Episodes
Welcome to the Inside: Sales Enablement Podcast Episode 50 Theres a huge difference between analysis and synthesis. Analysis requires you to break things down, measure them, and understand what happened. The very nature of "analysis" is rooted in the past, and the assumption that understanding what happened helps you figure out what to do. But, what happens when a pandemic hits, your company is going through digital transformation, and what worked in the past is no longer working? That's...
Published 08/10/20
Welcome to the Inside: Sales Enablement Podcast Episode 49 It's a given that the sales and marketing engine is full of waste and inefficiency. Despite the best intentions of very smart people, something is still not quite right. How do we know? The Commercial Ratio tells us that most companies get .15 cents of growth for every dollar they spend on sales and marketing. Scott and Brian are joined by Kunal Mehta from the Private Equity firm TCV. Kunal shares a behind the scene view of rolling...
Published 08/05/20
The value of Sales Enablement continues to elevate for those who orchestrate across the company to bring together the right solutions at the right time while addressing seller burden. In this packed episode, Scott and Brian are joined by Joe, a VP of Sales for a Mid-Sized services company that works with some of the largest media companies on the planet. Joe talks about the evolution of selling over the past 20 years and what's happening the sales right now. Especially, with the impact of...
Published 07/30/20
Welcome to the Inside: Sales Enablement Podcast Episode 47 In this episode, the guys are joined by Tim Pisello, the ROI Guy who shares his thoughts on the commercial ratio. To calculate the commercial ratio of your organization (www.commercialratio.com): Take your current annual revenue Subtract it from the annual revenue of the previous year Divide it by the total sales and marketing spending The guys talk about : Why value is so important to understand in sales Why...
Published 07/23/20
Welcome to the Inside: Sales Enablement Podcast Episode 46 There is a whole class of leader working in the gap between strategy and tactics, to blend together the right programs, actions, and processes to achieve outcomes — often with people who don’t report directly into them. In this episode, we’re joined by Cathy – a sales enablement leader working in her company to bring together groups of people to drive outcomes. In this engaging discussion, we discuss: The value of orchestration to...
Published 07/16/20
A Sales Enablement Orchestrator and Sales Enablement Insider joins our show to talk about blending strategy and tactics. Doug Clower is a 20 year Sales Enablement veteran with orchestration experience in companies like MicroFocus. Doug joins the podcast to talk about the changing sales landscape and how Orchestrating success with sales, marketing, and operations leaders requires bridging the gap between their company’s business strategy, and the way customers need to buy. This creates space: ...
Published 07/09/20
Welcome to the Inside: Sales Enablement Podcast Episode 44 At the end of our anniversary show the guys talked with Sarah Fricke who is passionate about laying a path for other women to join us in the enablement field while also while promoting the fact that there are many paths into enablement. Sarah joins the show to host a panel with: Amy Benoit – Renaissance Woman Catalyzing Change, consultant Lindsay Gore – Microsoft Hang Black – Juniper Sarah Fricke – RingCentral ...
Published 07/01/20
Welcome to the Inside: Sales Enablement Podcast Episode 43. Let's Celebrate! Join 5 Sales Enablement Insiders and to talk through the past 12 months. In the last 12 months, 14,600 listens from 46 countries. instead of going back and reviewing all our shows again and creating some sort of review, we crowd sourced it. And you're invited to the party! Hear their top episodes, and how they action the podcast in their organization. Also, get the "inside scoop" on what we did behind the...
Published 06/09/20
Welcome to the Inside Sales Enablement Podcast, Episode 41 In this episode, we're joined by Erich Starrett, President of the Atlanta Chapter of the Sales Enablement Society. We engage in a lively, candid discussion on the differences between generating data and creating insights. These factors have massive implications for Sales Enablement Leaders looking to Orchestrate across functional groups. Why? Because: Gathering multiple perspectives by "shaking and sorting" each person's...
Published 06/02/20
Welcome to the Inside: Sales Enablement Podcast, Episode 41 In this episode Scott King joins the show to help "dissect" the revenue engine and discuss the wins he's accomplished in partnership with product, marketing and sales teams to drive profitable growth at his company. We tap into their shared experiences to discuss the revenue and profitable growth "anatomy" that exists within companies and how sales enablement leaders can help decrease seller burden and elevate sales conversations...
Published 05/27/20
Welcome to the Inside Sales Enablement Podcast, Episode 40 In this episode, the guys interview Hang Black, Head of Global Sales Enablement at Juniper Networks and Insider Nation Member. Her mantra Earn It. Own It. Evolve It. As applied during COVID: Embrace the hard of this ....” She talks about her application and use of the HEROIC Leadership Framework and her journey to establish her charter. On this podcast you will learn how she is using the elements of HEROIC to blend her passion...
Published 05/21/20
Welcome to the Inside Sales Enablement Podcast, Episode 39 In this episode, the definition goes on trial and so does Scott Santucci. Scott gets temporarily removed from the co-host seat by John Thackston, VP of SOAR performance group. Perhaps no case in Sales Enablement history deserves the oft-used description "Trial of the Century" more than the case of Scott Santucci's Definition of Sales Enablement vs. the People. In this podcast, the prosecutor's arguments are presented in a trial...
Published 05/15/20
Welcome to the Inside: Sales Enablement Podcast, Episode 38 Ever wonder what executive sponsors talk to about to Senior Leaders? Wonder why Sales Enablement gets funding in some organizations and doesn't in others? What about the skills and competencies of sales enablement leaders? In this last panel of our State of Sales Enablement Research, Scott and Brian pull together an amazing panel of the executive sponsors chartering sales enablement functions to hear their take. On this...
Published 05/13/20
Welcome to the Inside Sales Enablement Podcast, Episode 37 Hello insider nation we're excited to bring you yet another star-studded panel. This time it's a dedicated panel of academics covering the Sales Enablement space from Universities such as Johns Hopkins, University of Texas - Dallas, and Northern Illinois. For many, the COVID Crisis of 2020 was a wake up call. The guys leaned into the Insider Nation to discover and learn their thoughts in response to the global crisis. Make sure...
Published 05/11/20
Welcome to the Inside Sales Enablement Podcast, Episode 36 We here at inside sales enablement are dedicated to making sure listeners are successful overcoming the complexities in their own companies so that they can keep more effective in the market.  there are many names used to describe what that, and we've been calling it sales enablement for the last 12 years As a continuation of our State of Sales Enablement panel series, we created a “guest analyst” program. These panelists are...
Published 05/08/20
Welcome to the Inside Sales Enablement Podcast, Episode 35 Continuing the ground-breaking series on the State of Sales Enablement, the guys bring industry trailblazers together to discuss the survey data and open-ended responses from over 100+ respondents. This is the 3rd panel discussion, and it's incredibly insightful. The panel discusses three critical questions: Having looked at the survey findings, what are a few things that stood out for you? What was your favorite question, and...
Published 05/05/20
Welcome to the Inside Sales Enablement Podcast, Episode 34 This is the second panel discussion where leaders dissect the research data points from the State of Sales Enablement study being led by Scott Santucci. Fielded in March 2020, the study data-set ended up with over 100 responses! There were so many open-ended responses that a "guest analyst" program was created to help sort through the massive amount of data. In this episode, we enroll the help of sales leadership. Question:...
Published 04/30/20
Welcome to the Inside Sales Enablement Podcast, Episode 33 In March 2020, the guys fielded a groundbreaking study on the Future of Sales Enablement. We wanted it to have more open ended answers to reduce the sampling error bias and to take different lenses and different tools that we could use as researchers to do our analysis. Our goal was to get 50 responses. You (Insider Nation) gave us 70 responses within a week! We ended up with over 100 responses to that start survey -- which is...
Published 04/21/20
Welcome to the Inside Sales Enablement Podcast, Episode 32 Fresh off the COVID-19 Series, the guys take a deeper dive on Leadership. A new way of doing business is going to emerge. The old approach of sales responds to demand, marketing creates demand model isn’t going to work. Because we’re in an experience economy. We believe Sales Enablement leaders can usher in a new world by being heroic  They guys talk through the Being HEROIC Leadership Framework using a real-life case study...
Published 04/16/20
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