All Episodes
Episodes
Ep. 42 - Lisa Capra - Successful Revenue Knowledge Strategy and Management
Gartner says the foundation of a sales enablement strategy is to provide sales teams with what they need to successfully engage the buyer throughout the buying process.Ā How are you and your revenue enablement team...
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Ep. 41 - Sarah Fricke - Are Your Revenue Teams Happy?
Is it possible to enable sales reps to hit quota more consistently while keeping them happy? How does a sales enablement team measure "happiness"? Can revenue enablement teams create a voice for sales teams that gives...
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Ep. 40 - Recorded Live in Atlanta - Personal Stories About Taking A Leap!
Who doesn't love a great success story?Ā This year the Sales Enablement Society Experience was held in Atlanta and the theme was "Take The Leap". For this episode I had the opportunity to sit down with 11 different...
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Ep. 39 Pt. 2 - John Care - Effective Enablement For Sales Engineers
What are the areas of professional development that Sales Engineers are interested in but that many Sales Enablement teams miss? How can Revenue Enablement teams generate excitement and boost morale within Sales...
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Ep. 39 Pt. 1 - John Care - Effective Enablement For Sales Engineers
How do Sales Engineers learn differently? Is their attitude towards training different? What are the onboarding needs of an experienced vs. a novice SE?Ā When should the handoff from the Enablement team to the SE...
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Ep. 38 - Arup Chakravarti - Identifying And Negotiating Sales Enablement Priorities
How do you set the correct enablement priorities when you need to make a decision but don't have a lot of information? What is the only wrong decision you can make in any situation? Is following your gut a sound...
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Ep. 37 - Chuck Marcouiller - Value Selling With Empathy
What do buyers actually need sellers for? What are the "3 Cs" of empathy in selling? How do sellers enable buyers to build internal consensus? If a seller is empathetic do they risk losing control of the opportunity...
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Ep. 36 - Keenan - Developing The Skills To Learn
As Revenue Enablement professionals our mission is to enable others with the skills, knowledge, and experiences to grow and improve. With everything we focus on have you ever evaluated how well you and your team are...
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Ep. 35 - Dave Lichtman - Career Advice For Market Downturns
The Sales and Revenue Enablement profession continues to thrive and grow overall but weāve all seen enablement individuals and teams negatively impacted by the recent economic challenges. The sad reality is that even...
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Ep. 34 - Mo Schlick - Looking Ahead With SES
JoinĀ Sales Enablement Society President Mo Schlick and I as we discuss the state of Sales Enablement, what she's learned from her experiences, Ā and how she thinks about the future of our industry and the SES...
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Ep. 33 - Kevin Jones - Sales Enablement for B2C Sales Teams
Sales enablement for B2C vs. for B2B - is there a difference? If so, what are the unique challenges and needs the Sales Enablement teams that support them need to address? In this episode Kevin Jones from Filevine...
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Ep. 32 Pt. 2 - Kristen McCrae McMullin - Accelerating Revenue Enablement Impact
Are you and your team taking a truly customer-centric approach when developing your revenue enablement strategy and programs? How well are you using the concept of force multiplying to scale your impact? In Part 2 of...
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