RES Webinars

SBI: Empowering Revenue Enablement Through Data-Driven Insights with speakers Ray Makela and Bryan Kurey, moderated by Elisabeth Marino (November 19, 2024)

In today’s dynamic sales landscape, organizations need a strategic approach to revenue enablement to drive performance and achieve sustainable growth. Join us for a deep dive into the latest insights from the 2024 SBI/RES Revenue Enablement Effectiveness Survey, where we’ll explore the evolving priorities and design of enablement programs. This session will uncover how top-performing companies are structuring their enablement teams, measuring effectiveness, and supporting frontline sales managers to maximize impact. Participants will gain practical strategies to refine their own enablement initiatives, with a focus on aligning enablement efforts to key business outcomes. Through data-driven discussions and real-world examples, you’ll walk away with actionable insights to enhance the capabilities of your enablement teams and achieve measurable results.

Key Takeaways:
1. Understanding the latest trends in revenue enablement scope and priorities.
2. How top performing organizations are designing their enablement teams to support sales managers and sellers effectively.
3. Key metrics to gauge enablement success and drive continuous improvement.
4. Leveraging enablement programs to support frontline sales managers in coaching and managing performance.
Webinar Deck

Corporate Visions: Decoding Discovery: Adaptive Sales Strategies to Win More Deals with speaker Leff Bonney, Ph.D. and moderated by Tim Reisterer (November 7, 2024)

Successful sellers do one thing differently than most in their discovery conversations. These sellers know the fate of every deal rests on the type of problem the buyer needs to solve. Before they ever pitch a solution, they gain alignment on the problem statement.

But there’s more than meets the eye when it comes to how sellers should address their buyers’ problems. In this research-backed webinar, sales leaders will discover the skills and knowledge their teams need to respond to the unique challenges and problems faced by today’s buyers. Participants will learn to identify different types of buyer problems and craft tailored, targeted strategies that win deals and build lasting customer relationships.

Key Takeaways:
1. How to quickly and accurately uncover buyers’ real problems and expectations.
2. What to do when a prospect thinks they already know how to solve their problem.
3. When to apply different selling strategies to match buyers’ needs—and which techniques work best.

Webinar Deck

Spekit: Driving Sales Performance: How AI-Powered Enablement Supercharges Reps' Content Delivery & Follow-Up with speaker Melanie Fellay (October 8, 2024)

In today's fast-paced sales landscape, efficiency is everything. AI-powered tools have the potential to revolutionize the way sales reps engage with prospects, from delivering the right content at the right time to streamlining follow-up actions. But not all tools are created equal—some can add friction, creating more work for your team. Join us as we explore how AI-powered enablement can be used to integrate seamlessly with your team’s day-to-day tasks, transforming content delivery and follow-up strategies into effortless experiences.

This webinar will also set the stage for our upcoming in-person workshop, where we’ll dive deeper into creating impactful content for your enablement platform, ensuring your reps have access to the content they need to help generate pipeline.

Key Takeaways:
1. Leveraging AI for Content Delivery: Discover how AI-driven enablement tools ensure your reps have instant access to the right content exactly when they need it, improving their performance and reducing time spent searching for information.
2. Transforming Follow-Up Strategies: Learn how AI can automate and enhance follow-up actions, allowing your sales team to maintain consistent, personalized engagement with prospects without manual effort.
3. Building AI-Ready Content for Enablement Platforms: Get a sneak peek of our upcoming workshop, where we’ll teach you how to design and implement content that fits seamlessly into an AI-powered enablement ecosystem, supporting your reps rather than slowing them down.

Seismic: Generation Enablement with speaker Alex Zikakis (Jeopardy-style interactive session) (September 19, 2024)

The Revenue Enablement Society is thrilled to team up with Seismic for a Jeopardy-style interactive session, exploring what it means to be #GenerationEnablement.

Discover how Gen E is redefining a digital-native culture and the role of #enablement in supporting cutting-edge technologies. Get ready for a blend of friendly competition, insightful discussions, and a whole lot of fun!

Categories included:
1. Call Recording
2. Digital Sales Rooms
3. AI - Enabled Workflows 
4. Data Management Service

Proving the ROI of Sales Enablement: Essential Strategies for High-Performing Sales Teams with speakers Ben Purton, Kunal Pandya and Stuart Taylor(September 12, 2024)

Join us for an insightful webinar co-hosted by Allego and the Revenue Enablement Society, where industry leaders will explore the critical role of sales enablement in driving performance and demonstrating tangible ROI.

In this session, you'll learn how to transform sales enablement from a perceived cost center into a revenue-driving powerhouse. The discussion will cover proven methods for measuring the impact of enablement programs and showing their contribution to overall sales success.

Key Takeaways:
1. How to effectively demonstrate the ROI of your sales enablement initiatives.
2. Strategies to align sales enablement with business objectives to drive higher sales performance.
3. Practical tips for overcoming common challenges in proving the value of enablement programs. 

RES Edge Sessions: Transforming Pitches into C-Suite Conversations with speaker Pat Reilly and moderated by Elisabeth Marino. (September 10, 2024)

Step into the future with RES for "Future Proof Your Sales Force", an exclusive webinar on the sales skills you need in your enablement strategy today, to create a dynamic sales team throughout this technology evolution.

Listen to speaker is Pat Reilly, Senior Director in Field Sales Enablement at Medidata and moderated by Elisabeth Marino from the Revenue Enablement Society. Pat Reilly is the Senior Director of Field Enablement at Medidata, a Dassault Systèmes company. With 25+ years in sales, strategy, and operations, she is a global leader in revenue enablement. Her expertise includes value selling, conversational fluency, and sales excellence. She has a proven track record of delivering impactful programs that build pipelines and accelerate deal closures. In the upcoming session, we’re diving into the fundamentals of the empowering selling teams including discussions on:

1. How to go from point solution sales to skilled sellers?
2. What is the "Art of the Possible"?
3. How does curiosity impact the sales journey?

RES Edge Sessions: Bridging The Four Levels: The Missing Links In The Kirkpatrick Model with speaker Nick Lawrence and moderated by Michelle Curtis and Elisabeth Marino. (August 14, 2024)

The simplicity of the Kirkpatrick Model is both a blessing and a curse. It's the most popular evaluation method among L&D-focused teams; yet less than 5% of training departments reach Level 4 in their evaluation. The oversimplification of the model leaves large gaps in-between the levels, leaving most teams unable to bridge them. In this session, we'll learn how to bridge those gaps and move up each level with credibility. Key takeaways are start with the END and anchor efforts to the OUTPUTS they need to produce; focus on decision making and task competence, not just if they know or remember; focus on effectiveness, not satisfaction.

RES Job Seeker: Elevating Education - Make deeper connections and get hired through personal brand storytelling with speaker Ashley Philips and moderated by Jesus Nunez. (August 9, 2024)

How are you leveraging your personal brand in the stories you are telling to network and get hired? Are you highlighting your successes and demonstrating value you bring to a team and are they aligned with the stories you are telling?

RES Edge Session: Future Proof Your Sales Force (Workshop) with speaker Terry Kachinsky and moderated by Christopher Kingman. (July 10, 2024)

Step into the future with RES for "Future Proof Your Sales Force", an exclusive webinar on the sales skills you need in your enablement strategy today, to create a dynamic sales team throughout this technology evolution.

Talk shop with seasoned Revenue Enablement and Commercial Excellence practitioners, Terri Kachinsky and Chris Kingman, as they share practical tips to immediately apply to your planning, communication and training efforts. Join to gain insight on:

1. Critical skills to embed into strategy for a more adaptable sales organization.
2. Practical tips for assessing sales capabilities and adding skill builders into existing programs
3. Conversation tips to prepare for strategic discussions with your leadership team

RES Edge Session: SPEED model (Sales Productivity, Experience, Enablement, and Development) with speaker Keenan and moderated by Elisabeth Marino. (June 13, 2024)

This discussion features Keenan, CEO/President and Chief Antagonist of A Sales Growth Company.  Moderated by RES's board member Elisabeth Marino (US).

In this illuminating session, discover the transformative Revenue SPEED Model and its potential to revolutionize your revenue enablement strategy. Gain insights on:

1. Equipping your sales teams with the skills to move buyers off the status quo and win deals.
2. Building a pipeline based on accurate opportunities for realistic sales forecasts, empowering your team with better insights.
3. Accelerating revenue enablement efforts, increasing win rates, and boosting average contract size for enhanced organizational performance.

RES Edges Sessions: Intentional Practices for Behavior Change That Sticks with speaker Jonathan Mahan and moderated by Elisabeth Marino and Ben Purton. (May 21, 2024)

This discussion features Jonathan Mahan (US), Co-Founder of The Practice Lab. Moderated by RES's board members Elisabeth Marino (US) and Ben Purton (UK).

This session focuses on "Intentional Practices for Behavior Change That Sticks."

"Intentional Practices for Behavior Change That Sticks," participants will gain actionable strategies to foster lasting behavior change. Through interactive sessions and real-world examples, attendees will learn how to implement effective practices that drive sustainable results. This workshop is designed to equip individuals with the tools and insights needed to enact meaningful change and achieve their goals.