Ciara’s career has spanned sales enablement, operations, pricing, and executive leadership across global organizations. Today, she’s building high-performing teams and enablement strategies that actually move the needle—and she’s bringing that wisdom to help listeners navigate one of the most debated topics in enablement today: outsourcing.

If you’ve ever found yourself buried in priorities, asked to scale without headcount, or wondered how to grow your program without burning out your team… this episode is for you.

🔍 Here’s what we cover:

✅ Outsourcing enablement? – Why BPO partnerships work best when roles are clearly defined and strategy stays in-house.

✅ Getting buy-in – How to position outsourced enablement support as a strategic advantage—not just a cost-cutting measure.

✅ What to outsource (and what not to) – From onboarding logistics to content maintenance, Ciara outlines which functions are ideal for external support.

✅ Global collaboration at scale – Best practices for async communication, tiered meeting cadences, and keeping distributed teams aligned.

✅ The evolving perception of enablement – From “fluffy” function to strategic powerhouse—what’s changed, and what still needs to.

✅ Clarity over chaos – Why clearly defined roles, flying formations, and predictable operating rhythms are non-negotiables for enablement success.

Whether you’re a team of one, building a global enablement strategy, or exploring BPO partnerships to help your function scale, this episode is filled with practical tips, strategic frameworks, and a healthy dose of enablement real talk.

📩 Got a question for the show?

Send it to: devon@troubleshootingenablement.com

🎧 Episode Links

Connect with Ciara Byrne on LinkedIn: linkedin.com/in/ciarabyrneirl

Connect with Devon McDermott on LinkedIn: linkedin.com/in/devonmcdermott/

From his early days in enterprise enablement to building and selling his own company, Felix has worn nearly every hat in go-to-market. Today, he’s back in-house at CarSales while continuing to advise enablers looking to branch out on their own.

If you’ve ever considered becoming a consultant, questioned how to package your skills, or wondered how to find clients without selling your soul… this episode is for you.

Here’s what we cover:

✅ Where to start – Why defining your niche, auditing your past wins, and leveraging your network are non-negotiables.

✅ What to offer – The three consulting models enablers should consider: diagnostic projects, structured implementations, and retainers.

✅ Who to sell to – Why CROs and founders are more likely buyers than enablement leads (and how to navigate both worlds).

✅ How to set your rate – Why you should charge more than you think—and how to scope and price engagements to avoid burnout.

✅ What to avoid – Common mistakes new consultants make—from getting lost in branding to underestimating the power of execution.

Whether you're enablement-curious, actively exploring your next move, or simply want to better understand what makes a successful consultant tick, this episode is packed with practical insight.

🎙️ Episode Links

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

📩 Got a question for the show? Email us at: devon@troubleshootingenablement.com

Mentioned in this episode:

🚀 The Ultimate Sales Enablement Learning Experience is Here!

We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.

From his early days as a sales leader at Oracle to earning a PhD in Organizational Leadership, Tom’s unique journey has equipped him with rare insight into what actually moves the needle in sales performance. Today, he’s on a mission to bring statistical rigor to the world of enablement—and help practitioners avoid chasing shiny objects.

If you’ve ever relied on vendor reports, built programs based on industry surveys, or wondered why your initiatives aren’t getting the results you expected… this episode is for you.

Here’s what we cover:

✅ Why most industry surveys are statistically useless – The difference between descriptive and predictive data—and how to spot flawed claims.

✅ Charters, methodologies, and other myths – The surprising things that don’t actually move the revenue needle.

✅ The 4 levels of insight – Descriptive, diagnostic, predictive, and prescriptive—what they are and why most enablement teams are stuck at level one.

✅ What enablers need to learn next – Why basic statistical literacy might be the most underrated skill in enablement today.

Whether you're an enabler, sales leader, or data-curious professional, this episode will change the way you think about metrics, measurement, and what it truly means to be "data-driven."

Episode Links

Connect with Dr. Tom Tonkin on LinkedIn: https://www.linkedin.com/in/drtomtonkin/

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

Mentioned in this episode:

🚀 The Ultimate Sales Enablement Learning Experience is Here!

We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.

With 17+ years in enablement, Kunal has refined an approach that aligns SKOs with business outcomes, maximizes engagement, and ensures key learnings translate into real sales impact.

Here’s what we cover in this episode:

The 5 golden rules of SKOs – why focusing on how teams feel can make all the difference

Connecting SKO content to business strategy – how to align keynotes and training sessions with sales objectives

The ‘Hit My Number’ framework – a practical SKO workshop structure that helps sales teams break down their quota into actionable steps

The role of frontline sales leaders – how to ensure ongoing coaching and reinforcement post-SKO

Avoiding SKO pitfalls – why too many slides, generic messaging, and a lack of interactivity kill engagement

Don't miss this episode if you plan on making your next SKO the best one yet!

Episode Links:

Corsearch – corsearch.com

Sales Velocity Labs – salesvelocitylabs.com

Conect with Kunal Pandya – linkedin.com/in/kunalpandya

Connect with Felix Krueger – linkedin.com/in/hfkrueger

Mentioned in this episode:

🚀 The Ultimate Sales Enablement Learning Experience is Here!

We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.

In this episode of The State of Sales Enablement, Coach K (Jonathan Kvarfordt) sits down with April Petrey, sales enablement consultant and creator of the SPARE Method, to talk about building minimum viable sales processes and onboarding programs for fast-growing businesses.

What you’ll learn in this episode:

✅ The SPARE Method – A framework for scalable, resource-light sales processes

✅ Why alignment across sales, marketing, and product is critical for growth

✅ The importance of exit criteria and why most sales processes fail without it

✅ The hidden power of enablement and why empathy is key to driving change

✅ How startups can set up a foundational sales process that attracts investors

Connect with April: https://www.linkedin.com/in/aprilpetrey/

Learn more about Allonsy Innovation: linkedin.com/company/allonsy-innovation-llc/

Connect with Coach K: https://www.linkedin.com/in/jmkmba/

Mentioned in this episode:

🚀 The Ultimate Sales Enablement Learning Experience is Here!

We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.

We dive into his latest role as Head of GTM Growth at Momentum, the launch of the AI Business Network, and how AI is reshaping everything from customer interactions to sales enablement workflows.

Here's what we’ll cover:

✅ The role of AI in sales—how AI is shifting from a tool to a co-pilot for sales teams.

✅ GPTs vs. AI Agents—the key differences and why agents are the next big leap.

✅ AI automation in sales enablement—how enablers can amplify their impact using AI.

✅ The future of AI in customer interactions—can AI replace sales teams, or does human connection still reign?

✅ Momentum's approach to AI-driven sales workflows—why real-time conversation intelligence is a game-changer.

✅ The risks of AI over-reliance—how to maintain critical thinking in an AI-first world.

✅ Why authenticity will become a premium experience—how live interactions and in-person events will stand out in an AI-saturated world.

Tune in to hear Coach K’s unique perspective on where AI is headed, how it’s already impacting sales and enablement, and what the future holds for human-AI collaboration.

Connect with Coach K:

📍 LinkedIn: linkedin.com/in/jmkmba/

📍 Momentum: momentum.io

📍 AI Business Network: [Coming Soon]

📍 GTM AI Academy: gtmaiacademy.com/

Mentioned in this episode:

🚀 The Ultimate Sales Enablement Learning Experience is Here!

We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.

Carolyn and Lauren share their unique perspectives on sales enablement in the startup world, emphasizing why sales is just as critical as product development. Whether you're a founder, enabler, or sales leader, this episode is packed with insights on how to build scalable sales strategies from day one and how corporates can learn from startup agility.

Here's what we’ll cover:

✅ The biggest sales challenges for startup founders—why sales is often an afterthought and how to correct that.

✅ Building scalable sales functions—the process VC firms use to diagnose sales issues and implement effective strategies.

✅ Sales acceleration in startups vs. enterprises—why corporate sales teams often lack the scrappy, high-impact approach of startups.

✅ Technology for sales enablement—which tools are transforming sales efficiency and effectiveness.

✅ VC firms as sales enablers—how VC firms can embed commercial success into their investment strategy.

🔊 Tune in to learn how startups can accelerate revenue growth and why even large enterprises should adopt a founder’s mindset when it comes to sales.

Episode Links

Scalare Partners: scalarepartners.com

Carolyn Breeze on LinkedIn: linkedin.com/in/carolynbreeze

Lauren Calautti on LinkedIn: linkedin.com/in/laurenmellino

Felix Krueger on Linkedin: linkedin.com/in/hfkrueger/

Mentioned in this episode:

🚀 The Ultimate Sales Enablement Learning Experience is Here!

We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.

Here’s what we’ll cover:

Enablement in 2025: What modern enablement really is and why it’s more critical than ever.

AI as an Enablement Superpower: How AI can enhance onboarding, sales readiness, and skill-building at scale.

Influencing Without Authority: How to drive meaningful change even when you don’t manage the sales team directly.

The Power of Research: How Alex prepares for leadership conversations, identifies performance gaps, and builds enablement strategies that work.

Execution Over Advice: Why enablement fails when it stays in “consulting mode” and how to ensure you deliver tangible business impact.

The 3 Leadership Principles: Alex’s framework for inspiring and leading teams effectively.

Tune in for an insightful conversation packed with practical enablement strategies, leadership lessons, and AI-driven innovations that can help any enabler increase their influence and impact in 2025 and beyond.

Connect with Alexander Matyushenko:

🔗 LinkedIn: https://www.linkedin.com/in/alexmat/

Connect with Jonathan Kvarfordt (Coach K):

🔗 LinkedIn: https://www.linkedin.com/in/jmkmba/

#SalesEnablement #AIinSales #Leadership #EnablementExcellence #SalesCoaching

Mentioned in this episode:

🚀 The Ultimate Sales Enablement Learning Experience is Here!

We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.

Here’s what Jonathan and Aaron discussed:

🔹 Why methodology alone doesn’t drive success – A critical look at sales methodologies (MEDDIC, SPICED, Challenger, etc.) and why execution and consistency matter more than the framework itself.

🔹 The role of enablement in driving sales effectiveness – Why companies should move away from efficiency-focused programs and prioritize effectiveness to create real revenue impact.

🔹 Fixing enablement’s identity crisis – How enablement’s broad scope leads to confusion and how teams can better define their strategic value.

🔹 Enablement’s impact on pipeline – Why the key to demonstrating enablement’s ROI is tracking measurable business outcomes, not just training participation.

🔹 The CRO’s role in enablement success – What separates a great CRO from an ineffective one and how sales leaders should think about enablement.

Tune in for a no-fluff conversation about what actually moves the needle in sales enablement and how enablement professionals can step up and prove their value in today’s market.

Connect with Aaron Evans:

🔗 LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/

🌐 Website: https://flowstatesales.co.uk/

Connect with Jonathan Kvarfordt (Coach K):

🔗 LinkedIn: https://www.linkedin.com/in/jmkmba/

#SalesEnablement #RevenueGrowth #SalesTransformation #SalesLeadership #B2BSales #AIinSales #SalesCoaching

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Tune in to learn:

• How to assess where your enablement function stands on the maturity curve
• Strategies for gaining leadership buy-in and securing resources
• The importance of connecting your initiatives to business goals and KPIs
• Tips for scaling your function, whether you're a team of one or part of a global organization

Connect with Felix Krueger:

• LinkedIn: Felix Krueger

Connect with Devin McDermott:

• LinkedIn: Devin McDermott

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here’s what Jonathan and Kieran discussed:

• Transitioning from sales leadership to enablement: How Kieran made the intentional pivot to enablement, bringing a data-driven mindset and hands-on approach to the role.
• Transforming SDR onboarding: The step-by-step overhaul that reduced ramp time by 63.75% and time-to-first-meeting by 80%, focusing on intentional training and skill-building.
• Launching a successful product enablement program: Kieran’s framework for implementing a program that increased relevant conversations by 473% and drove nearly $1M in product revenue within a quarter.
• Data analytics in enablement: Why data ownership is critical for identifying problems, setting realistic goals, and earning leadership buy-in.
• The Enablement Effectiveness Equation: Kieran’s innovative framework for measuring program impact through teaching, training, coaching, and metric improvements.
• Overcoming organizational challenges: Tips for gaining credibility, aligning with strategic business goals, and navigating resistance from stakeholders.
• Advice for enablement professionals: Where to start if you’re new to enablement or looking to optimize your impact, with a focus on curiosity, collaboration, and metrics.

Tune in to hear Kieran’s proven strategies for turning enablement into a high-impact, data-driven function that drives measurable business results.

Connect with Kieran Smith:

LinkedIn: https://www.linkedin.com/in/kieransmithvp/

Connect with Jonathan Kvarfordt (Coach K):

LinkedIn: https://www.linkedin.com/in/jmkmba/

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here’s what Felix and Alex discussed:

• Scaling enablement globally: How Alex approached scaling enablement across regions while balancing global consistency and local needs.
• Building trusted enablement teams: The importance of hiring leaders who can engage senior stakeholders and deliver tangible results.
• Overcoming regional challenges: Strategies for managing local resistance and aligning regional enablement with global goals.
• Transitioning from a large enterprise to a startup: How Alex adapted to being a team of one and leveraged agility to drive faster impact.
• Leveraging AI for enablement: Practical ways AI can help scale enablement efforts, including virtual role-playing with AI avatars and account planning automation.
• Finding your champion: Alex’s top tip for enablers—why finding and partnering with a senior champion is crucial for scaling your impact.

Tune in to hear Alex’s invaluable lessons on leadership, scaling enablement, and adapting to change in dynamic organizations.

Connect with Alex Bedford:

• LinkedIn: Alex Bedford

Connect with Felix Krueger:

• LinkedIn: Felix Krueger

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here is what Devon and Federico discussed:

• Clarifying outcomes and aligning with GTM strategy: Why starting with clearly defined, measurable outcomes is critical for long-term success.
• Integrating tech into enablement strategy: How to connect sales technology, such as Gong and Seismic, to ensure scalable impact and behavior change.
• Prioritizing processes over tools: Before implementing any tech, understand the key processes that impact business outcomes and design your tech stack accordingly.
• Leveraging AI co-pilots and conversational intelligence: Insights into how AI-driven tools can automate workflows, improve data quality, and enhance GTM collaboration.
• Digital Sales Rooms vs. Traditional CMS: Federico shares why digital sales rooms offer a more effective, buyer-centric approach to engagement than legacy content management systems.
• Using generative AI as a thinking partner: Federico’s unique take on using AI tools like ChatGPT for brainstorming, performance management, and skill-building.
• Adapting enablement strategies based on organizational readiness: How to assess the maturity level of your organization to create realistic enablement roadmaps.

Tune in to hear Federico’s invaluable insights on aligning enablement with business priorities, selecting the right tools, and building a future-ready enablement function.

Connect with Federico Presicci:

• LinkedIn: linkedin.com/in/federico-presicci/
• Blog: federicopresicci.com
• Newsletter: federicopresicci.com/newsletter/

Connect with Devon:

• LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Do you have a complex enablement challenge you want to troubleshoot? Submit your questions to Devon at devon@troubleshootingenablement.com.

Krystina shares her journey from teaching to organizational psychology and how her background shapes her refreshing perspective on enablement and business performance. They explore how to define and align enablement metrics to business outcomes, change organizational mindsets, and create sustainable, high-impact initiatives.

Here is what Jonathan and Krystina discussed:

• Krystina's journey: from high school teacher to organizational psychologist and sales enablement consultant.
• Why understanding behavior change is critical to improving performance.
• How to align enablement programs with strategic business metrics for executive buy-in.
• The importance of defining outcomes versus simply delivering skills.
• Building enablement as a "game maker" function: how to influence systems, processes, and behaviors.
• How sales principles and user-experience design can transform enablement's impact.
• Tips for driving long-term organizational change and value through enablement.

Tune in to learn how Krystina's insights can help you elevate your enablement function to become a strategic driver of business success.

Connect with Krystina Moustakis:

• Website: https://krystinam.com/
• LinkedIn: https://www.linkedin.com/in/kmost/

Connect with Jonathan Kvarfordt (Coach K):

• LinkedIn: https://www.linkedin.com/in/jmkmba/

Here’s what Coach K and Federico discussed:

• Federico’s journey from mechanical engineering to sales and eventually to sales enablement, highlighting the transformative power of embracing challenges and personal growth.
• Why enablement is more than just training, content, and tools—and how strategic thinking and cross-functional collaboration drive scalable impact.
• The role of cultural shifts and mindset changes in embedding enablement into organizational structures and leadership approaches.
• Federico’s blog and collaborative projects, including his focus on gathering insights from practitioners and creating practical, unbiased resources for the enablement community.
• How advanced tracking, conversational intelligence, and AI-driven role-playing tools can provide actionable insights and leading indicators for enablement success.
• The balance between short-term execution and long-term scalability in enablement strategy and program design.

Connect with Federico Presicci:

• LinkedIn: linkedin.com/in/federico-presicci/
• Blog: federicopresicci.com
• Newsletter: federicopresicci.com/newsletter/

Connect with Coach K:

• LinkedIn: linkedin.com/in/jmkmba/

Tune in to hear Federico’s actionable insights and how his holistic approach to enablement can help organizations align strategy, culture, and execution for sustainable success.

Here is what Dannii and Lawrence discussed:

• Lawrence’s journey from basketball and business school to sales enablement, and how sociology shaped his approach to understanding people and culture in sales.
• What cultural assets are and how they differ from traditional sales and marketing assets.
• The importance of storytelling in sales and how to engineer an environment that fosters sharing and leveraging buyer-focused stories.
• Tactical strategies to create, deploy, and sustain cultural assets, including using deal reviews, customer success stories, and conversational intelligence tools.
• The IKEA effect: how involving teams in the creation of training and assets drives ownership, engagement, and better results.
• And more…

Tune in to learn how Lawrence’s creative approach to sales enablement can help you foster a culture of learning, storytelling, and bottom-up innovation in your sales organization.

Connect with Lawrence Wayne O'Connor:

• LinkedIn: linkedin.com/in/sirlawrencewayne
• Sales Training Effectiveness Scorecard: https://storytechr.com/quiz

Connect with Dani Mathers:

• LinkedIn: linkedin.com/in/dannii-mathers/

Here is what Devon and Sean discussed:

• How to align enablement and RevOps around shared goals to eliminate silos and duplication of effort.
• The importance of focusing on measurable outcomes instead of solely processes or training programs.
• Strategies for clearly defining team charters, roles, and responsibilities to foster internal alignment and stakeholder trust.
• The value of leveraging operational routines and technology to streamline go-to-market strategies and foster cross-functional collaboration.
• Key insights into structuring RevOps and enablement teams to maximize their impact while navigating organizational complexities.
• And more…

Tune in to hear Sean’s invaluable perspectives on how RevOps and enablement teams can work together to drive measurable business success and operational excellence.

Connect with Sean Lane:

• LinkedIn: https://www.linkedin.com/in/seanlane/
• Learn about Beacon GTM: https://www.beacongtm.com/
• The Revenue Operations Manual (book): https://www.amazon.com/Revenue-Operations-Manual-High-Growth-Spiral-bound/dp/B0DJ3H3X94
• The Operations Podcast: https://podcasts.apple.com/us/podcast/operations-with-sean-lane/id1462659431

Connect with Devon McDermott:

• LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Sean on LinkedIn: https://www.linkedin.com/in/seanrlane/

Samantha and Coach K dive deep into:

• Samantha’s Career Journey: From her Swiss upbringing to becoming a sales enablement leader, Samantha discusses her experiences in both the C-suite and as an enabler, along with her philanthropic work supporting veterans and teachers.
• The Disconnect Between Leaders and Enablement: Samantha addresses the common disconnect between leadership and enablement teams, focusing on the challenges of defining enablement’s role and measuring its impact within organizations.
• Measuring Enablement ROI: Samantha shares how her team at SamSales Consulting tracks the success of enablement initiatives, emphasizing the importance of balancing qualitative feedback from sellers with hard metrics like response rates and conversion improvements.
• Personalization and Prospecting: Discussing her "Show Me You Know Me" methodology, Samantha explains how personalized, research-driven approaches to sales outreach can drastically improve engagement and conversion rates.
• Bringing in External Expertise: Samantha highlights the benefits of enablement teams leveraging external specialists to enhance their effectiveness, emphasizing that the role of enablement is not to know everything but to source the best resources.
• Practical Strategies for Enablement: From improving email outreach to redefining discovery calls, Samantha offers actionable advice on how enablers can drive success within their teams, focusing on practical steps rather than just theory.

Connect with Samantha McKenna:

• Website: SamSales Consulting
• LinkedIn: Samantha McKenna

Connect with Coach K:

• LinkedIn: Coach K

Tune in to learn how to shift sales enablement from a cost center to a strategic driver of business success and improve sales performance across your organization!

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Tina and Coach K dive deep into:

• Tina’s Career Path: How her passion for psychology and behavior science led her to organizational behavior management and performance optimization.
• Behavioral Science in Business: Tina's early experiences working with top sales performers to create performance improvement models and her continued use of these principles today.
• Enablement and Competency Models: The importance of starting with business outcomes, working backward to identify the skills and behaviors needed, and building training and enablement programs that align with top performance.
• AI and Performance Improvement: Tina shares her perspective on AI's role in optimizing performance and talent strategies, and why the human element remains critical in coaching and mentorship.
• Inside-Out vs. Outside-In Approach: Tina explains the benefits of working from the business's desired outcomes to define necessary roles and skills, rather than building enablement programs in a vacuum.

Connect with Tina Tiodorescu:

• LinkedIn: Tina Teodorescu
• Website: Talent Edge Advisors

Connect with Coach K:

• LinkedIn: Coach K

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here is what Devon and Mike discussed:

• How to effectively measure the business impact of enablement initiatives.
• The importance of understanding top performers and differentiating them from top producers.
• How to effectively diagnose and resolve gaps in enablement initiatives by focusing on what really drives performance.
• The critical role of sales managers in enabling their teams, including the challenges they face and how to support them in coaching and development.
• And more...

Tune in to hear Mike’s invaluable insights and strategies that can help you drive meaningful impact within your enablement function and beyond.

Connect with Mike Kunkle: https://www.linkedin.com/in/mikekunkle/

Read Mike Kunkle's Book: https://www.amazon.com/Building-Blocks-Sales-Enablement/dp/1952157625/

Subscribe to Mike’s Newsletter: https://www.linkedin.com/newsletters/6958899285706821632/

Mike Kunkle's Link Tree: https://linktr.ee/mikekunkle

Connect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/

Here are some of the questions Corey and Jonathan attempted to tackle:

• What is Corey’s background, and how has his experience shaped his approach to sales enablement?
• What is the current state of sales enablement, and why does Cory believe it has become bloated?
• Why does Cory challenge the idea of sales enablement being a true "community" and what are the implications of this view?
• How does Cory differentiate between building and operating enablement functions, and why does he see this distinction as crucial?
• What is Cory’s approach to solving enablement problems quickly and effectively?
• How does Cory view the role of sales experience in leading an enablement function, and why does he believe it’s critical?
• What should enablement professionals focus on to prove the value of their work within an organisation?

Tune in to hear Corey’s unfiltered opinions on the enablement landscape and his practical advice on making enablement more effective and results-driven.

Connect with Coach K: https://www.linkedin.com/in/jmkmba/

Connect with Cory Bray: https://www.linkedin.com/in/buy-triangleselling/

The Sales Enablement Playbook: https://www.amazon.com/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762

The Sales Management Podcast: https://podcasts.apple.com/us/podcast/sales-management-podcast/id1631765942

Here are some of the questions Coach K and Christina attempted to tackle:

• How can AI be effectively integrated into sales enablement without overwhelming sales teams with too many tools?
• What strategies can be used to ensure that AI tools support, rather than replace, essential human elements in enablement?
• How can enablement professionals maintain control over the tech their teams use in the face of rapidly evolving AI tools?
• What does "perfect practice" look like in sales enablement, and how can AI facilitate it?

Tune in to hear Christina's insights on leveraging AI to enhance sales enablement and her vision for the future of learning and development in the workplace.

Connect with Coach K: https://www.linkedin.com/in/jmkmba/

Connect with Christina: https://www.linkedin.com/in/christinapbrady/

Here are some of the questions Eric and Devon attempted to tackle:

• What has Eric's enablement journey looked like, and how has his diverse background shaped his approach?
• How can a one-person enablement team balance onboarding new hires and providing ongoing support to experienced reps?
• What strategies can be used to create scalable, customised enablement programs with limited resources?
• How can enablement professionals set boundaries and manage expectations with leadership regarding what can realistically be achieved by a small team?
• What role does an enablement charter play in setting the stage for success, and how can it be effectively used?
• How can enablement leaders leverage cross-functional collaboration and peer learning to scale their efforts and improve team performance?

Tune in to hear Eric's insights on navigating the enablement landscape as a solo practitioner and how to drive meaningful impact within your organisation.

Connect with Eric Mingorance: https://www.linkedin.com/in/emingo

Connect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/

During their conversation, Dannii and Celine dive deep into several key topics:

• What are the critical gaps in how sales enablement is approached in organizations today?
• Who holds the responsibility for ensuring that sales leaders are properly equipped to coach and guide their teams?
• How can sales enablement professionals encourage sales leaders to be more actively involved in the enablement process?
• What are the most effective ways to measure the impact of leadership enablement?
• Why is it crucial to establish a strong alignment between leadership enablement and overall sales performance?

Connect with Celine Grey: https://www.linkedin.com/in/celinegreypelissier/

Connect with Dannii Mathers: https://www.linkedin.com/in/dannii-mathers/

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Connect with Senait: https://www.linkedin.com/in/senaitisaac/

Connect with Coach K: https://www.linkedin.com/in/jmkmba/

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here are some of the questions this episode tackles:

• Why is there a disconnect in the industry about the role and responsibilities of sales enablement?
• How can sales enablement teams influence metrics they do not have full control over?
• What is the role of sales leaders in defining and guiding sales enablement activities?
• What is the importance of top performer analysis in sales enablement?
• What methodologies and frameworks can be used to improve sales manager performance?

Connect with Kevin "KD" Dorsey: https://www.linkedin.com/in/kddorsey3/

Explore KDs Sales Leadership Accelerator: https://www.salesleadershipaccelerator.com/slamembershipoverview

Explore KDs community: https://www.patreon.com/insidesalesexcellence

Connect with Coach K: https://www.linkedin.com/in/jmkmba/

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here are some of the questions they attempt to tackle:

• What recommendations do you have for someone starting from scratch with behavior mapping and impact tracking?
• What recommendations do you have for enablers working in an environment with questionable data?
• What are some tips for enablement folks who don't have the power and authority to drive change?
• What is the best enablement advice you've ever received?

Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform

Connect with Nick Lawrence:

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

Connect with Devon McDermott:

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

Resources Featured in this Episode:

"Human Competence: Engineering Worthy Performance" by Thomas F. Gilbert

• https://www.amazon.com/Human-Competence-Engineering-Worthy-Performance/dp/0787971580

"Design for How People Learn" by Julie Dirksen

• https://www.amazon.com/Design-People-Voices-Matter-DIrksen/dp/0134211286

"Talk to the Elephant: Design Learning for Behavior Change" by Julie Dirksen

• https://www.amazon.com/Talk-Elephant-Design-Learning-Behavior/dp/1953845013

"Make It Stick: The Science of Successful Learning" by Peter C. Brown, Henry L. Roediger III, and Mark A. McDaniel

• https://www.amazon.com/Make-Stick-Science-Successful-Learning/dp/0674729013

"Performance-Focused Learner Surveys: Using Distinctive Questioning to Get Actionable Data and Guide Learning Programs" by Will Thalheimer

• https://www.amazon.com/Performance-Focused-Learner-Surveys-Distinctive-Questioning/dp/1941577136

"The Success Case Method: Find Out Quickly What's Working and What's Not" by Robert O. Brinkerhoff

• https://www.amazon.com/Success-Case-Method-Working-Whats/dp/1576751856

"The Building Blocks of Sales Enablement" by Mike Kunkle

• https://www.amazon.com/Building-Blocks-Sales-Enablement-Transformative/dp/1645438645

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here are some of the questions Greg and Coach K explored:

• What inspired Greg’s shift from traditional sales enablement to a broader revenue enablement role, and how has his journey influenced his approach?
• How can organizations effectively implement enablement across various departments to enhance overall customer experience?
• What challenges do enablement leaders face when trying to shift the focus from sales to a more holistic customer journey?
• Why is it essential for companies to adopt a customer-centric enablement approach, and how does this compare to traditional sales training methods?
• How can enablement leaders demonstrate the value of a revenue enablement strategy to executive leadership?

Connect with Greg: https://www.linkedin.com/in/gregqualls/

Watch Greg's talk: https://www.youtube.com/watch?v=o_joQ1J9TfM

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

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here are some of the questions Paul and Keenan tackled:

What are the common disconnects between the skills management layer and the opportunity management layer in sales enablement?

How can sales enablement professionals ensure their efforts are directly connected to revenue outcomes?

How can organizations effectively capture and utilize buyer input data to improve sales outcomes?

What are the key elements of a successful sales enablement strategy that aligns with both skills development and business objectives?

Connect with Keenan:

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

Learn more about the S.P.E.E.D. model:

https://salesgrowth.com/revenue-speed-model/

Connect with Paul Butterfield:

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

Connect with Felix Krueger

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

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here are some of the questions Ravi and Dannii tackled:

• What drives Ravi’s passion for storytelling, and how has his journey shaped his approach to sales and enablement?
• How can storytelling be implemented effectively within sales teams to enhance trust and connection with buyers?
• What are the challenges sales teams face in adopting storytelling, and how can these be overcome?
• Why is it crucial for organizations to foster a culture of storytelling, and how does this compare to traditional learning and coaching cultures?
• How can leaders use storytelling not just to sell, but to inspire and drive change within their organizations?

Connect with Ravi Rajani:

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

https://www.theravirajani.com/

Connect with Dannii Mathers:

https://www.linkedin.com/in/dannii-mathers/

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here are some of the questions Lauren and Jonathan attempted to tackle:

• What is the difference between skills and competencies, and why is this distinction important?
• What is the Kirkpatrick methodology, and how can it be used to measure the impact of enablement?
• How can organizations move from subjective to objective measures of skills and behavior change?
• What are the common challenges in the enablement community, and how can a clearer definition of enablement help address these?
• Why can enablement serve the entire organisation, not just sales?

Connect with Lauren Brownstone:

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

https://www.heartwisedev.com/

Read Lauren's book:

https://www.amazon.com/Enabling-Enablement-Executing-Strategic-Organization/dp/B0CQ17B8R3

Connect with Jonathan Kvarfordt:

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

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform

Connect with Phil Putnam:

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

https://www.philputnam.com/

Connect with Devon McDermott:

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

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here are some of the questions Stephanie and Jonathan attempted to tackle:

• What is Stephanie's approach in enabling enablers?
• What is Enablement Reimagined, and what does it aim to change about the support available to enablers?
• What are the typical obstacles that enablers encounter, and how can they address these to enhance their strategic role?
• How can enablers secure the development tools they need and get the right support within their businesses?

Connect with Stephanie White: https://www.linkedin.com/in/stephanie-white-sales/

Learn more about Enablement Reimagined: https://www.linkedin.com/company/enablement-reimagined/

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

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here are some of the questions Keiran and Danny attempted to tackle:

• What makes a great Conversational Intelligence platform implementation, and what are the potential challenges enablers should be mindful of?
• How do you ensure buy-in and adoption for Conversational Intelligence?
• What role do sales leaders play in the Conversational Intelligence journey?

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

In this episode, Jennifer Ryan joins Devon to troubleshoot your questions and speaks about how to maintain senior leadership support, corporate parenting, finding your personal "yes", and more.

Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

This is not the beginning of a bad joke but the beginning of season 3 of The State of Sales Enablement podcast.

With two new hosts, familiar faces, and a brand new episode format, this season promises to be the best one yet.

Join Felix Krueger, Devon McDermott, and now also Jonathan Kvarfordt and Dannii Mathers for a 360 view on each of the hosts' enablement adventures and what's in store for enablement in 2024 and beyond!

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Here is what we talked about this month:

• FLSM engagement
• Managing senior stakeholder expectations
• Enablement research
• Why Revenue Enablement is not just sales enablement
• Why sales enablement must embrace AI
• Aiming high in enablement
• Unethical Layoffs

Subscribe to the FFWD newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv

Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Here is what we talked about this month:

• Stakeholder management
• 17 key revenue enablement stats
• Shopify's best practices to reduce meeting bloat
• Sales enablement vs revenue enablement vs business enablement
• Enablement jobs boards
• CS layoffs
• ChatGPT Plugin recommendation
• AI-powered interview practice
• Exploring opportunities in the generative AI value chain

Subscribe to the FFWD newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv

Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

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 businesses can make better hiring decisions.

Please welcome the CEO of Enablematch, Dave Lichtman. 

Here are some of the questions we've covered:

- There is a lot of talk about redundancies in Sales Enablement right now. What is the state of the Sales Enablement talent market in 2022?

- Based on the JDs you come across, has the profile of Sales Enablement talent evolved?

- What is your advice to businesses that attempt to fill a Sales Enablement role for the first time? What does best practice in the recruitment process look like?

- What advice can you give candidates to nail the interview process for SE roles?

Here are some of the resources referenced in this episode:

Connect with Dave Lichtman on LinkedIn: https://www.linkedin.com/in/davelichtman/

Dave's recruitment business, Enablematch: https://www.enablematch.com/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Here is what we talked about this month:

• The top 10 most downloaded podcast episodes
• Skills-Based Hiring - LinkedIn Report
• Enablement jobs
• NYT: AI Poses Risk of Extinction
• BCG AI in the workplace report
• Enablement events
• Book review: What got you here won’t get you there

Subscribe to the This Month In Sales Enablement newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv

Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

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 required in the start-up world.

Please welcome IBM's Sales Enablement Leader for Australia, South East Asia, New Zealand, and Korea, Georgia Watson and Dandy's Head of Enablement, Devon McDermott.

Here are some of the questions we have covered:

• What makes a good onboarding program?
• How can businesses that hire sales reps without existing solution category expertise strike a balance between product training and other onboarding content?
• How do you ensure that your onboarding programs remain effective and improve over time?
• How do you go about designing a program that scales but accommodates cultural nuances as well as personal learning preferences?
• What are some of the innovations in onboarding you've come across?
• What resources can you recommend to our listeners if they want to learn how to design cutting-edge onboarding programs?

Here are some of the resources referenced in this episode:

Connect with Georgia Watson on LinkedIn: https://www.linkedin.com/in/georgiawatson/

Connect with Devon McDermott on LinkedIn:https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Here is what we talked about this month:

• How to build enablement teams
• Things to consider when scaling coaching programs
• How to go about updating charters
• Why being funny can pay off more for women than men
• The dangers of AI
• Why businesses overspend on SaaS
• Book reviews of Atomic Habits and Never Split The Difference

Subscribe to the This Month In Sales Enablement newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv

Here are some of the resources referenced in this episode:

Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/

Where to find The State of Sales Enablement:

Newsletter - http://eepurl.com/h4ymJv

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Some of the questions we tackle in this episode:

• What is the definition and purpose of a sales enablement charter? 
• What should be covered in a good enablement charter?
• How do you go about developing a sales enablement charter? Who is involved? Which steps do you take?
• How do you recommend a charter for large enablement teams to be structured? (e.g. sales, CS, partners, etc)
• How do you make sure the charter is continuously updated?

Here are some of the resources referenced in this episode:

Connect with Aimee Roberson on LinkedIn: https://www.linkedin.com/in/aimeealidaroberson1978

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Some of the questions we tackle in this episode:

How do you structure your enablement team (in an ideal world with an unlimited budget)?

What makes top enablement talent and how do you go about identifying these traits when hiring?

How do you ensure your team remains focused on business impact?

Joining a new organisation as an enablement leader, how do you make sure the business goals align with the willingness to invest in the enablement function?

What is a step sales enablement leaders can take today to fast forward the assembly of their all-star enablement team?

Here are some of the resources referenced in this episode:

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

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Some of the questions we tackle in this episode:

- Have you ever seen an approach work where the only coaching provided came from enablement?

- How do you engage stakeholders across the organisation in preparation for rolling out a large-scale coaching program?

- What are the steps involved in rolling out a coaching program?

- How do you train and coach the coaches?

- How do you ensure ongoing coaching excellence and accountability?

- What is one step enablers listening today can take to fast forward their journey to a scalable coaching program?

Here are some of the resources referenced in this episode:

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

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Here is what we talked about this month:

• What enablement can learn from the US Coast Guard
• Why sales process and methodology are still needed
• Sales Enablement Salaries Report
• Learning Trends for 2023 eBook
• Job market updates with Steffaney Zohrabyan
• How to become an expert on AI
• Hubspot debuts ChatSpot generative AI tool
• The sales enablement of well-being

Subscribe to the This Month In Sales Enablement newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv

Here are some of the resources referenced in this episode:

Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

These are some of the questions we cover:

• On a high level, what is the role of enablement in the context of M&As?
• What are the key challenges and opportunities for the sales enablement function during an acquisition?
• How do you make sure the acquired company's sales effectiveness doesn't suffer during the integration process?
• What role does communication play in sales enablement during acquisitions, both internally and with external customers and partners?
• Can you share a success story or case study where sales enablement played a critical role in the successful integration of an acquired company?
• What advice would you give to sales enablement professionals who are navigating the complex landscape of acquisitions and mergers, and what are the top factors that contribute to success?

Here are some of the resources referenced in this episode:

Connect with Paul Butterfield on LinkedIn: https://www.linkedin.com/in/paulrbutterfield/

The SES Stories From The Trenches Podcast: https://podcasts.apple.com/us/podcast/sales-enablement-society-stories-from-the-trenches/id1510380341

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Here are some of the questions we tackle:

• What made your coast guard learning experience a good one?
• Did you realise it at the time or was this a revelation once you transitioned into sales?
• What were some of the best practices you've been able to apply in your enablement work? 
• Are you able to share any results you've been able to achieve with your approach? 
• How can enablers be intentional about identifying existing best practices in other industries?

Here are some of the resources referenced in this episode:

Connect with Bill Parry on LinkedIn: https://www.linkedin.com/in/parryinc/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Hardly a week goes by without somebody claiming on LinkedIn that B2B buying has become so convoluted and non-linear, that sales process has become irrelevant. This episode breaks down why believing this narrative can be a costly mistake for enablement leaders and which approach to sales process management makes sense in modern B2B sales.

The article this episode is based on appeared first in the Building Blocks, Close Up! newsletter.

Resources:

The Ultimate Guide to Mutual Action Plans (How to Use MAPs to Transform Your Sales Process)

The JOLT Effect: How High Performers Overcome Customer Indecision by Dixon and McKenna

Discovery Skills + Patience = The Superpowers of Selling

How to Navigate the Buyer Landscape

Building Blocks, Close Up! Buyer Acumen - Spotlight: Exit Criteria

Building Blocks, Close Up! Spotlight on Personalizing Solution Messaging

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Here are some of the questions we tackle:

• How can enablement initiatives improve employee experience, morale, retention, and growth?
• How do you make sure that the employee experience you provide aligns with other efforts in this regard across the business?
• Do you get the impression that providing a great employee experience is always a focus or is it only on the agenda of senior leaders when there is a talent shortage?
• How has your approach to engaging sellers changed since Covid?
• What are some of the pitfalls to avoid and proven approaches to consider?

Here are some of the resources referenced in this episode:

Connect with Stephanie White on LinkedIn: https://www.linkedin.com/in/stephanie-white-sales/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Here are some of the questions we tackle:

• What was the key reasoning behind the Enablement layoffs you've recently encountered?
• What are the key differences between operational Enablement and strategic Enablement? 
• What are the north star metrics strategic Enablement teams pursue? 
• What can Enablers do immediately to increase their business impact? Which skillsets should Enablers aim to develop in the long term? 

Here are some of the resources referenced in this episode:

Connect with Kunal Pandya on LinkedIn: https://www.linkedin.com/in/kunalpandya/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

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 based on appeared first in the Building Blocks, Close Up! newsletter.

Resources

On Product Training

• http://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/61436/Product-Training-Doesn-t-Work-Get-Sales-to-DO-Product-Training
• http://www.rainsalestraining.com/blog/product-knowledge-training/
• https://www.linkedin.com/pulse/building-blocks-close-up-sales-training-spotlight-role-mike-kunkle/

On Features/Advantages/Benefits (good, but not sufficient)

• http://www.sellingpower.com/content/article/?a=8554/understanding-feature–advantage–benefit
• http://www.salesreadinessgroup.com/blog/bid/324623/One-of-the-Worsts-Mistakes-Even-Highly-Experienced-Salespeople-Make

On Sales Training Systems

• https://www.mikekunkle.com/wp-content/uploads/2022/11/Sales-Training-System-2022.pdf (ungated PDF download)
• https://sparxiq.com/ebook-sales-training-that-sticks/
• https://www.linkedin.com/pulse/20140914192639-834966-how-to-build-a-blended-sales-training-curriculum

On Selecting the Right Training Method

• http://www.nwlink.com/~donclark/hrd/isd/deliversys.html (Don’s entire site rocks)
• http://thetrainingworld.com/faq/indexmethods.htm
• http://www.learningsolutionsmag.com/articles/1197/synchronous-or-asynchronous-how-to-pick-your-training-delivery-method
• http://web.mit.edu/training/trainers/guide/

Where to find The State of Sales]]>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 based on appeared first in the Building Blocks, Close Up! newsletter.

Resources

On Product Training

• http://www.admarco.net/inbound-marketing-messaging-sales-performance-blog/bid/61436/Product-Training-Doesn-t-Work-Get-Sales-to-DO-Product-Training
• http://www.rainsalestraining.com/blog/product-knowledge-training/
• https://www.linkedin.com/pulse/building-blocks-close-up-sales-training-spotlight-role-mike-kunkle/

On Features/Advantages/Benefits (good, but not sufficient)

• http://www.sellingpower.com/content/article/?a=8554/understanding-feature–advantage–benefit
• http://www.salesreadinessgroup.com/blog/bid/324623/One-of-the-Worsts-Mistakes-Even-Highly-Experienced-Salespeople-Make

On Sales Training Systems

• https://www.mikekunkle.com/wp-content/uploads/2022/11/Sales-Training-System-2022.pdf (ungated PDF download)
• https://sparxiq.com/ebook-sales-training-that-sticks/
• https://www.linkedin.com/pulse/20140914192639-834966-how-to-build-a-blended-sales-training-curriculum

On Selecting the Right Training Method

• http://www.nwlink.com/~donclark/hrd/isd/deliversys.html (Don’s entire site rocks)
• http://thetrainingworld.com/faq/indexmethods.htm
• http://www.learningsolutionsmag.com/articles/1197/synchronous-or-asynchronous-how-to-pick-your-training-delivery-method
• http://web.mit.edu/training/trainers/guide/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

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 Corporation, Philip Stanley.

Here are some of the questions we tackle:

• Why are sales managers key stakeholders of sales enablement teams in general and yours in particular? 
• How do you go about gaining FLSM buy-in? What are some of the pitfalls to avoid in order to build a good working relationship?
• Can you share an example of an initiative you've been working on that was successful because of the support of your sales managers? 
• How do you go about enabling sales managers in their work?
• Do you have any resources you can recommend for anybody keen to learn more about this topic?

Here are some of the resources referenced in this episode:

Connect with Philip Stanley on LinkedIn: https://www.linkedin.com/in/philip-stanley-40718ba/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

To Sell Is Human: The Surprising Truth About Moving Others by Daniel H. Pink: https://www.amazon.com/Sell-Human-Surprising-Moving-Others/dp/1594631905

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Here are some of the questions we tackle:

• What is your definition of culture?
• What are some of the indicators that there is a problem with your sales culture?
• Let's talk about your journey in transforming your organisation's sales culture. What has been the insight in AWS' case that has led to the realisation that change is needed?
• How did you engage senior leadership to drive this project?
• Which steps have you taken after senior leadership support had been secured?
• What were some of the results you've seen after the roll-out?
• Can you share any topics that might help other Enablers drive a sales culture transformation project?

Here are some of the resources referenced in this episode:

Connect with Damien Lorschy on LinkedIn: https://www.linkedin.com/in/damien-lorschy/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

The Culture Code by Daniel Coyle: The Secrets of Highly Successful Groups https://www.amazon.com/Culture-Code-Secrets-Highly-Successful/dp/0804176981/

Walking the Talk by Carolyn Taylor: https://www.amazon.com/Walking-Talk-Carolyn-Taylor/dp/1847941575/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

• Subscribe to the LinkedIn newsletter
• Keep 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 their 2023 Ones to Watch focused on enablement stars in the space and trends–which is coming out soon! 

Highlights Include: 

• Enablement leaning into AI - Thomas K. Cheriyan
• A focus on building real sales skills  “This will also affect enablement organizations’ hiring strategy, with a need for enablers with a successful sales background.”  - Aaron Evans
• Enablement specialization and a move to specialized expertise, CS Enablement, BDR, Enablement etc - Celine Grey
• Tying enablement programs to the right things. “...enablement teams should associate their programs to behaviors and things they can directly influence.” - Nick Lawrence

Felix’s 2023 Predictions

Getting more done with less - Enablers need to create greater business impact with fewer resources. 

• Prediction 1: Enablers will be more strategic in their approach (impact on GTM strategy and impact on stakeholder perception)
• Prediction 2: 2023 will be the year of AI - AI won’t steal your job but the people most comfortable with AI tools will. 
• Prediction 3: Increased Enablement maturity levels outside the US.

Devon’s 2023 Predictions

• Prediction 1: AI - ChatGPT - as an essential part of the enablement workflow
• Prediction 2: Real Investment in the Enablement Function → with a focus on Revenue Enablement orchestration, team structure, and openness to more varied backgrounds in the role for sales enablement.
• Prediction 3: A Move Beyond Revenue Enablement - Enablement expanding to other teams in the organization like product and engineering! (we’re already seeing the need for it)

What are your predictions for Enablement in 2023? Let us know in the comments below! 

Jobs 

Are you looking for an Enablement job? 

Check out the latest Sales Enablement job board (brought to you by Steffaney Zohrabyan) or add yourself to the Enablement Squad Talent Directory.

Are you a hiring manager looking for great talent? 

Message Steffaney Zohrabyan to add]]>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 newsletter
• Keep 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 their 2023 Ones to Watch focused on enablement stars in the space and trends–which is coming out soon! 

Highlights Include: 

• Enablement leaning into AI - Thomas K. Cheriyan
• A focus on building real sales skills  “This will also affect enablement organizations’ hiring strategy, with a need for enablers with a successful sales background.”  - Aaron Evans
• Enablement specialization and a move to specialized expertise, CS Enablement, BDR, Enablement etc - Celine Grey
• Tying enablement programs to the right things. “...enablement teams should associate their programs to behaviors and things they can directly influence.” - Nick Lawrence

Felix’s 2023 Predictions

Getting more done with less - Enablers need to create greater business impact with fewer resources. 

• Prediction 1: Enablers will be more strategic in their approach (impact on GTM strategy and impact on stakeholder perception)
• Prediction 2: 2023 will be the year of AI - AI won’t steal your job but the people most comfortable with AI tools will. 
• Prediction 3: Increased Enablement maturity levels outside the US.

Devon’s 2023 Predictions

• Prediction 1: AI - ChatGPT - as an essential part of the enablement workflow
• Prediction 2: Real Investment in the Enablement Function → with a focus on Revenue Enablement orchestration, team structure, and openness to more varied backgrounds in the role for sales enablement.
• Prediction 3: A Move Beyond Revenue Enablement - Enablement expanding to other teams in the organization like product and engineering! (we’re already seeing the need for it)

What are your predictions for Enablement in 2023? Let us know in the comments below! 

Jobs 

Are you looking for an Enablement job? 

Check out the latest Sales Enablement job board (brought to you by Steffaney Zohrabyan) or add yourself to the Enablement Squad Talent Directory.

Are you a hiring manager looking for great talent? 

Message Steffaney Zohrabyan to add your job to her job board or check the Enablement Squad Talent Directory.

Communities for networking: WiSE, SES, SEC, Enablement Squad 

Recruiters specialised in Enablement talent: Enablematch 

Career Search Advice: My 59-Day Career Search Advice (by Mike Kunkle)

Did you know that job seekers receive a 50% discount when joining The Building Blocks of Sales Enablement Learning Experience? DM Felix Krueger to see if you qualify!

ChatGPT 

What is Chat GPT? 

“ChatGPT is a language model developed by OpenAI. It is based on the GPT-3 architecture, which stands for Generative Pre-trained Transformer. ChatGPT is a variation of GPT-3 that was specifically fine-tuned for conversational language understanding and generation. This means that it has been trained on a large dataset of conversational text, such as dialogues, transcripts, and chat logs, in order to learn the patterns and conventions of human conversation.

Once trained, ChatGPT can generate human-like responses to a given input, making it suitable for tasks such as chatbot development, question answering, and text completion. It can generate contextually relevant and coherent text, making it an efficient way to simulate conversation with a machine.” 

- Explanation generated using Chat GPT

You can access ChatGPT here for free. 

Use Cases for Enablement

Not sure what to use it for? Here are some use cases:

Fast summaries and exploration of topics 

Prompt Example: “What are the top challenges of business leaders in the medtech industry?

Enable faster, more accurate customer support  - Rapid and creative responses to queries.

Prompt Example: “Create a friendly email response to a customer that is frustrated because she can’t find an online resource that explains how to add new users to the Marketing Automation Platform she has subscribed to.”

Inspire creativity - Thought starters & ideas for getting your creative juices flowing, unblock if you are struggling with where to start.

Prompt Example: “Write a motivational introduction for an onboarding session designed for new sales hires of a database management software company.”

Faster completion of admin tasks for office workers Creating sales email templates and talk tracks, writing emails (weekly updates, internal recaps or client follow-ups) 

Prompt Example: “Write a template for a friendly email follow-up aimed at a decision-maker that has received a proposal for a UX research system subscription.”

Future Use Cases for Enablement

Multiple ChatGPT layers: Industry specific versions of ChatGPT that support tailored applications 

Job co-pilot: Highly personalized just-in-time coaching

Buyer Acumen: Create a deep understanding of organizations and their personas based on the latest company announcements in seconds.

Automations for efficiency and impact: Time-saving automation in the sales process, customer engagement, tracking, follow-up, customer comms and more (Article: ChatGPT what it means for SF Marketers)

More effortless navigation: Voice-to-text and text-to-voice for more natural interactions. 

Customized Learning Paths for Enablement Teams - Sales skills tracking and mapping, learning assessments, progress and feedback to enablement.

Customer Service - More diverse, deeper customer support solutions and experiences

Subscribe to the State of Sales Enablement podcast to be notified of the upcoming ChatGPT episode. (Apple | Spotify)

Articles

Now is not the time to Under Invest in Sales Enablement (by Destination CRM)

“There will be a significant cost if you choose to underinvest in your sales organization at a time they need more help vs. less”

Key insights: 

1. The economy is in a challenging spot now and it’s unclear whether this downturn is leading to a recession. Regardless, sales quotas are sure to go up, while support to help sales teams achieve their goals will go down.
2. Author Dickie’s research shows that making financial cuts to achieve revenue success in a challenging economy doesn't work. Pushing sales teams to work harder isn’t enough; they need support that comes from enablement teams and tech 
3. You may retain reps through a downturn (because they don’t have anywhere else to go with hiring freezes), but when revenue improves, those who went above and beyond without support are quick to entertain outside offers and voluntarily leave. 

Fast-forward your journey to Enablement mastery with The Building Blocks of Sales Enablement Learning Experience

Training is so much more effective when combined with coaching. 

We know this, right? This is true when it comes to developing training programs for sellers and front-line sales managers, yet most training resources available to enablers don't offer a coaching component. 

The Building Blocks of Sales Enablement Learning Experience has been designed with this gap in mind and offers learning and implementation guidance supported by Felix Krueger and Mike Kunkle.

Steve Shorey is the global sales enablement leader at Thales, a publicly listed +€16b ($17B USD) cyber security business, and was one of the first to join The Building Blocks of Sales Enablement Learning Experience and its associated coaching sessions. 

Here is what he had to say two weeks after joining: 

"If you’re really into Enablement, you would be a fool to not take advantage of this program! Imagine being able to pick the brains of both Felix Krueger AND Mike Kunkle ! Seriously, if you want to make an investment in you and your career, consider joining us! After one group coaching call, my mind is swimming, yet have a starting point and can continue to get coaching each week to discuss progress! I am so grateful to have this opportunity. Thank you for sharing your thoughts, ideas, and passions with me. Big Hugs!!"

Big hugs straight back at you, Steve!!!

Listeners receive a 15% discount on all membership plans with the coupon code TMISE15.

If you want to make 2023 your most successful enablement year yet and take advantage of the 15% discount, join The Building Blocks of Sales Enablement Learning Experience today!  

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 frameworks and resources to help you on your change management journey.

So grab your coffee (or adult beverage of choice) and get ready to level up your change management skills with Del Nakhi, Senior Director of Global Enablement at Maria DB.

Here are some of the questions we tackle:

• What is change management and how is the concept related to sales enablement
• What is an example of a change management project driven by sales enablement?
• What are some of the common phases of a change management project driven by sales enablement?
• What are some of the considerations for enablers new to the concept of change management to consider? What are your top tips and mistakes to avoid?
• Are there any frameworks or resources you can recommend?

Here are some of the resources referenced in this episode:

Connect with Del Nakhi on LinkedIn: https://www.linkedin.com/in/del-nakhi/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Kotter's Change Management Methodology: https://www.kotterinc.com/methodology/8-steps/

The Prosci ADKAR Model: https://www.prosci.com/methodology/adkar

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Your hosts Felix Krueger and Devon McDermott will dial in LIVE from Sydney and Los Angeles to share with you analysis and opinion.

Insights

SKO 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 experience
• Reinforcement after the event is crucial to ensure value isn't lost (just like in the context of training!)
• Prioritize content quality over content quantity
• Great speakers are the most cost-effective way to ensure an engaging SKO with little or no budget (leverage internal rock stars, your network, and the networks of senior leaders to source speakers)
• Consider asking attendees to record videos prior to the event or workshop content live during the event to add a new engagement dimension

What are your tips for creating engaging SKO experiences on a budget? Let us know in the comments below!

Enablement "Gurus"

• The loudest voice with the most likes and comments isn't always the one with the most expertise
• Use curated content formats (e.g. podcasts, books, keynotes) as an "expertise filter" to determine who to follow
• Look for data-backed insights to ensure advice isn't just based on opinion
• Experience and track records are two of the key expertise indicators to consider when evaluating advice

Jobs

Are you looking for an Enablement job? Check out the the latest Sales Enablement job board (brought to you by Steffaney Zohrabyan) or add yourself to the Enablement Squad Talent Directory.

Are you a hiring manager looking for great talent? Message Steffaney Zohrabyan to add your job to her job board or check the Enablement Squad Talent Directory.

Articles

• False Traits of Leadership Potential (Fast Company)
• Should You Fire a Bad Hire? (HBR Ascend on Instagram)

Books

The First 90 Days, Updated and Expanded: Proven Strategies for Getting Up to Speed Faster and Smarter by Michael Watkins

"Whether you’re starting a new job, being promoted from within, embarking on an overseas assignment, or being tapped as CEO, how you manage your transition will determine whether you succeed or fail. Use this book as your trusted guide." - Amazon

Devon's rating: ⭐⭐⭐⭐⭐

The Effortless Experience: Conquering the New Battleground for Customer Loyalty by Matthew Dixon, Nick Toman, and Rick DeLisi

"The Effortless Experience takes readers on...]]>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.

Insights

SKO 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 experience
• Reinforcement after the event is crucial to ensure value isn't lost (just like in the context of training!)
• Prioritize content quality over content quantity
• Great speakers are the most cost-effective way to ensure an engaging SKO with little or no budget (leverage internal rock stars, your network, and the networks of senior leaders to source speakers)
• Consider asking attendees to record videos prior to the event or workshop content live during the event to add a new engagement dimension

What are your tips for creating engaging SKO experiences on a budget? Let us know in the comments below!

Enablement "Gurus"

• The loudest voice with the most likes and comments isn't always the one with the most expertise
• Use curated content formats (e.g. podcasts, books, keynotes) as an "expertise filter" to determine who to follow
• Look for data-backed insights to ensure advice isn't just based on opinion
• Experience and track records are two of the key expertise indicators to consider when evaluating advice

Jobs

Are you looking for an Enablement job? Check out the the latest Sales Enablement job board (brought to you by Steffaney Zohrabyan) or add yourself to the Enablement Squad Talent Directory.

Are you a hiring manager looking for great talent? Message Steffaney Zohrabyan to add your job to her job board or check the Enablement Squad Talent Directory.

Articles

• False Traits of Leadership Potential (Fast Company)
• Should You Fire a Bad Hire? (HBR Ascend on Instagram)

Books

The First 90 Days, Updated and Expanded: Proven Strategies for Getting Up to Speed Faster and Smarter by Michael Watkins

"Whether you’re starting a new job, being promoted from within, embarking on an overseas assignment, or being tapped as CEO, how you manage your transition will determine whether you succeed or fail. Use this book as your trusted guide." - Amazon

Devon's rating: ⭐⭐⭐⭐⭐

The Effortless Experience: Conquering the New Battleground for Customer Loyalty by Matthew Dixon, Nick Toman, and Rick DeLisi

"The Effortless Experience takes readers on a fascinating journey deep inside the customer experience to reveal what really makes customers loyal—and disloyal. The authors lay out the four key pillars of a low-effort customer experience, along the way delivering robust data, shocking insights and profiles of companies that are already using the principles revealed by CEB’s research, with great results. And they include many tools and templates you can start applying right away to improve service, reduce costs, decrease customer churn, and ultimately generate the elusive loyalty that the “dazzle factor” fails to deliver." - Amazon

Felix's rating: ⭐⭐⭐⭐⭐

What is the best book related to Enablement you can recommend? Please share it with the other Enablers reading this newsletter in the comments below!

Reports

SE Pro: Sales Enablement Maturity Report 2022

Sales Enablement Pro & WiSE Report

Key Insights:

• Practitioners are 31% more engaged in their roles when they feel that they are compensated fairly for their work.
• 18% of women surveyed are confident in negotiating salaries, compared to 54% of the men
• Organizations are 25% more likely to have high rep engagement if they focus on DE&I as an ongoing priority

Top 5 State of Sales Enablement Podcast Episodes 2022

1. Sales Methodologies with Aaron Evans
2. Effective Stakeholder Management with Devon McDermott
3. Why New Hires Cry, Fixing Sales Development, Books Worth Reading, And More (TMISE | May)
4. Strategic Talent Development with Roderick Jefferson
5. Sales Development Excellence with Mark McInnes

We are looking for podcast guests to join The State of Sales Enablement Podcast in 2023! If you are interested in sharing your expertise with the broader Sales Enablement community, please message Felix Krueger and share the following information:

• The Enablement topic you're passionate about
• What makes you an expert in this topic
• What makes your take on this topic different
• Any links to previous public appearances

The Sales Enablement Christmas Poem

written by AI language processing model ChatGPT

'Twas the night before Christmas, and all through the house

Not a creature was stirring, not even a mouse.

The sales team was nestled, all snug in their beds,

While visions of quotas danced in their heads.

But up in the office, a team was at work,

Enabling the sales force with tools and with perks.

They set up the CRM, and tested the demo,

And practiced their pitches, all in a row.

The sales enablement manager sat at her desk,

Reviewing the data and taking a rest.

She knew that come morning, the team would be ready,

To close deals and hit targets, all steady and steady.

So here's to the sales enablement crew,

Who work hard all year to help the sales team renew.

Merry Christmas to all, and to all a good night,

From the sales enablement team, all dressed in white.

Fast forward your journey to Sales Enablement mastery with The Building Blocks of Sales Enablement Learning Experience

Training is so much more effective when combined with coaching... 

We know this, right? This is true when it comes to developing training programs for sellers and front-line sales managers, yet most training resources available to enablers don't offer a coaching component. 

The Building Blocks of Sales Enablement Learning Experience has been designed with this gap in mind and offers learning and implementation guidance supported by Felix Krueger and Mike Kunkle.

Steve Shorey is the global sales enablement leader at Thales, a publicly listed +€16b ($17B USD) cyber security business, and was one of the first to join The Building Blocks of Sales Enablement Learning Experience and its associated coaching sessions. 

Here is what he had to say two weeks after joining: 

"I’ll add another statement, Felix Krueger, “If you’re really into Enablement, you would be a fool to not take advantage of this program!”

Imagine being able to pick the brains of both Felix Krueger AND Mike Kunkle ! Seriously, if you want to make an investment in you and your career, consider joining us! After one group coaching call, my mind is swimming, yet have a starting point and can continue to get coaching each week to discuss progress!

I am so grateful to have this opportunity. Thank you for sharing your thoughts, ideas, and passions with me.

Big Hugs!!"

Readers of this newsletter receive a 15% discount on all membership plans with the coupon code TMISE15.

If you want to make 2023 your most successful enablement year yet and take advantage of the 15% discount, join The Building Blocks of Sales Enablement Learning Experience today!  

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 to consider. Please welcome the CEO of SalesGrid, David Marshall. 

Here are some of the questions we attempted to tackle:

• Is money really the primary motivator for sales reps from your experience?
• What are the factors to consider when designing a compensation plan?
• What makes a good comp plan? Is it simplicity or nuance?
• For sales enablers who want to orchestrate the development of a better comp plan, what does the stakeholder environment typically look like? Who is in charge, who contributes, who executes?

Here are some of the resources referenced in this episode:

Connect with David Marshall on LinkedIn: https://www.linkedin.com/in/david-marshall-spm/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

This episode was originally published on 12/7/2021. 

These are some of the questions we're discussing:

• What are the building blocks of sales enablement?
• For smaller businesses and sales leaders, which building block should they be focusing on? What is a good starting point?
• How can sales organisations stop reinventing the wheel with sales enablement? How can they cover more ground in their profession?
• For organisations that fail with sales enablement, what do they have in common? What do they do wrong?
• What are your thoughts on revenue enablement and the move of involving customer success in the enablement space?
• What is the future of sales enablement?

Here are some of the resources referenced in this episode.

• The Building Blocks of Sales Enablement learning experience: https://www.goffwd.com/blocks/
• Connect with Mike Kunkle online: https://www.linkedin.com/in/mikekunkle/
• Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

• Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
• LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
• Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
• Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6

• Subscribe to the LinkedIn newsletter
• Keep 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 concern for you, please consider reaching out to a local support service:

• USA - https://988lifeline.org/
• UK - https://www.spuk.org.uk/
• AU - https://www.lifeline.org.au/

Insights/Events 

Trust Enablement Summit 

Must-listen episodes featuring conference speakers:

Adriana Romero - Measuring Sales Enablement Effectiveness 

Crystal Nikosey - How To Establish A Learning Culture

Dave Lichtman - Enablement Recruitment

Devon McDermott - Effective Stakeholder Management

John Moore - Elevating Enablement

Britta Lorenz - Hybrid Sales And How Buyer Behaviour Will Change After The Pandemic

Malvina EL-Sayegh - Humanising Sales

Aaron Evans - 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 newsletter
• Keep 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 concern for you, please consider reaching out to a local support service:

• USA - https://988lifeline.org/
• UK - https://www.spuk.org.uk/
• AU - https://www.lifeline.org.au/

Insights/Events 

Trust Enablement Summit 

Must-listen episodes featuring conference speakers:

Adriana Romero - Measuring Sales Enablement Effectiveness 

Crystal Nikosey - How To Establish A Learning Culture

Dave Lichtman - Enablement Recruitment

Devon McDermott - Effective Stakeholder Management

John Moore - Elevating Enablement

Britta Lorenz - Hybrid Sales And How Buyer Behaviour Will Change After The Pandemic

Malvina EL-Sayegh - Humanising Sales

Aaron Evans - Sales Methodologies

Alistair Davis - Effective Sales Communication

Anna Rokina - Social Selling

Pooja Kumar - Sales Enablement In Southeast Asia

Check out the upcoming edition of the Trust Enablement Summit here (January 24-26)

SEC Summit Sydney

Podcast episodes featuring conference speakers/attendees:

Georgia Watson - Sales Onboarding 

Isaac Carroll - Performance Mindset 

Phil Cleary - Enabling Salesforce's APAC Growth 

Georgia Watson - Innovation in Sales Enablement 

James Fielding - Establishing A Sales Culture In Professional Services Organisations 

Ideas on how vendors can add more value at conferences

• Talk about the state of the solution category 
• Teach attendees the nuances of the solution category and who benefits most 
• Stop tone-deaf pitches 
• Run workshops on how to manage the adoption of the solution category 
• Run workshops on how to do what they automate manually (opportunity to enable people with low budget and to showcase automation/integration benefits)

Conference insights

• Specialized enablers in large organizations tend to crave greater influence 
• There are fewer enablement roles in APAC 
• New industries are pushing into enablement (such as banking, professional services)
• There are a lot of remote enablers 
• Ongoing challenge to create awareness around the need for localized enablement approach 
• Cultural sensitivities are worth considering when dealing with international sales teams 
• Compensation structure can be aligned with corporate strategic pillars 
• Enablers should encourage above-the-line thinking (positive and empowered)
• Workshop in a box approach can help small enablement teams achieve scale
• There is still a lack of focus on business metrics and impact

Jobs

The latest Sales Enablement Jobs (brought to you by Steffaney Zohrabyan)

Articles

• Sales Enablement Pro: Sales Enablement Analytics - Survey
• Companies Neglecting Customer Success Enablement 
• Sales Enablement v Revenue Enablement 

Book Reviews

Games People Play (⭐⭐⭐) 

Pros

• Interesting insights into human psychology
• Useful for stakeholder management and private interaction 

Cons

• Not an easy read 
• Not sales specific

Check it out on Amazon

Social Buzz

To Send a Thank You Note, or Not to Send a Thank You Note Post Interview 

Bosses we remember

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 she will share her top tips to support the human element of digital transformation in sales. Please welcome Cisco's Sales Enablement and Digital Adoption lead, Steffaney Zohrabyan.

These are some of the questions we discuss in this episode:

• What is Digital Adoption and how does the function fit into the context of sales enablement?
• What are the most common problems you have solved as a Digital Adoption pro in the past?
• What are the most common mistakes businesses make when planning for the human element of digital transformation?
• How much technology is too much to handle for sales reps?

Here are some of the resources referenced in this episode:

• Steffaney's LinkedIn Profile (follow for awesome content including the latest Sales Enablement jobs): https://www.linkedin.com/in/steffaneyzohrabyan/
• Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

• Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
• LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
• Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
• Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

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 are one of the largest cost items for any sales department. How can businesses be strategic about developing talent to protect their investment in sales talent? 

- How can sales and sales enablement leaders go about analysing which capabilities and skills are required to execute a GTM strategy effectively? 

- What is from your experience the most effective way to structure skills assessments on an individual level? 

- Looking at all the levers available to nurture sales talent (such as onboarding programs, custom training, 3rd party training content, and coaching), how do sales and sales enablement leaders determine where to focus?

- How can sales leaders strike a balance between personalised and scalable talent development, especially in large corporations.

Here are some of the resources referenced in this episode:

Roderick Jefferson on LinkedIn: https://www.linkedin.com/in/roderickjefferson/

Roderick Jefferson on Instagram: https://www.instagram.com/roderick_j_associates/?hl=en

Roderick's book - Sales Enablement 3.0: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190911

Where to find The State of Sales Enablement:

• Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
• LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
• Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
• Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

• Watch the October live stream video recording
• Subscribe to the LinkedIn newsletter
• Keep on scrolling for a list of this month's resources

Insights

Georgia Watson's thoughts on the cultural aspect of onboarding. Listen to the full interview.

Dave Lichtman's thoughts on the challenge of asking the right questions when hiring enablers. Listen to the full interview.

Paul Butterfield's thoughts on positioning sales enablement as a strategic partner. Listen to the full interview.

Upcoming Events Events

Trust Enablement Summit (Americas: October 25th EST (GMT-4); Europe/Africa October 26th CET (GMT+2); APAC October 27th AET (GMT+10))

Sales Enablement Summit Sydney (Sydney, November 3-4th, 2022)

Jobs

Steffaney’s job board

Steffanie White’s enablers in focus

Articles

Gartner - The Future of Sales Enablement

What Makes a Marketing Center of Excellence? (possible positioning for Enablement)

Linkedin for Personal Posts...]]>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 recording
• Subscribe to the LinkedIn newsletter
• Keep on scrolling for a list of this month's resources

Insights

Georgia Watson's thoughts on the cultural aspect of onboarding. Listen to the full interview.

Dave Lichtman's thoughts on the challenge of asking the right questions when hiring enablers. Listen to the full interview.

Paul Butterfield's thoughts on positioning sales enablement as a strategic partner. Listen to the full interview.

Upcoming Events Events

Trust Enablement Summit (Americas: October 25th EST (GMT-4); Europe/Africa October 26th CET (GMT+2); APAC October 27th AET (GMT+10))

Sales Enablement Summit Sydney (Sydney, November 3-4th, 2022)

Jobs

Steffaney’s job board

Steffanie White’s enablers in focus

Articles

Gartner - The Future of Sales Enablement

What Makes a Marketing Center of Excellence? (possible positioning for Enablement)

Linkedin for Personal Posts

Reports

Sales Training: 26 Topics to Boost Sales Team Performance

Social Buzz

Enablement Experience - Do you need to have been a seller? by Nick Lawrence

Is Enablement getting in the way of selling? by Aaron Evans

Where to find The State of Sales Enablement:

• Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
• LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
• Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
• Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

In our conversation, he breaks down what it takes for sales enablement to develop a laser-sharp focus on strategic business value creation. Please welcome the VP of Global Revenue Enablement at Instructure and the host of the Stories from the Trenches podcast, Paul Butterfield

Here are some of the questions we attempted to tackle:

• As a former sales leader and now enabler, how do you interpret the enablement function and how does it differ from other interpretations you come across? 
• How has the recent downturn impacted enablement teams in the US market and what do most enablement teams that have experienced layoffs in common?
• What are your tips for enablement leaders who want to maximise the business value they create? 
• Which steps are from your experience required to navigate the transformation from an activity-focused function to a strategic function that works closely with senior executive leadership?

Here are some of the resources referenced in this episode:

Connect with Paul Butterfield on LinkedIn: https://www.linkedin.com/in/paulrbutterfield/

Listen to the SES In the Trenches podcast: https://podcasts.apple.com/us/podcast/sales-enablement-society-stories-from-the-trenches/id1510380341

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

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 required in the start-up world.

Please welcome IBM's Sales Enablement Leader for Australia, South East Asia, New Zealand, and Korea, Georgia Watson and Dandy's Head of Enablement, Devon McDermott.

Here are some of the questions we have covered:

• What makes a good onboarding program?
• How can businesses that hire sales reps without existing solution category expertise strike a balance between product training and other onboarding content?
• How do you ensure that your onboarding programs remain effective and improve over time?
• How do you go about designing a program that scales but accommodates cultural nuances as well as personal learning preferences?
• What are some of the innovations in onboarding you've come across?
• What resources can you recommend to our listeners if they want to learn how to design cutting-edge onboarding programs?

Here are some of the resources referenced in this episode:

Connect with Georgia Watson on LinkedIn: https://www.linkedin.com/in/georgiawatson/

Connect with Devon McDermott on LinkedIn:https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

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 businesses can make better hiring decisions.

Please welcome the CEO of Enablematch, Dave Lichtman. 

Here are some of the questions we've covered:

- There is a lot of talk about redundancies in Sales Enablement right now. What is the state of the Sales Enablement talent market in 2022?

- Based on the JDs you come across, has the profile of Sales Enablement talent evolved?

- What is your advice to businesses that attempt to fill a Sales Enablement role for the first time? What does best practice in the recruitment process look like?

- What advice can you give candidates to nail the interview process for SE roles?

Here are some of the resources referenced in this episode:

Connect with Dave Lichtman on LinkedIn: https://www.linkedin.com/in/davelichtman/

Dave's recruitment business, Enablematch: https://www.enablematch.com/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

• Click here to watch the live stream recording

Insights

1. Alex Salop's thoughts on the difference between knowledge, skill, and behaviour. Listen to the full interview.
2. Aaron Evans' thoughts on the difference between qualification, sales process, and sales methodology. Listen to the full interview.
3. John Moore's thoughts on why diversity is no longer optional. Listen to the full interview.
4. Stephanie Middaugh's thoughts on how healthy sales enablement communities thrive. Listen to the full interview.
5. Sascha Dainat on what enablement can learn from the sustainability movement. Listen to the full interview.

News

• Quiet Quitting & Enablement
• 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 by Devon McDermott and Felix Krueger.
  • Click here to watch the live stream recording
  
  

  Insights

  1. Alex Salop's thoughts on the difference between knowledge, skill, and behaviour. Listen to the full interview.
  2. Aaron Evans' thoughts on the difference between qualification, sales process, and sales methodology. Listen to the full interview.
  3. John Moore's thoughts on why diversity is no longer optional. Listen to the full interview.
  4. Stephanie Middaugh's thoughts on how healthy sales enablement communities thrive. Listen to the full interview.
  5. Sascha Dainat on what enablement can learn from the sustainability movement. Listen to the full interview.
  
  

  News

  • Quiet Quitting & Enablement
  • Return to the Office 
  • SEC Award nominations are open
  
  

  Books

  • Pitch Perfect: How to Say It Right the First Time, Every Time
  • Storyworthy: Engage, Teach, Persuade, and Change Your Life through the Power of Storytelling
  
  

  Upcoming Events

  • SES Experience (Atlanta, Sep 28-30)
  • European B2B Summit (London, Oct 11–12)
  • AntiConLX Global (Virtual, Oct 21)
  • Trust Enablement Summit (Virtual, Oct 25-27)
  
  

  Jobs

  • Steffaney Zohrabyan's latest enablement jobs
  
  

  Social Buzz

  • Salesforce Launches Enablement Workflow tool
  • When you finally meet with the right decision maker
  • Mike Kunkle's Newsletter - Building Blocks: Close Up!
  
  

  Reports

  • SEC Landscape Report
  
  

  Connect with the hosts online

  Devon McDermott's LinkedIn profile: https://www.linkedin.com/in/devonmcdermott/

  Felix Krueger's LinkedIn profile: https://www.linkedin.com/in/hfkrueger/

  Where to find The State of Sales Enablement:

  • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
  • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
  • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
  • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
  
  ]]>6a75b6ae-9204-400e-b645-aab945d806e3Mon, 26 Sep 2022 08:30:00 +100057:54falsefull8787FFWD RevenueEnablement & Sustainability with Sascha Dainat | InterviewThe 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 questions we cover:

  - Which experiences have informed your thinking around the correlation between sustainability and enablement?

  - What are the aspects of the sustainability movement that enablement can learn from?

  Here are some of the resources referenced in this episode:

  Connect with Sascha on LinkedIn: https://www.linkedin.com/in/sascha-dainat/

  Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

  
  

  Where to find The State of Sales Enablement:

  Website - http://thestateofsalesenablement.com/

  LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

  Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

  Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

  ]]>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 questions we cover:

  - Which experiences have informed your thinking around the correlation between sustainability and enablement?

  - What are the aspects of the sustainability movement that enablement can learn from?

  Here are some of the resources referenced in this episode:

  Connect with Sascha on LinkedIn: https://www.linkedin.com/in/sascha-dainat/

  Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

  
  

  Where to find The State of Sales Enablement:

  Website - http://thestateofsalesenablement.com/

  LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

  Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

  Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

  ]]>e234e4ff-00bb-4199-a07a-a437fccee2b3Tue, 20 Sep 2022 08:30:00 +100022:21falsefull8686FFWD RevenueElevating Enablement with John Moore | InterviewThe 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 the founder of Trust Enablement, John Moore. 

  Here are some of the questions we cover:

  - What led you to start Trust Enablement?

  - You've often stated in the past that it is your mission to elevate the enablement profession. What has worked and what hasn't worked well for you in the past on that front?

  - What can enablers do on a day-to-day basis to contribute to the global sales enablement community and elevate the profession?

  - DEIB (Diversity, Equity, Inclusion, and Belonging) is a hot topic but not all businesses walk the talk. Which role can enablement play in avoiding DEIB being perceived as a token PR exercise?

  - What is the upcoming conference series you're working on all about?

  Here are some of the resources referenced in this episode:

  Connect with John on LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/

  Trust Enablement: https://www.trustenablement.com/

  The Trust Enablement Summit: https://www.trustenablement.com/trust-enablement-summit/

  Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

  
  

  Where to find The State of Sales Enablement:

  Website - http://thestateofsalesenablement.com/

  LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

  Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

  Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

  ]]>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 the founder of Trust Enablement, John Moore. 

  Here are some of the questions we cover:

  - What led you to start Trust Enablement?

  - You've often stated in the past that it is your mission to elevate the enablement profession. What has worked and what hasn't worked well for you in the past on that front?

  - What can enablers do on a day-to-day basis to contribute to the global sales enablement community and elevate the profession?

  - DEIB (Diversity, Equity, Inclusion, and Belonging) is a hot topic but not all businesses walk the talk. Which role can enablement play in avoiding DEIB being perceived as a token PR exercise?

  - What is the upcoming conference series you're working on all about?

  Here are some of the resources referenced in this episode:

  Connect with John on LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/

  Trust Enablement: https://www.trustenablement.com/

  The Trust Enablement Summit: https://www.trustenablement.com/trust-enablement-summit/

  Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

  
  

  Where to find The State of Sales Enablement:

  Website - http://thestateofsalesenablement.com/

  LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

  Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

  Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

  ]]>2e2d0570-eec9-4abb-adb1-ce571d26fa07Tue, 13 Sep 2022 08:30:00 +100036:23falsefull8585FFWD RevenueSales Methodologies with Aaron Evans | InterviewSales 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 & Head of Training and Enablement at Flow State, Aaron Evans. 

  Here are some of the questions we cover:

  • What should be the considerations when sales leaders decide on sales methodologies for their business?
  • How can sales teams ensure that the sales methodology they introduce benefits their organisation as well as their buyers? 
  • What are the steps involved in introducing a new sales methodology?
  • You're well-versed in the history of sales methodologies, how do the most common methodologies today differ from those of the past?
  • What are the most effective methodologies today and what makes them superior to others? Are there any resources you can recommend for listeners to learn more about them?
  
  

  Here are some of the resources referenced in this episode:

  • Connect with Aaron on LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/
  • Aaron's business, Flow State: https://www.linkedin.com/company/flow-state-sales-performance-transformation/
  • The Jolt Effect (book): https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102
  • Gartner's Sense-Making: https://www.gartner.com/en/sales/insights/sense-maker-seller
  • SPIN Selling (book): https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136
  • The Challenger Sales: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355
  • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
  
  

  Where to find The State of Sales Enablement:

  • Website - http://thestateofsalesenablement.com/
  • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
  • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
  • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
  
  ]]>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 & Head of Training and Enablement at Flow State, Aaron Evans. 

  Here are some of the questions we cover:

  • What should be the considerations when sales leaders decide on sales methodologies for their business?
  • How can sales teams ensure that the sales methodology they introduce benefits their organisation as well as their buyers? 
  • What are the steps involved in introducing a new sales methodology?
  • You're well-versed in the history of sales methodologies, how do the most common methodologies today differ from those of the past?
  • What are the most effective methodologies today and what makes them superior to others? Are there any resources you can recommend for listeners to learn more about them?
  
  

  Here are some of the resources referenced in this episode:

  • Connect with Aaron on LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/
  • Aaron's business, Flow State: https://www.linkedin.com/company/flow-state-sales-performance-transformation/
  • The Jolt Effect (book): https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102
  • Gartner's Sense-Making: https://www.gartner.com/en/sales/insights/sense-maker-seller
  • SPIN Selling (book): https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136
  • The Challenger Sales: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355
  • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
  
  

  Where to find The State of Sales Enablement:

  • Website - http://thestateofsalesenablement.com/
  • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
  • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
  • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
  
  ]]>ff08c809-c985-47ac-a81b-baf0569b26c3Tue, 06 Sep 2022 08:30:00 +100025:50falsefull8484FFWD RevenueSales Readiness with Alex Salop | InterviewScaling 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 Salop. 

  These are some of the questions we discuss in this episode:

  • What is Sales Readiness and what does best practice look like in 2022?
  • What do maturity levels look like across regions and industries in the Sales Readiness space?
  • What are the steps organisations should take to build a Sales Readiness program? Which area of focus promises the greatest impact on revenue metrics?
  • How can organisations make sure they leave room for sellers to apply their personal style while adopting best practices identified by the business?
  • How can sales leaders and sales enablers make sure their sales-readiness program constantly improves?
  
  

  Here are some of the resources referenced in this episode:

  • Connect with Alex on LinkedIn: https://www.linkedin.com/in/alexsalop/
  • Mindtickle State of Sales Readiness 2022 Benchmark Report: https://readinessresources.mindtickle.com/reports-guides/mindtickle-state-of-sales-readiness-2022-benchmark-report
  • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
  
  

  Where to find The State of Sales Enablement:

  • Website - http://thestateofsalesenablement.com/
  • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
  • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
  • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
  
  ]]>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 Salop. 

  These are some of the questions we discuss in this episode:

  • What is Sales Readiness and what does best practice look like in 2022?
  • What do maturity levels look like across regions and industries in the Sales Readiness space?
  • What are the steps organisations should take to build a Sales Readiness program? Which area of focus promises the greatest impact on revenue metrics?
  • How can organisations make sure they leave room for sellers to apply their personal style while adopting best practices identified by the business?
  • How can sales leaders and sales enablers make sure their sales-readiness program constantly improves?
  
  

  Here are some of the resources referenced in this episode:

  • Connect with Alex on LinkedIn: https://www.linkedin.com/in/alexsalop/
  • Mindtickle State of Sales Readiness 2022 Benchmark Report: https://readinessresources.mindtickle.com/reports-guides/mindtickle-state-of-sales-readiness-2022-benchmark-report
  • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
  
  

  Where to find The State of Sales Enablement:

  • Website - http://thestateofsalesenablement.com/
  • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
  • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
  • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
  
  ]]>da4974a7-bedf-4587-bc22-4a8802ea86f5Wed, 31 Aug 2022 08:30:00 +100029:11falsefull8383FFWD RevenueThe Enablement Squad with Stephanie Middaugh & Matt Schalsey | InterviewSales 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 founders of The Enablement Squad, Matt Schalsey, and Stephanie Middaugh. 

  These are some of the questions we discuss in this episode:

  • What is the Enablement Squad and how does it fit in the landscape of Enablement communities?
  • How do communities like the Enablement Squad contribute to the advancement of the Enablement profession?
  • You recently hosted a hackathon. How did it work and what are some of the outputs?
  • How can enablers get involved with the Enablement Squad and future hackathons? What are your recommendations for people to get the most out of the community?
  • What is next for the Enablement Squad?
  
  

  Here are some of the resources referenced in this episode:

  • Connect with Stephanie Middaugh on LinkedIn: https://www.linkedin.com/in/sjmiddaugh/
  • Connect with Matt Schalsey on LinkedIn: https://www.linkedin.com/in/matt-schalsey/
  • Explore the Enablement Squad community: https://www.enablementsquad.com/
  • Upcoming Enablement Squad hackathons: https://www.linkedin.com/company/the-enablement-squad/events/
  • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
  
  

  Where to find The State of Sales Enablement:

  • Website - http://thestateofsalesenablement.com/
  • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
  • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
  • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
  
  ]]>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 founders of The Enablement Squad, Matt Schalsey, and Stephanie Middaugh. 

  These are some of the questions we discuss in this episode:

  • What is the Enablement Squad and how does it fit in the landscape of Enablement communities?
  • How do communities like the Enablement Squad contribute to the advancement of the Enablement profession?
  • You recently hosted a hackathon. How did it work and what are some of the outputs?
  • How can enablers get involved with the Enablement Squad and future hackathons? What are your recommendations for people to get the most out of the community?
  • What is next for the Enablement Squad?
  
  

  Here are some of the resources referenced in this episode:

  • Connect with Stephanie Middaugh on LinkedIn: https://www.linkedin.com/in/sjmiddaugh/
  • Connect with Matt Schalsey on LinkedIn: https://www.linkedin.com/in/matt-schalsey/
  • Explore the Enablement Squad community: https://www.enablementsquad.com/
  • Upcoming Enablement Squad hackathons: https://www.linkedin.com/company/the-enablement-squad/events/
  • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
  
  

  Where to find The State of Sales Enablement:

  • Website - http://thestateofsalesenablement.com/
  • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
  • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
  • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
  
  ]]>2aff4fe9-0b13-4407-9946-92ed249e1767Tue, 23 Aug 2022 08:30:00 +100026:16falsefull8282FFWD RevenueMaking Conversational Intelligence Work, High-Voltage Enablement, Enabling SalesTech, And More | This Month In Sales EnablementEnablers! 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 by Devon McDermott and Felix Krueger.
  • Click here to watch the live stream recording
  
  

  Insights

  1. Kate Lewis' thoughts on coaching culture. Listen to the full interview.
  2. Tony Hughes' thoughts on SalesTech trends. Listen to the full interview.
  
  

  News

  • How Managers can Leverage Conversational Intelligence for Sales (Mindtickle)
  • Asynchronous Learning Could Be A Boon For Employers And Employees  (Business Plus)
  
  

  Books

  • The Voltage Effect: How to Make Good Ideas Great and Great Ideas Scale by John A. List
  • Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony Hughes
  
  

  Upcoming Events

  • SES Experience (Atlanta, Sep 28-30)
  • Sales Enablement Soirée, Americas 2022 (San Francisco, Sep 22)
  • Sales Innovation Expo London (London, Nov 22-23)
  • Sales Enablement Summit (San Francisco, Sep 7-8)
  
  

  Jobs

  • Steffaney Zohrabyan's latest enablement...]]>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 by Devon McDermott and Felix Krueger.
    • Click here to watch the live stream recording
    
    

    Insights

    1. Kate Lewis' thoughts on coaching culture. Listen to the full interview.
    2. Tony Hughes' thoughts on SalesTech trends. Listen to the full interview.
    
    

    News

    • How Managers can Leverage Conversational Intelligence for Sales (Mindtickle)
    • Asynchronous Learning Could Be A Boon For Employers And Employees  (Business Plus)
    
    

    Books

    • The Voltage Effect: How to Make Good Ideas Great and Great Ideas Scale by John A. List
    • Tech-Powered Sales: Achieve Superhuman Sales Skills by Justin Michael and Tony Hughes
    
    

    Upcoming Events

    • SES Experience (Atlanta, Sep 28-30)
    • Sales Enablement Soirée, Americas 2022 (San Francisco, Sep 22)
    • Sales Innovation Expo London (London, Nov 22-23)
    • Sales Enablement Summit (San Francisco, Sep 7-8)
    
    

    Jobs

    • Steffaney Zohrabyan's latest enablement jobs
    • Stephanie White’s Post - Featured Enablement talent
    
    

    Social Buzz

    • Georgia Watson's list of Enablers to follow
    • Mike Kunkle Newsletter - Building Blocks: Close Up!
    
    

    Reports

    • The State of Sales Enablement 2022 (SE PRO Report)
    
    

    Connect with the hosts online

    Devon McDermott's LinkedIn profile: https://www.linkedin.com/in/devonmcdermott/

    Felix Krueger's LinkedIn profile: https://www.linkedin.com/in/hfkrueger/

    Where to find The State of Sales Enablement:

    • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
    • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
    • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
    • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
    
    ]]>857e2395-5035-4d41-bbae-74ed8b196ee7Wed, 17 Aug 2022 08:30:00 +100057:30falsefull8181FFWD RevenueTech-Powered Sales with Tony J. Hughes | InterviewSales Technology is currently experiencing exponential growth because it can increase the effectiveness and efficiency of any sales team.

    Our guest in this week's episode has witnessed the rise and the explosion of the sales tech space over the last 35 years as an individual contributor, sales leader and CEO.

    Please welcome, keynote speaker, best-selling author, management consultant and sales trainer, Tony Hughes.

    These are some of the questions we discuss in this episode:

    • How has the sales tech landscape evolved since you started your career?
    • Why should sales leaders care about growing their sales tech stack? Is more always better?
    • What is the essential stack, what is the optional stack? 
    • What is the TQ?
    • What is required to nurture TQ for sales leaders?
    
    

    Here are some of the resources referenced in this episode:

    • Connect with Tony on LinkedIn: https://www.linkedin.com/in/hughestony/
    • Tech-Powered Sales (book): https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills/dp/140022652X
    • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
    
    

    Where to find The State of Sales Enablement:

    • Website - http://thestateofsalesenablement.com/
    • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
    • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
    • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
    
    ]]>Sales Technology is currently experiencing exponential growth because it can increase the effectiveness and efficiency of any sales team.

    Our guest in this week's episode has witnessed the rise and the explosion of the sales tech space over the last 35 years as an individual contributor, sales leader and CEO.

    Please welcome, keynote speaker, best-selling author, management consultant and sales trainer, Tony Hughes.

    These are some of the questions we discuss in this episode:

    • How has the sales tech landscape evolved since you started your career?
    • Why should sales leaders care about growing their sales tech stack? Is more always better?
    • What is the essential stack, what is the optional stack? 
    • What is the TQ?
    • What is required to nurture TQ for sales leaders?
    
    

    Here are some of the resources referenced in this episode:

    • Connect with Tony on LinkedIn: https://www.linkedin.com/in/hughestony/
    • Tech-Powered Sales (book): https://www.amazon.com/Tech-Powered-Sales-Achieve-Superhuman-Skills/dp/140022652X
    • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
    
    

    Where to find The State of Sales Enablement:

    • Website - http://thestateofsalesenablement.com/
    • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
    • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
    • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
    
    ]]>ae3b0271-64e1-43b0-848b-8a3a0da5c94aTue, 16 Aug 2022 08:30:00 +100031:50falsefull8080FFWD RevenueSales Coaching with Kate Lewis | InterviewSales Coaching is a discipline that is still often either misunderstood or not utilised to its full potential. Our guest in this week's episode has used her 20+ years of sales and sales leadership experience to master the art of coaching. We'll dive deep into the definition of sales coaching, common misconceptions, how to build a coaching culture and more. Please welcome the CEO of e4enable Kate Lewis.
    • What is your definition of sales coaching? What are the misconceptions you come across?
    • Based on your first-hand experience as a sales leader and now as a leader of a coaching tech vendor, how have sales coaching and its adoption evolved over time?
    • What are the steps organisations typically go through when evolving from no coaching to coaching culture?
    • How can sales and sales enablement leaders be strategic about introducing technology in their coaching efforts?
    
    

    Here are some of the resources referenced in this episode:

    Kate Lewis on LinkedIn: https://www.linkedin.com/in/katellewis/

    Kate's business, e4enable: https://www.e4enable.com/

    Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

    Find out more about the Building Blocks of Sales Enablement online course: https://www.goffwd.com/blocks/

    Where to find The State of Sales Enablement:

    • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
    • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
    • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
    • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
    
    ]]>Sales Coaching is a discipline that is still often either misunderstood or not utilised to its full potential. Our guest in this week's episode has used her 20+ years of sales and sales leadership experience to master the art of coaching. We'll dive deep into the definition of sales coaching, common misconceptions, how to build a coaching culture and more. Please welcome the CEO of e4enable Kate Lewis.
    • What is your definition of sales coaching? What are the misconceptions you come across?
    • Based on your first-hand experience as a sales leader and now as a leader of a coaching tech vendor, how have sales coaching and its adoption evolved over time?
    • What are the steps organisations typically go through when evolving from no coaching to coaching culture?
    • How can sales and sales enablement leaders be strategic about introducing technology in their coaching efforts?
    
    

    Here are some of the resources referenced in this episode:

    Kate Lewis on LinkedIn: https://www.linkedin.com/in/katellewis/

    Kate's business, e4enable: https://www.e4enable.com/

    Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

    Find out more about the Building Blocks of Sales Enablement online course: https://www.goffwd.com/blocks/

    Where to find The State of Sales Enablement:

    • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
    • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
    • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
    • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
    
    ]]>ffcc4219-9f39-4fc4-bf4d-4bd67890b534Wed, 10 Aug 2022 08:30:00 +100028:09falsefull7979FFWD RevenueEnablement Limits, Transparent Leadership, Customer Success, and More | This Month In Sales EnablementAnother month, another action-packed agenda in the fast-evolving world of Sales Enablement. These are the latest resources we've covered in the July edition of This Month In Sales Enablement.
    • Watch the live stream recording featuring Devon McDermott and Felix Krueger.
    • Subscribe to The State of Sales Enablement newsletter on LinkedIn.
    
    

    Insights

    1. Vince Zapulla on establishing product-market fit (click here to listen to the full interview)
    2. Malvina El Sayegh on Human-to-Human sales (click here to listen to the full interview)
    3. Roderick Jefferson on hiring the right sales talent (click here to listen to the full interview)
    
    

    Jobs 

    • Steffaney Zohrabyan's latest job board
    
    

    Recommended Books

    • Book: Todd Caponi - The Transparent Leader (Devon's Rating: A)
    • Book: Customer Success - How innovative companies are reducing churn and growing recurring revenue  (Felix's Rating: B)
    
    

    Featured Articles

    • Gartner Says Marketing Leaders Must Reconceive Their Digital Experience and Sales Enablement to Help Virtual Buying Groups Reach Better Outcomes (Gartner)
    • There are Limits to What Sales Enablement Can Fix (Mike Kunkle)
    
    

    Online Course

    • FFWD's course based on Mike Kunkle's "The Building Blocks...]]>Another month, another action-packed agenda in the fast-evolving world of Sales Enablement. These are the latest resources we've covered in the July edition of This Month In Sales Enablement.
      • Watch the live stream recording featuring Devon McDermott and Felix Krueger.
      • Subscribe to The State of Sales Enablement newsletter on LinkedIn.
      
      

      Insights

      1. Vince Zapulla on establishing product-market fit (click here to listen to the full interview)
      2. Malvina El Sayegh on Human-to-Human sales (click here to listen to the full interview)
      3. Roderick Jefferson on hiring the right sales talent (click here to listen to the full interview)
      
      

      Jobs 

      • Steffaney Zohrabyan's latest job board
      
      

      Recommended Books

      • Book: Todd Caponi - The Transparent Leader (Devon's Rating: A)
      • Book: Customer Success - How innovative companies are reducing churn and growing recurring revenue  (Felix's Rating: B)
      
      

      Featured Articles

      • Gartner Says Marketing Leaders Must Reconceive Their Digital Experience and Sales Enablement to Help Virtual Buying Groups Reach Better Outcomes (Gartner)
      • There are Limits to What Sales Enablement Can Fix (Mike Kunkle)
      
      

      Online Course

      • FFWD's course based on Mike Kunkle's "The Building Blocks of Sales Enablement"
      
      

      Upcoming Events

      • SE Summit (San Francisco - September 07 - 08, 2022) 
      • CRO Summit (San Francisco - September 07 - 08, 2022) 
      • Enablement Squad Hackathon (Chicago - Jul 27, 2022)
      • Enablement Squad Hackathon (Seattle - Aug 3, 2022)
      • SES Experience (Atlanta - September 28 - 30, 2022 )
      
      

      Connect with the hosts online

      Devon McDermott's LinkedIn profile: https://www.linkedin.com/in/devonmcdermott/

      Felix Krueger's LinkedIn profile: https://www.linkedin.com/in/hfkrueger/

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>80823857-6bdf-4f7c-9799-c853c98b795aMon, 01 Aug 2022 08:30:00 +100001:03:43falsefull7878FFWD RevenueStrategic Talent Development with Roderick Jefferson | InterviewSalaries 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 are one of the largest cost items for any sales department. How can businesses be strategic about developing talent to protect their investment in sales talent? 

      - How can sales and sales enablement leaders go about analysing which capabilities and skills are required to execute a GTM strategy effectively? 

      - What is from your experience the most effective way to structure skills assessments on an individual level? 

      - Looking at all the levers available to nurture sales talent (such as onboarding programs, custom training, 3rd party training content, and coaching), how do sales and sales enablement leaders determine where to focus?

      - How can sales leaders strike a balance between personalised and scalable talent development, especially in large corporations.

      Here are some of the resources referenced in this episode:

      Roderick Jefferson on LinkedIn: https://www.linkedin.com/in/roderickjefferson/

      Roderick Jefferson on Instagram: https://www.instagram.com/roderick_j_associates/?hl=en

      Roderick's book - Sales Enablement 3.0: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190911

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>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 are one of the largest cost items for any sales department. How can businesses be strategic about developing talent to protect their investment in sales talent? 

      - How can sales and sales enablement leaders go about analysing which capabilities and skills are required to execute a GTM strategy effectively? 

      - What is from your experience the most effective way to structure skills assessments on an individual level? 

      - Looking at all the levers available to nurture sales talent (such as onboarding programs, custom training, 3rd party training content, and coaching), how do sales and sales enablement leaders determine where to focus?

      - How can sales leaders strike a balance between personalised and scalable talent development, especially in large corporations.

      Here are some of the resources referenced in this episode:

      Roderick Jefferson on LinkedIn: https://www.linkedin.com/in/roderickjefferson/

      Roderick Jefferson on Instagram: https://www.instagram.com/roderick_j_associates/?hl=en

      Roderick's book - Sales Enablement 3.0: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190911

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>9471271b-f498-4c64-960e-0da0203e12f5Tue, 19 Jul 2022 08:30:00 +100029:33falsefull7777FFWD RevenueHumanising Sales with Malvina El-Sayegh | InterviewSales Enablement fuels the ambitions of fast-growing start-ups that seek the promised land of unlimited scale.

      So how can organisations strike a balance between hypergrowth and the human element of sales that is required to be truly buyer-centric?

      This is one of the questions we attempted to tackle with our guest in this week's episode which is all about the human element of sales. Please welcome the Sales Enablement Director at Reachdesk and host of the Stay Human podcast, Malvina El Sayegh. 

      These are some of the questions we discuss in this episode:

      • With so much effort to drive scale and automation in B2B sales, what are the qualities that we as humans bring to the table in B2B sales?
      • Do you see the qualities we possess as humans being replaced by AI in our lifetime?
      • What can organisations do to strike a balance between automating and humanising sales?
      • What can sales leaders and sales enablers do to nurture the human element of their sales efforts and make it a competitive advantage?
      
      

      Here are some of the resources referenced in this episode:

      • Malvina’s LinkedIn Profile: https://www.linkedin.com/in/malvina-el-sayegh/
      • The #StayHuman Podcast: https://open.spotify.com/show/0nS5BBD2YmVeE9HkUOtwNc
      • The Sales Brew Podcast: https://www.youtube.com/channel/UCz5vl6xHDetPxFDt-qBlifg
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>Sales Enablement fuels the ambitions of fast-growing start-ups that seek the promised land of unlimited scale.

      So how can organisations strike a balance between hypergrowth and the human element of sales that is required to be truly buyer-centric?

      This is one of the questions we attempted to tackle with our guest in this week's episode which is all about the human element of sales. Please welcome the Sales Enablement Director at Reachdesk and host of the Stay Human podcast, Malvina El Sayegh. 

      These are some of the questions we discuss in this episode:

      • With so much effort to drive scale and automation in B2B sales, what are the qualities that we as humans bring to the table in B2B sales?
      • Do you see the qualities we possess as humans being replaced by AI in our lifetime?
      • What can organisations do to strike a balance between automating and humanising sales?
      • What can sales leaders and sales enablers do to nurture the human element of their sales efforts and make it a competitive advantage?
      
      

      Here are some of the resources referenced in this episode:

      • Malvina’s LinkedIn Profile: https://www.linkedin.com/in/malvina-el-sayegh/
      • The #StayHuman Podcast: https://open.spotify.com/show/0nS5BBD2YmVeE9HkUOtwNc
      • The Sales Brew Podcast: https://www.youtube.com/channel/UCz5vl6xHDetPxFDt-qBlifg
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>269a135c-7fd0-4fa4-92cd-b2b03d807edcWed, 13 Jul 2022 08:30:00 +100029:47falsefull7676FFWD RevenueLaunching Sales Teams with Vince Zappula | InterviewThere comes a time when growing start-ups need to get serious about their investment in sales. Our guest in this week's episode is a fractional CRO who works with start-ups to build sales teams from scratch and enables them to drive growth. In our conversation, he shared how he approaches the challenge of starting with a blank slate, common misconceptions about building a sales team, and how he goes about finding the right talent. Please welcome Vince Zappula. 

      Here are some of the questions we cover:

      • What is your background and what do you do now?
      • What sort of businesses do you build sales teams for?
      • What are typically the steps you take to go from no sales team to high performing sales team.
      • What are typical misconceptions about building a sales team?
      • How easy or hard is it to find good sales talent in the markets you operate in? 
      • How do you ensure technical skills and cultural fit when hiring for sales roles?
      • Where can people find you online?
      
      

      Here are some of the resources referenced in this episode:

      • Vince Zapula's LinkedIn Profile: https://www.linkedin.com/in/vincezappula/
      • Learn more about Vince's approach: https://salesxceleration.com/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>There comes a time when growing start-ups need to get serious about their investment in sales. Our guest in this week's episode is a fractional CRO who works with start-ups to build sales teams from scratch and enables them to drive growth. In our conversation, he shared how he approaches the challenge of starting with a blank slate, common misconceptions about building a sales team, and how he goes about finding the right talent. Please welcome Vince Zappula. 

      Here are some of the questions we cover:

      • What is your background and what do you do now?
      • What sort of businesses do you build sales teams for?
      • What are typically the steps you take to go from no sales team to high performing sales team.
      • What are typical misconceptions about building a sales team?
      • How easy or hard is it to find good sales talent in the markets you operate in? 
      • How do you ensure technical skills and cultural fit when hiring for sales roles?
      • Where can people find you online?
      
      

      Here are some of the resources referenced in this episode:

      • Vince Zapula's LinkedIn Profile: https://www.linkedin.com/in/vincezappula/
      • Learn more about Vince's approach: https://salesxceleration.com/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>f824293e-c14d-4b5b-8984-a5a1a0fb6e21Tue, 05 Jul 2022 08:30:00 +100028:53falsefull7575FFWD RevenueAvoiding Echo Chambers, Wrangling SalesTech, Reports Galore, and More | This Month In Sales EnablementAnother month, another action-packed episode of This Month In Sales Enablement! Devon and Felix catch up to discuss the latest news in the world of Sales and Sales Enablement, industry research, book reviews, social media buzz, and the key insights from recent State of Sales Enablement podcast episodes.

      Here are the resources referenced in this episode:

      Insights

      Steff Zohrabyan - Peleton vs SalesTech Adoption 

      https://www.goffwd.com/driving-digital-adoption-with-steffaney-zohrabyan-interview/

      Pam Didner - Changing the way we engage with Tech over time 

      https://www.goffwd.com/maximising-smartech-roi-with-pam-didner-interview/

      Felix Krueger - Hiring Sales Enablement Consultants

      https://www.goffwd.com/enabling-without-enablement-interview/

      News

      Sales Enablement Influencers Outlook 2022 (Cloudshare) 

      https://www.youtube.com/watch?v=PdItMR_rtW0&t=2s

      The Sales Enablement Landscape Report 2022 

      https://www.salesenablementcollective.com/our-biggest-report-ever-we-need-your-help/

      Enablement Squad Acquisition by Workramp 

      https://www.prnewswire.com/news-releases/workramp-acquires-the-enablement-squad-to-double-down-on-community-301550011.html

      Research 

      Gartner Report: Build an Effortless Buying Experience with Revenue Enablement 

      https://www.gartner.com/en/sales/trends/reduce-complexity-revenue-enablement

      Demand Metric/Spekit Sales Training & Onboarding

      https://spekit.com/wp-content/uploads/2022/05/the-state-of-sales-training-and-onboarding-research.pdf 

      The Top-Performing Sales Manager Benchmark Report

      https://www.rainsalestraining.com/sales-research/sales-management/report

      SEC Tech Tools Report

      https://www.salesenablementcollective.com/sales-enablement-tools-of-choice-2022-download-it-today/

      Mindtickle State of Sales Readiness

      https://explore.mindtickle.com/state-of-sales-readiness-report-2022

      Social Buzz

      CS Enablement Disucssion Another month, another action-packed episode of This Month In Sales Enablement! Devon and Felix catch up to discuss the latest news in the world of Sales and Sales Enablement, industry research, book reviews, social media buzz, and the key insights from recent State of Sales Enablement podcast episodes.

      Here are the resources referenced in this episode:

      Insights

      Steff Zohrabyan - Peleton vs SalesTech Adoption 

      https://www.goffwd.com/driving-digital-adoption-with-steffaney-zohrabyan-interview/

      Pam Didner - Changing the way we engage with Tech over time 

      https://www.goffwd.com/maximising-smartech-roi-with-pam-didner-interview/

      Felix Krueger - Hiring Sales Enablement Consultants

      https://www.goffwd.com/enabling-without-enablement-interview/

      News

      Sales Enablement Influencers Outlook 2022 (Cloudshare) 

      https://www.youtube.com/watch?v=PdItMR_rtW0&t=2s

      The Sales Enablement Landscape Report 2022 

      https://www.salesenablementcollective.com/our-biggest-report-ever-we-need-your-help/

      Enablement Squad Acquisition by Workramp 

      https://www.prnewswire.com/news-releases/workramp-acquires-the-enablement-squad-to-double-down-on-community-301550011.html

      Research 

      Gartner Report: Build an Effortless Buying Experience with Revenue Enablement 

      https://www.gartner.com/en/sales/trends/reduce-complexity-revenue-enablement

      Demand Metric/Spekit Sales Training & Onboarding

      https://spekit.com/wp-content/uploads/2022/05/the-state-of-sales-training-and-onboarding-research.pdf 

      The Top-Performing Sales Manager Benchmark Report

      https://www.rainsalestraining.com/sales-research/sales-management/report

      SEC Tech Tools Report

      https://www.salesenablementcollective.com/sales-enablement-tools-of-choice-2022-download-it-today/

      Mindtickle State of Sales Readiness

      https://explore.mindtickle.com/state-of-sales-readiness-report-2022

      Social Buzz

      CS Enablement Disucssion https://www.linkedin.com/posts/christinapbrady_if-i-may-be-so-bold-csm-resources-around-activity-6942474310661914624-O89z?utm_source=linkedin_share&utm_medium=member_desktop_web

      Human-Centred Design in B2B Sales 

      https://www.linkedin.com/posts/richard-smith-refract_the-game-is-officially-changing-in-sales-activity-6934748531899420672-1Q2z?utm_source=linkedin_share&utm_medium=member_desktop_web

      Connect with the hosts online

      Devon McDermott's LinkedIn profile: https://www.linkedin.com/in/devonmcdermott/

      Felix Krueger's LinkedIn profile: https://www.linkedin.com/in/hfkrueger/

      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>b1aa69bf-8771-419b-a221-7b25c64a89b5Wed, 29 Jun 2022 08:30:00 +100057:32falsefull7474FFWD RevenueEffective Sales Communication with Alistair DavisWhile Zoom has reduced friction during the B2B buyer journey, it has also lessened the ability of sales teams to effectively engage buyers in face-to-face meetings.

      Zoom fatigue is real and the ability of a sales rep to effectively communicate with buyers remotely has become part of the modern sales skillset.

      Our guest in this week's episode gives the sales teams of some of the most recognised technology brands in the world the voice and presentation skills needed to make Zoom meetings their competitive advantage.

      Please welcome the Managing Director and Chief Speaking Officer of Jabba Training, Alistair Davis!

      Here are some of the questions we cover:

      • Why should salespeople consider working on their voice and acting skills in 2022 and beyond?
      • What are the building blocks of an engaging virtual meeting performance? 
      • Do you see that certain demographics or industries have better voice and acting skills than others?
      • What are the most common voice and acting skills that require improvement when you work with sales teams? 
      • What are the top tips you can share with our listeners on how to be more engaging in meetings today?
      
      

      Here are some of the resources referenced in this episode:

      • Alistair Davis' LinkedIn Profile: https://www.linkedin.com/in/alistairbdavis/
      • Alistair's Speakeasy Newsletter: https://www.linkedin.com/newsletters/the-speakeasy-6930475401139884032/
      • Jabba Training: https://jabbatraining.com/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>While Zoom has reduced friction during the B2B buyer journey, it has also lessened the ability of sales teams to effectively engage buyers in face-to-face meetings.

      Zoom fatigue is real and the ability of a sales rep to effectively communicate with buyers remotely has become part of the modern sales skillset.

      Our guest in this week's episode gives the sales teams of some of the most recognised technology brands in the world the voice and presentation skills needed to make Zoom meetings their competitive advantage.

      Please welcome the Managing Director and Chief Speaking Officer of Jabba Training, Alistair Davis!

      Here are some of the questions we cover:

      • Why should salespeople consider working on their voice and acting skills in 2022 and beyond?
      • What are the building blocks of an engaging virtual meeting performance? 
      • Do you see that certain demographics or industries have better voice and acting skills than others?
      • What are the most common voice and acting skills that require improvement when you work with sales teams? 
      • What are the top tips you can share with our listeners on how to be more engaging in meetings today?
      
      

      Here are some of the resources referenced in this episode:

      • Alistair Davis' LinkedIn Profile: https://www.linkedin.com/in/alistairbdavis/
      • Alistair's Speakeasy Newsletter: https://www.linkedin.com/newsletters/the-speakeasy-6930475401139884032/
      • Jabba Training: https://jabbatraining.com/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>73728735-7d46-4b60-8bb5-0d8f3cd9bf36Mon, 20 Jun 2022 08:30:00 +100023:35falsefull7373FFWD RevenueEnabling without Enablement | InterviewFelix was recently invited to join the brilliant Malvina El-Sayegh on the Stay Human podcast. They spoke about the three avenues companies can pursue to benefit from enablement, how to maximise the value of an external consultant, the most common enablement challenges Felix comes across in his work with businesses around the world, and more.

      These are some of the questions covered in this episode:

      • What has been your career journey and how did you get into Sales Enablement?
      • How did you prioritise initiatives in your quota-carrying Enablement role competing for the mindshare of a large sales team?
      • How long do clients typically work with Sales Enablement consultants?
      • How do you foster a productive relationship when working with clients?
      • How can a consultant help formalise a strategic Sales Enablement approach?
      • What are the three avenues for business leaders to consider when thinking about introducing a Sales Enablement function?
      
      

      Here are some of the resources referenced in this episode:

      • Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/
      • Learn more about FFWD's Sales Enablement consulting services: https://www.goffwd.com/
      • Connect with Malvina El-Sayegh on LinkedIn: https://www.linkedin.com/in/malvina-el-sayegh/
      • Subscribe to the #StayHuman podcast: https://podcasts.apple.com/gb/podcast/stayhuman-sales-skills/id1497180732
      
      

      Where to find The State of Sales Enablement:

      • Website - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>Felix was recently invited to join the brilliant Malvina El-Sayegh on the Stay Human podcast. They spoke about the three avenues companies can pursue to benefit from enablement, how to maximise the value of an external consultant, the most common enablement challenges Felix comes across in his work with businesses around the world, and more.

      These are some of the questions covered in this episode:

      • What has been your career journey and how did you get into Sales Enablement?
      • How did you prioritise initiatives in your quota-carrying Enablement role competing for the mindshare of a large sales team?
      • How long do clients typically work with Sales Enablement consultants?
      • How do you foster a productive relationship when working with clients?
      • How can a consultant help formalise a strategic Sales Enablement approach?
      • What are the three avenues for business leaders to consider when thinking about introducing a Sales Enablement function?
      
      

      Here are some of the resources referenced in this episode:

      • Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/
      • Learn more about FFWD's Sales Enablement consulting services: https://www.goffwd.com/
      • Connect with Malvina El-Sayegh on LinkedIn: https://www.linkedin.com/in/malvina-el-sayegh/
      • Subscribe to the #StayHuman podcast: https://podcasts.apple.com/gb/podcast/stayhuman-sales-skills/id1497180732
      
      

      Where to find The State of Sales Enablement:

      • Website - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>d14f5ca8-25f8-415b-bcd1-a72c98831316Fri, 10 Jun 2022 08:30:00 +100033:07falsefull7272FFWD RevenueMaximising Smartech ROI with Pam Didner | InterviewWith endless logos to choose from, sourcing SalesTech can be a challenge even for the savviest buyers. 

      It gets even harder if you're responsible for both, Sales AND Marketing technology. 

      Our guest in this week's episode is a marketer that has driven Sales Enablement for organisations around the globe. 

      In our conversation, she breaks down the best practice for making purchase decisions, how sales and marketing technologies overlap, how to address sales tech needs as a marketer, and more.

      Please welcome best-selling author, podcaster, and our go-to expert for sales and marketing alignment, Pam Didner!

      These are some of the questions we discuss in this episode:

      • There are so many technologies out there claiming to help the sales team. It's overwhelming. How should we go about addressing sales technologies or sales tech?
      • Sales uses SalesTech. Marketing uses MarTech. Are these two overlapping in terms of technology needs? Any duplications or gaps?
      • If I am supporting sales as a marker, what is the starting point to address technology needs?
      • Speaking of sales and marketing working together, ABM comes to mind. Can you talk to us about ABM-specific tech?
      
      

      Here are some of the resources referenced in this episode:

      • Pam Didner's LinkedIn Profile: https://www.linkedin.com/in/pamdidner/
      • Pam Didner's Facebook group: https://www.facebook.com/groups/BuildMarketingSkills/?ref=share
      • Pam Didner's website: https://pamdidner.com/
      • Pam's book - Effective Sales Enablement: Achieve sales growth through collaborative sales and marketing 1st Edition: https://www.amazon.com/Effective-Sales-Enablement-collaborative-marketing/dp/0749483644/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>With endless logos to choose from, sourcing SalesTech can be a challenge even for the savviest buyers. 

      It gets even harder if you're responsible for both, Sales AND Marketing technology. 

      Our guest in this week's episode is a marketer that has driven Sales Enablement for organisations around the globe. 

      In our conversation, she breaks down the best practice for making purchase decisions, how sales and marketing technologies overlap, how to address sales tech needs as a marketer, and more.

      Please welcome best-selling author, podcaster, and our go-to expert for sales and marketing alignment, Pam Didner!

      These are some of the questions we discuss in this episode:

      • There are so many technologies out there claiming to help the sales team. It's overwhelming. How should we go about addressing sales technologies or sales tech?
      • Sales uses SalesTech. Marketing uses MarTech. Are these two overlapping in terms of technology needs? Any duplications or gaps?
      • If I am supporting sales as a marker, what is the starting point to address technology needs?
      • Speaking of sales and marketing working together, ABM comes to mind. Can you talk to us about ABM-specific tech?
      
      

      Here are some of the resources referenced in this episode:

      • Pam Didner's LinkedIn Profile: https://www.linkedin.com/in/pamdidner/
      • Pam Didner's Facebook group: https://www.facebook.com/groups/BuildMarketingSkills/?ref=share
      • Pam Didner's website: https://pamdidner.com/
      • Pam's book - Effective Sales Enablement: Achieve sales growth through collaborative sales and marketing 1st Edition: https://www.amazon.com/Effective-Sales-Enablement-collaborative-marketing/dp/0749483644/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>92760fb1-86b7-4786-b605-d1c2e640ee6dMon, 06 Jun 2022 08:30:00 +100028:34falsefull7171FFWD RevenueDriving Digital Adoption with Steffaney Zohrabyan | InterviewSystems 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 juggle 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 she will share her top tips to support the human element of digital transformation in sales. Please welcome Cisco's Sales Enablement and Digital Adoption lead, Steffaney Zohrabyan.

      These are some of the questions we discuss in this episode:

      • What is Digital Adoption and how does the function fit into the context of sales enablement?
      • What are the most common problems you have solved as a Digital Adoption pro in the past?
      • What are the most common mistakes businesses make when planning for the human element of digital transformation?
      • How much technology is too much to handle for sales reps?
      
      

      Here are some of the resources referenced in this episode:

      • Steffaney's LinkedIn Profile (follow for awesome content including the latest Sales Enablement jobs): https://www.linkedin.com/in/steffaneyzohrabyan/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>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 juggle 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 she will share her top tips to support the human element of digital transformation in sales. Please welcome Cisco's Sales Enablement and Digital Adoption lead, Steffaney Zohrabyan.

      These are some of the questions we discuss in this episode:

      • What is Digital Adoption and how does the function fit into the context of sales enablement?
      • What are the most common problems you have solved as a Digital Adoption pro in the past?
      • What are the most common mistakes businesses make when planning for the human element of digital transformation?
      • How much technology is too much to handle for sales reps?
      
      

      Here are some of the resources referenced in this episode:

      • Steffaney's LinkedIn Profile (follow for awesome content including the latest Sales Enablement jobs): https://www.linkedin.com/in/steffaneyzohrabyan/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>5b15da8c-5eee-4364-879b-778dbbf7f35fTue, 31 May 2022 08:30:00 +100025:09falsefull1701701FFWD RevenueWhy New Hires Cry, Fixing Sales Development, Books Worth Reading, And More | This Month In Sales EnablementAnother month, another action-packed episode of This Month In Sales Enablement! Devon and Felix catch up to discuss the latest news in the world of Sales and Sales Enablement, industry research, book reviews, social media buzz, and the key insights from recent State of Sales Enablement podcast episodes.

      Here are the resources referenced in this episode:

      Buyer Acumen with Mike Kunkle | Interview

      https://www.goffwd.com/buyer-acumen-with-mike-kunkle-interview/

      Sales Development Excellence with Mark McInnes | Interview

      https://www.goffwd.com/sales-development-excellence-with-mark-mcinnes-interview/

      
      

      Developing Sales Playbooks with Malvina EL-Sayegh | Interview

      https://www.goffwd.com/developing-sales-playbooks-with-malvina-el-sayegh-interview/

      
      

      Book Review: How Clients Buy

      https://www.amazon.com/How-Clients-Buy-Development-Professional/dp/111943470X

      
      

      Book Review: Sell without Selling Out

      https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572/

      
      

      Methodologies and Frameworks - Discussion

      https://www.linkedin.com/posts/thibautsouyris_sales-discovery-activity-6925381730136670208-HU1S?utm_source=linkedin_share&utm_medium=ios_app

      
      

      Report: State of Sales Onboarding

      https://www.allego.com/wp-content/uploads/Allego-State-of-Sales-Onboarding-Report-1.pdf

      ]]>Another month, another action-packed episode of This Month In Sales Enablement! Devon and Felix catch up to discuss the latest news in the world of Sales and Sales Enablement, industry research, book reviews, social media buzz, and the key insights from recent State of Sales Enablement podcast episodes.

      Here are the resources referenced in this episode:

      Buyer Acumen with Mike Kunkle | Interview

      https://www.goffwd.com/buyer-acumen-with-mike-kunkle-interview/

      Sales Development Excellence with Mark McInnes | Interview

      https://www.goffwd.com/sales-development-excellence-with-mark-mcinnes-interview/

      
      

      Developing Sales Playbooks with Malvina EL-Sayegh | Interview

      https://www.goffwd.com/developing-sales-playbooks-with-malvina-el-sayegh-interview/

      
      

      Book Review: How Clients Buy

      https://www.amazon.com/How-Clients-Buy-Development-Professional/dp/111943470X

      
      

      Book Review: Sell without Selling Out

      https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572/

      
      

      Methodologies and Frameworks - Discussion

      https://www.linkedin.com/posts/thibautsouyris_sales-discovery-activity-6925381730136670208-HU1S?utm_source=linkedin_share&utm_medium=ios_app

      
      

      Report: State of Sales Onboarding

      https://www.allego.com/wp-content/uploads/Allego-State-of-Sales-Onboarding-Report-1.pdf

      ]]>c3229da1-2fd9-43c3-abcb-92651307221bTue, 24 May 2022 08:30:00 +100056:21falsefull1691691FFWD RevenueDeveloping Sales Playbooks with Malvina EL-Sayegh | InterviewOn paper, the concept of a sales playbook sounds amazing. You capture all the information sellers could possibly need to sell effectively in one place, hand the document over to the sales team, and start printing money. So why doesn't every sales organisation create a playbook that delivers results? Our guest in this week's episode will share her experience in developing high-impact sales playbooks, how to ensure adoption, and continuous improvement. Please welcome the host of the Stay Human podcast and the Sales Enablement Director at ReachDesk, Malvina EL-Sayegh. 

      These are some of the questions we discuss in this episode:

      • What exactly is a sales playbook and why do organisations care about developing one? 
      • How do you recommend sales and sales enablement leaders go about developing a sales playbook? 
      • What are some of the options to optimise content access and adoption? Have you come across any innovation in this regard? 
      • How do you recommend the success of a sales playbook being measured? 
      
      

      Here are some of the resources referenced in this episode:

      • Malvina’s LinkedIn Profile: https://www.linkedin.com/in/malvina-el-sayegh/
      • The #StayHuman Podcast: https://open.spotify.com/show/0nS5BBD2YmVeE9HkUOtwNc
      • The Sales Brew Podcast: https://www.youtube.com/channel/UCz5vl6xHDetPxFDt-qBlifg
      • Pavilion (formerly Revenue Collective): https://www.joinpavilion.com/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>On paper, the concept of a sales playbook sounds amazing. You capture all the information sellers could possibly need to sell effectively in one place, hand the document over to the sales team, and start printing money. So why doesn't every sales organisation create a playbook that delivers results? Our guest in this week's episode will share her experience in developing high-impact sales playbooks, how to ensure adoption, and continuous improvement. Please welcome the host of the Stay Human podcast and the Sales Enablement Director at ReachDesk, Malvina EL-Sayegh. 

      These are some of the questions we discuss in this episode:

      • What exactly is a sales playbook and why do organisations care about developing one? 
      • How do you recommend sales and sales enablement leaders go about developing a sales playbook? 
      • What are some of the options to optimise content access and adoption? Have you come across any innovation in this regard? 
      • How do you recommend the success of a sales playbook being measured? 
      
      

      Here are some of the resources referenced in this episode:

      • Malvina’s LinkedIn Profile: https://www.linkedin.com/in/malvina-el-sayegh/
      • The #StayHuman Podcast: https://open.spotify.com/show/0nS5BBD2YmVeE9HkUOtwNc
      • The Sales Brew Podcast: https://www.youtube.com/channel/UCz5vl6xHDetPxFDt-qBlifg
      • Pavilion (formerly Revenue Collective): https://www.joinpavilion.com/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>e97c5b67-24b4-4bb9-a858-3dc2fe0d4634Tue, 17 May 2022 08:30:00 +100023:47falsefull1681681FFWD RevenueSales Development Excellence with Mark McInnes | InterviewIt's extremely hard to find organisations that claim that Sales Development is an area that doesn't have room for improvement. And that's the exact reason our guest in this episode is an extremely demanded expert in the APAC region and beyond. His recipe for success is a combination of deep Sales Development experience paired with a no-nonsense approach. In this episode, we speak to Mark McInnes!

      These are some of the questions we're discussing:

      • Why do organisations care about developing their leaders?
      • What are the qualities of an effective leader?
      • Which common leadership mistakes do you come across and what can managers do to avoid them?
      • What sort of leadership style patterns have you come across? For example across certain industries or functions such as sales?
      • What are typically the steps involved in transforming the leadership culture within an organisation?
      
      

      Here are some of the resources referenced in this episode.

      • Connect with Mark McInnes on LinkedIn: https://www.linkedin.com/in/mark-mcinnes/
      • Connect with Mark McInnes on Twitter: https://twitter.com/mamcinnes
      • Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/
      • Best Of Sales Skills (BOSS) Podcast: https://www.buzzsprout.com/1034566
      • Mark McInnes' Sales Development as a Service: https://www.linkedin.com/company/sales-development-as-a-service/
      • Mark's Salesmail Newsletter: https://markmc.co/salesmail/
      • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>It's extremely hard to find organisations that claim that Sales Development is an area that doesn't have room for improvement. And that's the exact reason our guest in this episode is an extremely demanded expert in the APAC region and beyond. His recipe for success is a combination of deep Sales Development experience paired with a no-nonsense approach. In this episode, we speak to Mark McInnes!

      These are some of the questions we're discussing:

      • Why do organisations care about developing their leaders?
      • What are the qualities of an effective leader?
      • Which common leadership mistakes do you come across and what can managers do to avoid them?
      • What sort of leadership style patterns have you come across? For example across certain industries or functions such as sales?
      • What are typically the steps involved in transforming the leadership culture within an organisation?
      
      

      Here are some of the resources referenced in this episode.

      • Connect with Mark McInnes on LinkedIn: https://www.linkedin.com/in/mark-mcinnes/
      • Connect with Mark McInnes on Twitter: https://twitter.com/mamcinnes
      • Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/
      • Best Of Sales Skills (BOSS) Podcast: https://www.buzzsprout.com/1034566
      • Mark McInnes' Sales Development as a Service: https://www.linkedin.com/company/sales-development-as-a-service/
      • Mark's Salesmail Newsletter: https://markmc.co/salesmail/
      • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>c96a63f4-a521-4341-babf-63387ffc79f4Mon, 09 May 2022 08:30:00 +100025:11falsefull1671671FFWD RevenueBuyer Acumen with Mike Kunkle | InterviewBuyer acumen, it's the stuff buyer-centric sales organisations run on.

      If you trust the research around the topic, unfortunately, most organisations still leave the development of buyer acumen up to chance.

      Our guest in this week's episode has spent over 30 years refining his buyer-centric Sales Enablement approach.

      In our conversation, he shares his advice on how to be intentional about capturing buyer acumen as a foundation for effective Sales Enablement.

      Please welcome SparxiQ's Vice President of Sales Effectiveness Services and the author of the Building Blocks of Sales Enablement, Mike Kunkle. 

      These are some of the questions we're discussing:

      • How do you define buyer acumen?
      • How would you describe the levels of buyer acumen in the organisations you deal with?
      • What does best practice in sourcing buyer acumen look like?
      • Which aspects of buyer acumen can't be easily taught should hiring sales managers look for?
      • What can businesses do to retain buyer acumen within the organisation as an asset?
      • What are some of the ways buyer acumen can be operationalised across the business?
      
      

      Here are some of the resources referenced in this episode:

      • Mike’s LinkedIn Profile: https://www.linkedin.com/in/mikekunkle 
      • The Building Blocks of Sales Enablement Book: https://bit.ly/BBofSE (Paperback and Kindle)
      • Sales Effectiveness Straight Talk Webinars: https://bit.ly/MikeKunkle-OnDemand (60 Free Recorded Webinars)
      • SPARXiQ Blog: https://sparxiq.com/author/mikekunkle
      • Mike’s LinkedIn Articles: http://bit.ly/MK-LinkedInArticles
      • Mike on Twitter: https://twitter.com/mike_kunkle
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>Buyer acumen, it's the stuff buyer-centric sales organisations run on.

      If you trust the research around the topic, unfortunately, most organisations still leave the development of buyer acumen up to chance.

      Our guest in this week's episode has spent over 30 years refining his buyer-centric Sales Enablement approach.

      In our conversation, he shares his advice on how to be intentional about capturing buyer acumen as a foundation for effective Sales Enablement.

      Please welcome SparxiQ's Vice President of Sales Effectiveness Services and the author of the Building Blocks of Sales Enablement, Mike Kunkle. 

      These are some of the questions we're discussing:

      • How do you define buyer acumen?
      • How would you describe the levels of buyer acumen in the organisations you deal with?
      • What does best practice in sourcing buyer acumen look like?
      • Which aspects of buyer acumen can't be easily taught should hiring sales managers look for?
      • What can businesses do to retain buyer acumen within the organisation as an asset?
      • What are some of the ways buyer acumen can be operationalised across the business?
      
      

      Here are some of the resources referenced in this episode:

      • Mike’s LinkedIn Profile: https://www.linkedin.com/in/mikekunkle 
      • The Building Blocks of Sales Enablement Book: https://bit.ly/BBofSE (Paperback and Kindle)
      • Sales Effectiveness Straight Talk Webinars: https://bit.ly/MikeKunkle-OnDemand (60 Free Recorded Webinars)
      • SPARXiQ Blog: https://sparxiq.com/author/mikekunkle
      • Mike’s LinkedIn Articles: http://bit.ly/MK-LinkedInArticles
      • Mike on Twitter: https://twitter.com/mike_kunkle
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>f6d2cc05-1809-4b4e-b306-ebb782491a56Mon, 02 May 2022 08:30:00 +100027:47falsefull1661661FFWD RevenueSales Leadership Priorities, Team Culture, Stress Management and More | This Month In Sales EnablementAnother month, another action-packed episode of This Month In Sales Enablement! Devon and Felix catch up to discuss the latest news in the world of Sales and Sales Enablement, industry research, social media buzz, and the key insights from recent State of Sales Enablement podcast episodes.

      Here are some of the resources referenced in this episode.

      Sales Strategy Execution with Tyler Lindley (podcast):

      https://www.goffwd.com/sales-strategy-execution-with-tyler-lindley-interview/

      Sales Leadership Transformation with Anthony Sork (podcast):

      https://www.goffwd.com/sales-leadership-transformation-with-anthony-sork-interview/

      
      

      The Sales Industry Can Be a Stressful Place (MEDDIC LI Post):

      https://www.linkedin.com/feed/update/urn:li:activity:6919610103134359552/

      
      

      Finding Find Joy in Any Job (HBR podcast):

      https://hbr.org/podcast/2022/04/find-joy-in-any-job-why-am-i-unhappy-at-work

      
      

      CSOs and Sales Leaders Top Priorities for 2022 (Gartner): https://emtemp.gcom.cloud/ngw/globalassets/en/sales-service/documents/insights/the_chief_sales_officer_1q22.pdf

      
      

      Zoom Launches Call AI For Sales:

      https://techcrunch.com/2022/04/13/zoom-launches-ai-powered-features-aimed-at-sales-teams/

      
      

      Why Your Agile Coaching Isn’t Working—and How to Fix It (BCG):

      https://www.bcg.com/en-au/capabilities/digital-technology-data/agile/how-organizations-can-get-agile-coaching-right

      
      

      Steffaney Zohrabyan's job board:

      https://www.linkedin.com/posts/steffaneyzohrabyan_salesenablement-salesenablement-leadership-activity-6919277772943093760-QluW?utm_source=linkedin_share&utm_medium=member_desktop_web

      
      

      Todd Caponi's post on cold outreach etiquette:

      https://www.linkedin.com/posts/toddcaponi_is-it-hypocritical-for-a-sales-leader-to-activity-6914271186520584192-dVyl/?utm_source=linkedin_share&utm_medium=member_desktop_web

      
      

      ]]>Another month, another action-packed episode of This Month In Sales Enablement! Devon and Felix catch up to discuss the latest news in the world of Sales and Sales Enablement, industry research, social media buzz, and the key insights from recent State of Sales Enablement podcast episodes.

      Here are some of the resources referenced in this episode.

      Sales Strategy Execution with Tyler Lindley (podcast):

      https://www.goffwd.com/sales-strategy-execution-with-tyler-lindley-interview/

      Sales Leadership Transformation with Anthony Sork (podcast):

      https://www.goffwd.com/sales-leadership-transformation-with-anthony-sork-interview/

      
      

      The Sales Industry Can Be a Stressful Place (MEDDIC LI Post):

      https://www.linkedin.com/feed/update/urn:li:activity:6919610103134359552/

      
      

      Finding Find Joy in Any Job (HBR podcast):

      https://hbr.org/podcast/2022/04/find-joy-in-any-job-why-am-i-unhappy-at-work

      
      

      CSOs and Sales Leaders Top Priorities for 2022 (Gartner): https://emtemp.gcom.cloud/ngw/globalassets/en/sales-service/documents/insights/the_chief_sales_officer_1q22.pdf

      
      

      Zoom Launches Call AI For Sales:

      https://techcrunch.com/2022/04/13/zoom-launches-ai-powered-features-aimed-at-sales-teams/

      
      

      Why Your Agile Coaching Isn’t Working—and How to Fix It (BCG):

      https://www.bcg.com/en-au/capabilities/digital-technology-data/agile/how-organizations-can-get-agile-coaching-right

      
      

      Steffaney Zohrabyan's job board:

      https://www.linkedin.com/posts/steffaneyzohrabyan_salesenablement-salesenablement-leadership-activity-6919277772943093760-QluW?utm_source=linkedin_share&utm_medium=member_desktop_web

      
      

      Todd Caponi's post on cold outreach etiquette:

      https://www.linkedin.com/posts/toddcaponi_is-it-hypocritical-for-a-sales-leader-to-activity-6914271186520584192-dVyl/?utm_source=linkedin_share&utm_medium=member_desktop_web

      
      

      ]]>1c27539c-0332-482d-b680-5cb562260220Tue, 26 Apr 2022 08:30:00 +100055:32falsefull1651651FFWD RevenueSales Leadership Transformation with Anthony Sork | InterviewCulture eats strategy for breakfast. You might have heard this quote before. When it comes to company culture leaders and their approach to leadership make all the difference. Our guest in this week's episode heads up a business that specialises in leadership development and executive coaching. In this episode, we'll discuss how sales leaders can transform their leadership approach to achieve sustainable high-performance environments. Please welcome the MD of Sork HC, Anthony Sork!

      These are some of the questions we're discussing:

      • Why do organisations care about developing their leaders?
      • What are the qualities of an effective leader?
      • Which common leadership mistakes do you come across and what can managers do to avoid them?
      • What sort of leadership style patterns have you come across? For example across certain industries or functions such as sales?
      • What are typically the steps involved in transforming the leadership culture within an organisation?
      
      

      Here are some of the resources referenced in this episode.

      • Connect with Anthony Sork online: https://www.linkedin.com/in/anthonysork/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
      • Sork HC: https://sorkhc.com.au/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>Culture eats strategy for breakfast. You might have heard this quote before. When it comes to company culture leaders and their approach to leadership make all the difference. Our guest in this week's episode heads up a business that specialises in leadership development and executive coaching. In this episode, we'll discuss how sales leaders can transform their leadership approach to achieve sustainable high-performance environments. Please welcome the MD of Sork HC, Anthony Sork!

      These are some of the questions we're discussing:

      • Why do organisations care about developing their leaders?
      • What are the qualities of an effective leader?
      • Which common leadership mistakes do you come across and what can managers do to avoid them?
      • What sort of leadership style patterns have you come across? For example across certain industries or functions such as sales?
      • What are typically the steps involved in transforming the leadership culture within an organisation?
      
      

      Here are some of the resources referenced in this episode.

      • Connect with Anthony Sork online: https://www.linkedin.com/in/anthonysork/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
      • Sork HC: https://sorkhc.com.au/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>15561fd6-739f-4ea0-aed3-6197979d8aeaTue, 19 Apr 2022 08:30:00 +100031:45falsefull1641641FFWD RevenueKickstarting Enablement | InterviewA few weeks ago SSE host Felix Krueger was invited by Nick Ziech Lopez to join the Mind the Gap podcast. We spoke about where Sales Enablement is at in 2022, what it takes to be truly strategic about enablement, and the most common mistakes made by organisations new to Sales Enablement. This one is a great episode for CEOs and sales leaders who haven't started a sales enablement program yet but are keen to understand how they can leverage the approach for their business.

      Here are some of the resources referenced in this episode.

      • Connect with Nick Ziech-Lopez online: https://www.linkedin.com/in/nick-z-lo/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
      • Mind the Gap Podcast: https://www.enablix.com/mindthegap/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>A few weeks ago SSE host Felix Krueger was invited by Nick Ziech Lopez to join the Mind the Gap podcast. We spoke about where Sales Enablement is at in 2022, what it takes to be truly strategic about enablement, and the most common mistakes made by organisations new to Sales Enablement. This one is a great episode for CEOs and sales leaders who haven't started a sales enablement program yet but are keen to understand how they can leverage the approach for their business.

      Here are some of the resources referenced in this episode.

      • Connect with Nick Ziech-Lopez online: https://www.linkedin.com/in/nick-z-lo/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
      • Mind the Gap Podcast: https://www.enablix.com/mindthegap/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>dde6f09c-be04-48cd-b8e3-c7f0ad4b55baTue, 12 Apr 2022 08:30:00 +100025:34falsefull1631631FFWD RevenueSales Strategy Execution with Tyler Lindley | InterviewThe translation of a sales strategy into daily behaviours makes or breaks GTM success.

      Our guest in this week's episode is a master translator who creates strong feedback loops between SDRs and senior executive leadership.

      Please welcome, the founder, sales coach and podcast host of The Sales Lift, Tyler Lindley!

      These are some of the questions we're discussing:

      • Who is Tyler Lindley?
      • As a sales leader, how do you relate back the strategy that has been developed to the day-to-day of the sales team? How do you change behaviours in the sales team to make those strategies happen?
      • Are frontline sales managers equipped with the tools to be coaching effectively? Do they understand what coaching is all about?
      • Do you think the feedback loop between senior leadership and sales reps on the ground is designed effectively? Is there a lot of information being passed on from the sales reps to senior leadership?
      
      

      Here are some of the resources referenced in this episode.

      • Connect with Tyler Lindley online: https://www.linkedin.com/in/tylerlindley/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
      • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
      • The Sales Lift (consultancy and podcast): https://thesaleslift.com/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>The translation of a sales strategy into daily behaviours makes or breaks GTM success.

      Our guest in this week's episode is a master translator who creates strong feedback loops between SDRs and senior executive leadership.

      Please welcome, the founder, sales coach and podcast host of The Sales Lift, Tyler Lindley!

      These are some of the questions we're discussing:

      • Who is Tyler Lindley?
      • As a sales leader, how do you relate back the strategy that has been developed to the day-to-day of the sales team? How do you change behaviours in the sales team to make those strategies happen?
      • Are frontline sales managers equipped with the tools to be coaching effectively? Do they understand what coaching is all about?
      • Do you think the feedback loop between senior leadership and sales reps on the ground is designed effectively? Is there a lot of information being passed on from the sales reps to senior leadership?
      
      

      Here are some of the resources referenced in this episode.

      • Connect with Tyler Lindley online: https://www.linkedin.com/in/tylerlindley/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
      • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
      • The Sales Lift (consultancy and podcast): https://thesaleslift.com/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>4568e807-525f-4e2d-8a77-18832bad9faeTue, 05 Apr 2022 08:30:00 +100028:50falsefull1621621FFWD RevenueSocial Sales Transformation with Brynne Tillman | InterviewThere are hardly any topics in B2B sales that are more polarising than social selling. 

      Our guest in this week's episode has successfully launched high-performing social selling programs for many of her enterprise clients.

      Today she will share her 8 Stages of Rolling Out a LinkedIn & Social Selling Program.

      Please welcome, the CEO of Social Sales Link, Brynne Tillman!

      These are some of the questions we're discussing:

      • What are the steps involved in getting a social selling program off the ground?
      • Do you see those activity-related KPIs are then related back to revenue down the track?
      • What are the next steps after sales leaders have worked through the KPIs?
      • Do you see that a lot of organisations have a clear idea where their buyers are based on the granular data available?
      • What do you do once you have the tech stack sorted?
      • What is the purpose of a playbook?
      • How long does it typically take until sales teams see the benefits of a social selling program?
      
      

      Here are some of the resources referenced in this episode.

      • Connect with Brynne Tillman online: https://www.linkedin.com/in/brynnetillman/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
      • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
      • Get Magical (free app for templates): https://www.getmagical.com/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>There are hardly any topics in B2B sales that are more polarising than social selling. 

      Our guest in this week's episode has successfully launched high-performing social selling programs for many of her enterprise clients.

      Today she will share her 8 Stages of Rolling Out a LinkedIn & Social Selling Program.

      Please welcome, the CEO of Social Sales Link, Brynne Tillman!

      These are some of the questions we're discussing:

      • What are the steps involved in getting a social selling program off the ground?
      • Do you see those activity-related KPIs are then related back to revenue down the track?
      • What are the next steps after sales leaders have worked through the KPIs?
      • Do you see that a lot of organisations have a clear idea where their buyers are based on the granular data available?
      • What do you do once you have the tech stack sorted?
      • What is the purpose of a playbook?
      • How long does it typically take until sales teams see the benefits of a social selling program?
      
      

      Here are some of the resources referenced in this episode.

      • Connect with Brynne Tillman online: https://www.linkedin.com/in/brynnetillman/
      • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
      • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
      • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
      • Get Magical (free app for templates): https://www.getmagical.com/
      
      

      Where to find The State of Sales Enablement:

      • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
      • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
      • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
      • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
      
      ]]>c3574d04-da66-4aeb-8844-2ca74538b606Tue, 29 Mar 2022 08:30:00 +100030:41falsefull1611611FFWD RevenueEquality In Sales, Salary Benchmarks, Talent Retention, And More | This Month In Sales EnablementIn this special episode, VP of Enablement & Learning Development at Persado, Devon McDermott, joins me as a co-host for the very first edition of This Month in Sales Enablement. We discuss the key insights from this month's interviews, equality in sales, salary benchmarks, and talent retention. Everything you need to know about Sales Enablement in one spot!

      Here are some of the resources referenced in this episode.

      • Get to know our new co-host Devon McDermott (interview)
      • Channel Partner Enablement With Devin Holub (interview)
      • Sales Enablement Transformation at ACI Learning with Bill J. Mathias, Jr. (interview)
      • B2B sales intelligence firm Apollo.io raises $110 mn in Sequoia-led round (business-standard.com)
      • State of Sales Enablement 2022 Survey (Sales Enablement Pro)
      • Women in ICT Awards (arnnet.com.au)
      • Sales Enablement Salaries (Sales Enablement Collective)
      • Twitter Bot - Pay Equity (Politico)
      • Christina Brady’s Post (LinkedIn)
      • Avoiding the great resignation in sales (customerthink.com)
      • Managers Put in the Work to Retain Your Salespeople (Reddit)
      • Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/
      • Connect with Felix Krueger online:...]]>In this special episode, VP of Enablement & Learning Development at Persado, Devon McDermott, joins me as a co-host for the very first edition of This Month in Sales Enablement. We discuss the key insights from this month's interviews, equality in sales, salary benchmarks, and talent retention. Everything you need to know about Sales Enablement in one spot!

        Here are some of the resources referenced in this episode.

        • Get to know our new co-host Devon McDermott (interview)
        • Channel Partner Enablement With Devin Holub (interview)
        • Sales Enablement Transformation at ACI Learning with Bill J. Mathias, Jr. (interview)
        • B2B sales intelligence firm Apollo.io raises $110 mn in Sequoia-led round (business-standard.com)
        • State of Sales Enablement 2022 Survey (Sales Enablement Pro)
        • Women in ICT Awards (arnnet.com.au)
        • Sales Enablement Salaries (Sales Enablement Collective)
        • Twitter Bot - Pay Equity (Politico)
        • Christina Brady’s Post (LinkedIn)
        • Avoiding the great resignation in sales (customerthink.com)
        • Managers Put in the Work to Retain Your Salespeople (Reddit)
        • Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Connect with Devon McDermott online: https://www.linkedin.com/in/devonmcdermott/
        
        

        Where to find The State of Sales Enablement:

        • Website - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>44fdd0fd-f1f6-429e-a6ee-c6667c7e0269Tue, 22 Mar 2022 08:30:00 +100058:36falsefull1601601FFWD RevenueEffective Stakeholder Management with Devon McDermott | InterviewWhen it comes to strategic sales enablement skills, effective stakeholder management is a superpower that is key to alignment... and ultimately success.

        Our guest in this week's episode has been an extremely successful enabler throughout her career which is why I can't wait to share her tips for effective stakeholder management with you.

        Please welcome the VP, Enablement & Learning and Development at Persado and my co-host of This Month in Sales Enablement, Devon McDermott!

        These are some of the questions we're discussing:

        • What is your definition of stakeholder management? Why does it matter so much in the sales enablement context?
        • What does the stakeholder landscape typically look like on both ends of the scale? Who are the key stakeholders for enablement?
        • Where would it make sense for a sales leader to focus most?
        • What are some of the other channels you can utilise to maintain that alignment across the broader stakeholder group within the organisation?
        • How would you say your approach to stakeholder management has evolved throughout your career? What were some of the key learnings along the way?
        • Do you have any advice on how you can train your stakeholder management muscle
        • What are key principles one should follow when you try to manage your stakeholder management successfully?
        • How methodical are you with trying to create that understanding within your team?
        • How do you communicate the great work that you are doing to ELT? What sort of metrics do you focus on?
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Devon McDermott online: https://www.linkedin.com/in/devonmcdermott/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>When it comes to strategic sales enablement skills, effective stakeholder management is a superpower that is key to alignment... and ultimately success.

        Our guest in this week's episode has been an extremely successful enabler throughout her career which is why I can't wait to share her tips for effective stakeholder management with you.

        Please welcome the VP, Enablement & Learning and Development at Persado and my co-host of This Month in Sales Enablement, Devon McDermott!

        These are some of the questions we're discussing:

        • What is your definition of stakeholder management? Why does it matter so much in the sales enablement context?
        • What does the stakeholder landscape typically look like on both ends of the scale? Who are the key stakeholders for enablement?
        • Where would it make sense for a sales leader to focus most?
        • What are some of the other channels you can utilise to maintain that alignment across the broader stakeholder group within the organisation?
        • How would you say your approach to stakeholder management has evolved throughout your career? What were some of the key learnings along the way?
        • Do you have any advice on how you can train your stakeholder management muscle
        • What are key principles one should follow when you try to manage your stakeholder management successfully?
        • How methodical are you with trying to create that understanding within your team?
        • How do you communicate the great work that you are doing to ELT? What sort of metrics do you focus on?
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Devon McDermott online: https://www.linkedin.com/in/devonmcdermott/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>dc109881-918b-4e91-a54d-d46f09cf3facTue, 15 Mar 2022 08:30:00 +100031:36falsefull1591591FFWD RevenueSales Enablement Transformation at ACI Learning with Bill J. Mathias, Jr. | Case StudyThis week's episode features a sales transformation story of a business that went from random acts of enablement to a well-oiled enablement machine.

        The enabler leading the charge will talk us through the journey of his high-growth organisation in all detail. This case study will provide a unique insight into the power of sales enablement and should be considered an inspiration for organisations that truly want to optimise revenue performance.

        Please welcome, ACI Learning's Global Head, Sales Enablement Services and Revenue Operations Bill J Mathias Jr.

        These are some of the questions we're discussing:

        • Looking back at the time you started at ACI Learning, what did sales enablement look like?
        • What are some of the key areas that you were considering as being the future of your sales enablement team?
        • What are some of the challenges that you didn't expect to come across you had to deal with? How did you tackle those challenges along the way?
        • How do you manage to maintain those relationships and create the alignment in such a fragmented stakeholder environment?
        • As a training and professional development company, how do you utilise that skillset to train and enable your sales staff?
        • What does your sales tech stack look like? Where are you looking to invest this year?
        • Do you see that content plays a bigger role in communicating and engaging buyers throughout the sales process?
        • What is next for your company? What does the future hold? Where do you want to take sales enablement in ACI Learning?
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Bill Mathias Jr. online: https://www.linkedin.com/in/wmathiasjr/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>This week's episode features a sales transformation story of a business that went from random acts of enablement to a well-oiled enablement machine.

        The enabler leading the charge will talk us through the journey of his high-growth organisation in all detail. This case study will provide a unique insight into the power of sales enablement and should be considered an inspiration for organisations that truly want to optimise revenue performance.

        Please welcome, ACI Learning's Global Head, Sales Enablement Services and Revenue Operations Bill J Mathias Jr.

        These are some of the questions we're discussing:

        • Looking back at the time you started at ACI Learning, what did sales enablement look like?
        • What are some of the key areas that you were considering as being the future of your sales enablement team?
        • What are some of the challenges that you didn't expect to come across you had to deal with? How did you tackle those challenges along the way?
        • How do you manage to maintain those relationships and create the alignment in such a fragmented stakeholder environment?
        • As a training and professional development company, how do you utilise that skillset to train and enable your sales staff?
        • What does your sales tech stack look like? Where are you looking to invest this year?
        • Do you see that content plays a bigger role in communicating and engaging buyers throughout the sales process?
        • What is next for your company? What does the future hold? Where do you want to take sales enablement in ACI Learning?
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Bill Mathias Jr. online: https://www.linkedin.com/in/wmathiasjr/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>11f58c9e-beac-45ee-be87-7c0b1360b4f1Tue, 08 Mar 2022 08:30:00 +100033:34falsefull1581581FFWD RevenueChannel Partner Enablement with Devin Holub | InterviewWhat's harder than enabling your own sales team? That's right - enabling multiple sales teams across a complex partner ecosystem.

        Our guest in this week's episode is an expert in channel sales enablement. She will talk us through the most common challenges she encounters, strategies to scale partner enablement effectively and how to go about launching a new partner enablement program.

        Please welcome Ring Central's channel sales enablement strategist Devin Holub!

        These are some of the questions we're discussing:

        • How do you effectively enable people without having to sit in the office and having those relationships?
        • How do you go about establishing mindshare? How do you build it?
        • How do you manage that balance between sale and personalisation?
        • Are there other areas that you focus on to support your partners?
        • How do you go about assembling those tools and content for enabling partners?
        • If you had a clean slate as a business leader, how would you establish a partner enablement program?
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Devin Holub online: https://www.linkedin.com/in/devinwholub/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>What's harder than enabling your own sales team? That's right - enabling multiple sales teams across a complex partner ecosystem.

        Our guest in this week's episode is an expert in channel sales enablement. She will talk us through the most common challenges she encounters, strategies to scale partner enablement effectively and how to go about launching a new partner enablement program.

        Please welcome Ring Central's channel sales enablement strategist Devin Holub!

        These are some of the questions we're discussing:

        • How do you effectively enable people without having to sit in the office and having those relationships?
        • How do you go about establishing mindshare? How do you build it?
        • How do you manage that balance between sale and personalisation?
        • Are there other areas that you focus on to support your partners?
        • How do you go about assembling those tools and content for enabling partners?
        • If you had a clean slate as a business leader, how would you establish a partner enablement program?
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Devin Holub online: https://www.linkedin.com/in/devinwholub/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>36ffa14d-7d09-4986-b4be-b7627dacb21bTue, 01 Mar 2022 08:30:00 +100025:42falsefull1571571FFWD RevenueBusting Sales Content Myths, That Remote Sales Life, Announcements | Sales Enablement Live #14In the latest episode of Sales Enablement Live, we discuss key insights from this week's interview with Enablix CEO, Gaurav Harode, on sales content, navigating remote meetings and layoffs, and other updates on The State of Sales Enablement.

        Here are some of the resources referenced in this episode.

        • Webinar - Strategic Sales Enablement: https://www.linkedin.com/video/event/urn:li:ugcPost:6897760066473447424/analytics/
        • Techcrunch article "Remote work and events startup twine acquires YC-backed Glimpse to launch on Zoom": https://techcrunch.com/2022/02/10/remote-work-and-events-startup-twine-acquires-yc-backed-glimpse-to-launch-on-zoom/
        • The Sales Enablement Playbook by Cory Bray: https://www.amazon.com.au/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762
        • Inc. article "When Remote Layoffs Are Inevitable, How to Cut Ties Gracefully": https://www.inc.com/rebecca-deczynski/remote-layoffs-how-to-terminate-employees-zoom.html
        • Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Connect with Gaurav Harode online: https://www.linkedin.com/in/gharode/
        
        

        Where to find The State of Sales Enablement:

        • Website - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>In the latest episode of Sales Enablement Live, we discuss key insights from this week's interview with Enablix CEO, Gaurav Harode, on sales content, navigating remote meetings and layoffs, and other updates on The State of Sales Enablement.

        Here are some of the resources referenced in this episode.

        • Webinar - Strategic Sales Enablement: https://www.linkedin.com/video/event/urn:li:ugcPost:6897760066473447424/analytics/
        • Techcrunch article "Remote work and events startup twine acquires YC-backed Glimpse to launch on Zoom": https://techcrunch.com/2022/02/10/remote-work-and-events-startup-twine-acquires-yc-backed-glimpse-to-launch-on-zoom/
        • The Sales Enablement Playbook by Cory Bray: https://www.amazon.com.au/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762
        • Inc. article "When Remote Layoffs Are Inevitable, How to Cut Ties Gracefully": https://www.inc.com/rebecca-deczynski/remote-layoffs-how-to-terminate-employees-zoom.html
        • Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Connect with Gaurav Harode online: https://www.linkedin.com/in/gharode/
        
        

        Where to find The State of Sales Enablement:

        • Website - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>16700a81-f483-47f0-94bf-43dba074804eSat, 26 Feb 2022 16:00:00 +100027:13falsefull5656FFWD RevenueThe Truth About Sales Content with Gaurav Harode | InterviewOur guest in this week's episode is the founder and CEO of a seed-stage start-up in the sales tech space that truly punches above its weight. His no-nonsense approach and a deep niche specialisation have earned his sales content management platform a spot in a marketplace that features VC-funded juggernauts.

        In our conversation we shine a light on the role content plays in modern B2B sales, common misconceptions, and how to use content to lead sales conversations in the new hybrid world.

        Please welcome the Founder and CEO of Enablix, Gaurav Harode.

        These are some of the questions we're discussing:

        • What is the problem that you and your company solve?
        • Why does content matter these days in B2B sales? What is the significance and relevance?
        • What are some of the myths you come across surrounding sales content?
        • What dynamics do you observe stop organisations from succeeding in their internal setup with sales content?
        • What resources can you recommend to whoever is keen to learn more about doing a better job in producing and managing sales content?
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Gaurav Harode online: https://www.linkedin.com/in/gharode/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>Our guest in this week's episode is the founder and CEO of a seed-stage start-up in the sales tech space that truly punches above its weight. His no-nonsense approach and a deep niche specialisation have earned his sales content management platform a spot in a marketplace that features VC-funded juggernauts.

        In our conversation we shine a light on the role content plays in modern B2B sales, common misconceptions, and how to use content to lead sales conversations in the new hybrid world.

        Please welcome the Founder and CEO of Enablix, Gaurav Harode.

        These are some of the questions we're discussing:

        • What is the problem that you and your company solve?
        • Why does content matter these days in B2B sales? What is the significance and relevance?
        • What are some of the myths you come across surrounding sales content?
        • What dynamics do you observe stop organisations from succeeding in their internal setup with sales content?
        • What resources can you recommend to whoever is keen to learn more about doing a better job in producing and managing sales content?
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Gaurav Harode online: https://www.linkedin.com/in/gharode/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>92b6502a-4ad6-46bd-b221-44efda2bed9fTue, 22 Feb 2022 08:30:00 +100019:58falsefull1551551FFWD RevenueHiring for Mindset, In-Person vs Remote, Competing against AI | Sales Enablement Live #13In the latest episode of Sales Enablement Live, we discuss key insights from this week's interview with Hubspot's APAC Sales Enablement leader, Isaac Carroll, about performance mindset in sales, upcoming LinkedIn changes, the role of sales in a digital world, why empathy will increase in value over time, and the latest updates from the world of Sales Enablement.

        Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

        https://thestateofsalesenablement/

        Here are some of the resources referenced in this episode.

        • Webinar - Strategic Sales Enablement: https://www.linkedin.com/video/event/urn:li:ugcPost:6897760066473447424/analytics/
        • HBR article "Where do salespeople fit in the digital world?": https://hbr.org/2022/01/where-do-salespeople-fit-in-the-digital-world
        • LinkedIn SalesNavigator Update Announcement: https://www.searchenginejournal.com/linkedin-sales-navigator-update/437183/#close
        • LinkedIn Sales Solutions Event: https://www.linkedin.com/video/event/urn:li:ugcPost:6894302937007435776/
        • The Feeling Economy: How Artificial Intelligence Is Creating the Era of Empathy (Roland T. Rust): https://www.amazon.com/Feeling-Economy-Artificial-Intelligence-Creating/dp/3030529762
        • Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Connect with Isaac Carroll online: https://www.linkedin.com/in/isaaccarroll/
        
        

        Where to find The State of Sales Enablement:

        • Website - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>In the latest episode of Sales Enablement Live, we discuss key insights from this week's interview with Hubspot's APAC Sales Enablement leader, Isaac Carroll, about performance mindset in sales, upcoming LinkedIn changes, the role of sales in a digital world, why empathy will increase in value over time, and the latest updates from the world of Sales Enablement.

        Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

        https://thestateofsalesenablement/

        Here are some of the resources referenced in this episode.

        • Webinar - Strategic Sales Enablement: https://www.linkedin.com/video/event/urn:li:ugcPost:6897760066473447424/analytics/
        • HBR article "Where do salespeople fit in the digital world?": https://hbr.org/2022/01/where-do-salespeople-fit-in-the-digital-world
        • LinkedIn SalesNavigator Update Announcement: https://www.searchenginejournal.com/linkedin-sales-navigator-update/437183/#close
        • LinkedIn Sales Solutions Event: https://www.linkedin.com/video/event/urn:li:ugcPost:6894302937007435776/
        • The Feeling Economy: How Artificial Intelligence Is Creating the Era of Empathy (Roland T. Rust): https://www.amazon.com/Feeling-Economy-Artificial-Intelligence-Creating/dp/3030529762
        • Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Connect with Isaac Carroll online: https://www.linkedin.com/in/isaaccarroll/
        
        

        Where to find The State of Sales Enablement:

        • Website - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>1b1a4004-9fd8-4ff3-baaf-c4d6eb1bcdfdWed, 16 Feb 2022 16:30:00 +100025:45falsefull5454FFWD RevenuePerformance Mindset with Isaac Carroll | InterviewMindset. It's what separates underperformers from the elite in any field, no matter if it's academics, sports, or sales.

        That's why our guest in this week's episode has made mindset coaching the key focus of his enablement approach at one of the world's most recognised SaaS brands.

        In our conversation, he shares the relevance of the right mindset in sales, what sales can learn from other high-performance disciplines, and how to nurture mindset shifts.

        Please welcome Hubspot's regional enablement partner for Asia pacific, Isaac Carroll! 

        These are some of the questions we're discussing:

        • What is a performance mindset?
        • How has the mindset required to achieve high performance in sales changed in the last few years? What hasn't changed?
        • Is mindset something you can change? Or is it something you have to filter when hiring sales reps?
        • If someone is ready to change his mindset, are there industries that sellers can look at as case studies?
        • Creating a safe environment to fail
        • How do you go about as a leader, nurturing a mindset within a team?
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Isaac Carroll online: https://www.linkedin.com/in/isaaccarroll/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>Mindset. It's what separates underperformers from the elite in any field, no matter if it's academics, sports, or sales.

        That's why our guest in this week's episode has made mindset coaching the key focus of his enablement approach at one of the world's most recognised SaaS brands.

        In our conversation, he shares the relevance of the right mindset in sales, what sales can learn from other high-performance disciplines, and how to nurture mindset shifts.

        Please welcome Hubspot's regional enablement partner for Asia pacific, Isaac Carroll! 

        These are some of the questions we're discussing:

        • What is a performance mindset?
        • How has the mindset required to achieve high performance in sales changed in the last few years? What hasn't changed?
        • Is mindset something you can change? Or is it something you have to filter when hiring sales reps?
        • If someone is ready to change his mindset, are there industries that sellers can look at as case studies?
        • Creating a safe environment to fail
        • How do you go about as a leader, nurturing a mindset within a team?
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Isaac Carroll online: https://www.linkedin.com/in/isaaccarroll/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>5a392682-e4ed-4754-a3f0-fa08400d6edbTue, 15 Feb 2022 08:30:00 +100029:59falsefull1531531FFWD RevenueSocial Selling, SalesTech Funding Frenzy, Consistency in Sales | Sales Enablement Live #12In the latest episode of Sales Enablement Live, we discuss key insights from this week's interview with social selling expert Anna Rokina, the ongoing SalesTech funding frenzy, Facebook's failure to sell their vision to investors, and consistency in virtual selling.

        Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

        https://thestateofsalesenablement/

        Here are some of the resources referenced in this episode.

        • Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Connect with Anna Rokina online: https://www.linkedin.com/in/arokina/
        
        

        Where to find The State of Sales Enablement:

        • Website - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>In the latest episode of Sales Enablement Live, we discuss key insights from this week's interview with social selling expert Anna Rokina, the ongoing SalesTech funding frenzy, Facebook's failure to sell their vision to investors, and consistency in virtual selling.

        Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

        https://thestateofsalesenablement/

        Here are some of the resources referenced in this episode.

        • Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Connect with Anna Rokina online: https://www.linkedin.com/in/arokina/
        
        

        Where to find The State of Sales Enablement:

        • Website - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>c7d12a36-12d0-42c4-850e-db1c703a3111Wed, 09 Feb 2022 14:40:00 +100023:07falsefull1521521FFWD RevenueSocial Selling with Anna Rokina | InterviewWhen it comes to social selling, self-proclaimed gurus are dime a dozen these days on LinkedIn.

        Our guest in this episode is different. She has truly walked the walk as a social media expert for brands like iSentia, Lenovo and Oracle. Now she runs her own social selling consultancy and is one of the most demanded experts in the APAC region.

        Please welcome the Founder of Smart Social, Anna Rokina!

        These are some of the questions we're discussing:

        • Why should organisations consider social selling?
        • How does social selling fit into the broader go-to-market strategy?
        • How can businesses execute a social selling program?
        • Are sales people involved in content creation? Should it be part of their skillset?
        • What are some of the tactics that go beyond pitching behaviours and posting content?
        • What are social networks that are used effectively? What are B2B brands that have used these networks effectively?
        • How does a sales person move out of the friendzone with the buyer and engage them in a sales conversation?
        
        

        
        

        Here are some of the resources referenced in this episode.

        • Connect with Anna Rokina online: https://www.linkedin.com/in/arokina/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>When it comes to social selling, self-proclaimed gurus are dime a dozen these days on LinkedIn.

        Our guest in this episode is different. She has truly walked the walk as a social media expert for brands like iSentia, Lenovo and Oracle. Now she runs her own social selling consultancy and is one of the most demanded experts in the APAC region.

        Please welcome the Founder of Smart Social, Anna Rokina!

        These are some of the questions we're discussing:

        • Why should organisations consider social selling?
        • How does social selling fit into the broader go-to-market strategy?
        • How can businesses execute a social selling program?
        • Are sales people involved in content creation? Should it be part of their skillset?
        • What are some of the tactics that go beyond pitching behaviours and posting content?
        • What are social networks that are used effectively? What are B2B brands that have used these networks effectively?
        • How does a sales person move out of the friendzone with the buyer and engage them in a sales conversation?
        
        

        
        

        Here are some of the resources referenced in this episode.

        • Connect with Anna Rokina online: https://www.linkedin.com/in/arokina/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>82a41797-2085-4f37-8a65-3a53beee046dTue, 08 Feb 2022 08:30:00 +100027:12falsefull1511511FFWD RevenueEnablement Career Advice, AI in Sales, Just-in-Time Enablement | Sales Enablement Live #11In the latest episode of Sales Enablement Live, we discuss key insights from or recent interviews with Rosi Young (Gartner) and Josh Fedie (SaleReach.io), a recent investment in AI sales tech, and the pros and cons of Just-in-Time Enablement.

        Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

        https://thestateofsalesenablement/

        Here are some of the resources referenced in this episode.

        • Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Connect with Rosi Young online: https://www.linkedin.com/in/rosiyoung/
        • Connect with Joshua Fedie online: https://www.linkedin.com/in/joshfedie/
        • Second Nature investment: https://www.techrepublic.com/article/how-was-my-pitch-jenny-zooms-venture-fund-invests-in-conversational-ai-platform/
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>In the latest episode of Sales Enablement Live, we discuss key insights from or recent interviews with Rosi Young (Gartner) and Josh Fedie (SaleReach.io), a recent investment in AI sales tech, and the pros and cons of Just-in-Time Enablement.

        Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

        https://thestateofsalesenablement/

        Here are some of the resources referenced in this episode.

        • Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Connect with Rosi Young online: https://www.linkedin.com/in/rosiyoung/
        • Connect with Joshua Fedie online: https://www.linkedin.com/in/joshfedie/
        • Second Nature investment: https://www.techrepublic.com/article/how-was-my-pitch-jenny-zooms-venture-fund-invests-in-conversational-ai-platform/
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>f68d1126-cad8-4e5f-a07f-f5c265662df9Wed, 02 Feb 2022 15:01:00 +100028:08falsefull5050FFWD RevenueEnablement Talent Nurturing with Rosi Young | InterviewSales enablement has evolved to be one of the fastest growing business trends globally. With this growth comes a growing number of new talent wanting to pursue the noble profession that is sales enablement.

        Our guest in this episode is part of the new generation of enablers and provides a unique side into her journey and her recommendations for seniour leaders on how to best nurture new sales enablement talent.

        Please welcome Gartner's Rosi Young!

        These are some of the questions we're discussing:

        • Talk about the appeal of sales enablement when you decided to pursue it?
        • What should people know about sales enablement as a profession?
        • What do you do to continuously learn and develop in sales enablement?
        • Have you ever dealt with imposter syndrome when dealing with more seniour peers in your business?
        • What would the perfect mentorship program look like?
        • What would be your advice to new people entering sales enablement?
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Rosi Young online: https://www.linkedin.com/in/rosiyoung/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>Sales enablement has evolved to be one of the fastest growing business trends globally. With this growth comes a growing number of new talent wanting to pursue the noble profession that is sales enablement.

        Our guest in this episode is part of the new generation of enablers and provides a unique side into her journey and her recommendations for seniour leaders on how to best nurture new sales enablement talent.

        Please welcome Gartner's Rosi Young!

        These are some of the questions we're discussing:

        • Talk about the appeal of sales enablement when you decided to pursue it?
        • What should people know about sales enablement as a profession?
        • What do you do to continuously learn and develop in sales enablement?
        • Have you ever dealt with imposter syndrome when dealing with more seniour peers in your business?
        • What would the perfect mentorship program look like?
        • What would be your advice to new people entering sales enablement?
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Rosi Young online: https://www.linkedin.com/in/rosiyoung/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>606e8f5b-35c7-4398-a436-c90948b0db50Tue, 01 Feb 2022 08:30:00 +100018:06falsefull1491491FFWD RevenueCrafting Buyer Experiences with Josh Fedie | InterviewThere is no doubt about it: Sales technology is experiencing astronomical growth right now with over 1,200 businesses pitching for the budgets of sales VPs around the world.

        Our guest in this episode is part of the sales tech revolution heading up a fast-growing start-up specialising content-driven buyer experiences.

        In our conversation, he shares his thoughts on the sales tech space and how to ensure buyers remain the focus when investing in technology.

        Please welcome the CEO of SalesReach, Joshua Fedie!

        These are some of the questions/topics we're discussing:

        • Creating a replicable and scalable sales process
        • Changes in buyer behaviour in recent years
        • Engaging in a digital first environment
        • Buyer confusion and role of content in the buyer experience
        • Human element in the sales process
        • Sales skillsets
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Joshua Fedie online: https://www.linkedin.com/in/joshfedie/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>There is no doubt about it: Sales technology is experiencing astronomical growth right now with over 1,200 businesses pitching for the budgets of sales VPs around the world.

        Our guest in this episode is part of the sales tech revolution heading up a fast-growing start-up specialising content-driven buyer experiences.

        In our conversation, he shares his thoughts on the sales tech space and how to ensure buyers remain the focus when investing in technology.

        Please welcome the CEO of SalesReach, Joshua Fedie!

        These are some of the questions/topics we're discussing:

        • Creating a replicable and scalable sales process
        • Changes in buyer behaviour in recent years
        • Engaging in a digital first environment
        • Buyer confusion and role of content in the buyer experience
        • Human element in the sales process
        • Sales skillsets
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Joshua Fedie online: https://www.linkedin.com/in/joshfedie/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>34aeb26c-c2fb-4eb4-841b-d52a0e37397dTue, 25 Jan 2022 08:30:00 +100030:07falsefull1481481FFWD RevenueIBM's Secret Sauce, Theranos Verdict Learnings, Q&A | Sales Enablement Live #10In this episode of Sales Enablement Live, we discuss key insights from the Georgia Watson interview (Sales Enablement & Skills Transformation at IBM), what Sales and Sales Enablement can learn from the Theranos debacle, and we respond to your most pressing Sales Enablement questions.

        Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

        https://thestateofsalesenablement/

        Here are some of the resources referenced in this episode.

        • Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Connect with Georgia Watson online: https://www.linkedin.com/in/georgiawatson/
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>In this episode of Sales Enablement Live, we discuss key insights from the Georgia Watson interview (Sales Enablement & Skills Transformation at IBM), what Sales and Sales Enablement can learn from the Theranos debacle, and we respond to your most pressing Sales Enablement questions.

        Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

        https://thestateofsalesenablement/

        Here are some of the resources referenced in this episode.

        • Sales Enablement resources brought to you by FFWD: https://www.goffwd.com/learn/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Connect with Georgia Watson online: https://www.linkedin.com/in/georgiawatson/
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>2b72c4f3-0edd-4d56-a067-29310e213de4Wed, 19 Jan 2022 16:00:00 +100029:34falsefull4747FFWD RevenueInnovation in Sales Enablement with Georgia Watson | InterviewInnovation, it's the stuff disruption is made of. That breakthrough moment of pure genius that magically solves your most nagging business problem.

        Our guest in this episode works for a global technology giant that has made innovation part of their DNA.

        Initially selling cheese slicers, this business would eventually enable the first moon landing and is today a key player in driving the AI revolution.

        In our catch-up, she has shared her insights on the role of innovation in business and sales enablement in particular.

        We're excited to share with you this conversation with IBM's Head of Sales Enablement & Skills Transformation, Georgia Watson!

        These are some of the questions/topics we're discussing:

        • The role of innovation in today's business culture and how it relates to sales enablement
        • How sales organisations innovate in the way they respond to changing buyer behaviours
        • How organisations innovate and adapt to the requirements of modern adult learning
        • How individuals can drive innovation
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Georgia Watson online: https://www.linkedin.com/in/georgiawatson/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>Innovation, it's the stuff disruption is made of. That breakthrough moment of pure genius that magically solves your most nagging business problem.

        Our guest in this episode works for a global technology giant that has made innovation part of their DNA.

        Initially selling cheese slicers, this business would eventually enable the first moon landing and is today a key player in driving the AI revolution.

        In our catch-up, she has shared her insights on the role of innovation in business and sales enablement in particular.

        We're excited to share with you this conversation with IBM's Head of Sales Enablement & Skills Transformation, Georgia Watson!

        These are some of the questions/topics we're discussing:

        • The role of innovation in today's business culture and how it relates to sales enablement
        • How sales organisations innovate in the way they respond to changing buyer behaviours
        • How organisations innovate and adapt to the requirements of modern adult learning
        • How individuals can drive innovation
        
        

        Here are some of the resources referenced in this episode.

        • Connect with Georgia Watson online: https://www.linkedin.com/in/georgiawatson/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>50a4ed21-1e97-4a67-a1d9-92d170036a37Tue, 18 Jan 2022 08:30:00 +100025:13falsefull4646Krueger MarketingThe Global Sales Enablement Summit | InterviewIn this episode, Felix Krueger was invited to be part of a conversation between fellow sales enablement leaders worldwide on the Trust Enablement Podcast. The Global Sales Enablement Summit was led by Pooja Kumar (India and ASEAN) and joined by PDA Group's Britta Lorenz (DACH region), Investec's Dave Nel (Africa) and John Moore (USA) to talk about their perspectives on sales enablement in their respective regions.

        These are some of the questions/topics we're discussing:

        • Emerging trends in sales enablement
        • Tech buyer trends
        • Buyer centricity
        • Mental health in enablement
        • The role of emerging technology in sales enablement
        
        

        Here are some of the resources referenced in this episode.

        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Join the Trust Enablement community: https://www.trustenablement.com/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>In this episode, Felix Krueger was invited to be part of a conversation between fellow sales enablement leaders worldwide on the Trust Enablement Podcast. The Global Sales Enablement Summit was led by Pooja Kumar (India and ASEAN) and joined by PDA Group's Britta Lorenz (DACH region), Investec's Dave Nel (Africa) and John Moore (USA) to talk about their perspectives on sales enablement in their respective regions.

        These are some of the questions/topics we're discussing:

        • Emerging trends in sales enablement
        • Tech buyer trends
        • Buyer centricity
        • Mental health in enablement
        • The role of emerging technology in sales enablement
        
        

        Here are some of the resources referenced in this episode.

        • Sales enablement resources brought to you by FFWD: https://www.goffwd.com/learn
        • Join the Trust Enablement community: https://www.trustenablement.com/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        • Claim your free Sales Enablement assessment valued at $1000: https://www.goffwd.com/podcast
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>c59e5ab4-b15d-4bbe-be8c-ee711471302fWed, 12 Jan 2022 08:30:00 +100037:32falsefull1451451FFWD RevenueBest of 2021: How To Scale Technology Sales To Over 1 Billion Dollars With Joe Morone | InterviewBest of 2021

        There are only few people who can claim that they've grown the revenue of an organisation from $24m to over $1b. Our guest in today's episode is one of them.

        He's a competitive wrestler but he doesn't need to use this skill to close deals because he has developed a sales method that is trusted by the biggest names in tech.

        How this method works? Let's find out!

        In this episode we catch up with Joe Morone who is the co-author of The Smart Sales Method for B2B Sales Teams and the co-founder of Worldleaders Inc.

        These are some of the questions we're discussing:

        • What was roughly the revenue net level when you joined and what ended up being the revenue level of when you left the company CIBER?
        • How did you go about scaling CIBER to such incredible heights?
        • What's your general advice for salespeople to utilise content beyond that five by one that you just mentioned in engaging prospects throughout the sales cycle?
        • How would you recommend sales reps use content if not in a face-to-face conversation? How was it used on social media? How was it used through email? What is your recommendation there?
        • At the end of the day, you're selling sales training to your clients. How do you navigate that? ... Do you achieve that by speaking directly to the CEO and getting buy-in that way?
        • What happened to the 50 slide deck that the average salesperson takes to do a big sales conversation?
        • What's your advice for those people and for their roles and how they can make a greater impact when working with sales teams?
        
        

        Here are some of the resources referenced in this episode.

        • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
        • Connect with Joe Morone online: https://www.linkedin.com/in/increasesales/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>Best of 2021

        There are only few people who can claim that they've grown the revenue of an organisation from $24m to over $1b. Our guest in today's episode is one of them.

        He's a competitive wrestler but he doesn't need to use this skill to close deals because he has developed a sales method that is trusted by the biggest names in tech.

        How this method works? Let's find out!

        In this episode we catch up with Joe Morone who is the co-author of The Smart Sales Method for B2B Sales Teams and the co-founder of Worldleaders Inc.

        These are some of the questions we're discussing:

        • What was roughly the revenue net level when you joined and what ended up being the revenue level of when you left the company CIBER?
        • How did you go about scaling CIBER to such incredible heights?
        • What's your general advice for salespeople to utilise content beyond that five by one that you just mentioned in engaging prospects throughout the sales cycle?
        • How would you recommend sales reps use content if not in a face-to-face conversation? How was it used on social media? How was it used through email? What is your recommendation there?
        • At the end of the day, you're selling sales training to your clients. How do you navigate that? ... Do you achieve that by speaking directly to the CEO and getting buy-in that way?
        • What happened to the 50 slide deck that the average salesperson takes to do a big sales conversation?
        • What's your advice for those people and for their roles and how they can make a greater impact when working with sales teams?
        
        

        Here are some of the resources referenced in this episode.

        • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
        • Connect with Joe Morone online: https://www.linkedin.com/in/increasesales/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
        • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
        
        ]]>a6dc9596-73d8-4c36-b70b-7734bcd5aabdTue, 04 Jan 2022 08:30:00 +100042:36falsefull1441441FFWD RevenueBest of 2021: Why Sales Enablement Is Now On The Radar Of The C-Suite With Tamara Schenk | InterviewBEST OF 2021

        In this episode, we catch up with Tamara Schenk. She is a globally acknowledged sales enablement leader, analyst, advisor, award-winning blogger, and keynote speaker. Her experience spans twenty-five years in corporate leadership and includes designing the global sales enablement initiative for T-Systems where she led the global enablement and transformation team.

        Prior to co-founding Bartlett Schenk & Co., Tamara was research director at CSO Insights. During this time, she led various global sales enablement studies and co-authored the book "Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force." Tamara also serves as a strategic advisor for Showpad.

        These are some of the questions we're discussing:

        • From your experience, do a lot of teams that you work with have a good idea of their buyer journey or is it an aha moment that they really focused on?
        • What role does content play in really positioning your sales team and being a strategic advisor to the buyers?
        • Do you think sales enablement should be owned by a senior leader? Or is it something that can be derived from the bottom up?
        • What's the maturity level of an organisation before it makes sense to introduce sales enablement as a strategic initiative or as a strategic function?
        • What makes enablement so hard for those people that are in the thick of it managing that function? What are the challenges associated with that role? What is something to consider for people who are considering moving into sales enablement?
        • What's your take on frameworks and what frameworks have you seen work and work not so well with an organisation?
        • Which role does technology play in successful sales enablement initiatives?
        
        

        Here are some of the resources referenced in this episode.

        • Tamara's book - Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force: https://www.amazon.com.au/Sales-Enablement-Framework-Empower-World-class/dp/1119440270/
        • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
        • Connect with Tamara Schenk online: https://www.linkedin.com/in/tamaraschenk/
        • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
        
        

        Where to find The State of Sales Enablement:

        • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
        • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
        • Apple Podcasts -BEST OF 2021

          In this episode, we catch up with Tamara Schenk. She is a globally acknowledged sales enablement leader, analyst, advisor, award-winning blogger, and keynote speaker. Her experience spans twenty-five years in corporate leadership and includes designing the global sales enablement initiative for T-Systems where she led the global enablement and transformation team.

          Prior to co-founding Bartlett Schenk & Co., Tamara was research director at CSO Insights. During this time, she led various global sales enablement studies and co-authored the book "Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force." Tamara also serves as a strategic advisor for Showpad.

          These are some of the questions we're discussing:

          • From your experience, do a lot of teams that you work with have a good idea of their buyer journey or is it an aha moment that they really focused on?
          • What role does content play in really positioning your sales team and being a strategic advisor to the buyers?
          • Do you think sales enablement should be owned by a senior leader? Or is it something that can be derived from the bottom up?
          • What's the maturity level of an organisation before it makes sense to introduce sales enablement as a strategic initiative or as a strategic function?
          • What makes enablement so hard for those people that are in the thick of it managing that function? What are the challenges associated with that role? What is something to consider for people who are considering moving into sales enablement?
          • What's your take on frameworks and what frameworks have you seen work and work not so well with an organisation?
          • Which role does technology play in successful sales enablement initiatives?
          
          

          Here are some of the resources referenced in this episode.

          • Tamara's book - Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force: https://www.amazon.com.au/Sales-Enablement-Framework-Empower-World-class/dp/1119440270/
          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Tamara Schenk online: https://www.linkedin.com/in/tamaraschenk/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>4c413fa1-8f26-4f44-9af3-3255dd54b427Tue, 28 Dec 2021 08:30:00 +100042:09falsefull1431431FFWD RevenueBest of 2021: World-Class Sales Enablement Team With Roderick Jefferson | InterviewBEST OF 2021

          Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

          We catch up with Roderick Jefferson who is the vice president of Field Enablement at Netskope and author of the book Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence.

          These are some of the questions we're discussing:

          • What has the evolution been so far and what is next for sales enablement?
          • How do you scale the sales enablement function and the culture that comes with it?
          • What are some of the things to look out for as a sales enablement leader during M&A?
          • What are the things enterprise technology sales teams most often get wrong when it comes to communicating value/benefits to complex buying committees?
          • What is the role of content in the enterprise technology sales process these days?
          • What advice do you have for sales enablement professionals who want to become better at what they do?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Udemy Course - Applying The Art and Science of Sales Enablement by Roderick Jefferson: https://www.udemy.com/course/applying-the-art-and-science-of-sales-enablement/
          • Book - Sales Enablement 3.0 by Roderick Jefferson: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190911
          • Connect with Roderick Jefferson online: https://www.linkedin.com/in/roderickjefferson/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>BEST OF 2021

          Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

          We catch up with Roderick Jefferson who is the vice president of Field Enablement at Netskope and author of the book Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence.

          These are some of the questions we're discussing:

          • What has the evolution been so far and what is next for sales enablement?
          • How do you scale the sales enablement function and the culture that comes with it?
          • What are some of the things to look out for as a sales enablement leader during M&A?
          • What are the things enterprise technology sales teams most often get wrong when it comes to communicating value/benefits to complex buying committees?
          • What is the role of content in the enterprise technology sales process these days?
          • What advice do you have for sales enablement professionals who want to become better at what they do?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Udemy Course - Applying The Art and Science of Sales Enablement by Roderick Jefferson: https://www.udemy.com/course/applying-the-art-and-science-of-sales-enablement/
          • Book - Sales Enablement 3.0 by Roderick Jefferson: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190911
          • Connect with Roderick Jefferson online: https://www.linkedin.com/in/roderickjefferson/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>be55891c-4b8a-47d1-9643-be7b5b7d1d37Tue, 21 Dec 2021 08:30:00 +100037:26falsefull1421421FFWD Revenue2022 Predictions, Skip Miller Insights, Research Review | Sales Enablement Live #9In this episode of Sales Enablement Live, we discuss some insights from the interview with Skip Miller, the latest vendor research, and respond to your most pressing Sales Enablement questions.

          Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://thestateofsalesenablement/

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>In this episode of Sales Enablement Live, we discuss some insights from the interview with Skip Miller, the latest vendor research, and respond to your most pressing Sales Enablement questions.

          Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://thestateofsalesenablement/

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>0ba3953b-5803-47d2-9f6c-6dbe4dcd5ba4Thu, 16 Dec 2021 08:30:00 +100032:09falsefull1411411FFWD RevenueC-Suite Outbounding with Skip Miller | InterviewOur guest for this week's episode is a sales trainer behind some of the fastest-growing sales teams Silicon Valley has produced over the last 25 years. He is a best-selling author and his latest book Outbounding has taken the prospecting world by storm. In our conversation, he shares his secrets to effective C-suite engagement. I can't wait to share with you the insights of the President of M3 Learning, Skip Miller.

          These are some of the questions we're discussing:

          • What are the trends in outbounding these days?
          • What are the advantages of targeting senior executives compared to middle management?
          • What sort of channels do you recommend for outbounding and reaching senior executives?
          • If you get a senior executive on the phone, what is the starting point of that conversation?
          • What differences have you noticed in the trends or nuances of communication companies have with senior executives in Australia compared to those in the United States?
          • Have you noticed communication styles change over time with the emergence of digital channels?
          • What are the most common mistakes sales teams make when attempting to engage the C-suite?
          • How do you find the balance between formulating a sales process and still leaving enough space for reps not to act like robots?
          • What are some of the things sales enablers can do to set their sales team up for success when engaging with the C-suite?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Skip Miller online: https://www.linkedin.com/in/skip-miller-a7243/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>Our guest for this week's episode is a sales trainer behind some of the fastest-growing sales teams Silicon Valley has produced over the last 25 years. He is a best-selling author and his latest book Outbounding has taken the prospecting world by storm. In our conversation, he shares his secrets to effective C-suite engagement. I can't wait to share with you the insights of the President of M3 Learning, Skip Miller.

          These are some of the questions we're discussing:

          • What are the trends in outbounding these days?
          • What are the advantages of targeting senior executives compared to middle management?
          • What sort of channels do you recommend for outbounding and reaching senior executives?
          • If you get a senior executive on the phone, what is the starting point of that conversation?
          • What differences have you noticed in the trends or nuances of communication companies have with senior executives in Australia compared to those in the United States?
          • Have you noticed communication styles change over time with the emergence of digital channels?
          • What are the most common mistakes sales teams make when attempting to engage the C-suite?
          • How do you find the balance between formulating a sales process and still leaving enough space for reps not to act like robots?
          • What are some of the things sales enablers can do to set their sales team up for success when engaging with the C-suite?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Skip Miller online: https://www.linkedin.com/in/skip-miller-a7243/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>8ea83d81-14cc-442e-b502-59081c66b944Tue, 14 Dec 2021 08:30:00 +100023:15falsefull1401401FFWD RevenueSales Enablement News, Research Review, and Mike Kunkle Insights | Sales Enablement Live #8In this episode of Sales Enablement Live, we discuss some insights from the interview with Mike Kunkle, the latest vendor research, and respond to your most pressing Sales Enablement questions.

          Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://thestateofsalesenablement/

          Here are some of the resources referenced in this episode.

          • Mike Kunkle - The Building Blocks of Sales Enablement: https://www.amazon.com.au/Building-Blocks-Sales-Enablement/dp/1952157625
          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>In this episode of Sales Enablement Live, we discuss some insights from the interview with Mike Kunkle, the latest vendor research, and respond to your most pressing Sales Enablement questions.

          Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://thestateofsalesenablement/

          Here are some of the resources referenced in this episode.

          • Mike Kunkle - The Building Blocks of Sales Enablement: https://www.amazon.com.au/Building-Blocks-Sales-Enablement/dp/1952157625
          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>7f193570-7654-4c9c-bf23-3be9d51c6b8fThu, 09 Dec 2021 08:30:00 +100029:22falsefull1391391FFWD RevenueThe Building Blocks of Sales Enablement With Mike Kunkle | InterviewOur 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 and his best-selling book, the Building Blocks of Sales Enablement. In this episode of The State of Sales Enablement, we speak to SPARXiQ's VP of Sales Effectiveness Services, Mike Kunkle. 

          These are some of the questions we're discussing:

          • What are the building blocks of sales enablement?
          • For smaller businesses and sales leaders, which building block should they be focusing on? What is a good starting point?
          • How can sales organisations stop reinventing the wheel with sales enablement? How can they cover more ground in their profession?
          • For organisations that fail with sales enablement, what do they have in common? What do they do wrong?
          • What are your thoughts on revenue enablement and the move of involving customer success in the enablement space?
          • What is the future of sales enablement?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Mike Kunkle online: https://www.linkedin.com/in/mikekunkle/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>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 and his best-selling book, the Building Blocks of Sales Enablement. In this episode of The State of Sales Enablement, we speak to SPARXiQ's VP of Sales Effectiveness Services, Mike Kunkle. 

          These are some of the questions we're discussing:

          • What are the building blocks of sales enablement?
          • For smaller businesses and sales leaders, which building block should they be focusing on? What is a good starting point?
          • How can sales organisations stop reinventing the wheel with sales enablement? How can they cover more ground in their profession?
          • For organisations that fail with sales enablement, what do they have in common? What do they do wrong?
          • What are your thoughts on revenue enablement and the move of involving customer success in the enablement space?
          • What is the future of sales enablement?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Mike Kunkle online: https://www.linkedin.com/in/mikekunkle/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>fbf92ffc-3491-4e93-85b3-d3319d25c314Tue, 07 Dec 2021 08:30:00 +100033:57falsefull1381381Krueger MarketingSales Enablement Q&A + Phil Cleary Insights | Sales Enablement Live #7After a few weeks of deep-dive sessions, in this edition of Sales Enablement Live, we respond to your most pressing Sales Enablement questions. Some of the topics include:

          - Forward and backward motions of the flywheel

          - Setting up for success in sales enablement

          - Market trends and market dynamics

          Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://thestateofsalesenablement/

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>After a few weeks of deep-dive sessions, in this edition of Sales Enablement Live, we respond to your most pressing Sales Enablement questions. Some of the topics include:

          - Forward and backward motions of the flywheel

          - Setting up for success in sales enablement

          - Market trends and market dynamics

          Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://thestateofsalesenablement/

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>ddb68fd6-38b0-475d-a29e-d112b508f00bThu, 02 Dec 2021 08:30:00 +100030:10falsefull1371371Krueger MarketingEnabling Salesforce's APAC Growth with Phil Cleary | InterviewOver the last 17 years, our guest has played a key role in enabling astronomical growth for his business across Australia, New Zealand, Singapore and India. In this episode, we catch up with Phil Cleary, Senior Director for Sales Enablement at one of the world's most iconic technology brands, Salesforce.

          These are some of the questions we're discussing:

          • What are the key insights that came out from the Sales Enablement Society conference?
          • Difference of high-performing organisations vs low-performing sales organisations
          • Sales enablement evolving to revenue enablement and specialisation of the sales enablement role
          • Competencies and common trends in sales enablement
          • Local appetite for virtual communities and events
          • How do you make sure that you stay strategically focused and shift the needle for Salesforce across all markets and product areas?
          • Using the Customer 360 methodology in aligning to the customers
          • What did you see happening during the pandemic that has affected the way your sales team works?
          • How do business leaders ensure that they can successfully introduce a tech stack that supports a hybrid buyer journey?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Phil Cleary online: https://www.linkedin.com/in/clearyphil/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>Over the last 17 years, our guest has played a key role in enabling astronomical growth for his business across Australia, New Zealand, Singapore and India. In this episode, we catch up with Phil Cleary, Senior Director for Sales Enablement at one of the world's most iconic technology brands, Salesforce.

          These are some of the questions we're discussing:

          • What are the key insights that came out from the Sales Enablement Society conference?
          • Difference of high-performing organisations vs low-performing sales organisations
          • Sales enablement evolving to revenue enablement and specialisation of the sales enablement role
          • Competencies and common trends in sales enablement
          • Local appetite for virtual communities and events
          • How do you make sure that you stay strategically focused and shift the needle for Salesforce across all markets and product areas?
          • Using the Customer 360 methodology in aligning to the customers
          • What did you see happening during the pandemic that has affected the way your sales team works?
          • How do business leaders ensure that they can successfully introduce a tech stack that supports a hybrid buyer journey?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Phil Cleary online: https://www.linkedin.com/in/clearyphil/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>b3bf5510-e9f8-4f75-bc69-ef77b3e6709bTue, 30 Nov 2021 08:30:00 +100037:00falsefull1361361FFWD RevenueStrategic Buyer Content Personalisation | Sales Enablement Live #6In this week's edition of Sales Enablement Live, we'll discuss Strategic Buyer Content Personalisation. Some of the topics we'll cover include:
          • Why personalisation isn't optional anymore
          • Approaches to developing a personalisation strategy
          • Execution and measurement of a buyer content strategy
          
          

          Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://thestateofsalesenablement/

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>In this week's edition of Sales Enablement Live, we'll discuss Strategic Buyer Content Personalisation. Some of the topics we'll cover include:
          • Why personalisation isn't optional anymore
          • Approaches to developing a personalisation strategy
          • Execution and measurement of a buyer content strategy
          
          

          Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://thestateofsalesenablement/

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>8f17fc81-caf8-455b-8136-e31545092ec6Thu, 25 Nov 2021 08:30:00 +100037:57falsefull1351351Krueger MarketingHigh Impact Go-To-Market Strategies with Rod Moynihan | InterviewOur guest is a household name in the APAC region. Over the last 20 years, he has led go-to-market teams of large technology brands such as Hewlett-Packard, Salesforce, SAP, Microsoft and Zendesk.

          In this episode, Rod Moynihan, Director and Head of Growth at BAC Partners, shares insights on what it takes to be strategic in scaling revenue.

          These are some of the questions we're discussing:

          • What impact has COVID19 had on companies in Australia?
          • How did you go about designing a sales process that is effective and continues to improve?
          • As a sales leader, how can you make sure that the sales process improves over time?
          • What are the key differences in the way US buyers interact with sales teams versus Australian buyers?
          • What is your advice to leaders of sales organisations in building their tech stack?
          • What are the considerations to make to ensure that the technology truly adds value to their sales process?
          • When hiring salespeople, what are the traits that you are looking for?
          • How do you approach coaching to make sure that salespeople continue to develop their skills during their tenure?
          • What is the difference between salespeople relying on digital engagement vs. building a relationship with your buyer?
          • What is your advice to the next generation of commercial leaders in the Australian markets working for American companies to interact with their head offices and leverage those resources overseas?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Rod Moynihan online: https://www.linkedin.com/in/rodmoynihan/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>Our guest is a household name in the APAC region. Over the last 20 years, he has led go-to-market teams of large technology brands such as Hewlett-Packard, Salesforce, SAP, Microsoft and Zendesk.

          In this episode, Rod Moynihan, Director and Head of Growth at BAC Partners, shares insights on what it takes to be strategic in scaling revenue.

          These are some of the questions we're discussing:

          • What impact has COVID19 had on companies in Australia?
          • How did you go about designing a sales process that is effective and continues to improve?
          • As a sales leader, how can you make sure that the sales process improves over time?
          • What are the key differences in the way US buyers interact with sales teams versus Australian buyers?
          • What is your advice to leaders of sales organisations in building their tech stack?
          • What are the considerations to make to ensure that the technology truly adds value to their sales process?
          • When hiring salespeople, what are the traits that you are looking for?
          • How do you approach coaching to make sure that salespeople continue to develop their skills during their tenure?
          • What is the difference between salespeople relying on digital engagement vs. building a relationship with your buyer?
          • What is your advice to the next generation of commercial leaders in the Australian markets working for American companies to interact with their head offices and leverage those resources overseas?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Rod Moynihan online: https://www.linkedin.com/in/rodmoynihan/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>c19443bc-52db-4f1e-9407-641525c84093Tue, 23 Nov 2021 08:30:00 +100034:43falsefull1341341FFWD RevenueStrategic Sales Tech Sourcing | Sales Enablement Live #5SalesTech is booming and it's hard for enablers to navigate the landscape in a strategic way. In this episode of Sales Enablement Live, we share an approach to strategic SalesTech sourcing that will change the way you think about technology buying.

          These are some of the topics we're discussing:

          • Sales Technology Landscapes
          • MarTech Growth & Astronomic Growth
          • Tech Categories Buyers Are Investing In
          • Reason for Introducing Sales Tech
          • Tech Sourcing Strategy
          
          

          Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://www.kruegermarketing.com/thestateofsalesenablement/

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>SalesTech is booming and it's hard for enablers to navigate the landscape in a strategic way. In this episode of Sales Enablement Live, we share an approach to strategic SalesTech sourcing that will change the way you think about technology buying.

          These are some of the topics we're discussing:

          • Sales Technology Landscapes
          • MarTech Growth & Astronomic Growth
          • Tech Categories Buyers Are Investing In
          • Reason for Introducing Sales Tech
          • Tech Sourcing Strategy
          
          

          Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://www.kruegermarketing.com/thestateofsalesenablement/

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>f3d048a2-8167-41a2-9538-78505088f227Thu, 18 Nov 2021 08:30:00 +100032:51falsefull1331331Krueger MarketingHow APAC Sales Leaders Can Leverage Sales Enablement With Peter Bray | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

          Our guest in today's episode is a sales leader who has successfully tackled a monumental task: Establishing a new product category in the APAC region for a US tech company that has turned unicorn in 2021. In our conversation, he reveals how he went about it and how he has leveraged sales enablement along the way. Please welcome Impact.com's APAC Sales Director Peter Bray.

          These are some of the questions we're discussing:

          • What is partner management and how did you go about creating this new category in the minds of your target market?
          • Is the skillset required for a team to be successful different in the context of the consultative approach where you are having to understand and analyse where the client's at in order to make sense of the category that you're trying to establish?
          • How is the culture piece critical in making fast growth work?
          • How do you make sure that you leverage resources that you have available overseas for the local market? How do you make sure that the translation is adding value to your activity locally?
          • How does your local team benefit in terms of the tech infrastructure from head office and all the systems that are put in place?
          • Talk about the success factors of challenger brands out there eating the breakfast of big brands.
          • What advice would you give companies based overseas wanting to enter the Australian market? What are the characteristics of the Australian market? What should these companies consider and what are mistakes to avoid?
          • What are some tips to more effectively enable their sales team with, when one has little resources and little time on their hands?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Peter Bray online: https://www.linkedin.com/in/peterbraylinkedin/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

          Our guest in today's episode is a sales leader who has successfully tackled a monumental task: Establishing a new product category in the APAC region for a US tech company that has turned unicorn in 2021. In our conversation, he reveals how he went about it and how he has leveraged sales enablement along the way. Please welcome Impact.com's APAC Sales Director Peter Bray.

          These are some of the questions we're discussing:

          • What is partner management and how did you go about creating this new category in the minds of your target market?
          • Is the skillset required for a team to be successful different in the context of the consultative approach where you are having to understand and analyse where the client's at in order to make sense of the category that you're trying to establish?
          • How is the culture piece critical in making fast growth work?
          • How do you make sure that you leverage resources that you have available overseas for the local market? How do you make sure that the translation is adding value to your activity locally?
          • How does your local team benefit in terms of the tech infrastructure from head office and all the systems that are put in place?
          • Talk about the success factors of challenger brands out there eating the breakfast of big brands.
          • What advice would you give companies based overseas wanting to enter the Australian market? What are the characteristics of the Australian market? What should these companies consider and what are mistakes to avoid?
          • What are some tips to more effectively enable their sales team with, when one has little resources and little time on their hands?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Peter Bray online: https://www.linkedin.com/in/peterbraylinkedin/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>93601a5c-458f-47e4-91a9-261e7f96e528Tue, 16 Nov 2021 08:30:00 +100037:04falsefull1321321FFWD RevenueStrategic Sales Enablement | Sales Enablement Live #4Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.

          These are some of the topics we're discussing:

          • Impact of Strategic Sales Enablement To The Bottom Line
          • Sales Enablement Strategy And Approach Types
          • Strategic Vs. Non-Strategic Approach
          • Overcoming Barriers of Sales Enablers From Being Strategic
          • Input That Sets Your Sales Strategy Apart
          • Output That Makes a Difference
          • Dedicated Resources for Sales Enablement
          
          

          Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://zoom.us/meeting/register/tJIlde6vrDgrHNJG2TFb3V_mDtTDDMFemIU2

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.

          These are some of the topics we're discussing:

          • Impact of Strategic Sales Enablement To The Bottom Line
          • Sales Enablement Strategy And Approach Types
          • Strategic Vs. Non-Strategic Approach
          • Overcoming Barriers of Sales Enablers From Being Strategic
          • Input That Sets Your Sales Strategy Apart
          • Output That Makes a Difference
          • Dedicated Resources for Sales Enablement
          
          

          Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://zoom.us/meeting/register/tJIlde6vrDgrHNJG2TFb3V_mDtTDDMFemIU2

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>93e5e2f6-092a-454a-8126-ede61fbd8f44Thu, 11 Nov 2021 08:30:00 +100033:47falsefull1311311Krueger MarketingHigh Impact Value Messaging with Felix Krueger | InterviewIn this episode, Felix Krueger switched roles and was interviewed by PDA Group's Britta Lorenz on the Expert Talk Podcast to talk about the secrets of a powerful value message.

          These are some of the questions we're discussing:

          • How do you define value messaging?
          • What are value messaging do's and don'ts?
          • How can marketing foster and support sales? What role does sales enablement play there to get the whole message across into a dialogue?
          • How can enablement actually support to close that gap between one-to-many, to one-to-one, if you simplify it?
          • What are the skills needed in order to develop a concise and powerful message?
          • How do we practice the adoption of the theoretical value message?
          • How do you reinforce the understanding of how to apply value messaging?
          • What kind of role can AI play in terms of value messaging?
          • When somebody is starting to create value messages, what would you say is the most important thing to look out for?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Britta Lorenz online: https://www.linkedin.com/in/brittalorenz/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>In this episode, Felix Krueger switched roles and was interviewed by PDA Group's Britta Lorenz on the Expert Talk Podcast to talk about the secrets of a powerful value message.

          These are some of the questions we're discussing:

          • How do you define value messaging?
          • What are value messaging do's and don'ts?
          • How can marketing foster and support sales? What role does sales enablement play there to get the whole message across into a dialogue?
          • How can enablement actually support to close that gap between one-to-many, to one-to-one, if you simplify it?
          • What are the skills needed in order to develop a concise and powerful message?
          • How do we practice the adoption of the theoretical value message?
          • How do you reinforce the understanding of how to apply value messaging?
          • What kind of role can AI play in terms of value messaging?
          • When somebody is starting to create value messages, what would you say is the most important thing to look out for?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Britta Lorenz online: https://www.linkedin.com/in/brittalorenz/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>168dc24f-afbc-4faf-9742-88a5cb45338bTue, 09 Nov 2021 08:30:00 +100023:01falsefull1301301FFWD RevenueSales Enablement Research Insights | Sales Enablement Live #3Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.

          These are some of the topics we're discussing:

          • Mapping The Buyer Journey
          • Adding Value Beyond The Sales Meeting
          • Consulting Is The New Selling
          • Not All Coaching Programs Are Created Equally
          • Sales Enablement As A Strategic Asset
          • Sales Enablement Success Takeaways
          
          

          Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://zoom.us/webinar/register/6316354660825/WN_lvMX4ypPSZed3lPbtSObig

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.

          These are some of the topics we're discussing:

          • Mapping The Buyer Journey
          • Adding Value Beyond The Sales Meeting
          • Consulting Is The New Selling
          • Not All Coaching Programs Are Created Equally
          • Sales Enablement As A Strategic Asset
          • Sales Enablement Success Takeaways
          
          

          Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://zoom.us/webinar/register/6316354660825/WN_lvMX4ypPSZed3lPbtSObig

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>8d9ca5aa-efbc-4fd1-9a54-44bd05310646Mon, 08 Nov 2021 08:30:00 +100029:06falsefull1291291Krueger MarketingAMA: Budget Sourcing, International Expansion, And More | Sales Enablement Live #2Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.

          These are some of the questions we're discussing:

          • How does one source more budget for one's sales enablement team?
          • How can sales enablement support the launch to new markets?
          • How can one sales enablement be launched without dedicated resources? 
          • How does one build the tech stack beyond CRM?
          
          

          Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://zoom.us/meeting/register/tJIlde6vrDgrHNJG2TFb3V_mDtTDDMFemIU2

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.

          These are some of the questions we're discussing:

          • How does one source more budget for one's sales enablement team?
          • How can sales enablement support the launch to new markets?
          • How can one sales enablement be launched without dedicated resources? 
          • How does one build the tech stack beyond CRM?
          
          

          Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

          https://zoom.us/meeting/register/tJIlde6vrDgrHNJG2TFb3V_mDtTDDMFemIU2

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>0db5987e-105c-4d95-8c8b-9389ebb9de6cThu, 04 Nov 2021 08:30:00 +100029:18falsefull1281281Krueger MarketingHow To Establish A Learning Culture With Crystal Nikosey | InterviewOur guest in this week’s episode knows what it takes to set sales reps up for success. Her holistic approach to the development of high-impact Sales Enablement programs is informed by her breadth of experience in technology sales.

          She’s one of the most recognised sales enablers on LinkedIn and I’m excited to have her on the show today. Please welcome Cloud Academy’s Sales Enablement Manager, Crystal Nikosey.

          These are some of the questions we're discussing:

          • How has sales enablement evolved from the early stages in your career to up until now?
          • How do you establish a learning culture as a sales enablement leader
          • What did you learn from your current experience about learning culture in sales enablement?
          • How can someone get the buy-in of sales managers and start utilising the sales managers to start coaching and reemphasising? What's your advice to get started on that front?
          • How would you actually tie training and coaching to business outcomes or revenue?
          • Through the data you gather how are you able to shorten the sales cycle because you've implemented sales enablement training?
          • How can we contribute as a sales enablement community to create a more diverse tech world?
          • What are your predictions in terms of the future of sales enablement? What are you going to see in the next few years of evolution of sales enablement?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Crystal Nikosey online: https://www.linkedin.com/in/crystalnikosey/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>Our guest in this week’s episode knows what it takes to set sales reps up for success. Her holistic approach to the development of high-impact Sales Enablement programs is informed by her breadth of experience in technology sales.

          She’s one of the most recognised sales enablers on LinkedIn and I’m excited to have her on the show today. Please welcome Cloud Academy’s Sales Enablement Manager, Crystal Nikosey.

          These are some of the questions we're discussing:

          • How has sales enablement evolved from the early stages in your career to up until now?
          • How do you establish a learning culture as a sales enablement leader
          • What did you learn from your current experience about learning culture in sales enablement?
          • How can someone get the buy-in of sales managers and start utilising the sales managers to start coaching and reemphasising? What's your advice to get started on that front?
          • How would you actually tie training and coaching to business outcomes or revenue?
          • Through the data you gather how are you able to shorten the sales cycle because you've implemented sales enablement training?
          • How can we contribute as a sales enablement community to create a more diverse tech world?
          • What are your predictions in terms of the future of sales enablement? What are you going to see in the next few years of evolution of sales enablement?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Crystal Nikosey online: https://www.linkedin.com/in/crystalnikosey/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>784a439e-6d0b-493c-abcc-a7fabcc1ca7dTue, 02 Nov 2021 08:30:00 +100038:20falsefull1271271FFWD RevenueFull Funnel Marketing with Matt Heinz | InterviewOur guest in this week's episode has over 20 years of experience in marketing, business development and sales. When he doesn't run his B2B marketing agency servicing clients like Amazon, Seagate, Morgan Stanley or The Bill & Melinda Gates Foundation, he is a keynote speaker, award-winning blogger and best-selling author.

          In this episode, we catch up with the President and Founder of Heinz Marketing, Matt Heinz.

          These are some of the questions we're discussing:

          • Marketing and sales still aren't aligned in many organisations. Why is that still happening?
          • What do you think senior business leaders can do to stop this process, engage the marketing and sales leaders, and set the foundation for the culture? What do you need to do to make it happen?
          • Do you see certain industries doing marketing better than others, or is that just depending on the individual organisation?
          • Describe the full funnel framework in your content. What is it all about and how do you make it happen?
          • How can sales contribute to the top of the funnel?
          • What are some of the best practices you can recommend to marketing teams who want to better enable their sales teams?
          • What are your thoughts on the "execution of a land and expand strategy"? What do you see going wrong? What could be done to make it more effectively?
          • What are your predictions for the next few years?
          • How will the buying process change in the technology space? How will the interaction between go-to-market teams and buyers change?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Matt Heinz online: https://www.linkedin.com/in/mattheinz/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>Our guest in this week's episode has over 20 years of experience in marketing, business development and sales. When he doesn't run his B2B marketing agency servicing clients like Amazon, Seagate, Morgan Stanley or The Bill & Melinda Gates Foundation, he is a keynote speaker, award-winning blogger and best-selling author.

          In this episode, we catch up with the President and Founder of Heinz Marketing, Matt Heinz.

          These are some of the questions we're discussing:

          • Marketing and sales still aren't aligned in many organisations. Why is that still happening?
          • What do you think senior business leaders can do to stop this process, engage the marketing and sales leaders, and set the foundation for the culture? What do you need to do to make it happen?
          • Do you see certain industries doing marketing better than others, or is that just depending on the individual organisation?
          • Describe the full funnel framework in your content. What is it all about and how do you make it happen?
          • How can sales contribute to the top of the funnel?
          • What are some of the best practices you can recommend to marketing teams who want to better enable their sales teams?
          • What are your thoughts on the "execution of a land and expand strategy"? What do you see going wrong? What could be done to make it more effectively?
          • What are your predictions for the next few years?
          • How will the buying process change in the technology space? How will the interaction between go-to-market teams and buyers change?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Matt Heinz online: https://www.linkedin.com/in/mattheinz/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
          
          ]]>9e6dbdd3-a69e-4dd9-9bdf-cfb9bf2bdce2Tue, 26 Oct 2021 08:30:00 +100030:20falsefull1261261FFWD RevenueHow To Create High-Impact Sales Content With Marcus Sheridan | InterviewOur guest in this episode has been called a “web marketing guru” by the New York Times. The Story of how he was able to save his swimming pool company from the economic crash of 2008 has been featured in multiple books, publications, and stories around the world and is the centrepiece of his best-selling book, They Ask You Answer. 

          Today he is a highly sought after global speaker and consultant in the digital sales and marketing space, working with hundreds of brands. 

          In this episode, we'll catch up with Marcus Sheridan.

          These are some of the questions we're discussing:

          • How did you become the sales and marketing thought leader that you are today?
          • Talk about how you prioritise common sense mindset in your practice.
          • What do you tell cynics that say that the principles you teach won't work in the industry that they are in?
          • Discuss the five fundamental subjects every buyer wants to research before they engage a company
          • What is the number one piece of content?
          • How do you then basically build the bridge between sales and marketing and help sales proactively utilise that content during the sales process?
          • All the principles that you talk about would be considered inbound to a certain degree. Do you think there's stil room for outbound and if so, like how, and in what context?
          • How would you say video fits into that whole sales journey?
          • For sales leaders who want to utilise content better in their sales process, how do you think they should approach that conversation with their marketing counterparts to actually make it happen?
          • Have you witnessed organisations going through the change the sales process?
          • What are some of the tips you can share around running an effective sales campaign?
          • How do you utilise content that can potentially set you apart from your competition?
          • What is the role that technology plays in gathering intelligence and distributing content? What's the tech stack that allows you to start out by collaborating and communicating internally beyond the intelligence that's contained within the organisation? How do you use technology to scale that beyond that?
          • What would you say are the top three things you can recommend sales leaders implement to hit the ground running in 2022?
          
          

          Here are some of the resources referenced in this episode.

          • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
          • Connect with Marcus Sheridanonline: https://www.linkedin.com/in/marcussheridan/
          • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
          
          

          Where to find The State of Sales Enablement:

          • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
          • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
          • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
          • Spotify -Our guest in this episode has been called a “web marketing guru” by the New York Times. The Story of how he was able to save his swimming pool company from the economic crash of 2008 has been featured in multiple books, publications, and stories around the world and is the centrepiece of his best-selling book, They Ask You Answer. 

            Today he is a highly sought after global speaker and consultant in the digital sales and marketing space, working with hundreds of brands. 

            In this episode, we'll catch up with Marcus Sheridan.

            These are some of the questions we're discussing:

            • How did you become the sales and marketing thought leader that you are today?
            • Talk about how you prioritise common sense mindset in your practice.
            • What do you tell cynics that say that the principles you teach won't work in the industry that they are in?
            • Discuss the five fundamental subjects every buyer wants to research before they engage a company
            • What is the number one piece of content?
            • How do you then basically build the bridge between sales and marketing and help sales proactively utilise that content during the sales process?
            • All the principles that you talk about would be considered inbound to a certain degree. Do you think there's stil room for outbound and if so, like how, and in what context?
            • How would you say video fits into that whole sales journey?
            • For sales leaders who want to utilise content better in their sales process, how do you think they should approach that conversation with their marketing counterparts to actually make it happen?
            • Have you witnessed organisations going through the change the sales process?
            • What are some of the tips you can share around running an effective sales campaign?
            • How do you utilise content that can potentially set you apart from your competition?
            • What is the role that technology plays in gathering intelligence and distributing content? What's the tech stack that allows you to start out by collaborating and communicating internally beyond the intelligence that's contained within the organisation? How do you use technology to scale that beyond that?
            • What would you say are the top three things you can recommend sales leaders implement to hit the ground running in 2022?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Marcus Sheridanonline: https://www.linkedin.com/in/marcussheridan/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>b498b943-27d6-4dd5-9956-ecdb1cd266e4Tue, 19 Oct 2021 08:30:00 +100049:19falsefull1251251FFWD RevenueSales Enablement in Emerging Markets with Dave Nel | InterviewSales enablement is one of the fastest-growing business trends globally and our guest in today's episode is a household name in the African sales enablement community.

            He is an experienced sales leader and sales coach with over 18 years of experience in sales within the financial services industry.

            He is also a founding member of the Trust Enablement community and an International Coaching Federation certified coach.

            In this episode, we catch up with Investec Private Bank's Head of Sales Enablement, Dave Nel. 

            These are some of the questions we're discussing:

            • How do you approach sales enablement in the financial services space?
            • What would be your tips for BFSI sales leaders considering introducing sales enablement into their organisations? How could they make that work successfully for that organisation?
            • What are some of the ways sales enablement can contribute on a daily basis to the success of the sales team? How do you make it part of the way a team operates?
            • What are other ways sales enablers can leverage sales managers to scale their efforts more and to incorporate into the day-to-day of the salespeople?
            • How does the sales enablement space in Africa compare to the rest of the world? What's unique about the sales enablement space in Africa?
            • Are there certain pockets within Africa where you see the sales enablement function being more common? Are there sales enablement focused specifically on regions within Africa?
            • What sort of resources do you recommend sales leaders and professionals focus on and use to learn along their sales enablement journey?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Dave Nel online: https://www.linkedin.com/in/davenel/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>Sales enablement is one of the fastest-growing business trends globally and our guest in today's episode is a household name in the African sales enablement community.

            He is an experienced sales leader and sales coach with over 18 years of experience in sales within the financial services industry.

            He is also a founding member of the Trust Enablement community and an International Coaching Federation certified coach.

            In this episode, we catch up with Investec Private Bank's Head of Sales Enablement, Dave Nel. 

            These are some of the questions we're discussing:

            • How do you approach sales enablement in the financial services space?
            • What would be your tips for BFSI sales leaders considering introducing sales enablement into their organisations? How could they make that work successfully for that organisation?
            • What are some of the ways sales enablement can contribute on a daily basis to the success of the sales team? How do you make it part of the way a team operates?
            • What are other ways sales enablers can leverage sales managers to scale their efforts more and to incorporate into the day-to-day of the salespeople?
            • How does the sales enablement space in Africa compare to the rest of the world? What's unique about the sales enablement space in Africa?
            • Are there certain pockets within Africa where you see the sales enablement function being more common? Are there sales enablement focused specifically on regions within Africa?
            • What sort of resources do you recommend sales leaders and professionals focus on and use to learn along their sales enablement journey?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Dave Nel online: https://www.linkedin.com/in/davenel/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>06f55505-ca91-4071-b239-5de2e5c95087Tue, 12 Oct 2021 08:30:00 +100032:57falsefull1241241FFWD RevenueEnabling eCommerce Technology Sales With Richard Hankin | InterviewWhich company is going to be the next Amazon? 

            No matter who it will be, chances are that the underlying marketplace technology will be provided by the fast-growing business our guest in today's episode represents. 

            In our recent catch-up, we spoke about his sales leadership philosophy, how his sales team reaches decision-makers fast, and the most common mistakes sales tech companies make when pitching to him. 

            In this episode, we catch up with the VP of sales at Marketplacer, Richard Hankin.

            These are some of the questions we're discussing:

            • Was it strategic timing then moving back into e-commerce back during the lockdown and COVID starting?
            • What does Marketplacer do and what sort of problem do you solve?
            • What's your approach to sales leadership and leading the growth journey of Marketplacer?
            • How do you go about collaborating effectively, especially during times of growth, with your presence in the United States and your sales team is being set up within Australia?
            • How do you nurture the culture piece across the team in such a remote environment?
            • How do you make sure that you maintain that sales effectiveness in delivering your consultative approach while scaling your team?
            • How do you make sure that you speak to the decision-makers early in the conversation and show that understanding of their business?
            • What sort of role does content play throughout your sales process and how do you use it effectively?
            • What sort of tools would you consider being essential as part of your sales tech stack and what are the considerations for you when picking tools that add value?
            • What are some of the common mistakes tech salespeople make when they pitch to you?
            • What would be your advice to somebody who just starts out in a VP of Sales role? What are some of the things that people should look out for and really focus on?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Richard Hankin online: https://www.linkedin.com/in/richard-hankin-ba9b2a57/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>Which company is going to be the next Amazon? 

            No matter who it will be, chances are that the underlying marketplace technology will be provided by the fast-growing business our guest in today's episode represents. 

            In our recent catch-up, we spoke about his sales leadership philosophy, how his sales team reaches decision-makers fast, and the most common mistakes sales tech companies make when pitching to him. 

            In this episode, we catch up with the VP of sales at Marketplacer, Richard Hankin.

            These are some of the questions we're discussing:

            • Was it strategic timing then moving back into e-commerce back during the lockdown and COVID starting?
            • What does Marketplacer do and what sort of problem do you solve?
            • What's your approach to sales leadership and leading the growth journey of Marketplacer?
            • How do you go about collaborating effectively, especially during times of growth, with your presence in the United States and your sales team is being set up within Australia?
            • How do you nurture the culture piece across the team in such a remote environment?
            • How do you make sure that you maintain that sales effectiveness in delivering your consultative approach while scaling your team?
            • How do you make sure that you speak to the decision-makers early in the conversation and show that understanding of their business?
            • What sort of role does content play throughout your sales process and how do you use it effectively?
            • What sort of tools would you consider being essential as part of your sales tech stack and what are the considerations for you when picking tools that add value?
            • What are some of the common mistakes tech salespeople make when they pitch to you?
            • What would be your advice to somebody who just starts out in a VP of Sales role? What are some of the things that people should look out for and really focus on?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Richard Hankin online: https://www.linkedin.com/in/richard-hankin-ba9b2a57/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>7efd22a2-12b4-4919-bdb7-6cfd309e2835Tue, 05 Oct 2021 08:30:00 +100039:14falsefull1231231FFWD RevenueMeasuring Sales Enablement Effectiveness With Adriana Romero | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

            Our guest in this week's episode is Adriana Romero, the Director of Enablement Solutions at LevelJump.io.

            She is an engineer turned salesperson turned sales coach.

            When it comes to sales enablement effectiveness, she walks the walk because she works for a Canadian technology vendor that specialises in the measurement of sales enablement's revenue impact.

            When she's not designing highly effective sales enablement programs, she's teaming up with her best friend to build a business that helps Immigrant women.

            These are some of the questions we're discussing:

            • What's the state of sales enablement in Canada? And how does it compare to the rest of the world?
            • What are your tips to make sales enablement a high-impact initiative? How can senior leaders introduce sales enablement in the organisation and make it work?
            • For small organisations that don't yet have the resources or senior executive buy-in, what are some quick wins that they can achieve in enabling their sales teams better?
            • How would you recommend tackling a more coaching-focused approach when enabling your sales team?
            • What are the success metrics in sales enablement that one should focus on? How can businesses and sales enablement leaders make sure that they create that impact on sales performance?
            • How has sales enablement evolved over recent years? What are some of the things you see going wrong with sales enablement?
            • As members of the sales enablement community, how do we make sure we do not sacrifice quality with the growth of sales enablement as a function?
            • What resources would you recommend to newcomers in sales enablement or people wanting to add that to their skill set?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Adriana Romero online: https://www.linkedin.com/in/adrianaromero/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

            Our guest in this week's episode is Adriana Romero, the Director of Enablement Solutions at LevelJump.io.

            She is an engineer turned salesperson turned sales coach.

            When it comes to sales enablement effectiveness, she walks the walk because she works for a Canadian technology vendor that specialises in the measurement of sales enablement's revenue impact.

            When she's not designing highly effective sales enablement programs, she's teaming up with her best friend to build a business that helps Immigrant women.

            These are some of the questions we're discussing:

            • What's the state of sales enablement in Canada? And how does it compare to the rest of the world?
            • What are your tips to make sales enablement a high-impact initiative? How can senior leaders introduce sales enablement in the organisation and make it work?
            • For small organisations that don't yet have the resources or senior executive buy-in, what are some quick wins that they can achieve in enabling their sales teams better?
            • How would you recommend tackling a more coaching-focused approach when enabling your sales team?
            • What are the success metrics in sales enablement that one should focus on? How can businesses and sales enablement leaders make sure that they create that impact on sales performance?
            • How has sales enablement evolved over recent years? What are some of the things you see going wrong with sales enablement?
            • As members of the sales enablement community, how do we make sure we do not sacrifice quality with the growth of sales enablement as a function?
            • What resources would you recommend to newcomers in sales enablement or people wanting to add that to their skill set?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Adriana Romero online: https://www.linkedin.com/in/adrianaromero/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>953472c4-ed73-4977-bd81-6dbf06d32cbbTue, 28 Sep 2021 08:30:00 +100032:43falsefull1221221FFWD RevenueHow To Transform Your Organisation From Transactional To Buyer-Centric With Andrea Davey | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

            We catch up with Andrea Davey who is the CEO of Scout Talent Recruitment.

            These are some of the questions we're discussing:

            • How has the pandemic impacted your ability to source high calibre sales talent?
            • What are some of the strategies companies use to deal with this talent shortage?
            • What is your advice for building a culture that is customer-centric and not just transactional in nature from a sales perspective? How do you achieve that in your business?
            • How do you make it actionable for your sales force to live those values?
            • How do you leverage market-facing teams to gain a better understanding of your customers and the market that you're dealing with?
            • How do you make sure that there are no silos within your organisation and there's an exchange going on that benefits your customers?
            • How do you strike a balance between short-term revenue goals and long-term strategic goals?
            • What would be your advice for other CEOs who want to build better relationships with the commercial leadership team?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Andrea Davey online: https://www.linkedin.com/in/andreadavey85/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

            We catch up with Andrea Davey who is the CEO of Scout Talent Recruitment.

            These are some of the questions we're discussing:

            • How has the pandemic impacted your ability to source high calibre sales talent?
            • What are some of the strategies companies use to deal with this talent shortage?
            • What is your advice for building a culture that is customer-centric and not just transactional in nature from a sales perspective? How do you achieve that in your business?
            • How do you make it actionable for your sales force to live those values?
            • How do you leverage market-facing teams to gain a better understanding of your customers and the market that you're dealing with?
            • How do you make sure that there are no silos within your organisation and there's an exchange going on that benefits your customers?
            • How do you strike a balance between short-term revenue goals and long-term strategic goals?
            • What would be your advice for other CEOs who want to build better relationships with the commercial leadership team?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Andrea Davey online: https://www.linkedin.com/in/andreadavey85/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>4df095be-5b1b-458b-bcee-aa9d82ad8682Tue, 21 Sep 2021 08:30:00 +100025:39falsefull1211211FFWD RevenueHow To Scale Technology Sales To Over 1 Billion Dollars With Joe Morone | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

            There are only few people who can claim that they've grown the revenue of an organisation from $24m to over $1b. Our guest in today's episode is one of them.

            He's a competitive wrestler but he doesn't need to use this skill to close deals because he has developed a sales method that is trusted by the biggest names in tech.

            How this method works? Let's find out!

            In this episode we catch up with Joe Morone who is the co-author of The Smart Sales Method for B2B Sales Teams and the co-founder of Worldleaders Inc.

            These are some of the questions we're discussing:

            • What was roughly the revenue net level when you joined and what ended up being the revenue level of when you left the company CIBER?
            • How did you go about scaling CIBER to such incredible heights?
            • What's your general advice for salespeople to utilise content beyond that five by one that you just mentioned in engaging prospects throughout the sales cycle?
            • How would you recommend sales reps use content if not in a face-to-face conversation? How was it used on social media? How was it used through email? What is your recommendation there?
            • At the end of the day, you're selling sales training to your clients. How do you navigate that? ... Do you achieve that by speaking directly to the CEO and getting buy-in that way?
            • What happened to the 50 slide deck that the average salesperson takes to do a big sales conversation?
            • What's your advice for those people and for their roles and how they can make a greater impact when working with sales teams?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Joe Morone online: https://www.linkedin.com/in/increasesales/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

            There are only few people who can claim that they've grown the revenue of an organisation from $24m to over $1b. Our guest in today's episode is one of them.

            He's a competitive wrestler but he doesn't need to use this skill to close deals because he has developed a sales method that is trusted by the biggest names in tech.

            How this method works? Let's find out!

            In this episode we catch up with Joe Morone who is the co-author of The Smart Sales Method for B2B Sales Teams and the co-founder of Worldleaders Inc.

            These are some of the questions we're discussing:

            • What was roughly the revenue net level when you joined and what ended up being the revenue level of when you left the company CIBER?
            • How did you go about scaling CIBER to such incredible heights?
            • What's your general advice for salespeople to utilise content beyond that five by one that you just mentioned in engaging prospects throughout the sales cycle?
            • How would you recommend sales reps use content if not in a face-to-face conversation? How was it used on social media? How was it used through email? What is your recommendation there?
            • At the end of the day, you're selling sales training to your clients. How do you navigate that? ... Do you achieve that by speaking directly to the CEO and getting buy-in that way?
            • What happened to the 50 slide deck that the average salesperson takes to do a big sales conversation?
            • What's your advice for those people and for their roles and how they can make a greater impact when working with sales teams?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Joe Morone online: https://www.linkedin.com/in/increasesales/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>482a3e58-924c-4b99-bb0b-32883ff162b2Tue, 14 Sep 2021 08:30:00 +100042:36falsefull1201201FFWD RevenueThe Relevance Of Sales Enablement To The C-Suite With Hendrik Isebaert | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

            Our guest in this episode is a senior executive at one of the leading sales enablement technology platforms. He owns the full customer journey at his organisation which is why he is constantly exposed to the latest sales enablement trends and challenges across industries, across the globe. In this episode, we'll speak to the Chief Operating Officer at Showpad, Hendrik Isebaert.

            These are some of the questions we're discussing:

            • In 2021, what is the profile of a business that has the potential to benefit most from sales enablement?
            • What is the highest growth rate in terms of headcount you've seen in sales teams?
            • How do customer success and customer support fit into the context of sales enablement? How do the customer-facing teams fit into the context?
            • If we think about a truly customer-focused organisation, do you think enablement also has the potential to play a role in other departments?
            • What do you typically see being KPIs of sales enablement roles out in the market?
            • What are typically the strategic considerations, on the C-suite level that makes a sales enablement a desirable capability to introduce?
            • How does sales enablement fit into the whole digital transformation discussion?
            • When it comes to sales enablement maturity, how do industries and regions compare and from your point of view, how does Australia compare to the rest of the world when it comes to sales enablement maturity?
            • In terms of the European companies expanding into Australia, how would global business leverage sales enablement infrastructure to launch in a new market?
            • What would your advice be to business leaders who really want to make sure that their business maximises the ROI of sales enablement tech? What are the crucial things they should consider?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Hendrik Isebaert online: https://www.linkedin.com/in/hendrikisebaert/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

            Our guest in this episode is a senior executive at one of the leading sales enablement technology platforms. He owns the full customer journey at his organisation which is why he is constantly exposed to the latest sales enablement trends and challenges across industries, across the globe. In this episode, we'll speak to the Chief Operating Officer at Showpad, Hendrik Isebaert.

            These are some of the questions we're discussing:

            • In 2021, what is the profile of a business that has the potential to benefit most from sales enablement?
            • What is the highest growth rate in terms of headcount you've seen in sales teams?
            • How do customer success and customer support fit into the context of sales enablement? How do the customer-facing teams fit into the context?
            • If we think about a truly customer-focused organisation, do you think enablement also has the potential to play a role in other departments?
            • What do you typically see being KPIs of sales enablement roles out in the market?
            • What are typically the strategic considerations, on the C-suite level that makes a sales enablement a desirable capability to introduce?
            • How does sales enablement fit into the whole digital transformation discussion?
            • When it comes to sales enablement maturity, how do industries and regions compare and from your point of view, how does Australia compare to the rest of the world when it comes to sales enablement maturity?
            • In terms of the European companies expanding into Australia, how would global business leverage sales enablement infrastructure to launch in a new market?
            • What would your advice be to business leaders who really want to make sure that their business maximises the ROI of sales enablement tech? What are the crucial things they should consider?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Hendrik Isebaert online: https://www.linkedin.com/in/hendrikisebaert/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
            • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
            
            ]]>cb84b099-cd3f-448a-b3c2-99f3fc32f7eeTue, 07 Sep 2021 08:30:00 +100037:31falsefull1191191FFWD RevenueHow To Blitz Scale And Enable A Global Sales Team With Adrian Hill | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

            Managing hypergrowth is a tough challenge as a sales leader. The same applies to the management of a global sales team. Our guest in this episode has done it all. Successfully. And we're lucky enough to be able to explore his approach in all detail. In this episode, we catch up with Shorthand's VP of Sales, Adrian Hill.

            These are some of the questions we cover:

            • For those listeners who don't know GO1, what does GO1 do?
            • During your stint at GO1, you were growing the sales team quite a bit. Where did you start out and where did you end up just to give the listeners a feel?
            • How did you enable your sales team and make sure that you maintain quality within the team while scaling?
            • Were there any metrics that you've used to measure success in growing that team and have those changed over time?
            • How do you ensure that you guys communicate well enough to make this work? And what are the kind of the starting points for conversation between sales and marketing?
            • Considering content is kind of part of your company DNA, how do you utilise content as part of the sales process and what sort of role do you think its plays for your team?
            • If you identify excellence in a certain area, a salesperson does something really well or a certain region does something really well. How do you capture that to make the rest of the sales team benefit from that?
            • In terms of the learnings that you capture from those successful deals, is there any way you capture those learnings and make them part of your onboarding program or of other training activity?
            • Have you found that you've unearthed in those kinds of conversations inside sets that give you an idea that the market has shifted in a certain way the way people utilise the product or see the value in your product has changed over time?
            • Do you see a big differences in the way sales need to be approached across regions and what sort of differences are there?
            • How do you make sure that the communication remains effective and collaborative and your global sales team really feels like being part of the team from a cultural perspective?
            • For anybody starting in a VP of sales role, what sort of advice would you give those people to hit the ground running and to be really successful in mentoring a larger sales team?
            • What's the absolute core of your tech stack in the sales team?
            
            

            Here are some of the resources referenced in this episode.

            • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
            • Connect with Adrian Hill online: https://www.linkedin.com/in/adrianryanhill/
            • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
            
            

            Where to find The State of Sales Enablement:

            • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
            • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
            • Apple Podcasts -...]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

              Managing hypergrowth is a tough challenge as a sales leader. The same applies to the management of a global sales team. Our guest in this episode has done it all. Successfully. And we're lucky enough to be able to explore his approach in all detail. In this episode, we catch up with Shorthand's VP of Sales, Adrian Hill.

              These are some of the questions we cover:

              • For those listeners who don't know GO1, what does GO1 do?
              • During your stint at GO1, you were growing the sales team quite a bit. Where did you start out and where did you end up just to give the listeners a feel?
              • How did you enable your sales team and make sure that you maintain quality within the team while scaling?
              • Were there any metrics that you've used to measure success in growing that team and have those changed over time?
              • How do you ensure that you guys communicate well enough to make this work? And what are the kind of the starting points for conversation between sales and marketing?
              • Considering content is kind of part of your company DNA, how do you utilise content as part of the sales process and what sort of role do you think its plays for your team?
              • If you identify excellence in a certain area, a salesperson does something really well or a certain region does something really well. How do you capture that to make the rest of the sales team benefit from that?
              • In terms of the learnings that you capture from those successful deals, is there any way you capture those learnings and make them part of your onboarding program or of other training activity?
              • Have you found that you've unearthed in those kinds of conversations inside sets that give you an idea that the market has shifted in a certain way the way people utilise the product or see the value in your product has changed over time?
              • Do you see a big differences in the way sales need to be approached across regions and what sort of differences are there?
              • How do you make sure that the communication remains effective and collaborative and your global sales team really feels like being part of the team from a cultural perspective?
              • For anybody starting in a VP of sales role, what sort of advice would you give those people to hit the ground running and to be really successful in mentoring a larger sales team?
              • What's the absolute core of your tech stack in the sales team?
              
              

              Here are some of the resources referenced in this episode.

              • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
              • Connect with Adrian Hill online: https://www.linkedin.com/in/adrianryanhill/
              • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
              
              

              Where to find The State of Sales Enablement:

              • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
              • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
              • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
              • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
              
              

              
              

              ]]>8b815b7c-5606-4c5f-b5eb-36786f468a63Tue, 31 Aug 2021 08:30:00 +100032:09falsefull1181181FFWD RevenueWhy Sales Enablement Is Now On The Radar Of The C-Suite With Tamara Schenk | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

              In this episode, we catch up with Tamara Schenk. She is a globally acknowledged sales enablement leader, analyst, advisor, award-winning blogger, and keynote speaker. Her experience spans twenty-five years in corporate leadership and includes designing the global sales enablement initiative for T-Systems where she led the global enablement and transformation team.

              Prior to co-founding Bartlett Schenk & Co., Tamara was research director at CSO Insights. During this time, she led various global sales enablement studies and co-authored the book "Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force." Tamara also serves as a strategic advisor for Showpad.

              These are some of the questions we're discussing:

              • From your experience, do a lot of teams that you work with have a good idea of their buyer journey or is it an aha moment that they really focused on?
              • What role does content play in really positioning your sales team and being a strategic advisor to the buyers?
              • Do you think sales enablement should be owned by a senior leader? Or is it something that can be derived from the bottom up?
              • What's the maturity level of an organisation before it makes sense to introduce sales enablement as a strategic initiative or as a strategic function?
              • What makes enablement so hard for those people that are in the thick of it managing that function? What are the challenges associated with that role? What is something to consider for people who are considering moving into sales enablement?
              • What's your take on frameworks and what frameworks have you seen work and work not so well with an organisation?
              • Which role does technology play in successful sales enablement initiatives?
              
              

              Here are some of the resources referenced in this episode.

              • Tamara's book - Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force: https://www.amazon.com.au/Sales-Enablement-Framework-Empower-World-class/dp/1119440270/
              • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
              • Connect with Tamara Schenk online: https://www.linkedin.com/in/tamaraschenk/
              • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
              
              

              Where to find The State of Sales Enablement:

              • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
              • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
              • Apple Podcasts -Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                In this episode, we catch up with Tamara Schenk. She is a globally acknowledged sales enablement leader, analyst, advisor, award-winning blogger, and keynote speaker. Her experience spans twenty-five years in corporate leadership and includes designing the global sales enablement initiative for T-Systems where she led the global enablement and transformation team.

                Prior to co-founding Bartlett Schenk & Co., Tamara was research director at CSO Insights. During this time, she led various global sales enablement studies and co-authored the book "Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force." Tamara also serves as a strategic advisor for Showpad.

                These are some of the questions we're discussing:

                • From your experience, do a lot of teams that you work with have a good idea of their buyer journey or is it an aha moment that they really focused on?
                • What role does content play in really positioning your sales team and being a strategic advisor to the buyers?
                • Do you think sales enablement should be owned by a senior leader? Or is it something that can be derived from the bottom up?
                • What's the maturity level of an organisation before it makes sense to introduce sales enablement as a strategic initiative or as a strategic function?
                • What makes enablement so hard for those people that are in the thick of it managing that function? What are the challenges associated with that role? What is something to consider for people who are considering moving into sales enablement?
                • What's your take on frameworks and what frameworks have you seen work and work not so well with an organisation?
                • Which role does technology play in successful sales enablement initiatives?
                
                

                Here are some of the resources referenced in this episode.

                • Tamara's book - Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force: https://www.amazon.com.au/Sales-Enablement-Framework-Empower-World-class/dp/1119440270/
                • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
                • Connect with Tamara Schenk online: https://www.linkedin.com/in/tamaraschenk/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                
                

                Where to find The State of Sales Enablement:

                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>8c03979c-18e9-4d6e-8f3b-a8cb5a1d6aadTue, 24 Aug 2021 08:30:00 +100042:09falsefull1171171FFWD RevenueTackling Hypergrowth As A CRO With Michael Savanis | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                Colombia, Argentina, Venezuela, USA, Malaysia, Indonesia, China, Great Britain, France... This rather long list of countries is not the line-up of the Tokyo Olympics but a selection of countries our guest in today's episode has worked at. We'll discuss the lessons he has learned along the way and how he finds the balance between strategic focus and short term goals during the hyper-growth phase his business is currently experiencing. In this episode, we speak to JobAdder's Chief Revenue Officer, Michael Savanis.

                These are some of the questions we're discussing:

                • What does JobAdder do? What's the kind of transition period you're going through at the moment?
                • In which ways has the pandemic impacted your company? Were there any issues that you guys needed to deal with?
                • Within your role, what are the sort of key challenges you face? What would any CRO face in a growth journey that is similar to what Joe Biden is going through right now?
                • I can imagine you generate an immense amount of experience across the different markets, and as you grow, you will figure out things that work well which other markets might be benefiting from. So how do you facilitate that knowledge transfer?
                • In terms of the way you build a culture, which is obviously also a big part of growth journey and making sure that the culture builds that is performance focused and reflects the values of the company. How do you go about doing that remotely?
                • In terms of your team's responsibility, you obviously manage all customer facing teams within JobAdder and the amount of intelligence that you gather, it must be incredible, right? Like the market intelligence and the insights that you generate. How do you go about capturing that? And not only use it for the advantage of the teams that you manage, but also to socialise that across senior management to utilise that intelligence, that market intelligence to make strategic decisions for the company?
                • In terms of the way you make strategic decisions, have you seen that there's a lot of nuance required between the different regions or is the use case quite similar and it's just all about benching the scale?
                • And in terms of the balance between your short term goals and long-term strategic goals, how do you handle that? I can imagine in a CRO role, there's a lot of revenue pressure, you know, like at the end of the day, you need to bring in the money. But at the same time, you're trying to be strategic, build something long-term and build a solid base for the company to flourish on in the future. So how do you balance those two competing priorities?
                • From a team management point of view, I guess that's easy to communicate, but from your senior management peers, like, how do you manage that? Has everybody bought in to that mentality early on? Or did you, did you have to do some convincing along the way?
                • Marketing from my understanding doesn't sit in your remit. How do you approach that partnership with marketing?
                • What role does technology play in the organisation? And what's kind of core to your tech stack from your point of view?
                • Talk us through how you manage the communication across your teams.
                • For those listeners who are in the senior sales roles and about to take the next step from, let's say, senior sales VP into a CRO role what is your advice to prepare them for that kind of role? What are the kinds of things that they need to establish for themselves to set themselves up for success?
                • What would your advice be to really identify top talent for department heads if somebody is moving into a CRO role and is tasked to fill those roles?
                
                

                Here are some of the resources referenced in...]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                Colombia, Argentina, Venezuela, USA, Malaysia, Indonesia, China, Great Britain, France... This rather long list of countries is not the line-up of the Tokyo Olympics but a selection of countries our guest in today's episode has worked at. We'll discuss the lessons he has learned along the way and how he finds the balance between strategic focus and short term goals during the hyper-growth phase his business is currently experiencing. In this episode, we speak to JobAdder's Chief Revenue Officer, Michael Savanis.

                These are some of the questions we're discussing:

                • What does JobAdder do? What's the kind of transition period you're going through at the moment?
                • In which ways has the pandemic impacted your company? Were there any issues that you guys needed to deal with?
                • Within your role, what are the sort of key challenges you face? What would any CRO face in a growth journey that is similar to what Joe Biden is going through right now?
                • I can imagine you generate an immense amount of experience across the different markets, and as you grow, you will figure out things that work well which other markets might be benefiting from. So how do you facilitate that knowledge transfer?
                • In terms of the way you build a culture, which is obviously also a big part of growth journey and making sure that the culture builds that is performance focused and reflects the values of the company. How do you go about doing that remotely?
                • In terms of your team's responsibility, you obviously manage all customer facing teams within JobAdder and the amount of intelligence that you gather, it must be incredible, right? Like the market intelligence and the insights that you generate. How do you go about capturing that? And not only use it for the advantage of the teams that you manage, but also to socialise that across senior management to utilise that intelligence, that market intelligence to make strategic decisions for the company?
                • In terms of the way you make strategic decisions, have you seen that there's a lot of nuance required between the different regions or is the use case quite similar and it's just all about benching the scale?
                • And in terms of the balance between your short term goals and long-term strategic goals, how do you handle that? I can imagine in a CRO role, there's a lot of revenue pressure, you know, like at the end of the day, you need to bring in the money. But at the same time, you're trying to be strategic, build something long-term and build a solid base for the company to flourish on in the future. So how do you balance those two competing priorities?
                • From a team management point of view, I guess that's easy to communicate, but from your senior management peers, like, how do you manage that? Has everybody bought in to that mentality early on? Or did you, did you have to do some convincing along the way?
                • Marketing from my understanding doesn't sit in your remit. How do you approach that partnership with marketing?
                • What role does technology play in the organisation? And what's kind of core to your tech stack from your point of view?
                • Talk us through how you manage the communication across your teams.
                • For those listeners who are in the senior sales roles and about to take the next step from, let's say, senior sales VP into a CRO role what is your advice to prepare them for that kind of role? What are the kinds of things that they need to establish for themselves to set themselves up for success?
                • What would your advice be to really identify top talent for department heads if somebody is moving into a CRO role and is tasked to fill those roles?
                
                

                Here are some of the resources referenced in this episode.

                • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
                • Connect with Michael Savanis online: https://www.linkedin.com/in/msavanis/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                
                

                Where to find The State of Sales Enablement:

                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>6826a5d5-a5d3-4f3a-8578-5d107bb33d7bTue, 17 Aug 2021 08:30:00 +100033:31falsefull1161161FFWD RevenueSales Enablement In Southeast Asia With Pooja Kumar | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Pooja Kumar who is the Director of Sales Enablement & Organisational Culture at Oracle.

                These are some of the questions we're discussing:

                • How does the buying process in Southeast Asia compare to the rest of the world?
                • How do you deal with differences in the SEA markets and how do you prepare your sales team for those differences?
                • What sort of content does your sales team use and what do you see as being the most impactful content?
                • What is your advice to sales leaders who want to be successful in the region?
                • What are the knowledge levels in SEA and how much education work is required on your end?
                • What makes a great sales coach?
                • Are there specific frameworks that you advocate for in the business development space and if so, what makes them better than others?
                • What were your main challenges in establishing sales enablement within the organisations that you've worked for? What would your advice be for people who are just starting out in that space and want to really make a difference for their companies?
                • How do you leverage the infrastructure that you have at your fingertips to maximise the impact of your local sales enablement work?
                • How has the collaboration in the coaching process been impacted by COVID?
                
                

                Here are some of the resources referenced in this episode.

                • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
                • Connect with Pooja Kumar online: https://www.linkedin.com/in/poojakumaraustralia/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                
                

                Where to find The State of Sales Enablement:

                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Pooja Kumar who is the Director of Sales Enablement & Organisational Culture at Oracle.

                These are some of the questions we're discussing:

                • How does the buying process in Southeast Asia compare to the rest of the world?
                • How do you deal with differences in the SEA markets and how do you prepare your sales team for those differences?
                • What sort of content does your sales team use and what do you see as being the most impactful content?
                • What is your advice to sales leaders who want to be successful in the region?
                • What are the knowledge levels in SEA and how much education work is required on your end?
                • What makes a great sales coach?
                • Are there specific frameworks that you advocate for in the business development space and if so, what makes them better than others?
                • What were your main challenges in establishing sales enablement within the organisations that you've worked for? What would your advice be for people who are just starting out in that space and want to really make a difference for their companies?
                • How do you leverage the infrastructure that you have at your fingertips to maximise the impact of your local sales enablement work?
                • How has the collaboration in the coaching process been impacted by COVID?
                
                

                Here are some of the resources referenced in this episode.

                • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
                • Connect with Pooja Kumar online: https://www.linkedin.com/in/poojakumaraustralia/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                
                

                Where to find The State of Sales Enablement:

                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>764dbea2-9943-4484-8706-5c0598d64da9Tue, 10 Aug 2021 08:30:00 +100025:31falsefull1151151FFWD RevenueWhat It Takes To Create A World-Class Sales Enablement Team With Roderick Jefferson | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Roderick Jefferson who is the vice president of Field Enablement at Netskope and author of the book Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence.

                These are some of the questions we're discussing:

                • What has the evolution been so far and what is next for sales enablement?
                • How do you scale the sales enablement function and the culture that comes with it?
                • What are some of the things to look out for as a sales enablement leader during M&A?
                • What are the things enterprise technology sales teams most often get wrong when it comes to communicating value/benefits to complex buying committees?
                • What is the role of content in the enterprise technology sales process these days?
                • What advice do you have for sales enablement professionals who want to become better at what they do?
                
                

                Here are some of the resources referenced in this episode.

                • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
                • Udemy Course - Applying The Art and Science of Sales Enablement by Roderick Jefferson: https://www.udemy.com/course/applying-the-art-and-science-of-sales-enablement/
                • Book - Sales Enablement 3.0 by Roderick Jefferson: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190911
                • Connect with Roderick Jefferson online: https://www.linkedin.com/in/roderickjefferson/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                
                

                Where to find The State of Sales Enablement:

                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Roderick Jefferson who is the vice president of Field Enablement at Netskope and author of the book Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence.

                These are some of the questions we're discussing:

                • What has the evolution been so far and what is next for sales enablement?
                • How do you scale the sales enablement function and the culture that comes with it?
                • What are some of the things to look out for as a sales enablement leader during M&A?
                • What are the things enterprise technology sales teams most often get wrong when it comes to communicating value/benefits to complex buying committees?
                • What is the role of content in the enterprise technology sales process these days?
                • What advice do you have for sales enablement professionals who want to become better at what they do?
                
                

                Here are some of the resources referenced in this episode.

                • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
                • Udemy Course - Applying The Art and Science of Sales Enablement by Roderick Jefferson: https://www.udemy.com/course/applying-the-art-and-science-of-sales-enablement/
                • Book - Sales Enablement 3.0 by Roderick Jefferson: https://www.amazon.com/Sales-Enablement-3-0-Blueprint-Excellence/dp/1736190911
                • Connect with Roderick Jefferson online: https://www.linkedin.com/in/roderickjefferson/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                
                

                Where to find The State of Sales Enablement:

                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>1bb78275-7905-4646-8073-f7db53c0eaecTue, 03 Aug 2021 08:30:00 +100036:47falsefull1141141FFWD RevenueInside The Sales Enablement Challenges Of The Airline Industry With Emily Bendorf | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Emily Bendorf who is the sales enablement manager of the B2B sales organisation of Southwest Airlines.

                These are some of the questions we discuss in this episode:

                • How does Southwest Airlines interpret sales enablement?
                • What has been the impact of Covid-19 on Southwest?
                • What were some of the growing pains Southwest Airlines had to deal with when transforming the organisation in recent years?
                • How does the sales enablement team at Southwest interact with other departments?
                • How has the Southwest sales enablement infrastructure changed over time?
                • What is next for Southwest and the American airline industry now that the vaccine roll-out is in full swing?
                • What is your advice to somebody starting out in sales enablement? 
                
                

                Here are some of the resources referenced in this episode.

                • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
                • Herb Kelleher's Halloween outfits: https://www.youtube.com/watch?v=J81P7AyxC_E
                • Connect with Emily Bendorf online: https://www.linkedin.com/in/elangille/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                
                

                Where to find The State of Sales Enablement:

                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Emily Bendorf who is the sales enablement manager of the B2B sales organisation of Southwest Airlines.

                These are some of the questions we discuss in this episode:

                • How does Southwest Airlines interpret sales enablement?
                • What has been the impact of Covid-19 on Southwest?
                • What were some of the growing pains Southwest Airlines had to deal with when transforming the organisation in recent years?
                • How does the sales enablement team at Southwest interact with other departments?
                • How has the Southwest sales enablement infrastructure changed over time?
                • What is next for Southwest and the American airline industry now that the vaccine roll-out is in full swing?
                • What is your advice to somebody starting out in sales enablement? 
                
                

                Here are some of the resources referenced in this episode.

                • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
                • Herb Kelleher's Halloween outfits: https://www.youtube.com/watch?v=J81P7AyxC_E
                • Connect with Emily Bendorf online: https://www.linkedin.com/in/elangille/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                
                

                Where to find The State of Sales Enablement:

                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>d9de3c50-b66d-4f4d-b0f5-2b12825f359fWed, 16 Jun 2021 08:07:00 +100025:39falsefull1131131FFWD RevenueField Marketing's New Normal With Lindsay Baggett | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Lindsay Baggett who is a B2B SaaS expert in field marketing and the marketing manager at revenue intelligence platform Gong.

                Questions we discuss:

                • What is the difference between product marketing, sales enablement, and field marketing?
                • How do you scale field marketing to support as many sales conversations as possible?
                • How do you ensure alignment between the marketing team and sales?
                • How do you navigate the engagement of non-technical prospects with a high-tech product?
                • Advice for new field marketing managers
                
                

                Here are some of the resources referenced in this episode.

                • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
                • Connect with Lindsay Baggett online: https://www.linkedin.com/in/lhopkinsevents/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                
                

                Where to find The State of Sales Enablement:

                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Lindsay Baggett who is a B2B SaaS expert in field marketing and the marketing manager at revenue intelligence platform Gong.

                Questions we discuss:

                • What is the difference between product marketing, sales enablement, and field marketing?
                • How do you scale field marketing to support as many sales conversations as possible?
                • How do you ensure alignment between the marketing team and sales?
                • How do you navigate the engagement of non-technical prospects with a high-tech product?
                • Advice for new field marketing managers
                
                

                Here are some of the resources referenced in this episode.

                • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
                • Connect with Lindsay Baggett online: https://www.linkedin.com/in/lhopkinsevents/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                
                

                Where to find The State of Sales Enablement:

                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>ea748a5b-e837-4d0d-b659-97f6e4c1c6dbWed, 16 Jun 2021 08:06:00 +100021:02falsefull1121121FFWD RevenueEstablishing A Sales Culture In Professional Services Organisations With James Fielding | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with James Fielding who is the head of sales enablement at Grant Thornton Australia.

                Here are some of the resources referenced in this episode.

                Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn

                Connect with James Fielding online: https://www.linkedin.com/in/jamesfielding/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with James Fielding who is the head of sales enablement at Grant Thornton Australia.

                Here are some of the resources referenced in this episode.

                Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn

                Connect with James Fielding online: https://www.linkedin.com/in/jamesfielding/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                ]]>4ad58bb9-8ea2-47a6-bca2-14eec37229bdWed, 16 Jun 2021 08:05:00 +100031:06falsefull1111111FFWD RevenueHybrid Sales And How Buyer Behaviour Will Change After The Pandemic With Britta Lorenz | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Britta Lorenz who is the business consultant at PDAgroup, DACH chapter leader of WISE (Women In Sales Enablement) and creator of the C²LEA²R framework for leadership.

                Here are some of the resources referenced in this episode.

                Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn

                PDA Group: https://www.pdagroup.net/de/

                C²LEA²R framework infographic: https://www.trustenablement.com/the-revenue-and-sales-enablement-glossary/c%C2%B2lea%C2%B2r-framework-for-leadership/

                Connect with Britta Lorenz online: https://www.linkedin.com/in/brittalorenz/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Britta Lorenz who is the business consultant at PDAgroup, DACH chapter leader of WISE (Women In Sales Enablement) and creator of the C²LEA²R framework for leadership.

                Here are some of the resources referenced in this episode.

                Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn

                PDA Group: https://www.pdagroup.net/de/

                C²LEA²R framework infographic: https://www.trustenablement.com/the-revenue-and-sales-enablement-glossary/c%C2%B2lea%C2%B2r-framework-for-leadership/

                Connect with Britta Lorenz online: https://www.linkedin.com/in/brittalorenz/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                ]]>47869043-5f7a-46d1-818c-dfca00bd50c3Wed, 16 Jun 2021 08:04:00 +100034:37falsefull1101101FFWD RevenueWhy Cultural Nuances Matter In Enterprise Tech Sales With Ian Curd | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                Our guest in this episode has been front and centre during Ad Tech and MarTechs biggest waves of the last decade. During that time he has helped tech businesses grow into new markets across Asia Pacific and Europe, often from a standing start and with minimal resources, an experience he describes as equally fascinating and painful. Our guest in today's episode is the commercial director of AI and Big Data technology platform Octopeek, Ian Curd.

                These are some of the questions we discuss in this episode:

                • How did you leverage marketing support from overseas headquarters?
                • How did you go about customising overseas sales collateral?
                • What can the Australian tech sales community learn from European markets and vice versa?
                • How do you manage the translation of highly technical concepts in your conversations to appeal to senior decision-makers who might not have an immediate appreciation? What is the best way for marketing teams to support this translation process?
                • How easy or hard is it to sell across Europe as a tech sales leader compared to Australia? What are some of the market nuances you have to deal with?
                • What should marketing teams who want to better support their sales team in B2B enterprise tech do?
                
                

                Here are some of the resources referenced in this episode.

                • Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content
                • Connect with Ian Curd online: https://www.linkedin.com/in/iancurd/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                
                

                Where to find The State of Sales Enablement:

                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                Our guest in this episode has been front and centre during Ad Tech and MarTechs biggest waves of the last decade. During that time he has helped tech businesses grow into new markets across Asia Pacific and Europe, often from a standing start and with minimal resources, an experience he describes as equally fascinating and painful. Our guest in today's episode is the commercial director of AI and Big Data technology platform Octopeek, Ian Curd.

                These are some of the questions we discuss in this episode:

                • How did you leverage marketing support from overseas headquarters?
                • How did you go about customising overseas sales collateral?
                • What can the Australian tech sales community learn from European markets and vice versa?
                • How do you manage the translation of highly technical concepts in your conversations to appeal to senior decision-makers who might not have an immediate appreciation? What is the best way for marketing teams to support this translation process?
                • How easy or hard is it to sell across Europe as a tech sales leader compared to Australia? What are some of the market nuances you have to deal with?
                • What should marketing teams who want to better support their sales team in B2B enterprise tech do?
                
                

                Here are some of the resources referenced in this episode.

                • Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content
                • Connect with Ian Curd online: https://www.linkedin.com/in/iancurd/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                
                

                Where to find The State of Sales Enablement:

                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>c830131a-7b4d-49ff-bb84-10a954137492Wed, 16 Jun 2021 08:03:00 +100025:18falsefull19191FFWD RevenueThe Role Of Content In The Buyer Journey With Abby Sorensen | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Abby Sorensen who is the chief editor of content marketing resource centre Follow Your Buyer.

                Here are some of the resources referenced in this episode.

                Follow Your Buyer: https://www.followyourbuyer.com/

                Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn

                Connect with Abby Sorensen online: https://www.linkedin.com/in/abbylsorensen/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Abby Sorensen who is the chief editor of content marketing resource centre Follow Your Buyer.

                Here are some of the resources referenced in this episode.

                Follow Your Buyer: https://www.followyourbuyer.com/

                Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn

                Connect with Abby Sorensen online: https://www.linkedin.com/in/abbylsorensen/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                ]]>85068257-6c99-4c8a-ab09-12e63f3a3965Wed, 16 Jun 2021 08:02:00 +100023:47falsefull18181FFWD RevenueHow Effective Marketing Can Enable Sales With Pam Didner | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Pam Didner who is a B2B marketing consultant, podcaster, keynote speaker and author of 3 best-selling books.

                Some of the questions we discuss include:

                • What are the key areas marketers should consider when introducing sales enablement in their organisation to make it a success?
                • What are the most common pitfalls when sales and marketing are attempting to collaborate? How do you best tackle them?
                • How can sales benefit from existing content marketing infrastructure within their organisation?
                • Which trends can we expect to crystallise in the coming years?
                • What is to be considered for somebody who starts out in a sales enablement role and for somebody who is managing sales enablement globally for the first time?
                
                

                Here are some of the resources referenced in this episode.

                • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
                • Connect with Pam Didner online: https://www.linkedin.com/in/pamdidner/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                • Where to find The State of Sales Enablement:
                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Pam Didner who is a B2B marketing consultant, podcaster, keynote speaker and author of 3 best-selling books.

                Some of the questions we discuss include:

                • What are the key areas marketers should consider when introducing sales enablement in their organisation to make it a success?
                • What are the most common pitfalls when sales and marketing are attempting to collaborate? How do you best tackle them?
                • How can sales benefit from existing content marketing infrastructure within their organisation?
                • Which trends can we expect to crystallise in the coming years?
                • What is to be considered for somebody who starts out in a sales enablement role and for somebody who is managing sales enablement globally for the first time?
                
                

                Here are some of the resources referenced in this episode.

                • Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn
                • Connect with Pam Didner online: https://www.linkedin.com/in/pamdidner/
                • Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/
                • Where to find The State of Sales Enablement:
                • Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/
                • LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/
                • Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853
                • Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g
                
                ]]>8dea94a6-4aab-4116-aee7-072740ed6b5fWed, 16 Jun 2021 08:01:00 +100036:21falsefull17171FFWD RevenueJoe Pulizzi On How To Make Content Part Of Your Company's DNA | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Joe Pulizzi who is the founder of multiple start-ups including Content Marketing Institute.

                Here are some of the resources referenced in this episode.

                Content Marketing Institute: https://contentmarketinginstitute.com/

                Corona Marketing Book: https://www.joepulizzi.com/corona-marketing/

                Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

                Connect with Joe Pulizzi online: https://www.linkedin.com/in/joepulizzi/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Joe Pulizzi who is the founder of multiple start-ups including Content Marketing Institute.

                Here are some of the resources referenced in this episode.

                Content Marketing Institute: https://contentmarketinginstitute.com/

                Corona Marketing Book: https://www.joepulizzi.com/corona-marketing/

                Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

                Connect with Joe Pulizzi online: https://www.linkedin.com/in/joepulizzi/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                ]]>1a24ae15-0d9e-439c-af1d-51ad5ac2d0c2Thu, 22 Apr 2021 07:30:00 +100031:56falsefull16161FFWD RevenueHow News Corp Australia Enables 600 Salespeople At Scale | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                I've witnessed first-hand how tough it can be to be a sales enablement leader in a media company. My friend and former colleague Stewart Heys has mastered his craft and is now managing a team that enables a sales department of 700 at News Corp Australia. In this episode, we spoke about how he goes about ensuring tailored support, how sales conversations have changed during the pandemic, and how he goes about identifying the most valuable market feedback.

                Here are some of the resources referenced in this episode.

                Sales Enablement Society (SES) - https://www.sesociety.org/

                Effective Sales Enablement - https://www.amazon.com/Effective-Sales-Enablement-collaborative-marketing/dp/0749483644

                Fanatical Prospecting  - https://www.amazon.com.au/Fanatical-Prospecting-Conversations-Leveraging-Telephone-ebook/dp/B01617VD3I

                Sales Development Playbook  - https://www.amazon.com.au/Sales-Development-Playbook-Repeatable-Accelerate/dp/0692622039

                Sales Gravy Podcast - https://salesgravy.com/podcasts/

                Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

                Connect with Stewart Heys online: https://www.linkedin.com/in/stewartheys/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                Cheers,

                Felix

                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                I've witnessed first-hand how tough it can be to be a sales enablement leader in a media company. My friend and former colleague Stewart Heys has mastered his craft and is now managing a team that enables a sales department of 700 at News Corp Australia. In this episode, we spoke about how he goes about ensuring tailored support, how sales conversations have changed during the pandemic, and how he goes about identifying the most valuable market feedback.

                Here are some of the resources referenced in this episode.

                Sales Enablement Society (SES) - https://www.sesociety.org/

                Effective Sales Enablement - https://www.amazon.com/Effective-Sales-Enablement-collaborative-marketing/dp/0749483644

                Fanatical Prospecting  - https://www.amazon.com.au/Fanatical-Prospecting-Conversations-Leveraging-Telephone-ebook/dp/B01617VD3I

                Sales Development Playbook  - https://www.amazon.com.au/Sales-Development-Playbook-Repeatable-Accelerate/dp/0692622039

                Sales Gravy Podcast - https://salesgravy.com/podcasts/

                Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

                Connect with Stewart Heys online: https://www.linkedin.com/in/stewartheys/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                Cheers,

                Felix

                ]]>749233ef-f763-404f-834d-dfb1bb1bc519Thu, 15 Apr 2021 07:30:00 +100030:49falsefull15151Episode Transcript: Felix Krueger (00:00): Hi, my name is Felix Krueger, and I'm your host. If this is your first time tuning into The State of Sales Enablement podcast. Welcome, and thanks for your support. If you work closely with a B2B enterprise sales team in your role, make sure to check out the free on demand training provided by Krueger Marketing, my business and the sponsor of this podcast. The training breaks down the steps required to shorten sales cycles with the effective use of content. To access the free training session, visit thestateofsalesenablement.com/content, that's thestateofsalesenablement.com/content. (00:34): Welcome to The State of Sales Enablement podcast with your host, Felix Krueger. Insights and actionable advice from B2B marketing and sales experts that share what it takes to achieve sales enablement excellence. Felix Krueger (00:53): My guest on today's episode is both a well-respected sales enablement veteran in the Australian media industry and a technology buyer. He is Board Director of the Australian chapter of the International Advertising Association, the world's most influential network of marketing professionals, and one of the smartest people I had the privilege of working with. In this interview, we speak to the Head of Ad Product at News Corp Australia, Stewart Heys. Enjoy the show. Welcome to the podcast, Stewart. Stewart Heys (01:18): Thank you, Felix. Felix Krueger (01:20): Thanks so much for joining today. So for those listeners that don't know you, what has been your career journey so far and what do you do now? Stewart Heys (01:27): So in terms of my journey today, I've been in digital media for 12 years, maybe. At times it has roughly been split 50-50 between media sales and sales enablement. So I've got kind of 50% experience on the sales side and then 50% experience kind of sales support sales enablement side. So I was media sales at places like CBS and CBS interactive, and also moving into Fairfax. I started off my time at Fairfax in a media sales role. And then during my time at Fairfax, moved into more sales enablement and then proceeded with that career path coming through places like Yahoo7 and now at News Corp as well. So now at News Corp I'm in a role which basically looks after the commercialisation of our own network Ad Product portfolio across which media video targeting and some of the native portfolio looking at the end-to-end ideation scoping launch in market representation of our product portfolio. And one of the key functions within that is making sure that our sales team has all the tools that they need to be able to go out and constantly sell the products that we build and we launch. So I guess that's why I'm here today. Felix Krueger (02:31): That's right. You mentioned that you previously also worked in sales yourself, which is obviously the best case scenario for somebody working in sales enablement, because you know what the challenges are. You know, the mindset of the salespeople that you're dealing with. So how would you say has this experience working in sales impacted your mindset in the way you approach sales? Stewart Heys (02:53): I think it leads to a really strong sense of empathy. I know how challenging a sales role can be. I know how pressurised it is. I know how much the sales teams, particularly premium publishing media sales, they're having to constantly create new angles, create new stories, think of new ways of doing things and ground that in kind of product experience and product knowledge. So what I kind of understand how adaptable they need to be, and that really informs my decision making process, not just around the kind of sales enablement side of things, but also in the products that we launch and the way we talk about them. So first and foremost, it's that sense of empathy. Being able to understand what they're going through on a day-to-day basis. And I think that really informs the way I operate and the way I askFFWD RevenueIris Chan On The Big Picture Of Sales Enablement | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                It is not coincident that Iris Chan has been appointed the Australian chapter president of the Sales Enablement Society, a global network of sales enablement professionals.

                Iris has mastered the craft of sales enablement over two decades working for iconic B2B technology brands such as Cisco and IBM.

                Today she leads the marketing efforts of sales enablement technology juggernaut Seismic, working with the who is who of the Australian sales enablement landscape.

                I caught up with her in this episode to discuss the evolution of sales enablement, the impact it has on organisations committing to the practice, and the key trends she expects to see this year.

                Here are some of the resources referenced in this episode.

                Sales Enablement Society (SES) - https://www.sesociety.org/

                Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

                Connect with Iris Chan online: https://www.linkedin.com/in/ichankl/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                Cheers,

                Felix

                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                It is not coincident that Iris Chan has been appointed the Australian chapter president of the Sales Enablement Society, a global network of sales enablement professionals.

                Iris has mastered the craft of sales enablement over two decades working for iconic B2B technology brands such as Cisco and IBM.

                Today she leads the marketing efforts of sales enablement technology juggernaut Seismic, working with the who is who of the Australian sales enablement landscape.

                I caught up with her in this episode to discuss the evolution of sales enablement, the impact it has on organisations committing to the practice, and the key trends she expects to see this year.

                Here are some of the resources referenced in this episode.

                Sales Enablement Society (SES) - https://www.sesociety.org/

                Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

                Connect with Iris Chan online: https://www.linkedin.com/in/ichankl/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                Cheers,

                Felix

                ]]>1b2f28e4-0e37-4a46-9a34-125dc2626230Thu, 08 Apr 2021 07:30:00 +100023:32falsefull14141FFWD RevenueRobert Rose On The Ugly Truth Of Sales and Marketing Alignment | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                There are few people that can claim that they have shaped a global business trend in a meaningful way.

                Robert Rose has been an advocate for content marketing before it had a name and ultimately became one of the key influencers in driving a fundamental mindset shift as a co-founder of the Content Marketing Institute.

                I caught up with him in this episode to talk about the ugly truth of sales and marketing alignment, the topics that should be discussed in joint meetings, and why it's time to get serious about sales enablement technology.

                Here are some of the resources referenced in this episode.

                Content Marketing Institute (CMI) - https://contentmarketinginstitute.com/

                The Content Advisory - https://contentadvisory.net/

                Free Content-Enabled Sales training - thestateofenablement.com/content

                Connect with Robert Rose on LinkedIn: https://www.linkedin.com/in/robrose/

                ... or on Twitter: https://twitter.com/Robert_Rose

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                Cheers,

                Felix

                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                There are few people that can claim that they have shaped a global business trend in a meaningful way.

                Robert Rose has been an advocate for content marketing before it had a name and ultimately became one of the key influencers in driving a fundamental mindset shift as a co-founder of the Content Marketing Institute.

                I caught up with him in this episode to talk about the ugly truth of sales and marketing alignment, the topics that should be discussed in joint meetings, and why it's time to get serious about sales enablement technology.

                Here are some of the resources referenced in this episode.

                Content Marketing Institute (CMI) - https://contentmarketinginstitute.com/

                The Content Advisory - https://contentadvisory.net/

                Free Content-Enabled Sales training - thestateofenablement.com/content

                Connect with Robert Rose on LinkedIn: https://www.linkedin.com/in/robrose/

                ... or on Twitter: https://twitter.com/Robert_Rose

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                Cheers,

                Felix

                ]]>ac17c2c9-5c52-4fc4-9536-fcaef597224aThu, 01 Apr 2021 07:30:00 +100040:27falsefull13131FFWD RevenueWhat Happens When LinkedIn's Sales Team Goes Remote? Let's Ask Them | InterviewJoin us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Travis May who is a sales leader at LinkedIn. We discuss how the sales team of the world's largest professional network has adjusted to the new market environment, a better way to deliver remote presentations, and how to toddler-proof your home office.

                Here are some of the resources referenced in this episode.

                A four pillar framework for sales and marketing alignment (Forrester Consulting on behalf of LinkedIn): https://business.linkedin.com/en-uk/marketing-solutions/blog/posts/sales-and-marketing/2020/A-four-pillar-framework-for-sales-and-marketing-alignment

                Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

                Connect with Travis May online: https://www.linkedin.com/in/travisdmay/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                Cheers,

                Felix

                ]]>Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

                We catch up with Travis May who is a sales leader at LinkedIn. We discuss how the sales team of the world's largest professional network has adjusted to the new market environment, a better way to deliver remote presentations, and how to toddler-proof your home office.

                Here are some of the resources referenced in this episode.

                A four pillar framework for sales and marketing alignment (Forrester Consulting on behalf of LinkedIn): https://business.linkedin.com/en-uk/marketing-solutions/blog/posts/sales-and-marketing/2020/A-four-pillar-framework-for-sales-and-marketing-alignment

                Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

                Connect with Travis May online: https://www.linkedin.com/in/travisdmay/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                Cheers,

                Felix

                ]]>7a3e659a-7559-410c-96bb-79c7d7cc6d87Thu, 25 Mar 2021 07:30:00 +100030:46falsefull12121FFWD RevenueHow DocuSign Prepared Their Sales Team For Hypergrowth During The Pandemic | InterviewJoin us in the Krueger Marketing podcast studio this week for the inaugural episode of The State of Sales Enablement.

                We catch up with Matthew Dean who is responsible for enabling Docusign's sales team during a hypergrowth phase fuelled by the pandemic. He'll share how he made the transition from sales director to sales enabler, the top content formats supporting remote sales, and his tips for navigating sales enablement in a global business

                Here are some of the resources referenced in this episode.

                Sales Enablement Society (SES) - https://www.sesociety.org/

                Effective Sales Enablement - https://www.amazon.com/Effective-Sales-Enablement-collaborative-marketing/dp/0749483644

                Fanatical Prospecting - https://www.amazon.com.au/Fanatical-Prospecting-Conversations-Leveraging-Telephone-ebook/dp/B01617VD3I

                Sales Development Playbook - https://www.amazon.com.au/Sales-Development-Playbook-Repeatable-Accelerate/dp/0692622039

                Sales Gravy Podcast - https://salesgravy.com/podcasts/

                Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

                Connect with Matthew Dean online: https://www.linkedin.com/in/4mattdean/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                Cheers,

                Felix

                ]]>Join us in the Krueger Marketing podcast studio this week for the inaugural episode of The State of Sales Enablement.

                We catch up with Matthew Dean who is responsible for enabling Docusign's sales team during a hypergrowth phase fuelled by the pandemic. He'll share how he made the transition from sales director to sales enabler, the top content formats supporting remote sales, and his tips for navigating sales enablement in a global business

                Here are some of the resources referenced in this episode.

                Sales Enablement Society (SES) - https://www.sesociety.org/

                Effective Sales Enablement - https://www.amazon.com/Effective-Sales-Enablement-collaborative-marketing/dp/0749483644

                Fanatical Prospecting - https://www.amazon.com.au/Fanatical-Prospecting-Conversations-Leveraging-Telephone-ebook/dp/B01617VD3I

                Sales Development Playbook - https://www.amazon.com.au/Sales-Development-Playbook-Repeatable-Accelerate/dp/0692622039

                Sales Gravy Podcast - https://salesgravy.com/podcasts/

                Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

                Connect with Matthew Dean online: https://www.linkedin.com/in/4mattdean/

                Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

                Where to find The State of Sales Enablement:

                Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

                LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

                Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

                Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

                Cheers,

                Felix

                ]]>0c58cbf2-1fde-4a98-926b-1e6525f578d6Thu, 18 Mar 2021 07:30:00 +100033:45falsefull11111FFWD Revenue