Avsnitt

  • Welcome to Inside: Sales Enablement Episode 63

    How do we make sales today and one of the things that we need to concentrate on is selling the value of what is actually value mean in the first place? No human being on the planet can live without water. But water is cheap, and prevalent, and inexpensive in most places. Whereas none of us need diamonds to survive. But diamonds are expensive. So what actually is value?

    In this episode, the guys are joined by Jen Burns who runs sales enablement globally for IQVIA. The reason the concept is so important today is as we move into a digital into the digital economy where customer experience becomes so vital.

    The key questions you must be able to help your sellers answer are: What actually is valuable? Is the product and service that you have, is that what is valuable? Or is it the outcome the customer achieves? Is that what's valuable. That's what we're talking about today.

    AUDIO TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 00:34  

    I'm Scott Santucci.

    Brian Lambert 00:36  

    I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:49  

    Together, Brian, I've worked on over 100 different kinds of sales enablement, initiatives as analysts, consultants or practitioners. We've learned the hard way, what works and maybe what's more important, what doesn't.

    Brian Lambert 01:03  

    And our focus is on you, as a sales enablement leader and Orchestrator, sales enablement, leaders need to develop specific characteristics that we call Orchestration, operate in the blended domain of strategy and tactics, where you do both. Our goal on this podcast is to help you clarify what that looks like, provide examples that you can then take an action in your own company and give you confidence to engage up down and across the organization. And as usual, we have a centering story. So Scott, what do you have for us today?

    Scott Santucci 01:34  

    So I'm going to lead with a quote, and I'm going to ask you to see if you can think place the quote and the time period.

    Brian Lambert 01:42  

    Okay.

    Scott Santucci 01:44  

    Here's the quote. Why is water that is vital for all life. cheap. And diamonds are so expensive.

    Brian Lambert 01:56  

    Isn't this say? Something tells me that this is like the 1980s or something that a technology reference like a Steve Jobs keynote or something?

    Scott Santucci 02:06  

    Close?

    Brian Lambert 02:06  

    It is

    Scott Santucci 02:07  

    very close. Yes. It's Aristotle. And it's about 300 BC. You were right. Close. My hopes

    Brian Lambert 02:17  

    only to bash it upside that. Okay. Well, fine. Aristotle's a smart dude. I can get go for that.

    Scott Santucci 02:22  

    I guess he's Steve Jobs. Yes. And essentially, he's got, you know, big thoughts.

    Brian Lambert 02:27  

    And they probably are more like sandals.

    Scott Santucci 02:29  

    There's the close part. So why are we talking about this and diamonds, around the time of Aristotle, many of...

  • In this episode , we're joined by Brian King. Sales Enablement leader who brought a cross-functional team together to develop and clarify the value of his team at Intercontinental hostels. In this podcast, we talk through bringing together cross-functional leaders (all who have a myopic lens of "value") as well as understanding the commercial ratio and how to leverage to elevate the strategic conversation and strategies.

    And our focus is on you, as a sales enablement leader and Orchestrator, sales enablement, leaders need to develop specific characteristics that we call Orchestration, operate in the blended domain of strategy and tactics, where you do both. Our goal on this podcast is to help you clarify what that looks like, provide examples that you can then take an action in your own company and give you confidence to engage up down and across the organization.

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 00:34  

    I'm Scott Santucci.

    Brian Lambert 00:36  

    I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies

    Scott Santucci 00:48  

    together, Brian, I've worked on over 100 different kinds of sales enablement, initiatives as analysts, consultants or practitioners. We've learned the hard way, what works and maybe what's more important, what doesn't.

    Brian Lambert 01:02  

    Our focus is on you as sales enablement leaders and orchestrators as a sales enablement orchestrator, you need to develop specific skills to blend both strategy and tactics together to help your company succeed. As you work across the sales and marketing, you're also bringing together a lot of different inputs, and you're turning those inputs into value for your company. As usual, we have a centering story, Scott, what do you have for us today?

    Scott Santucci 01:27  

    So our centering story goes way, way, way, way back.

    Brian Lambert 01:31  

    usually say that it doesn't isn't that far. Either way.

    Scott Santucci 01:35  

    With that.

    Brian Lambert 01:36  

    When you add all the emphasis you blow it that it's not that far back.

    Scott Santucci 01:41  

    We have the benefit of actually knowing what the story is because I'm including you on this one. So that's a little unfair. I'm using

    Brian Lambert 01:47  

    the fact that I'm not in the dark this time.

    Unknown Speaker 01:50  

    Exactly.

    Scott Santucci 01:52  

    But so we've we've had stories that go way back as I remember around BC period, BC when we talked about the invention of improv.

    Brian Lambert 02:05  

    That's right.

    Scott Santucci 02:06  

    That's how far back we've gone. So this time, we're going all the way back to episode six gaven, episode six of our actual podcast. So how modern are we getting here? So if you haven't, if you haven't listened to Episode Six, you probably shouldn't do it. It's we published this in in June of 2019. And there's actually a funny story

  • Saknas det avsnitt?

    Klicka här för att uppdatera flödet manuellt.

  • Welcome to Inside: Sales Enablement Episode 61

    In this episode we're joined by long-time listener Erik Host-Steen who appreciates getting into the meat of some issues. Since we like introducing ideas and inviting people to participate and push back, Erik reached out to discuss business outcomes and business impact of Sales Enablement.

    Erik finds that sales, marketing, and product leaders are often working at cross-purposes. One way to get alignment is through business impact measures. What are the goals of the organization? And certainly, growth is usually a part of that. And that growth is for some purpose, value creation, profitability, etc. And then if it's a venture capital backed, firm, there's an exit. So then we have to have an eye toward valuation. And the top typical valuation models have many other factors involved rather than the Commercial Ratio we discussed on the show.

    What does the Commerical Ratio really add to the toolkit in terms of being able to solve growth problems being able to drive toward a particular valuation or profitability? Find out as we walk through the top-down view of business impact measures so you can quantify your business impact of the sales enablement function.

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Brian Lambert 00:33  

    I'm Scott Santucci. I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:48  

    Together, Brian, I've worked on over 100 different kinds of sales enablement issues. As analysts, consultants, we're practitioners, we've learned the hard way, what works, and maybe was more importantly, what doesn't. And

    Brian Lambert 01:01  

    our focus is on you as sales enablement, leaders and orchestrators. In that role as an orchestrator, you have to blend both tactics and strategy to execute. Our goal is to help you clarify the measures of success, provide an example of what that looks like to execute, and work together across your function across your organization. And then give you confidence to engage up down and across so you can drive results. And on this podcast today, we're just really excited. And it's really awesome to have another insider join us. We've got Eric hosting with us. Hi, Eric, how you doing?

    Erik Host-Steen 01:37  

    Great, thanks. Thanks for having me.

    Brian Lambert 01:39  

    Absolutely. And I was, I wanted to bring you in, because you and I had both had a conversation on the heels of the Commercial Ratio webinar. And I learned a little bit about you, you've got you fixed sales and marketing and product problems. You've been with Rogers Corporation, and hoche and Red Mountain, and you're very process driven and quality focused, and have a product marketing background in business development. And, you know, one of the things that I learned about you as you really are focused on having a dialogue, to understand but also where things maybe don't necessarily come together for you, you want to have a discussion. And that's what we're doing here today. I thought, Well, you know what, instead of having the conversation between us, between you and Scott, let's have you on the show. And you can ask Scott yourself. So...

  • Welcome to Inside: Sales Enablement Episode 60

    We're in the experience economy and Sales Enablement Orchestrators are working to bring together the valuable contributions of multiple departments in their organization to improve the customer experience. How are they doing that? By pulling together people, processes, technology, and information to benefit sellers and address the gaps in the selling eco-system.

    Curiosity is the new competitive advantage, as savvy leaders are taking a "how do we figure it out" approach and learn by doing. Forgoing the big-bang efforts for laser beam experience "labs" to figure out what works.

    In this episode, we’re joined by Bill Ball, a founding member, and one of the members of the Sales Enablement Board of Directors. As sales enablement society founders and members Scott, Brian, and Bill share their examples of creating an all-digital organization of volunteers through a shared and common experience to elevate the role.

    As Bill shares in the podcast; "We're navigating an evolving profession together. We have to get to know people and to help people, to figure it out together."

    Listen in as the guys share what they're seeing, and more importantly, what they have learned to help your own organization orchestrate and bring together people through a common and shared experience

    SES EXPERIENCE 2020 - Forward Momentum for a New Decade October 26 - 29 Virtual

    Join the members of the Sales Enablement society at their annual conference http://ses2020.sesociety.org/

    Make sure you join Scott Santucci (SES Founder) in the Founders Room on Wednesday, October 28, 2020 at 4:15pm Eastern.

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 00:34 

    I'm Scott Santucci.

    Brian Lambert 00:36 

    I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies. Together, Brian and I have worked on over 100 different kinds of sales enablement, initiatives as analysts, consultants or practitioners. We've learned the hard way, what works and maybe what's most important, but doesn't. Our focus is on you as sales enablement leaders and orchestrators in that role that you have in your company, you've got to develop specific characteristics that we call orchestration. That means blending strategy and tactics together to achieve results to help sales sell and simplify the selling ecosystem. And as usual, we have a centering story, bill, bill, what do you got for us?

    Bill Ball 01:29 

    Thanks, guys. I want to take us way back to the year of 2016. I know that's not quite as far as you gentlemen generally travel back in your centering stories, but it's important.

    Brian Lambert 01:45 

    It's important,

    Scott Santucci 01:46 

    you know why? It's so it might as well be that Fargo. Right,

    Bill Ball 01:50 

    right, right. I mean, cuz who can tell at this point anymore? It seems like 1000 years ago is my relationship with you guys go what's happened this year, and how far the sales name one society has come. So um, the reason I'm going to talk about 2016 is that's the year all the wheels started to turn in the sales enablement society. Now, I wasn't...

  • Laying the foundation is critical to Sales Enablement Orchestrators. Laying the foundation is a foundational step to create the survival kit for an enablement leader. It's absolutely mandatory for the enablement leader.

    In this episode, we're joined by Tamara Schenk. Tamara talks with us about the blueprint Sales Enablement Orchestrators need to create with all teams and roles that are involved. Laying the foundation requires approval by senior executives so that this is your blueprint you're going to achieve.

    Laying a foundation is not an exercise you do for somebody else, it's not something you you do for finance or controlling. And it's definitely not filling out a form. That's the absolute the last step, when you put all the pieces together. It's a creative process of creating the blueprint you need in your organization, in your context, where you're currently at to achieve your goals. You You have to achieve an enablement to meet your company's sales objectives.

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 00:33  

    I'm Scott Santucci,

    Brian Lambert 00:35  

    Brian Lambert, we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies

    Scott Santucci 00:48  

    together, Brian and I've worked on over 100 different kinds of sales enablement, initiatives as analysts, consultants or practitioners. We've learned the hard way, what works and maybe what's more important, what doesn't.

    Brian Lambert 01:01  

    Our focus is on you as sales enablement leaders and orchestrators as an orchestrator, you need to be able to blend both strategy and tactics in order to execute. Our goal on this show is to help clarify the metrics of success, provide examples of what that looks like, and give you confidence to engage up down and across the organization. As always, we start with a centering story, Scott, what do you have for us today?

    Scott Santucci 01:25  

    Okay, so today's centering story, the timeframe on this is 1400 1400. Okay, got it. It was it was it was imagine that a little imagine that in 1400. And Florence, the Republic of Florence commissioned a whole bunch of sculptors, because to celebrate, hey, you know, we're done with the plague. I thought this was a little time, like, given where we are today. Maybe some wishful thinking with maybe, maybe co it would be over. Yeah. And one of the people who was commissioned one of the sculptors that was commissioned is someone we've talked about on the show before Brian, who might

    Brian Lambert 02:05  

    have a, I don't know, we've talked about so many Italians for some reason.

    Unknown Speaker 02:12  

    I know a lot of times, um,

    Brian Lambert 02:16  

    my favorite though, was vilfredo Pareto.

    Scott Santucci 02:19  

    So his tamaraws that's a little foreshadowing. Okay. Uh, well, it's one that you brought up

    Brian Lambert 02:27  

    to Vinci. Oh, Which one is that? Oh, um, I don't know. I can't remember. Man. You stuck in me. I love it. So it's 55 shows in man,

    Scott Santucci 02:37  

    the...

  • One thing that we like to do on our podcast is to make this very conversational. And the reason that we want to make it conversational, as we go through a structured format, it can get overwhelming. The things that we're all talking about are very, very complex. In this episode, the guys are joined by Steve Goas who is passionate about co-creating value in Message Enablement.

    Topics:

    The vision of Message Enablement programsCreating Routes to ValueOrchestration across the organizationDefining what "good" looks like with Sales

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now. 

    Scott Santucci 00:33  

    I'm Scott Santucci. 

    Brian Lambert 00:34  

    I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies 

    Scott Santucci 00:47  

    together, Brian and I have worked on over 100 different kinds of sales enablement, initiatives as analysts, consultants or practitioners. We've learned the hard way what works and maybe what's more important, what doesn't

    Brian Lambert 01:00  

    Our focus is on you the sales enablement leader and Orchestrator, as a Orchestrator in sales enablement. You have specific characteristics and skills that you need to leverage in order to blend both strategy and tactics to execute. Our goal is to help you clarify what that looks like, provide examples that you can reference as you're engaging across the organization, and give you the confidence to gauge up down and across the organization. So you can drive the simplification that salespeople need to be successful with their customers.

    And on this podcast, we have a special guest. His name, Steve, Steve Goss. And Steve is with a very large financial services company. He's got a very strong background in b2b content and b2b messaging enablement or Message Enablement. He's very passionate about sales enablement, as an enabler of the content and the message that salespeople need to have as they engage with their clients and their customers. 

    And when you think About the sales enablement landscape that Scott shared in early 2020. We obviously we had Talent Enablement, we had Pipeline Enablement, Organizational Enablement and commercial enablement. Steve, one of our listeners here is in the Message Enablement space. 

    Steve and I met at the sales enablement soiree, actually in 2019. We actually hit it off really well. That event is great to walk the hallways with him and just talk about sales enablement and what he was seeing, as he was helping his large sales teams. And he's been texting and emailing Scott and I ever since he's been a big listener of our show, and actually since COVID, we've had the largest body of post COVID sales enablement research with over 25 episodes and obviously all the state of sales enablement research we did. And Steve's been involved and digesting all that and he reached out to Scott and I said So that's how this started. And Steve so much. I just want to thank you so much for being on the show today. And can you tell us a little bit more about yourself and anything I missed in that setup?

    Steve Goas 03:10  

    Yeah. So thanks for...

  • Are you embracing real-world reality? What is the impact of change on your customer’s conversations right now?

    Think about it: Are best practices really going to help you move forward when those practices were built and defined before COVID? Who really KNOWS the customer today and what are you going to do about it?

    Join Louis Jonckheere - President and Co-Founder of Showpad, a leading sales enablement messaging platform - as he talks about the ingredients of successful message enablement initiatives, the buy-in required to get results, and what it takes to gain a broader perspective – to elevate and improve messaging. He also talks about what it means to be customer-centric in a COVID-impacted world.

    Topics include:

    Why perspective mattersThe evolution of the sales enablement marketUsing technology to improve the quality of sales conversationsBeing a leader with the courage to act and engageThe impact of COVID on “Best practice”What it means to be customer-centric

    Additional Resources:

    The Commercial RatioWatch the Sales Enablement Is at a Cross Road Webinar ON DEMANDJoin us at Showpad's Transform2020 Virtual Conference Oct. 1-2 to learn more about the future framework of sales enablement 

    EPISODE TRANSCRIPT

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 00:34  

    I'm Scott Santucci,

    Brian Lambert 00:36  

    I'm Brian Lambert, we're the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:48  

    Together, Brian and I've worked on over 100 different kinds of sales enablement, issues as analysts, consultants or practitioners. We've learned the hard way, what works and maybe what's more important, what doesn't

    Brian Lambert 01:00  

    Right now our focus is on you as a sales enablement leader and orchestrator who operates in the in the gap between strategy and tactics and was blend those together to drive outcomes. Our goal is to help you clarify what works and also clarify the measures of success so you can engage up down and across your organization. As always, we start with a centering story, Scott, what do you have for us?

    Scott Santucci 01:24  

    Okay, well, here's our centering story. Have you ever heard of Gregor Johann Mendel?

    Brian Lambert 01:31  

    No.

    Scott Santucci 01:33  

    Well, if you were in the genetics business, you would definitely would know who this is. Gregor Johann Mendel was actually a friar, a church friar,

    Brian Lambert 01:45  

    Like Robin Hood,

    Scott Santucci 01:47  

    from the Augustinian sect. And between 1856 and 1863. He did a lot of experiments with pea plants, pea plants and what he would do is he would observe these pea plants, I guess when you're, I guess when you're a friar, you have to do a

  • Welcome to the Inside: Sales Enablement Podcast Episode 56

    The close of the 19th century found Samuel Pierpoint Langley and Orville and Wilbur Wright in a competition to create a powered and controllable flight. Langley worked with a lot of government support and enormous public exposure, while the Wright brothers worked quietly using their own resources.

    Langley built a monolithic 54-foot-long flying machine had two 48-foot wings -- one in front and one in back. It was launched from a catapult on the Potomac River in October of 1903 and it fell like a sack of potatoes into the water.

    Just nine days later, the Wright brothers flew a trim little biplane, with almost no fanfare, at Kitty Hawk, North Carolina. Their advantage? They'd mastered the problem of controlling the movement of their plane by focusing on the environment in which they operated. Windy, uncontrolled, volatile, requiring the plan to harness those conditions.

    The results were remarkable, and as they say, the rest is history.

    In this episode, we're joined by Amy Benoit. An Orchestrator who is also focused on harnessing the often volatile, uncertain, and complex environment that salespeople operate within. While many (most?) organizations build out their monolithic sales engines with overlays, technology, and management support, Amy focuses on working "light and lean" to get moving and get results.

    There's a lesson in this episode for all of us, what do you think?

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now. 

    Scott Santucci 00:34  

    I'm Scott Santucci.

    Brian Lambert 00:35  

    I'm Brian Lambert. We're the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies

    Scott Santucci 00:48  

    together, Brian and I've worked in over 100 different kinds of sales enablement, initiatives as analysts, consultants or practitioners, we've learned the hard way. What works and maybe what's most important What doesn't,

    Brian Lambert 01:01  

    and our focus is on you as a sales enablement leader and orchestrator, as you know, sales enablement, leaders need to really operate in the gap between strategy and execution. And blend those tactics and strategies together to be mission and goal focused. prioritizing the right goals at the right moments, guiding the narrative by confronting reality, to drive results by design and not effort, so that you can unlock energy and create momentum by catalyzing change through collaboration. That's our list of what it takes to be a great orchestrator. And you heard about that on an earlier episode. On this podcast, we're gonna start with a centering story, just like we usually do, and I'm gonna hand it over to Scott and then we'll introduce our guests. Scott, what do you have for us?

    Scott Santucci 01:46  

    Okay, I love this, this centering story. So if you don't like it, or if people don't like it, so what i love it and you know, it's partially my podcast too. So I'm gonna start out with this. So First of all to give everybody a little bit of hint we're starting. We're starting out our story in the late 1860s. And have you ever heard Brian or Amy have someone named Samuel Pierpont Langley? Samuel Pierpont

    Brian...

  • Welcome to the Inside: Sales Enablement Podcast Episode 55

    Our focus is on you a sales enablement leader and orchestrator. In your role, you've got to be mission and goal-focused to drive results by design, not effort, unlocking energy, and creating momentum and catalyzing change through collaboration. In this episode, the guys are talking about utilizing social media to gather information and insight. Not with the purpose of amplifying what's already known, but rather, for the purpose of understanding different perspectives. A key concept of Orchestration.'

    In this episode, we're joined by Greg Smith, a long-time listener. He joins the show to talk about one of his most recent posts on "SDR bashing" and what happened when he posted, what he learned, and why the subsequent discussions were valuable.

    That's really what we want to talk about here is we have a great opportunity for an awesome topic that requires a good healthy exchange and conversation. When we think about digital, why are we treating it as a separate medium? Why are people using it to share information, instead of understanding different points of view?

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 00:33  

    I'm Scott Santucci.

    Brian Lambert 00:35  

    I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:47  

    Together, Brian, I've worked on over 100 different kinds of sales enablement, issues as analysts, consultants or practitioners. We've learned the hard way, what works and maybe what's more importantly, what doesn't

    Brian Lambert 01:00  

    And our focus is on you the sales enablement leader and orchestrator, as you know, you've got to be mission and goal focused to drive results by design, not effort, unlocking energy and creating momentum and catalyzing change through collaboration. Those are just some of the attributes of being a great orchestrator. And as we continue to advance through COVID-19, we're having to do that a lot more digitally. It's a digital driven need for orchestrators. And that's what we're going to talk about today, the idea of digital environments and leveraging them to help us orchestrate success. And Scott, why don't you kick us off with the story and introduce our guest?

    Scott Santucci 01:42  

    Thanks, Brian. And we're not going to go back very far in history, because how far back in history can we go when we talk about digital environments, but we're going to do is maybe it's more of an anecdote. So in 2017, I started the sales enablement society. One of the things that was really interesting about that is it was all run on my cell phone and through LinkedIn. So the ways of engaging what I learned about how people engage, what the techniques are, etc, if you just sort of look at LinkedIn as a big collection, sort of like a conference, or you know, you go to a basketball game, and you want to talk to people in the stands, if you look at it that way, then use the rules of how you engage others. And that's really what we want to talk about here is we have a great opportunity for a awesome topic that requires a good healthy exchange and conversation. But I think one of the...

  • Welcome to the Inside: Sales Enablement Podcast Episode 54

    System thinking is a disciplined way of understanding dynamic relationships. It's an approach that enables you to make better choices and avoid unintended consequences. In this episode, we talk with Dr. Jerry Brightman, who teaches courses on systems thinking at Harvard University.

    The guys talk with Jerry to unpack a real-world example to understand the components and repeatable approaches to viewing the commercial system as an integrated system of people, processes, technology, and capabilities.

    In this episode:

    The definition of systems thinkingThe difference between managing and leadershipThe pros and cons of systems thinkingThe importance of short-term wins in service of the broader solutionThe best way to prioritize action in the day-to-day

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 00:33  

    I'm Scott Santucci.

    Brian Lambert 00:35  

    I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:48  

    Together, Brian, I've worked on over 100 different kinds of sales and they were knishes analysts, consultants or practitioners. We learned the hard day our way not hard day saved. This is all part of the process. We have a hard way what works and perhaps what's most importantly, what doesn't.

    Brian Lambert 01:08  

    And our focus here on this podcast inside sales enablement is on you as a sales enablement leader and orchestrator, as you know, sales enablement orchestrators has very specific characteristics, and I'm going to share those with you. Now, first of all, your mission and goal focused, you've prioritize the right goals at the right moments. You guide the narrative by confronting reality to get the right stuff done. You drive results by design, not by effort, you unlock energy to create momentum and catalyze change through collaboration. Those are the six attributes of an orchestrator. And you can find out more about that on an earlier episode on orchestrators as we usually do, we're going to start with a centering story on this particular episode. So Scott, what kind of centering story do you have for our audience today?

    Scott Santucci 01:56  

    Well, I've got a great one. So I first want us to dwell on how cool This name is okay. And how awesome the Italians are at naming people.

    Brian Lambert 02:07  

    Go figure says the Italian

    Scott Santucci 02:09  

    is well, I don't have to Scott isn't an Italian name like I just have to laugh. I'm half right. But listen to this name vilfredo Pareto. Oh, nice Hellenic in it.

    Brian Lambert 02:24  

    Yeah, it's very nice to have properly dwelled on that so let's move on. It's very elegant.

    Scott Santucci 02:30  

    So who is this person? And why are we talking about about him. But as you as you many of you may know, you might know this idea of the 8020 rule. And the 8020 rule is also called peredo analysis or peredo distribution or he's got a lot of other other things...

  • Welcome to the Inside: Sales Enablement Podcast Episode 53

    Nine 4x2 Lego blocks have over 9 Billion unique combinations. How many "legos" does your product, solution, or service have? No matter how you define a "lego" at your company, the permutations are astounding, and yet this is the challenge salespeople navigate daily.

    On top of this, your company is changing -- rapidly. Moving from one form or the other. This journey represents another challenge salespeople must navigate.

    In this podcast, Brian and Scott are joined by Chad Quinn, the CEO & Co-Founder, Ecosystems and Jason Cunliffe, Group VP Content Marketing Services at IDC. Chad and Jason have created a partnership. How did it form? By a shared client's definition of value and the blending of capabilities to help sellers navigate a complex buyer-seller relationship.

    In this podcast, you'll hear:

    The definition of valueWays company's evolve their value communication approachIdeas to make value clearWays to relieve seller burden in the sales process

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 00:34  

    I'm Scott Santucci,

    Brian Lambert 00:36  

    Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:48  

    Together, Brian, I've worked on over 100 different kinds of sales enablement initiatives, as analysts, consultants or practitioners. We've learned the hard way. What works and maybe what's more Important, what doesn't.

    Brian Lambert 01:02  

    Our focus is on you as a sales enablement leader and orchestrator. As an orchestrator, you need to develop specific characteristics to operate in the blended domain of strategy and tactics where you do both together well to help your company win. Our goal on the podcast to help you clarify the measures of success, gave you confidence to engage up and down and across the organization, and provide real examples of what it looks like to execute strategy and execute tech. As always, we start with a centering story. So I'm gonna pass it over to Scott Scott, what do you have for us?

    Scott Santucci 01:36  

    So today's centering story is about a glass of water.

    Unknown Speaker 01:43  

    There we go.

    Brian Lambert 01:44  

    So well, that's gonna be hard to date.

    Scott Santucci 01:47  

    No day Exactly. Well, it's timeless, right? So water is a is timeless with with regards to humanity's concerned. But when you think about water, it's its chemical composition is it's a bunch of molecules. those molecules are bouncing around. And what's interesting about water isn't the only substance on earth that exists in three different states. It's a, it exists in a gaseous state, so we breathe it in all the time. It exists in the liquid state. So Jason has a bottle of it right now. So it can deal with the heat down in Miami. And it also exists in a solid state. And that's really what we're going to zoom into is, is that the difference between the liquid state and the solid state? So did you know Brian, that ice actually is considered...

  • Welcome to the Inside: Sales Enablement Podcast Episode 52

    What happens when you get people together remotely or in-person to build something to "help sales sell?". Take an Insider's look at what it takes to navigate internal perspectives, challenges, and vision to co-create value together.

    Doug and Imogen join the guys to discuss their work. They provide real-world examples that illuminate and provide structure to the challenges they overcome while working with marketing, sales, and product groups. You'll hear a lively discussion about what it means to orchestrate by blending together both strategy and tactics to simplify sales while achieving business objectives.

    Take a listen to learn more about:

    Why orchestration is valuable to executivesWhat orchestration "looks like" to the leaders involvedWays to overcome internal bias and people who want to "steamroll" the solutionOvercoming siloed thinking by creating clarity through the work

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 00:34  

    I'm Scott Santucci.

    Brian Lambert 00:35  

    I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:47  

    Together, Brian and I have worked on over 100 different kinds of sales enablement, issues as analysts, consultants or practitioners. We've learned the hard way what works and maybe most Importantly, what doesn't?

    Brian Lambert 01:01  

    That's right Scott. And our focus is on you. The sales enablement orchestrator. As you know, as leaders in your business, you need to develop specific characteristics that we've been calling Orchestration, we want you to understand what it means to help clarify the measures of success. We want to give you examples, Orchestration looks like as you you operate in the gap between strategy and execution to do both at the same time. And we want to give you confidence to engage up down and across your organization to help with that and breathe life into this concept of Orchestration. We actually have two guests with us today, and they've been on the show before, but they're also helping and they're very passionately involved in clarifying the role of sales enablement, as orchestrating role and what it means to be an orchestrator. So we've got Imogen McCourt and Doug clower joining us today. Hey guys, how you doing? Can you introduce yourself?

    Unknown Speaker 01:54  

    Certainly, Brian and Scott. Thanks for having us on again. I guess we didn't do too badly Last time, so we get to come back and do a little bit more. Anyway, my name is Doug clower. I'm a, I'm a global enablement director and and I'm an orchestrator to I guess that's the best way to describe it. I'm passionate about this. It makes so much sense. And it does give so much value to the companies that we work with. So thanks.

    Unknown Speaker 02:19  

    Yeah. And I'm imaging McCourt, and it's lovely to be back, spending some more time with you chaps, I co founded an organization called and grow.io. And we focus on helping companies with the business of sales, helping the senior executive team understand exactly...

  • Welcome to the Inside: Sales Enablement Podcast Episode 51

    Our focus on this podcast is for you sales enablement leaders and orchestrators. As an orchestrator. You need to develop skills to be mission and goal focused. prioritize the right goals and the right moments, guide the narrative by confronting reality, drive results by design, not effort and unlock energy to create momentum. To do that, today, we've got a special guest is going to join us to talk about a very important topic, and that is selling outcomes.

    If you're a devout listener, and insider nation member, you will already know this illustrious guest. He was in our panel or on our sales leader COVID panel. And I'm delighted to have Bob Apollo just himself. So if you don't know about Bob, one of the things that he's doing that's really exciting, is he's launched an outcome centric Academy.

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Brian Lambert 00:34  

    I'm Scott Santucci, Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:49  

    Together, Brian and I've worked on over 100 different kinds of sales enablement initiatives as analysts, consultants or practitioners. We've learned the hard way, what works and maybe What's more important, what doesn't?

    Brian Lambert 01:02  

    Our focus on this podcast is for you sales enablement leaders and orchestrators. As an orchestrator. You need to develop skills to be mission and goal focused. prioritize the right goals and the right moments, guide the narrative by confronting reality, drive results by design, not effort and unlock energy to create momentum. To do that, today, we've got a special guest is going to join us to talk about a very important topic, and that is selling outcomes. Scott, can you introduce our guests?

    Scott Santucci 01:31  

    Absolutely. So if you're a devout listener, and insider nation member, you will already know this illustrious guest. He was in our panel or on our sales leader COVID panel. And I'm delighted to have Bob Apollo just himself. So if you don't know about Bob, one of the things that he's doing that's really exciting, is he's launched an outcome centric Academy. So before I get into more details about that, let's Bob Tell us a little bit about yourself in specific What is this outcome centric Academy in first place?

    Bob Apollo 02:06  

    Yeah, thanks, Scott, and really happy to be back with the program again. So my career really has been one of spanning sales and marketing for a variety of organizations over the years. But most recently, I've been spending my time working with, I suppose what you're characterized as scale up b2b tech based businesses, for whom sales enablement, sales effectiveness, and all of the things that go with that absolutely essential foundations for building a growing business and delivering predictable outcomes.

    Scott Santucci 02:46  

    Awesome. So what we're going to do here is one of the things that we're doing on our show is we're trying to create more opportunities to learn. And as you've been, as you know, we've had several webinars that are all predicated on post COVID

  • Welcome to the Inside: Sales Enablement Podcast Episode 50

    Theres a huge difference between analysis and synthesis. Analysis requires you to break things down, measure them, and understand what happened. The very nature of "analysis" is rooted in the past, and the assumption that understanding what happened helps you figure out what to do. But, what happens when a pandemic hits, your company is going through digital transformation, and what worked in the past is no longer working?

    That's where synthesis becomes critically important. Why? Synthesis provides you the interconnection of seemingly unrelated components and the ability to project what to do to help "skate to the puck" and add immense value as an orchestrator.

    In this episode, we're joined by Brooke Spatz, a Sales Enablement Orchestrator in the middle of a transformation to help her company move from selling products to selling a platform. Tapping into her background as an actor, the guys explore the difference between success in the past vs. success today by exploring what it means to analyze vs. synthesize to create value for the organization. Improvisation seems like it's free-flowing and the like, but really to make that art form, there is a whole slew of rules that you need to learn. Brooke helps us explore so you can Orchestrate in the flow of business.

    EPISODE TRANSCRIPT:

    Intro 00:36  

    Welcome to the inside sales enablement Podcast, where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions, the market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert as they take Behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 01:07  

    I'm Scott Santucci.

    Brian Lambert 01:09  

    I'm Brian Lambert and we are the sales enablement insiders.

    Scott Santucci 01:12  

    Our podcast is for sales enablement leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies. Together, Brian and I have worked on over 100 different kinds of sales enable initiatives as analysts, consultants, or practitioners. We've learned the hard way we just did in our pre free work here. Because this is a recording of a previous one. We've learned the hard way what works and what doesn't.

    Brian Lambert 01:43  

    Yeah, ask us about it sometime. I it was interesting, warm up to this call. And I think you guys are in for a real treat, because we're gonna be talking about analysis versus synthesis. As a sales enablement leader, you're an orchestrator and perspectives matter. And one of the things we're focused on here in season two is Understanding different perspectives, and more importantly, bringing people together to move forward to help clarify measures of success, provide examples of what it means to blend strategy and execution together to drive results and really gain the confidence to have more meaningful conversations in and among those people responsible for helping sales be successful. And as you guys know, we usually start with a centering story to Scott, take it away. What kind of story do you have for us today?

    Scott Santucci 02:27  

    What we're gonna have to do is go way back normally we start our stories in the 1800s or something like that. So we're going to go way back and we're going to go way back to his early as 391 BC. That's 391 BC. That's where we're starting our story from

    Brian Lambert 02:45  

    All right, great. Well,

    Scott Santucci 02:47  

    and what we're talking about is something called the...

  • Welcome to the Inside: Sales Enablement Podcast Episode 49

    It's a given that the sales and marketing engine is full of waste and inefficiency. Despite the best intentions of very smart people, something is still not quite right. How do we know? The Commercial Ratio tells us that most companies get .15 cents of growth for every dollar they spend on sales and marketing.

    Scott and Brian are joined by Kunal Mehta from the Private Equity firm TCV. Kunal shares a behind the scene view of rolling out the commercial ratio to all TCV portfolio companies. What were those discussions? What was the focus? What happened?

    Find out why the commercial ratio is such a great starting point for addressing sales and marketing challenges and how you can use the metric to engage more strategically with your executive team.

    You can find out more about the commercial ratio at www.commercialratio.com

    Let us know what you think!

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Sam Tucci and Trailblazer Brian Lambert as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 00:33  

    I'm Scotty NTG.

    Brian Lambert 00:35  

    I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:48  

    Together, Brian, I've worked on over 100 different kinds of sales enablement and issues as analysts, consultants or practitioners. We've learned the hard way what works and perhaps what's more Important, what doesn't?

    Brian Lambert 01:02  

    This podcast is focused on you and being a great orchestrator. We've had a lot of episodes on orchestration and being orchestrated elevate your role. And on this particular episode, we're going to talk more about the commercial ratio. But before we do that, Scott, do you have a centering story for us?

    Scott Santucci 01:18  

    I do. I've got a I've got a little short one up. Actually, a lot of us are going to be familiar with this. The story it's a children's tale from the mid 1800s, from yawns, Christian Anderson. And really, it's about the Emperor's New Clothes. And if we remember that, if we remember that story, some swindlers go into this into this village, and they say we've got this amazing new fabric, and it's the most amazing, comfortable, glorious new fabric. And here's the deal. What's makes it super amazing is only smart people can see it. The dumb people can't see or appreciate how valuable this fabric is. And the emperors like wow, I want to do that. And all the Emperor's aides would look at this, look at the progress that these guys were doing after they set up their loom and make the Emperor's New Clothes, his new outfit his new wardrobe. And they watch his progress because of course, the Emperor wants to see his advisors. And none of them wanted to admit that they didn't see anything at play. because keep in mind, these guys are scam artists, right? But no one wanted to admit that they couldn't see it because by admitting it that they couldn't see it. Guess what was happening? They were saying that I'm stupid, right? Because only stupid people can't can't see it. So Wow, that's fabulous. And then the other a would be Oh, you're right. I see how fabulous it is to It's

    Brian...

  • The value of Sales Enablement continues to elevate for those who orchestrate across the company to bring together the right solutions at the right time while addressing seller burden.

    In this packed episode, Scott and Brian are joined by Joe, a VP of Sales for a Mid-Sized services company that works with some of the largest media companies on the planet. Joe talks about the evolution of selling over the past 20 years and what's happening the sales right now. Especially, with the impact of COVID, and the complexity his team is dealing with.

    Against this backdrop, Scott, Joe, and Brian discuss the perceived value and impact of Sales Enablement.

    The discussion includes:

    Peeling back the layers of VP of Sales challenges and situations, so you can gain more empathyThe perceived impact of Sales Enablement OrchestrationTips and ideas on how to role-play sales enablement value

    Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation, and be part of the continued elevation of the profession.

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Sam Tucci and Trailblazer Brian Lambert as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Unknown Speaker 00:34  

    I'm Scott Santucci, Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:48  

    Together, Brian and I've worked on over 100 different kinds of sales enablement initiatives as analysts, consultants, or practitioners. We've learned the hard way what works And maybe what's most importantly, what doesn't.

    Brian Lambert 01:02  

    Our focus is on you the sales enablement orchestrator. As you know, sales enablement, leaders really need to develop a core skill and competency in the area that blends strategy and tactics to stay mission and goal focused, to prioritize the right action at the right moments, to guide the narrative by confronting reality, to take more of a design approach, not just when, through effort to unlock energy, create momentum, and catalyze change. To help us out on this episode, we're going to bring in a head of sales. It's Scott's going to talk through some of the attributes of recent sales enablement initiatives. And this is an important lesson for you guys in a kind of a way to go into the lab and I really want you to listen for the space that Scott creates with this VP of sales, and how he goes about talking through some of the real issues. And as part of that at the end of the discussion, well, we'll kind of roleplay a little bit of how we might position things Some of these more comprehensive solutions to VPS sales and win together. So with that, I'm gonna hand it off to Scott. And Scott, can you introduce our guest?

    Scott Santucci 02:10  

    Absolutely.

    Scott Santucci 02:12  

    We have two goals that were happening here. Goal number one is, how do we start talking about one of the terms that we brought up as stratification? How do we actually bring to life, that gap between strategy and execution for our criticals stakeholders, and in this case of VP of sales, that's the one thing that's part one. And that's what I'm going to cover. Part Number two, what we're going to get at is, okay, now that you have ideas of...

  • Welcome to the Inside: Sales Enablement Podcast Episode 47

    In this episode, the guys are joined by Tom Pisello, the ROI Guy who shares his thoughts on the commercial ratio.

    To calculate the commercial ratio of your organization (www.commercialratio.com):

    Take your current annual revenue Subtract it from the annual revenue of the previous year Divide it by the total sales and marketing spending 

    The guys talk about :

    Why value is so important to understand in salesWhy value is critical to sales enablement programsHow sales and marketing are viewed as "growth programs" by investorsThe relationship between strategy and tactics in creating ongoing programs to improve value communication with a portfolio of sales teamsThe fundamentals of calculating the commercial ratioHow the commercial ratio is used by investors and executivesThe role of Sales Enablement in moving the needle on the commercial ratio

    Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 00:33  

    I'm Scott Santucci.

    Brian Lambert 00:35  

    I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:48  

    Together, Brian and I have worked on over 100 different kinds of sales enablement, issues as analysts, consultants or practitioners, we've learned the hard way, what works, and maybe what's even more important, what doesn't.

    Brian Lambert 01:01  

    And our focus on this podcast is we are in season two is on sales enablement, leaders and orchestrators. And as you know, companies are often structured in hierarchical silos. And the topics that we're covering affect not only sales enablement, leaders in talent or pipeline or Message Enablement, but also in commercial enablement. And that's what we're going to talk about today. Because when you look at operating in the space between strategy and execution, and having to bring those together, and that's a big challenge that you're facing, because it involves the concept and the discussion with the executive leaders around, Hey, you know what, give me give me more, give me more remit, I'm going to give you more impact. You're going to spend less money and get more from it. And that's a tough concept to land as an Orchestrator. So Scott, why don't you set us up here on the podcast and share who our special guest is?

    Scott Santucci 01:55  

    Sure. Look forward to a Brian and insider nation. Let me just sort of summarize a couple things of where we've been. We've done probably the most research about post COVID, around sales enablement, then anybody, whether it be Gartner Forrest or anybody else. And we've been expressing that in terms of a series of webinars that we're doing through my company growth enablement. So the first one that we had was about sales and a was at a crossroads, where we first...

  • Welcome to the Inside: Sales Enablement Podcast Episode 46

    There is a whole class of leader working in the gap between strategy and tactics, to blend together the right programs, actions, and processes to achieve outcomes -- often with people who don't report directly into them.

    In this episode, we're joined by Cathy - a sales enablement leader working in her company to bring together groups of people to drive outcomes.

    In this engaging discussion, we discuss:

    The value of orchestration to the sales organizationWorking with line managers who have the resourcesEnrolling people to achieve an outcomeThe difference between orchestrating teams and individualsThe blend of strategy, process, technology, and informationExamples of orchestrating people and groupsThe differences between project management and orchestration

    Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert, as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Scott Santucci 00:33  

    I'm Scott Santucci.

    Brian Lambert 00:34  

    I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:48  

    Together, Brian and I have worked on over 100 different kinds of sales enablement, initiatives as analysts, consultants or practitioners. We've learned the hard way, what works and maybe what's most important, what doesn't.

    Brian Lambert 01:02  

    Thanks, Scott. And on this show today, what we're going to do is we're actually going to go back a couple months and we're going to talk through the state of sales, Nyland research but more importantly, the the findings presentation.

    Scott Santucci 01:13  

    Wait only a couple months last podcast, we went back to 1217. Oh, no.

    Brian Lambert 01:18  

    I know, I shouldn't say we're going back at all, because Dallas is nothing for you. That's right, it feels like forever ago in a way because we've been actually producing a lot of content podcasts panels, we had our one year anniversary celebration, we're now in season two. And but what I wanted to do Scott is actually bring a listener on we have Kathy that's going to join us here. And what I wanted to do is just talk through the findings presentation, because not all of our listeners were on that. And the reason why I want to do that is it's it's the executive summary of what's happening in the sales enablement space, and more importantly, where it's going. So we're not going to recap all the panel discussions in all that listeners can listen to that. But more importantly, how does this land from a sales enablement leader perspective, like we have on the show here today? And how is this being internalized in action? If at all, right, because the findings in and of themselves are great, but how do people process it? And what do they do with it? So I've got Kathy joining

    Scott Santucci 02:22  

    me here. Before we do that, let's just remind our listeners. So what is Brian...

  • Welcome to the Inside: Sales Enablement Podcast Episode 45

    A Sales Enablement Orchestrator and Sales Enablement Insider joins our show to talk about blending strategy and tactics. Doug Clower is a 20 year Sales Enablement veteran with orchestration experience in companies like MicroFocus.

    Doug joins the podcast to talk about the changing sales landscape and how Orchestrating success with sales, marketing, and operations leaders requires bridging the gap between their company’s business strategy, and the way customers need to buy.

    This creates space:

    between your company and your customersbetween your growth plans and activities to drive quarterly resultsbetween accomplishing goals and driving daily prioritiesbetween the sophistication of know-how and the simplicity of actionbetween managing individual contribution and customer experiencesamong specialized functional departments

    Companies are structured in hierarchical functional silos making them unable to react quickly to the business landscape.

    Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Sam Tucci and Trailblazer Brian Lambert as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

    Brian Lambert 00:33  

    I'm Scott cantucci, Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:49  

    Together, Brian and I have worked on over 100 different kinds of sales and a one end initiatives as analysts, consultants or practitioners. We've learned the hard way What works? And maybe what's more important, what doesn't?

    Unknown Speaker 01:04  

    That's great. I guess it's been really hard lately.

    Brian Lambert 01:08  

    That's got to take us up with a centering story. We're bringing back our centering story, a couple of podcasts and panel discussions and our listeners are clamoring for a story, Scott, I think it's time to go back in history. I can feel it. What do you got for us?

    Scott Santucci 01:24  

    Well, this time, we're gonna have to go way back the Wayback Machine. And I'd like us to imagine what the year 1271 was like.

    Brian Lambert 01:35  

    Wow, yeah.

    Scott Santucci 01:37  

    Good times, right. This is pre pleg. Europe, by the way. So good, you know, good stuff. In 1271, a 17 year old left Venice, with his father to go off to China. And who was that person? Well, that's what people today know as Marco Polo, and Marco Polo is not famous for that pool game. Follow. That's, that's not what he's about. That's not what he's famous for. He's actually famous for his time spent in China. So we remind ourselves that in Europe during 12, you know, 1271 right when when our when our story is that the largest cities in Europe had about 20,000 to 40,000 people that was considered a huge city and European standards. And the big thing that was emerging here was the mercantile system. So trade, and the Venetians were probably the biggest innovators of that. So they, if you know about Venice, it's this...

  • Welcome to the Inside: Sales Enablement Podcast Episode 44

    At the end of our anniversary show the guys talked with Sarah Fricke who is passionate about laying a path for other women to join us in the enablement field while also while promoting the fact that there are many paths into enablement.

    Sarah joins the show to host a panel with:

    Amy Benoit - Renaissance Woman Catalyzing Change, consultant Lindsay Gore - MicrosoftHang Black - JuniperSarah Fricke - RingCentralAlicia Leach - SalesforceSteph Bell - SalesforceStephanie Middaugh - Divvy

    The show topics include:

    Share how great women forged a path in sales enablement and whyShare strategies of navigating career conversations within a male dominated organization that doesn’t have a definition for enablementTo help improve businesses by creating an environment where everyone benefits by the ‘melting pot’ concept of bringing people together.The business case for diverse mindsets and cognitive diversityThe importance of allies in the workplace

    Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.

    EPISODE TRANSCRIPT:

    Intro 00:02  

    Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Sam Tucci and Trailblazer Brian Lambert as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now. I'm Scott, Brian Lambert

    Greg 00:36  

    and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

    Scott Santucci 00:49  

    Together, Brian and I've worked on over 100 different kinds of sales and Avon initiatives as analysts, consultants or practitioners, we learned the hard way. What works Maybe what's more important, what doesn't?

    Greg 01:02  

    That's awesome in Yep. And we know what works because we know conversations work. And we're going to have a conversation today in a very special episode with a great panel discussion with women in sales enablement. gotten I are super excited to host this panel because as orchestrators, we need to work with people who have different perspectives than us. And we need to be inclusive of those perspectives. And so what we're going to do is make this fun and informal and informational. And if you guys remember in our last podcast, which was our anniversary show, it was Episode 43. And in that particular episode, Sarah Frick from ringcentral was with us. And after we were done shooting that episode and recording it. We were talking to Sarah and the rest of the panelists about ideas for this year. And as we move into season two, what could we talk about? and Sara chimed in and said, hey, let's you know it'd be great if we brought together and created some space to have conversations with women and salespeople. And so we said, That's great idea and help us Can you help us do that. And so that's what we're going to do. We're going to I'm going to pass this over to Sarah Frick, who's going to be our guest host. And she's going to talk through and introduce the panelists. And she's going to talk about and ask them questions, like, you know, what's happening when women in leadership for enablement? What does it look like when they're working well, and when it works well, and what are some specific...