Episodes
Welcome to the Inside Sales Enablement Podcast, Episode 23Sales enablement leaders work at the intersection of sales leadership, marketing, product, and operations to help engineer and elevate sales conversations.  As Sales Enablement pros work across these stakeholder groups they often experience very high expectations, leading to challenges and friction if not handled well. For example, on one hand, sales leaders demand a high-level service and impact with their teams. And on the other...
Published 11/26/19
Welcome to the Inside Sales Enablement Podcast, Episode 22What happens when you go through a major organizational change and need to redefine your sales enablement operating model, vision, mission?  During times of frames, how do you frame out your sales enablement "moon shots" in order to engage strategically and tactically to overcome the internal complexity that bogs sellers down?On this podcast, Brian and Scott talk to Sandra about her stakeholders within the business how she might...
Published 10/16/19
If you are a sales enablement practiconer, you are likely pulled in a lot of different directions.   You might:- Be frustated you are called a "training" function inside your company - Struggle to get the right resources - Have a hard time balancing your inbox (and your teams workload) - Experience conflict with other departments  Why is that the case?   In this episode, the guys talk about how most sales enablement functions today pop up to address problems that are really symptoms of bigger...
Published 10/09/19
Since doing the podcast, the guys have gotten a lot of feedback from listeners who've built more advanced functions.  These listeners have one thing in common... they all are using the "old Forrester sales enablement" defintion Scott authored in 2008 and peer reviewed by Brian and published for Forrester clients in 2010.  In 2017, acting as the President of the Sales Enablement Society, Scott sponsored work by enablement professionals to bring together:  analysts, academics, practicioners,...
Published 10/01/19
the first Sales Enablement Summit (a new conference) was held in September, 2019 and Inside Sales Enablement was there.  Held in San Francisco, it attracted Sales Enablement leaders from the world’s largest companies and exciting startups to share success stories, experiences and challenges of the people actually doing the role.Companies presenting included Yelp, Salesforce, Workfront, Oracle, Lyft, Sage, Progress Software, Pluralsight, and Zendesk.Brian was one of those keynote presenters...
Published 09/25/19
Welcome to the Inside Sales Enablement Podcast, Episode 18In this episode, a listener (Amy) calls into the show to discuss managing disparate workgroups globally. The great thing about Amy is she has a marketing operations background -- and considers herself a sales enablement practitioner.  Because she has a marketing operations background, she has a broad, yet practical view of what sales enablement deployments look like. Her biggest challenge? Managing up. As someone who helps sales sell,...
Published 09/20/19
Welcome to the Inside Sales Enablement Podcast, Episode 17In an earlier episode (#13), Brian and Scott discussed the incredibly important concept of Stakeholder Management.  When we published that episode, we received a lot of feedback from the Insider Nation.  One of those feedback items was a person asking us for a more in-depth discussion on stakeholder management moving beyond the Chicken Hawk concept and asking us to breathe life into the idea.In this episode #17, Scott interviews Brian...
Published 08/30/19
Welcome to the Inside Sales Enablement Podcast, Episode 16The more things change, the more they stay the same.  For example, there was an old classification system the early Greeks came up with to classify the basic elements. In 1869, Dimitri Mendelev evolved that concept and began to classify the elements by their atomic mass.  The idea of classification is critical to how you understand something. While sales managers have been critical to sales productivity for 100+ years, it's an often...
Published 08/28/19
Welcome to the Inside Sales Enablement Podcast, Episode 15There is a lot of talk about:Sellers burdenCustomer buyers journey What sellers must doIn this episode we bring these issues to life, through the lens of a seller.Scott shares real-life, situtions of his journey (very openly and honestly you likely will not hear from your sellers unless you can relate with them) from selling products to selling to executives.  The story starts off with a lot of excitiment and thrill for doing something...
Published 08/19/19
Welcome to the Inside Sales Enablement Podcast, Episode 14One of our listeners, Rachel, shared her companies view about sales management and the difficulty managers have in transitioning from being a top-performing rep to sales management. Joe Gibbs won Super Bowls 3 different quarterbacks. How? He coached to a system, encouraging people to be themselves, and focusing on outcomes. There are a lot of people talking about front-line sales managers and having them "go coach more."  As much as...
Published 08/12/19
Sales enablement is a cross-functional job.You have to work positively with:  salespeople, sales managers, sales leaders, sales operations, various HR functions, IT professionals, finance professionals, product marketers, field marketers, customer success professionals, sales engineers, product leaders, and manage expectations from the c-suite. How do you do it?It can be manageable when the breadth of your remit is focused solely on onboarding.  However, if you don't have a framework and tool...
Published 08/05/19
 Welcome to the Inside Sales Enablement Podcast, Episode 12Sales Coaching.   Is it a force multiplier, or source of conflict? There is A LOT of noise in the market today about "sales coaching" In the episode, the guys use a role-play (Scott based on feedback he's heard from many different sales enablement leaders and Brain-based on research he's currently doing on front-line sales managers).  Key points:Understand what is on the plate of your sales managersBe very clear about what your sales...
Published 08/01/19
 Welcome to the Inside Sales Enablement Podcast, Episode 11-  are you planning for your sales kickoff in August (when they will happen in February?) -  does your company create an overall plan, or do you do most of the work in December or January? -  Can you quantify the economic value of the sales kickoff? -  Do you have a 30-60-90 plan post kickoff? If you answered "no" to any of these questions - this podcast will help you rethink sales kickoffs. Brian and Scott revisit some research Brian...
Published 07/24/19
Welcome to the Inside Sales Enablement Podcast, Episode 10 are you: overloaded by your inbox?concerned with the myriad of things being asked of the salesforce? Worried you might be contributing to the chaos? How would you like to move from being highly reactive to how you are enabling revenue growth, to being more proactive? In this episode, Brian Lambert & Scott Santucci discuss practical applications of using five (5) sales objectives to help diagnose root cause problems and then...
Published 07/18/19
Welcome to the Inside Sales Enablement Podcast, Episode 9What can you do to help unclog the sales funnel? Most companies focus either at the top of the funnel (leads and prospecting) or the bottom (negotiating) but the real opportunity is to break down the sales pipeline into five (5) customer-verifiable objectives and then focus on what can be done to make it easier for sellers to accomplish them.In this episode, Brian Lambert & Scott Santucci zoom into challenges of losing to no...
Published 07/11/19
Welcome to the Inside Sales Enablement Podcast, Episode 8 Are you tackling symptoms or right cause challenges?Scott Santucci and Brian Lambert tackle decision-making in times of rapid change.  Unintended consequences are a common variable when some humans make decisions where other humans are a big element in the success of that plan.  In hindsight, its easy to say "why didn't they just...." but human nature prevents people from asking some of the right questions at the right time.They guys...
Published 07/05/19
Welcome to the Inside Sales Enablement Podcast, Episode 7 Want to learn from others in the Sales Enablement Space? One of our listeners, "Elizabeth" connected with Scott via LinkedIn.  A few messages over LinkedIn later and we decided to do a special podcast to see to us (Scott and Brian) on the spot.  This is a live, unrehearsed conversation reviewing Elizabeth's situation and talking through some ideas for how to address it.   We summarize action items, define next steps, and get...
Published 06/30/19
In this special edition, Brian Lambert catches up with Scott Santucci after a two-day Council Meeting of Sales Enablement Executives.At the beginning of 2018, the Conference Board received requests from its members (large businesses) to form a council to explore the emerging role of sales enablement in order to establish the foundations for developing and running this new function. Members include leaders from large companies representing diverse industries such as:financial services,high...
Published 06/25/19
Welcome to the Inside Sales Enablement Podcast, Episode 5: Everyone Agrees Sales Training is Important- So why the friction between sales and L&D? In this episode, Scott Santucci & Brian Lambert discuss the role of people.  Sales Enablement is a people profession and sales enablement leaders are focused on human behavior and skills of sellers (or as CEOs often say "manufacture their reps." The challenge for many "classically trained" L&D professionals lies in balancing the...
Published 06/24/19
Welcome to the Inside Sales Enablement Podcast, Episode 4 SPECIAL EDITION: Inside the Sales Enablement Soiree Boston June 2019The Sales Enablement Soiree is a series of events, hosted by Shawnna Sumaoang and the team as Salesenablement.pro. The first event, which premiered in 2015, was held alongside SalesForce.com Dreamforce and brought together 200 attendees. The next year, the number grew to 600. By 2018, attendance soared to 1,200, highlighting the booming appetite for advice, expertise,...
Published 06/20/19
Welcome to the Inside Sales Enablement Podcast, Episode 3 In this episode, Scott Santucci & Brian Lambert discuss the challenges they've encountered in living and driving transformations. In today's evolving business landscape, Sales Enablement leaders are often asked to transform from within. Whether it's new programs, new tactics, or even new organizational structures, Sales Enablement leaders and their teams are often "first through the wall." Being in that position, that means you're...
Published 06/16/19
Welcome to the Inside Sales Enablement Podcast, Episode 2 In this episode, Scott Santucci & Brian Lambert discuss the challenges they've encountered in positioning and selling sales enablement in organizations. While this may seem easy, the value is the eye of your internal customers.  Therefore, translating the impact and promise of the function is critical not only to their buy-in but also to the successful pursuit of the business impact your company expects from your role. Much of what...
Published 06/11/19
Welcome to the Inside Sales Enablement Podcast, Episode 1 In this episode, Scott Santucci & Brian Lambert discuss their advice and point of view about the critical nature of selling the sales enablement role internally.  Scott shares his exciting experiences in a well-known research company and what it was like to create a shared vision for the role, what those many conversations looked like, and how the process unfolded. Much of what he encountered was the same thing that you -- a...
Published 06/02/19