Wendy Bissonnette on LinkedIn: https://www.linkedin.com/in/wendy-bissonnette-ott/

Nina Sandy on LinkedIn: https://www.linkedin.com/in/nina-sandy/

 Araña GTM Consulting: https://www.linkedin.com/company/ara%C3%B1a-gtm-consulting/ or https://www.aranagtm.com/

Mentioned in this episode:

Membership

Support Enablement Amplified by becoming a member! Go to www.enablementamplified.com and click "Membership"!

Chantae Sheetz on LinkedIn: https://www.linkedin.com/in/chantae-sheetz-88b88918a/

Ebonie Glenn on LinkedIn: https://www.linkedin.com/in/ebonie-glenn/

Mentioned in this episode:

Membership

Support Enablement Amplified by becoming a member! Go to www.enablementamplified.com and click "Membership"!

Omedym eBook on Buyer-Centric Sales: https://www.omedym.com/how-to-generate-revenue-in-a-buyer-centric-world

Greg Dickinson on LinkedIn- https://www.linkedin.com/in/gregdickinson/

Phil Putnam on LinkedIn: https://www.linkedin.com/in/philputnamcoach/

Mentioned in this episode:

Membership

Support Enablement Amplified by becoming a member! Go to www.enablementamplified.com and click "Membership"!

Stephanie Benavidez on LinkedIn: https://www.linkedin.com/in/smbenavidez/

Mentioned in this episode:

Membership

Support Enablement Amplified by becoming a member! Go to www.enablementamplified.com and click "Membership"!

Jonathan Mahan, with his background in sales and his deep interest in how the brain works, highlights the importance of deliberate practice—a concept well-known in sports and music. Just as athletes break down complex skills into manageable parts and practice them repeatedly, sales reps should undergo focused, nuanced practice to bridge the gap between training and real-world execution.

The episode emphasizes that creating a culture of continuous learning and skill improvement is crucial within sales organizations. This includes identifying the need for and evaluating on three levels of competency, depending on the item that an organization expects to see from it's sellers.

Learn more about The Practice Lab: https://www.linkedin.com/company/the-practice-lab/

Connect with Jonathan Mahan on LinkedIn: https://www.linkedin.com/in/jtmahan/

Connect with Co-Founder Lawrence Wayne O'Connor on LinkedIn: https://www.linkedin.com/in/sirlawrencewayne/

Follow Kevin Dorsey for insights about leadership, culture and more: https://www.linkedin.com/in/kddorsey3/

Jonathan is a seasoned enabler with a deep understanding of sales and enablement, and brings valuable insights to the table. With a background in coaching and enablement, he has a wealth of knowledge to share. You can learn more about him on his LinkedIn profile.

The central question in their conversation is this: What if AI takes over half of what enablement does on a day-to-day basis? Together, Fiona and Jonathan explore the exciting possibilities of integrating AI tools into the field of revenue enablement. They discuss the various ways in which enablement teams can harness AI to improve efficiency and strategic impact. However, it's not all smooth sailing, as they also tackle the challenges that come with implementing AI in this context.

This episode is a must-listen for anyone in the field of revenue enablement, as Fiona and Coach K provide valuable insights into staying ahead of the curve. They shed light on the tough questions surrounding AI integration and how enablement teams can leverage these tools constructively to enhance their roles.

Tune in for an engaging discussion on the future of enablement, as we explore the potential for AI to transform the way we work and strategize in the revenue enablement landscape. Don't miss this opportunity to stay informed and inspired.

Jonathan's GTM AI Acadamy - https://www.gtmaiacademy.com/courses

Connect with Jonathan on LinkedIn: https://www.linkedin.com/in/jmkmba/

Connect with Sheryl Buscheck - https://www.linkedin.com/in/sheryl-buscheck-6b86162/

Host Fiona Simpson engages in a thought-provoking conversation with Bryan on the parallels between cultural anthropology and revenue enablement, revealing a wealth of hidden opportunities.

In this eye-opening conversation, Bryan introduces his framework that will forever change the way you view your role in revenue enablement. He focuses on three pivotal aspects: what people say, what people do, and what people believe. Through these lenses, we'll explore how understanding the cultural traits within the sales "tribe" can propel us towards a more enlightened, effective future of revenue enablement.

Bryan Clancy on LinkedIn: https://www.linkedin.com/in/bryanclancy1/

Anthro-Vision by Gillian Tett: https://www.simonandschuster.com/books/Anthro-Vision/Gillian-Tett/9781982140977

No Rules Rules by Reed Hastings: https://www.norulesrules.com/

Veteran sales enabler, Christian Palmer, joins host Fiona Simpson to tackle this question. They dive in to discuss whether it should align to Sales/Revenue leadership, RevOps, HR/Learning & Development or somewhere else. You may (or may not) be surprised that they come to the same conclusion!

Christian has worked as both a manager and contributor, working in a number of different industries over the last decade for both start-ups and public corporations. He has successfully propelled businesses from pre-series A through Series B, and has built sales functions and departments from complete scratch. Currently, he leads Global Revenue Enablement at Riskified where he primarily focuses on the global remit of delivery and coaching.

Links & References:

Christian Palmer on LinkedIn: https://www.linkedin.com/in/christian-palmer/

Jonathan M Kvarfordt aka Coach K's org chart with a Chief Productivity Officer Role - https://www.linkedin.com/posts/jmkmba_enablement-sales-enablement-activity-7112790602932518912-n0U6

Kieran Smith - https://www.linkedin.com/in/kieransmithvp/

Enablement Evolved Podcast: https://www.youtube.com/@EnablementEvolved

Zak Bigelow - https://www.linkedin.com/in/zak-bigelow-mba-82918b156/

• It's rare for revenue leaders to perceive the enablement team as a strategic business partner.
• It's rare for an enablement team to be able to make a compelling case for its positive business outcomes.
• When there are layoffs, enablement teams are among the first victims.

In this episode, Jerry & Fiona dive into how we can course-correct and focus on the measurable, tangible changes Enablement practitioners can make, honing in on behavior changes rather than other traditional learning outcomes. Jerry talks about his new course, which is a practitioner's guide for reversing the negative trends we're seeing. It provides a new way of thinking about enablement programs as a whole, and detailed, practical guidance on how to execute that new approach.

Jerry's e-course on this topic is available now! Visit https://www.jerrypharr.com/bce

Jerry took a moment to amplify Del Nakhi - https://www.linkedin.com/in/del-nakhi/ and Crystal Nikossey - https://www.linkedin.com/in/crystalnikosey/ - they are sharing incredible insights about delivering measurable results within Rev orgs and partnering better with sales leaders.

Jesse Potter joins host Fiona Simpson to discuss how current economics have impacted sales enablement teams, making it harder to prove value and show the impact of our work. Coupled with easily being distracted by low-impact work, enablement teams and sales leaders could benefit from retooling compensation for enablement practitioners. Imagine what would happen if we were incentivized to work on the things that mattered most to our audience?

We dive into the broad array of compensation structures we've seen, and explore what could be improved by narrowing in on a structure that's a win-win for everyone.

Jesse started out his career in sales, with experience in retail, B2B, B2C, and SaaS. He's spent several years at Apple and DocuSign, and is currently a Director of Training & Enablement at Attentive.

Help us Amplify others from the show:

Join the Enablement Squad and become a part of a dynamic community of enablement practitioners and other GTM professionals - https://enablementsquad.com/

See what Patrick Quintavalle & Jordan Knutt are up to in CX Enablement on LinkedIn:

https://www.linkedin.com/in/patrick-quintavalle-58809291/

https://www.linkedin.com/in/jordananutt/

Sally Ladrach joins us for this episode, bringing her experience as a revenue enablement manager at ThoughtBot, as well as 10+ years of marketing and content creation in digital and SaaS spaces. She believes that the Agile Methodology answers some of the biggest challenges in Enablement today. In this episode, we dig into what would happen if we approached revenue enablement the same way we approach building great software. Agile methodology can unlock efficiency and improvement much like it does for software development, project management, and other areas. We break down the pillars of Agile, highlighting the importance of elements like identifying the problem(s) we are addressing, validating that problem with data, creating customer stories, and more. Ultimately the framework can allow enablers to get to results faster, validate their results against the data points they've identified, and then iterate based on user (i.e. stakeholder) feedback to continually improve programs and avoid risk.

Sally is working to document enablement-specific agile methodology and is looking for collaborators! You can connect with her on LinkedIn or sign up for her newsletter at AgileEnablement.pro.

She also takes a moment to amplify Christian Palmer, an enablement practitioner who is sharing his perspective across several podcast appearances and is cooking up a few projects of his own.

Help us Amplify others from the show:

The Agile Manifesto: https://www.agilemanifesto.org/

Sally Ladach on LinkedIn: https://www.linkedin.com/in/sallyladrach/

Agile Frameworks for Enablement (coming soon!) Sign up for the newsletter: https://www.agileenablement.pro/

Christian Palmer on LinkedIn: https://www.linkedin.com/in/christian-palmer/

This episode is based on Fiona's presentation at the Sales Enablement Society's annual conference, SES Experience, which took place in San Diego, CA from October 2 to October 4, 2023. She discusses the way in which boundary-setting frameworks - often used in interpersonal situations - can be applied to the world of Sales Enablement. Based on the methodology presented by Melissa Urban in her book "The Book of Boundaries", Fiona explores how these tools can keep enablement teams on mission, build trust within the team and with other stakeholders, and ultimately allow enablement teams to grow without burning out.

Resources from this episode:

Melissa Urban's "The Book of Boundaries" - https://www.melissau.com/boundaries-book/

Sales Enablement Charter Resources: https://seismic.com/resources/on-demand/on-demand-secall-seismic-enablement-expedition-build-charter-ep3/

S. Lucia Kanter St. Amour's Book "For the Forces of Good: The Superpower of Everyday Negotiation" : https://www.pactumfactum.com/

Follow the podcast & signup to get future episodes: www.EnablementAmplified.com

On the initial episode of Enablement Amplified, join host Fiona Simpson as she sets the stage for just such a podcast. You'll learn a bit about how she became part of the enablement world, and her vision for this podcast. You'll also get details on the official launch of the first full episode!

Connect with Fiona on LinkedIn: https://www.linkedin.com/in/fiona-simpson-capm-70546710/

Follow the podcast & signup to get future episodes: www.EnablementAmplified.com