People-focused enablement has the potential to improve the employee experience, morale, retention, and ultimately growth. In today's episode, we speak to an enabler who has made the people-first mantra core of her enablement approach. She'll share how enablement can contribute to making the employee experience a priority, how this relates to business impact, and the common pitfalls to avoid. Please welcome Loopio's Senior Director, Revenue Enablement, Stephanie White. Here are some of the...

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. Mentioned in this episode: Webinar: 7 Steps to Maximizing Enablement's Business Impact Some of the topics Mike Kunkle and Felix Krueger cover include: - Understand the maturity level of your sales enablement team - A simple framework...

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...

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...

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...

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...

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 newsletterKeep 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...

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...

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. InsightsSKO 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 experienceReinforcement...

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...

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...

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 newsletterKeep 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...

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...

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...

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 recordingSubscribe to the LinkedIn newsletterKeep on scrolling for a list of this month's resources InsightsGeorgia Watson's thoughts on the cultural aspect of onboarding. Listen to the full...

We deserve a seat at the table with senior executive leadership" has become a battle cry of the sales enablement community. The recent downturn and associated lay-offs have shown that this seat needs to be earned and is certainly not given... Our guest in this week's episode has spent most of his career in sales and sales leadership which is why he understands the full enablement value chain. In our conversation, he breaks down what it takes for sales enablement to develop a laser-sharp...

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...

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...

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 byhttps://www.linkedin.com/in/devonmcdermott/ ( Devon McDermott) and https://www.linkedin.com/in/hfkrueger/ (Felix Krueger). Click here to https://www.linkedin.com/video/event/urn:li:ugcPost:6965881438449582080/ (watch) the live stream...

The secret sauce of leading sales enablement professionals is the ability to connect the dots. They are able to identify the tools, approaches, and ways of thinking outside of sales enablement's core body of knowledge that can help them achieve their goals. Our guest in this week's episode is a sustainability advocate and he will break down what enablement can learn from the sustainability movement. Please welcome the Director of Revenue Enablement at Augury, Sascha Dainat. Here are some of...

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...

Sales methodologies are ubiquitous but there are only few organisations that a) select the right one for their needs and b) truly realise their potential. Our guest in this week's episode helps sales leaders with both of these challenges and he'll share his insights on the effective use of sales methodologies in this episode. Please welcome the Co-Founder and Head of Training and Enablement at Flow State, Aaron Evans. Here are some of the questions we cover: What should be the...

Scaling sales excellence is one of the key challenges that sales organizations face in their growth journey. Our guest in this week's episode works at a tech vendor that helps organisations tackle this challenge by means of Sales Readiness and he shares his insights on what best practice looks like in 2022. Please welcome the VP of Readiness at Mindtickle, Alex S***p. These are some of the questions we discuss in this episode: What is Sales Readiness and what does best practice look like...

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...

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 byhttps://www.linkedin.com/in/devonmcdermott/ ( Devon McDermott) and https://www.linkedin.com/in/hfkrueger/ (Felix Krueger). Click here to https://www.linkedin.com/video/event/urn:li:ugcPost:6957593833798828032/ (watch) the live stream...