of AI - AI won’t steal your job but the people most comfortable with AI tools will. 
  • Prediction 3: Increased Enablement maturity levels outside the US.


Devon’s 2023 Predictions


  • Prediction 1: AI - ChatGPT - as an essential part of the enablement workflow
  • Prediction 2: Real Investment in the Enablement Function → with a focus on Revenue Enablement orchestration, team structure, and openness to more varied backgrounds in the role for sales enablement.
  • Prediction 3: A Move Beyond Revenue Enablement - Enablement expanding to other teams in the organization like product and engineering! (we’re already seeing the need for it)


What are your predictions for Enablement in 2023? Let us know in the comments below! 


Jobs 


Are you looking for an Enablement job? 

Check out the latest Sales Enablement job board (brought to you by Steffaney Zohrabyan) or add yourself to the Enablement Squad Talent Directory.


Are you a hiring manager looking for great talent? 

Message Steffaney Zohrabyan to add

09 Aug 2021Sales Enablement In Southeast Asia With Pooja Kumar | Interview00:25:08

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Pooja Kumar who is the Director of Sales Enablement & Organisational Culture at Oracle.

These are some of the questions we're discussing:

  • How does the buying process in Southeast Asia compare to the rest of the world?
  • How do you deal with differences in the SEA markets and how do you prepare your sales team for those differences?
  • What sort of content does your sales team use and what do you see as being the most impactful content?
  • What is your advice to sales leaders who want to be successful in the region?
  • What are the knowledge levels in SEA and how much education work is required on your end?
  • What makes a great sales coach?
  • Are there specific frameworks that you advocate for in the business development space and if so, what makes them better than others?
  • What were your main challenges in establishing sales enablement within the organisations that you've worked for? What would your advice be for people who are just starting out in that space and want to really make a difference for their companies?
  • How do you leverage the infrastructure that you have at your fingertips to maximise the impact of your local sales enablement work?
  • How has the collaboration in the coaching process been impacted by COVID?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


01 Nov 2021How To Establish A Learning Culture With Crystal Nikosey | Interview00:37:56

Our guest in this week’s episode knows what it takes to set sales reps up for success. Her holistic approach to the development of high-impact Sales Enablement programs is informed by her breadth of experience in technology sales.

She’s one of the most recognised sales enablers on LinkedIn and I’m excited to have her on the show today. Please welcome Cloud Academy’s Sales Enablement Manager, Crystal Nikosey.

These are some of the questions we're discussing:

  • How has sales enablement evolved from the early stages in your career to up until now?
  • How do you establish a learning culture as a sales enablement leader
  • What did you learn from your current experience about learning culture in sales enablement?
  • How can someone get the buy-in of sales managers and start utilising the sales managers to start coaching and reemphasising? What's your advice to get started on that front?
  • How would you actually tie training and coaching to business outcomes or revenue?
  • Through the data you gather how are you able to shorten the sales cycle because you've implemented sales enablement training?
  • How can we contribute as a sales enablement community to create a more diverse tech world?
  • What are your predictions in terms of the future of sales enablement? What are you going to see in the next few years of evolution of sales enablement?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


24 Mar 2021What Happens When LinkedIn's Sales Team Goes Remote? Let's Ask Them | Interview00:30:19

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Travis May who is a sales leader at LinkedIn. We discuss how the sales team of the world's largest professional network has adjusted to the new market environment, a better way to deliver remote presentations, and how to toddler-proof your home office.

Here are some of the resources referenced in this episode.

A four pillar framework for sales and marketing alignment (Forrester Consulting on behalf of LinkedIn): https://business.linkedin.com/en-uk/marketing-solutions/blog/posts/sales-and-marketing/2020/A-four-pillar-framework-for-sales-and-marketing-alignment

Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

Connect with Travis May online: https://www.linkedin.com/in/travisdmay/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Cheers,

Felix

20 Apr 2023Enablement's Role in M&As with Paul Butterfield | Interview00:28:22

In the fast-moving SaaS space, mergers and acquisitions are business as usual. Our guest in today's episode has led teams through nine acquisitions over the years and will share his insights on how enablement leaders can effectively navigate the challenges and capitalize on the opportunities that come with M&As. Please welcome the Executive Board President of the Sales Enablement Society and the Host of the "Stories From The Trenches" podcast, Paul Butterfield.

These are some of the questions we cover:

  • On a high level, what is the role of enablement in the context of M&As?
  • What are the key challenges and opportunities for the sales enablement function during an acquisition?
  • How do you make sure the acquired company's sales effectiveness doesn't suffer during the integration process?
  • What role does communication play in sales enablement during acquisitions, both internally and with external customers and partners?
  • Can you share a success story or case study where sales enablement played a critical role in the successful integration of an acquired company?
  • What advice would you give to sales enablement professionals who are navigating the complex landscape of acquisitions and mergers, and what are the top factors that contribute to success?

Here are some of the resources referenced in this episode:

Connect with Paul Butterfield on LinkedIn: https://www.linkedin.com/in/paulrbutterfield/

The SES Stories From The Trenches Podcast: https://podcasts.apple.com/us/podcast/sales-enablement-society-stories-from-the-trenches/id1510380341

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

04 Oct 2021Enabling eCommerce Technology Sales With Richard Hankin | Interview00:38:50

Which company is going to be the next Amazon? 

No matter who it will be, chances are that the underlying marketplace technology will be provided by the fast-growing business our guest in today's episode represents. 

In our recent catch-up, we spoke about his sales leadership philosophy, how his sales team reaches decision-makers fast, and the most common mistakes sales tech companies make when pitching to him. 

In this episode, we catch up with the VP of sales at Marketplacer, Richard Hankin.

These are some of the questions we're discussing:

  • Was it strategic timing then moving back into e-commerce back during the lockdown and COVID starting?
  • What does Marketplacer do and what sort of problem do you solve?
  • What's your approach to sales leadership and leading the growth journey of Marketplacer?
  • How do you go about collaborating effectively, especially during times of growth, with your presence in the United States and your sales team is being set up within Australia?
  • How do you nurture the culture piece across the team in such a remote environment?
  • How do you make sure that you maintain that sales effectiveness in delivering your consultative approach while scaling your team?
  • How do you make sure that you speak to the decision-makers early in the conversation and show that understanding of their business?
  • What sort of role does content play throughout your sales process and how do you use it effectively?
  • What sort of tools would you consider being essential as part of your sales tech stack and what are the considerations for you when picking tools that add value?
  • What are some of the common mistakes tech salespeople make when they pitch to you?
  • What would be your advice to somebody who just starts out in a VP of Sales role? What are some of the things that people should look out for and really focus on?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


08 Dec 2021Sales Enablement News, Research Review, and Mike Kunkle Insights | Sales Enablement Live #800:28:59

In this episode of Sales Enablement Live, we discuss some insights from the interview with Mike Kunkle, the latest vendor research, and respond to your most pressing Sales Enablement questions.

Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://thestateofsalesenablement/

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


31 Jul 2022Enablement Limits, Transparent Leadership, Customer Success, and More | This Month In Sales Enablement01:03:19

Another month, another action-packed agenda in the fast-evolving world of Sales Enablement. These are the latest resources we've covered in the July edition of This Month In Sales Enablement.


Insights

  1. Vince Zapulla on establishing product-market fit (click here to listen to the full interview)
  2. Malvina El Sayegh on Human-to-Human sales (click here to listen to the full interview)
  3. Roderick Jefferson on hiring the right sales talent (click here to listen to the full interview)

Jobs 


Recommended Books


Featured Articles


Online Course

07 Feb 2022Social Selling with Anna Rokina | Interview00:26:47

When it comes to social selling, self-proclaimed gurus are dime a dozen these days on LinkedIn.

Our guest in this episode is different. She has truly walked the walk as a social media expert for brands like iSentia, Lenovo and Oracle. Now she runs her own social selling consultancy and is one of the most demanded experts in the APAC region.

Please welcome the Founder of Smart Social, Anna Rokina!

These are some of the questions we're discussing:

  • Why should organisations consider social selling?
  • How does social selling fit into the broader go-to-market strategy?
  • How can businesses execute a social selling program?
  • Are sales people involved in content creation? Should it be part of their skillset?
  • What are some of the tactics that go beyond pitching behaviours and posting content?
  • What are social networks that are used effectively? What are B2B brands that have used these networks effectively?
  • How does a sales person move out of the friendzone with the buyer and engage them in a sales conversation?


Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


24 Jan 2023Sales Culture Transformation with Damien Lorschy | Interview00:30:51

If the culture of a sales team is bad or even toxic, enablers fight a constant uphill battle. So how do you turn the culture of a sales team around to incentivise positive behaviors and ultimately set sellers up for success? In today's episode, we're joined by a special guest who has led major culture transformation projects. He'll share with us what the symptoms of a negative culture are, how to approach the transformation discussion with senior stakeholders, metrics to consider, and pitfalls to avoid. Please welcome the head of APJ Sales Strategy, Operations and Enablement at AWS, Damien Lorschy.

Here are some of the questions we tackle:

  • What is your definition of culture?
  • What are some of the indicators that there is a problem with your sales culture?
  • Let's talk about your journey in transforming your organisation's sales culture. What has been the insight in AWS' case that has led to the realisation that change is needed?
  • How did you engage senior leadership to drive this project?
  • Which steps have you taken after senior leadership support had been secured?
  • What were some of the results you've seen after the roll-out?
  • Can you share any topics that might help other Enablers drive a sales culture transformation project?


Here are some of the resources referenced in this episode:

Connect with Damien Lorschy on LinkedIn: https://www.linkedin.com/in/damien-lorschy/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

The Culture Code by Daniel Coyle: The Secrets of Highly Successful Groups https://www.amazon.com/Culture-Code-Secrets-Highly-Successful/dp/0804176981/

Walking the Talk by Carolyn Taylor: https://www.amazon.com/Walking-Talk-Carolyn-Taylor/dp/1847941575/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

15 Jun 2021The Role Of Content In The Buyer Journey With Abby Sorensen | Interview00:23:24

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Abby Sorensen who is the chief editor of content marketing resource centre Follow Your Buyer.

Here are some of the resources referenced in this episode.

Follow Your Buyer: https://www.followyourbuyer.com/

Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn

Connect with Abby Sorensen online: https://www.linkedin.com/in/abbylsorensen/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

16 Aug 2022Making Conversational Intelligence Work, High-Voltage Enablement, Enabling SalesTech, And More | This Month In Sales Enablement00:57:06

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, events, job, books, and more! Brought to you by Devon McDermott and Felix Krueger.

  • Click here to watch the live stream recording

Insights

  1. Kate Lewis' thoughts on coaching culture. Listen to the full interview.
  2. Tony Hughes' thoughts on SalesTech trends. Listen to the full interview.

News


Books


Upcoming Events


Jobs

24 Apr 2024Conversational Intelligence with Keiran Smith | Interview00:27:19

Conversational Intelligence is one of the rapidly emerging categories in the sales tech space. However, as with any other technology tool, the same rule applies: A fool with a tool is still a fool. To understand how to maximize the value of Conversational Intelligence platforms, navigate common pitfalls, and align all key stakeholders, Dannii has caught up with Keiran Smith, an enabler who has lots of stories from the CI implementation trenches to tell.

Here are some of the questions Keiran and Danny attempted to tackle:

  • What makes a great Conversational Intelligence platform implementation, and what are the potential challenges enablers should be mindful of?
  • How do you ensure buy-in and adoption for Conversational Intelligence?
  • What role do sales leaders play in the Conversational Intelligence journey?

30 Aug 2021How To Blitz Scale And Enable A Global Sales Team With Adrian Hill | Interview00:31:45

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

Managing hypergrowth is a tough challenge as a sales leader. The same applies to the management of a global sales team. Our guest in this episode has done it all. Successfully. And we're lucky enough to be able to explore his approach in all detail. In this episode, we catch up with Shorthand's VP of Sales, Adrian Hill.

These are some of the questions we cover:

  • For those listeners who don't know GO1, what does GO1 do?
  • During your stint at GO1, you were growing the sales team quite a bit. Where did you start out and where did you end up just to give the listeners a feel?
  • How did you enable your sales team and make sure that you maintain quality within the team while scaling?
  • Were there any metrics that you've used to measure success in growing that team and have those changed over time?
  • How do you ensure that you guys communicate well enough to make this work? And what are the kind of the starting points for conversation between sales and marketing?
  • Considering content is kind of part of your company DNA, how do you utilise content as part of the sales process and what sort of role do you think its plays for your team?
  • If you identify excellence in a certain area, a salesperson does something really well or a certain region does something really well. How do you capture that to make the rest of the sales team benefit from that?
  • In terms of the learnings that you capture from those successful deals, is there any way you capture those learnings and make them part of your onboarding program or of other training activity?
  • Have you found that you've unearthed in those kinds of conversations inside sets that give you an idea that the market has shifted in a certain way the way people utilise the product or see the value in your product has changed over time?
  • Do you see a big differences in the way sales need to be approached across regions and what sort of differences are there?
  • How do you make sure that the communication remains effective and collaborative and your global sales team really feels like being part of the team from a cultural perspective?
  • For anybody starting in a VP of sales role, what sort of advice would you give those people to hit the ground running and to be really successful in mentoring a larger sales team?
  • What's the absolute core of your tech stack in the sales team?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:

23 Aug 2021Why Sales Enablement Is Now On The Radar Of The C-Suite With Tamara Schenk | Interview00:41:46

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

In this episode, we catch up with Tamara Schenk. She is a globally acknowledged sales enablement leader, analyst, advisor, award-winning blogger, and keynote speaker. Her experience spans twenty-five years in corporate leadership and includes designing the global sales enablement initiative for T-Systems where she led the global enablement and transformation team.

Prior to co-founding Bartlett Schenk & Co., Tamara was research director at CSO Insights. During this time, she led various global sales enablement studies and co-authored the book "Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force." Tamara also serves as a strategic advisor for Showpad.

These are some of the questions we're discussing:

  • From your experience, do a lot of teams that you work with have a good idea of their buyer journey or is it an aha moment that they really focused on?
  • What role does content play in really positioning your sales team and being a strategic advisor to the buyers?
  • Do you think sales enablement should be owned by a senior leader? Or is it something that can be derived from the bottom up?
  • What's the maturity level of an organisation before it makes sense to introduce sales enablement as a strategic initiative or as a strategic function?
  • What makes enablement so hard for those people that are in the thick of it managing that function? What are the challenges associated with that role? What is something to consider for people who are considering moving into sales enablement?
  • What's your take on frameworks and what frameworks have you seen work and work not so well with an organisation?
  • Which role does technology play in successful sales enablement initiatives?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:

07 Nov 2021Sales Enablement Research Insights | Sales Enablement Live #300:28:42

Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.

These are some of the topics we're discussing:

  • Mapping The Buyer Journey
  • Adding Value Beyond The Sales Meeting
  • Consulting Is The New Selling
  • Not All Coaching Programs Are Created Equally
  • Sales Enablement As A Strategic Asset
  • Sales Enablement Success Takeaways

Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://zoom.us/webinar/register/6316354660825/WN_lvMX4ypPSZed3lPbtSObig

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


10 Dec 2024Enablement Unleashed with Federico Presicci | Interview00:45:07

In this episode of The State of Sales Enablement, Coach K is joined by Federico Presicci, a prominent sales enablement leader and creator of insightful practitioner-led content in the enablement space. Federico shares his unique journey from arriving in the UK without speaking English to becoming a recognized voice in sales enablement. Together, they discuss the critical components of effective enablement, the importance of strategy, and how to leverage data to drive measurable outcomes.

Here’s what Coach K and Federico discussed:

  • Federico’s journey from mechanical engineering to sales and eventually to sales enablement, highlighting the transformative power of embracing challenges and personal growth.
  • Why enablement is more than just training, content, and tools—and how strategic thinking and cross-functional collaboration drive scalable impact.
  • The role of cultural shifts and mindset changes in embedding enablement into organizational structures and leadership approaches.
  • Federico’s blog and collaborative projects, including his focus on gathering insights from practitioners and creating practical, unbiased resources for the enablement community.
  • How advanced tracking, conversational intelligence, and AI-driven role-playing tools can provide actionable insights and leading indicators for enablement success.
  • The balance between short-term execution and long-term scalability in enablement strategy and program design.

Connect with Federico Presicci:


Connect with Coach K:


Tune in to hear Federico’s actionable insights and how his holistic approach to enablement can help organizations align strategy, culture, and execution for sustainable success.

15 Jun 2021How Effective Marketing Can Enable Sales With Pam Didner | Interview00:35:57

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Pam Didner who is a B2B marketing consultant, podcaster, keynote speaker and author of 3 best-selling books.

Some of the questions we discuss include:

  • What are the key areas marketers should consider when introducing sales enablement in their organisation to make it a success?
  • What are the most common pitfalls when sales and marketing are attempting to collaborate? How do you best tackle them?
  • How can sales benefit from existing content marketing infrastructure within their organisation?
  • Which trends can we expect to crystallise in the coming years?
  • What is to be considered for somebody who starts out in a sales enablement role and for somebody who is managing sales enablement globally for the first time?

Here are some of the resources referenced in this episode.


13 Dec 2021C-Suite Outbounding with Skip Miller | Interview00:22:51

Our guest for this week's episode is a sales trainer behind some of the fastest-growing sales teams Silicon Valley has produced over the last 25 years. He is a best-selling author and his latest book Outbounding has taken the prospecting world by storm. In our conversation, he shares his secrets to effective C-suite engagement. I can't wait to share with you the insights of the President of M3 Learning, Skip Miller.

These are some of the questions we're discussing:

  • What are the trends in outbounding these days?
  • What are the advantages of targeting senior executives compared to middle management?
  • What sort of channels do you recommend for outbounding and reaching senior executives?
  • If you get a senior executive on the phone, what is the starting point of that conversation?
  • What differences have you noticed in the trends or nuances of communication companies have with senior executives in Australia compared to those in the United States?
  • Have you noticed communication styles change over time with the emergence of digital channels?
  • What are the most common mistakes sales teams make when attempting to engage the C-suite?
  • How do you find the balance between formulating a sales process and still leaving enough space for reps not to act like robots?
  • What are some of the things sales enablers can do to set their sales team up for success when engaging with the C-suite?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


24 Nov 2021Strategic Buyer Content Personalisation | Sales Enablement Live #600:37:33

In this week's edition of Sales Enablement Live, we'll discuss Strategic Buyer Content Personalisation. Some of the topics we'll cover include:

  • Why personalisation isn't optional anymore
  • Approaches to developing a personalisation strategy
  • Execution and measurement of a buyer content strategy

Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://thestateofsalesenablement/

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


05 Jun 2022Maximising Smartech ROI with Pam Didner | Interview00:28:11

With endless logos to choose from, sourcing SalesTech can be a challenge even for the savviest buyers. 

It gets even harder if you're responsible for both, Sales AND Marketing technology. 

Our guest in this week's episode is a marketer that has driven Sales Enablement for organisations around the globe. 

In our conversation, she breaks down the best practice for making purchase decisions, how sales and marketing technologies overlap, how to address sales tech needs as a marketer, and more.

Please welcome best-selling author, podcaster, and our go-to expert for sales and marketing alignment, Pam Didner!

These are some of the questions we discuss in this episode:

  • There are so many technologies out there claiming to help the sales team. It's overwhelming. How should we go about addressing sales technologies or sales tech?
  • Sales uses SalesTech. Marketing uses MarTech. Are these two overlapping in terms of technology needs? Any duplications or gaps?
  • If I am supporting sales as a marker, what is the starting point to address technology needs?
  • Speaking of sales and marketing working together, ABM comes to mind. Can you talk to us about ABM-specific tech?

Here are some of the resources referenced in this episode:


Where to find The State of Sales Enablement:


21 Feb 2022The Truth About Sales Content with Gaurav Harode | Interview00:19:35

Our guest in this week's episode is the founder and CEO of a seed-stage start-up in the sales tech space that truly punches above its weight. His no-nonsense approach and a deep niche specialisation have earned his sales content management platform a spot in a marketplace that features VC-funded juggernauts.

In our conversation we shine a light on the role content plays in modern B2B sales, common misconceptions, and how to use content to lead sales conversations in the new hybrid world.

Please welcome the Founder and CEO of Enablix, Gaurav Harode.

These are some of the questions we're discussing:

  • What is the problem that you and your company solve?
  • Why does content matter these days in B2B sales? What is the significance and relevance?
  • What are some of the myths you come across surrounding sales content?
  • What dynamics do you observe stop organisations from succeeding in their internal setup with sales content?
  • What resources can you recommend to whoever is keen to learn more about doing a better job in producing and managing sales content?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


15 Nov 2021How APAC Sales Leaders Can Leverage Sales Enablement With Peter Bray | Interview00:36:41

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

Our guest in today's episode is a sales leader who has successfully tackled a monumental task: Establishing a new product category in the APAC region for a US tech company that has turned unicorn in 2021. In our conversation, he reveals how he went about it and how he has leveraged sales enablement along the way. Please welcome Impact.com's APAC Sales Director Peter Bray.

These are some of the questions we're discussing:

  • What is partner management and how did you go about creating this new category in the minds of your target market?
  • Is the skillset required for a team to be successful different in the context of the consultative approach where you are having to understand and analyse where the client's at in order to make sense of the category that you're trying to establish?
  • How is the culture piece critical in making fast growth work?
  • How do you make sure that you leverage resources that you have available overseas for the local market? How do you make sure that the translation is adding value to your activity locally?
  • How does your local team benefit in terms of the tech infrastructure from head office and all the systems that are put in place?
  • Talk about the success factors of challenger brands out there eating the breakfast of big brands.
  • What advice would you give companies based overseas wanting to enter the Australian market? What are the characteristics of the Australian market? What should these companies consider and what are mistakes to avoid?
  • What are some tips to more effectively enable their sales team with, when one has little resources and little time on their hands?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


10 Nov 2021Strategic Sales Enablement | Sales Enablement Live #400:33:23

Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.

These are some of the topics we're discussing:

  • Impact of Strategic Sales Enablement To The Bottom Line
  • Sales Enablement Strategy And Approach Types
  • Strategic Vs. Non-Strategic Approach
  • Overcoming Barriers of Sales Enablers From Being Strategic
  • Input That Sets Your Sales Strategy Apart
  • Output That Makes a Difference
  • Dedicated Resources for Sales Enablement

Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://zoom.us/meeting/register/tJIlde6vrDgrHNJG2TFb3V_mDtTDDMFemIU2

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


18 Jul 2022Strategic Talent Development with Roderick Jefferson | Interview00:29:09

Salaries are the single biggest cost item when building a sales department. So how can revenue leaders maximise the return on investment? Our guest in this week's episode is a legend of the noble profession that is sales enablement and he shares his keys to effective talent development. Please welcome the best-selling author of Sales Enablement 3.0, Roderick Jefferson. 

These are some of the questions we discuss in this episode:

- Salaries are one of the largest cost items for any sales department. How can businesses be strategic about developing talent to protect their investment in sales talent? 

- How can sales and sales enablement leaders go about analysing which capabilities and skills are required to execute a GTM strategy effectively? 

- What is from your experience the most effective way to structure skills assessments on an individual level? 

- Looking at all the levers available to nurture sales talent (such as onboarding programs, custom training, 3rd party training content, and coaching), how do sales and sales enablement leaders determine where to focus?

- How can sales leaders strike a balance between personalised and scalable talent development, especially in large corporations.

Here are some of the resources referenced in this episode:

Roderick Jefferson on LinkedIn: https://www.linkedin.com/in/roderickjefferson/

Roderick Jefferson on Instagram: https://www.instagram.com/roderick_j_associates/?hl=en

Roderick's book - Sales Enablement 3.0: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190911

Where to find The State of Sales Enablement:


27 Sep 2021Measuring Sales Enablement Effectiveness With Adriana Romero | Interview00:32:19

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

Our guest in this week's episode is Adriana Romero, the Director of Enablement Solutions at LevelJump.io.

She is an engineer turned salesperson turned sales coach.

When it comes to sales enablement effectiveness, she walks the walk because she works for a Canadian technology vendor that specialises in the measurement of sales enablement's revenue impact.

When she's not designing highly effective sales enablement programs, she's teaming up with her best friend to build a business that helps Immigrant women.

These are some of the questions we're discussing:

  • What's the state of sales enablement in Canada? And how does it compare to the rest of the world?
  • What are your tips to make sales enablement a high-impact initiative? How can senior leaders introduce sales enablement in the organisation and make it work?
  • For small organisations that don't yet have the resources or senior executive buy-in, what are some quick wins that they can achieve in enabling their sales teams better?
  • How would you recommend tackling a more coaching-focused approach when enabling your sales team?
  • What are the success metrics in sales enablement that one should focus on? How can businesses and sales enablement leaders make sure that they create that impact on sales performance?
  • How has sales enablement evolved over recent years? What are some of the things you see going wrong with sales enablement?
  • As members of the sales enablement community, how do we make sure we do not sacrifice quality with the growth of sales enablement as a function?
  • What resources would you recommend to newcomers in sales enablement or people wanting to add that to their skill set?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


26 May 2024Business Storytelling with Ravi Rajani | Interview00:32:16

In this episode of the State of Sales Enablement, Dannii Mathers talks with Ravi Rajani, one of the most captivating storytellers in the tech revenue world and the host of The Influential Communicator podcast. Ravi shares his journey from corporate sales at Citibank to becoming a renowned keynote speaker and storytelling coach, focusing on helping tech revenue teams ditch feature selling in favor of storytelling to build trust with buyers.

Here are some of the questions Ravi and Dannii tackled:

  • What drives Ravi’s passion for storytelling, and how has his journey shaped his approach to sales and enablement?
  • How can storytelling be implemented effectively within sales teams to enhance trust and connection with buyers?
  • What are the challenges sales teams face in adopting storytelling, and how can these be overcome?
  • Why is it crucial for organizations to foster a culture of storytelling, and how does this compare to traditional learning and coaching cultures?
  • How can leaders use storytelling not just to sell, but to inspire and drive change within their organizations?

Connect with Ravi Rajani:

https://www.linkedin.com/in/ravirajani/

https://www.theravirajani.com/

Connect with Dannii Mathers:

https://www.linkedin.com/in/dannii-mathers/

20 Feb 2023Jobs AI Will Replace, Enablement Salaries, Business Impact and More | This Month In Sales Enablement00:53:44

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.

25 Oct 2021Full Funnel Marketing with Matt Heinz | Interview00:29:56

Our guest in this week's episode has over 20 years of experience in marketing, business development and sales. When he doesn't run his B2B marketing agency servicing clients like Amazon, Seagate, Morgan Stanley or The Bill & Melinda Gates Foundation, he is a keynote speaker, award-winning blogger and best-selling author.

In this episode, we catch up with the President and Founder of Heinz Marketing, Matt Heinz.

These are some of the questions we're discussing:

  • Marketing and sales still aren't aligned in many organisations. Why is that still happening?
  • What do you think senior business leaders can do to stop this process, engage the marketing and sales leaders, and set the foundation for the culture? What do you need to do to make it happen?
  • Do you see certain industries doing marketing better than others, or is that just depending on the individual organisation?
  • Describe the full funnel framework in your content. What is it all about and how do you make it happen?
  • How can sales contribute to the top of the funnel?
  • What are some of the best practices you can recommend to marketing teams who want to better enable their sales teams?
  • What are your thoughts on the "execution of a land and expand strategy"? What do you see going wrong? What could be done to make it more effectively?
  • What are your predictions for the next few years?
  • How will the buying process change in the technology space? How will the interaction between go-to-market teams and buyers change?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


22 May 2023Funny Women, Harmful AI, Atomic Enablement Habits, and More | This Month In Sales Enablement00:53:34

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.

Here is what we talked about this month:

  • How to build enablement teams
  • Things to consider when scaling coaching programs
  • How to go about updating charters
  • Why being funny can pay off more for women than men
  • The dangers of AI
  • Why businesses overspend on SaaS
  • Book reviews of Atomic Habits and Never Split The Difference

Subscribe to the This Month In Sales Enablement newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv

Here are some of the resources referenced in this episode:

Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/


Where to find The State of Sales Enablement:

Newsletter - http://eepurl.com/h4ymJv

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

04 Oct 2022Sales Onboarding with Georgia Watson & Devon McDermott | Panel Discussion00:46:27

The old saying, “Time is money,” couldn’t be more true for ramping up your new sales hires as quickly and effectively as possible. That's why sales onboarding is always a hot topic in Enablement.

In this week's episode, I'm joined by two experts who have previously designed high-performing onboarding programs.

They represent the two ends of the spectrum of onboarding programs, the large-scale data-driven onboarding approach required in global enterprises and the fast-moving agile approach required in the start-up world.

Please welcome IBM's Sales Enablement Leader for Australia, South East Asia, New Zealand, and Korea, Georgia Watson and Dandy's Head of Enablement, Devon McDermott.

Here are some of the questions we have covered:

  • What makes a good onboarding program?
  • How can businesses that hire sales reps without existing solution category expertise strike a balance between product training and other onboarding content?
  • How do you ensure that your onboarding programs remain effective and improve over time?
  • How do you go about designing a program that scales but accommodates cultural nuances as well as personal learning preferences?
  • What are some of the innovations in onboarding you've come across?
  • What resources can you recommend to our listeners if they want to learn how to design cutting-edge onboarding programs?

Here are some of the resources referenced in this episode:

Connect with Georgia Watson on LinkedIn: https://www.linkedin.com/in/georgiawatson/

Connect with Devon McDermott on LinkedIn:https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

28 Mar 2023Why Sales Process and Methodology are Still Needed | Deep-Dive00:17:03

Written by Mike Kunkle, read by Felix Krueger. 

Hardly a week goes by without somebody claiming on LinkedIn that B2B buying has become so convoluted and non-linear, that sales process has become irrelevant. This episode breaks down why believing this narrative can be a costly mistake for enablement leaders and which approach to sales process management makes sense in modern B2B sales.

The article this episode is based on appeared first in the Building Blocks, Close Up! newsletter.

Resources:

The Ultimate Guide to Mutual Action Plans (How to Use MAPs to Transform Your Sales Process)

The JOLT Effect: How High Performers Overcome Customer Indecision by Dixon and McKenna

Discovery Skills + Patience = The Superpowers of Selling

How to Navigate the Buyer Landscape

Building Blocks, Close Up! Buyer Acumen - Spotlight: Exit Criteria

Building Blocks, Close Up! Spotlight on Personalizing Solution Messaging

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

14 Nov 2022Mental Health In Sales, Vendors at Conferences, The Games People Play And More | This Month In Sales Enablement01:14:49

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, events, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.

  • Subscribe to the LinkedIn newsletter
  • Keep on scrolling for a list of this month's resources

Warning: This episode contains mentions of a conference presentation about mental health issues and suicide risks. If these themes are a cause of concern for you, please consider reaching out to a local support service:


Insights/Events 

Trust Enablement Summit 

Must-listen episodes featuring conference speakers:

Adriana Romero - Measuring Sales Enablement Effectiveness 

Crystal Nikosey - How To Establish A Learning Culture

Dave Lichtman - Enablement Recruitment

Devon McDermott - Effective Stakeholder Management

John Moore - Elevating Enablement

Britta Lorenz - Hybrid Sales And How Buyer Behaviour Will Change After The Pandemic

Malvina EL-Sayegh - Humanising Sales

Aaron Evans -

03 Jan 2022Best of 2021: How To Scale Technology Sales To Over 1 Billion Dollars With Joe Morone | Interview00:42:12

Best of 2021

There are only few people who can claim that they've grown the revenue of an organisation from $24m to over $1b. Our guest in today's episode is one of them.

He's a competitive wrestler but he doesn't need to use this skill to close deals because he has developed a sales method that is trusted by the biggest names in tech.

How this method works? Let's find out!

In this episode we catch up with Joe Morone who is the co-author of The Smart Sales Method for B2B Sales Teams and the co-founder of Worldleaders Inc.

These are some of the questions we're discussing:

  • What was roughly the revenue net level when you joined and what ended up being the revenue level of when you left the company CIBER?
  • How did you go about scaling CIBER to such incredible heights?
  • What's your general advice for salespeople to utilise content beyond that five by one that you just mentioned in engaging prospects throughout the sales cycle?
  • How would you recommend sales reps use content if not in a face-to-face conversation? How was it used on social media? How was it used through email? What is your recommendation there?
  • At the end of the day, you're selling sales training to your clients. How do you navigate that? ... Do you achieve that by speaking directly to the CEO and getting buy-in that way?
  • What happened to the 50 slide deck that the average salesperson takes to do a big sales conversation?
  • What's your advice for those people and for their roles and how they can make a greater impact when working with sales teams?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


21 Dec 2022Preparing For SKO Season, Fake Gurus, Finding Success In New Roles, And More | This Month In Sales Enablement00:54:31

This Month In Sales Enablement is your monthly wrap-up of the fast-evolving Sales Enablement space and its global community.

Your hosts Felix Krueger and Devon McDermott will dial in LIVE from Sydney and Los Angeles to share with you analysis and opinion.

Insights

SKO Season

  • Alignment is one of the biggest opportunities that come with sales kick-offs (SKOs)
  • Don't forget to share information prior to the event to make sure attendees are engaged and get the most out of the experience
  • Reinforcement after the event is crucial to ensure value isn't lost (just like in the context of training!)
  • Prioritize content quality over content quantity
  • Great speakers are the most cost-effective way to ensure an engaging SKO with little or no budget (leverage internal rock stars, your network, and the networks of senior leaders to source speakers)
  • Consider asking attendees to record videos prior to the event or workshop content live during the event to add a new engagement dimension

What are your tips for creating engaging SKO experiences on a budget? Let us know in the comments below!

Enablement "Gurus"

  • The loudest voice with the most likes and comments isn't always the one with the most expertise
  • Use curated content formats (e.g. podcasts, books, keynotes) as an "expertise filter" to determine who to follow
  • Look for data-backed insights to ensure advice isn't just based on opinion
  • Experience and track records are two of the key expertise indicators to consider when evaluating advice

Jobs

Are you looking for an Enablement job? Check out the the latest Sales Enablement job board (brought to you by Steffaney Zohrabyan) or add yourself to the Enablement Squad Talent Directory.

Are you a hiring manager looking for great talent? Message Steffaney Zohrabyan to add your job to her job board or check the Enablement Squad Talent Directory.

Articles


Books

The First 90 Days, Updated and Expanded: Proven Strategies for Getting Up to Speed Faster and Smarter by Michael Watkins

"Whether you’re starting a new job, being promoted from within, embarking on an overseas assignment, or being tapped as CEO, how you manage your transition will determine whether you succeed or fail. Use this book as your trusted guide." - Amazon

Devon's rating: ⭐⭐⭐⭐⭐

The Effortless Experience: Conquering the New Battleground for Customer Loyalty by Matthew Dixon, Nick Toman, and Rick DeLisi

"The Effortless Experience takes readers on...

31 Mar 2021Robert Rose On The Ugly Truth Of Sales and Marketing Alignment | Interview00:39:58

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

There are few people that can claim that they have shaped a global business trend in a meaningful way.

Robert Rose has been an advocate for content marketing before it had a name and ultimately became one of the key influencers in driving a fundamental mindset shift as a co-founder of the Content Marketing Institute.

I caught up with him in this episode to talk about the ugly truth of sales and marketing alignment, the topics that should be discussed in joint meetings, and why it's time to get serious about sales enablement technology.

Here are some of the resources referenced in this episode.

Content Marketing Institute (CMI) - https://contentmarketinginstitute.com/

The Content Advisory - https://contentadvisory.net/

Free Content-Enabled Sales training - thestateofenablement.com/content

Connect with Robert Rose on LinkedIn: https://www.linkedin.com/in/robrose/

... or on Twitter: https://twitter.com/Robert_Rose

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Cheers,

Felix

05 Dec 2022Sales Compensation with David Marshall | Interview00:25:52

Since sales reps are “coin-operated,” you can expect higher performance if you pay them more, right? Unfortunately, it’s not that easy... 

Our guest in this week's episode is an expert in sales compensation having owned this sales performance lever for one of the biggest telcos in Australia, before he moved on to found, scale, and sell a sales compensation SaaS platform. He'll share what motivates sales reps, the mindset required to design effective compensation plans, and which stakeholders to consider. Please welcome the CEO of SalesGrid, David Marshall. 

Here are some of the questions we attempted to tackle:

  • Is money really the primary motivator for sales reps from your experience?
  • What are the factors to consider when designing a compensation plan?
  • What makes a good comp plan? Is it simplicity or nuance?
  • For sales enablers who want to orchestrate the development of a better comp plan, what does the stakeholder environment typically look like? Who is in charge, who contributes, who executes?

Here are some of the resources referenced in this episode:

Connect with David Marshall on LinkedIn: https://www.linkedin.com/in/david-marshall-spm/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

15 Aug 2022Tech-Powered Sales with Tony J. Hughes | Interview00:31:27

Sales Technology is currently experiencing exponential growth because it can increase the effectiveness and efficiency of any sales team.

Our guest in this week's episode has witnessed the rise and the explosion of the sales tech space over the last 35 years as an individual contributor, sales leader and CEO.

Please welcome, keynote speaker, best-selling author, management consultant and sales trainer, Tony Hughes.

These are some of the questions we discuss in this episode:

  • How has the sales tech landscape evolved since you started your career?
  • Why should sales leaders care about growing their sales tech stack? Is more always better?
  • What is the essential stack, what is the optional stack? 
  • What is the TQ?
  • What is required to nurture TQ for sales leaders?

Here are some of the resources referenced in this episode:


Where to find The State of Sales Enablement:


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