Episodes
In sales and sales enablement in 2020, you're change agents. You must bring change to bear in your organization and help salespeople change their customer's organization for the better. None of these changes will happen without multiple decision-makers which means you have to influence and lead. The guys provide a HEROIC leadership framework you can apply and use to lead.
Published 03/30/20
Give it a listen and let us know what you think! Hear from your peers as Brian & Scott a series of questions based on a survey of Inside Sales Enablement listeners.
Published 03/27/20
Your peers as Brian & Scott a series of questions based on a survey of Inside Sales Enablement listeners. Give it a listen!
Published 03/24/20
It's time to lead through the COVID 19 challenge. In this episode, we're in part 3 of our special series. We're talking with Howard, Lindsey, Kunal, and Scott about what you can do as a Sales Enablement leader to lead teams, impact change, and inform decision making. We hope you enjoy the diverse perspectives. Give it a listen!
Published 03/22/20
This is part 2 of 4 of our COVID response for sales enablement professionals.  In words of Waye Grestsy "Don't go to where the puck was, skate to where it will be"  Our Covid response plan is to help our listeners be prepared for where the puck will be. Step one:  Take the time to understand the environment Step two:  Understand how your company will respond and use that to inform your strategy Step three: Pick the right tactics that amplify your winning strategy  Step...
Published 03/22/20
Welcome to the Inside Sales Enablement Podcast, Episode 27This is part one of four of a special edition of our Inside Sales Enablement podcast.Scott Santucci and Brian Lambert are joined by a group of leading experts to provide you with clarity about what's going on in a rapidly changing landscape. Joining us are:Dr. Howard Dover, Professor from UT- Dallas Kunal Metha, Operations Principal at TCV private equity Lindey Gore, Consumption Sales Executive, Microsoft Our agenda for our parts:Part...
Published 03/21/20
The guys tackle a critical business process -- the hire to retire process. Each hiring manager has their own: beliefs about what makes a salesperson successful. They also have an underlying philosophy on how to develop a team and interact with salespeople on a daily basis. Find out how these expectations can be met or exceeded with a hire-to-retire model to recruit, onboard, develop, coach, and assess salesperson knowledge and skill aligned to customer needs.
Published 03/10/20
The sales enablement profession has reached an important pivot point.While the hype of the role continues to drive more and more hires, many executive leaders are still waiting to see the transformative benefits they expect by making continued investments into enablement. Most enablement functions start out as the fixer of broken things.  Eventually, there is only so much value that can be created that way.   You will have to expand your scope and focus on identifying core root problems.We've...
Published 02/04/20
Right now, growth is anyone's turf. Growth can be aligned to the sales department, the marketing department, business operations or the strategy team.  Everyone "owns" the customer, and very few people have the answer when it comes to creating sustainable impact and success.Today, only a few organizations have more strategic sales enablement capability aligned to the growth. The ones that do fold them into commercial operations or report directly to the CEO.  While many Sales Enablement...
Published 01/07/20
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
The guys talk about how sales enablement leaders work at the intersection of sales leadership, marketing, product, and operations to help engineer and elevate sales conversations.
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
What 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" i
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
Find out what Sales Enablement leaders from the world’s largest companies and startups have to share including success stories, experiences, and challenges of the people actually doing the role.
Published 09/25/19
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
One of our listeners, Rachel, shared her company's 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.
Published 08/12/19
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