Inside: Sales Enablement

Scott Santucci, Brian Lambert, Erich Starrett

SEASON 3: Enablement History w/Erich Starrett and Special Guests Together we will hop (take a leap!) into the Enablement Time Machine and... - Have a look back with those who had a role in / contribution to Enablement history. - Pause in the present, to hit on a few "modern" themes - And then shift our focus to the future of the Enablement function / profession, and what it may bring for Enablement teams. SEASONS 1 + 2: Scott Santucci & Brian Lambert Explore the dynamic world of elite B2B Sales Enablement professionals who support solution sellers at scale while running Enablement as a cross-company strategic function to the C-Suite. Discover the winning mindsets, strategies, and executable insights commercial enablement leaders follow to elevate their role and function. Engage with other listeners looking to evolve their function to commercial enablement, talent enablement, message enablement, pipeline enablement, or organizational enablement. This podcast uses the following third-party services for analysis: Chartable - https://chartable.com/privacy read less
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Episodes

ISEs3Ep7 - Tim Riesterer - Chief Strategy Officer, Corporate Visions + Chief Visionary, Emblaze
2d ago
ISEs3Ep7 - Tim Riesterer - Chief Strategy Officer, Corporate Visions + Chief Visionary, Emblaze
Tim Riesterer - From Sales Enablement Origins to Orchestrating the Future of Revenue:On Episode 7, host Erich Starrett hops in the OSC Studios time machine with Tim Riesterer - Chief Strategy Officer, Corporate Visions + Chief Visionary, Emblaze.Tim shares his wealth of experience in sales enablement, spanning from the early days of automated RFPs and proposals to the evolution of the sales enablement function. He discusses the origins of sales enablement, its role in bridging marketing and sales, and its potential for strategic impact in the future. Tim also provides insights into the organizational hierarchy of enablement and its relationship to strategy, as well as the future of digital selling and the upcoming Digital Now Revenue Summit. Join us as we delve into the history, current landscape, and future possibilities of sales enablement with one of its foremost experts.Tim and Erich talk all things sales enablement, the evolution of the industry, the future of Revenue Enablement, and even share a few sips 🥂of Tim's unique Enablement 🍾 Champage. Key takeaways:> The Evolution of Sales Enablement: Tim shared his journey in the sales enablement space, from the early days of creating automated RFPs and proposals to the current landscape of integrated digital selling experiences. The industry has come a long way, and the future holds even greater strategic potential.> Where Enabling Growth meets SCIENCE!: Tim discussed the concept of orchestrating science-backed "growth plays" as the future banner for enablement, emphasizing the importance of leveraging data, original research and strategic initiatives to drive sustainable impact and compelling customer experiences.> Synergy of the CSO/CRO: Tim intentionally architected his role as Chief Strategy Officer for direct access to strategic levers across silos. This allows for adaptability across nearly everything - enablement, marketing, research, product development - from original research to front line sales execution. > Save the date for the upcoming summit in Chicagoland from April 2nd to 4th! An opportunity to meet Tim and SO MANY other thought leaders face-to-face. Click below for discounted access to the 2024 digitalnow Revenue Growth Summit in association with OrchestrateSales.com's ISEs3 podcast. Hosted by Emblaze, powered by Corporate Visions, bringing together sales, marketing, and success leaders to address the challenges and opportunities of digital selling. https://salesenablement.captivate.fm/diginow24 Don't wait - hit PLAY! - to hear about all of the above...and so SO much more.Join in the journey with curiosity alongside those courageously treading the past, present, and future frontlines of a growing function and global profession. Please click 👇🏻, subscribe 📲, listen 🎧 ...and 🎙️ join the conversation!  ORCHESTRATE Sales!Let's #ElevateEnablement TOGETHER!Mentioned in this episode:ISE Podcast Reference Library on OSChttps://www.OrchestrateSales.com/podcastISEs3 Enablement Insiders DISCOUNT code Hit www.EmblazeGrowth.com/digitalnow and plug in promo code OSCISE for $395 off of the Emblaze DigitalNow Revenue Summit 2024 registration fee! Register by Feb 16th and get an ADDITIONAL $200 off with "Earlybird" pricing! Hope to see many Enablement Insider Nation smiling faces soon in Chicago. Or, more specifically, *just* outside of the Second City ...on April...
ISEs3 Ep6: Christopher Kingman​ - SES Fore-founder, RES + Emblaze Exec Board Member
Feb 13 2024
ISEs3 Ep6: Christopher Kingman​ - SES Fore-founder, RES + Emblaze Exec Board Member
Hello and welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 6, Erich Starrett hosts Christopher Kingman M.S., Global Head of Digital Sales Enablement at TransUnion, in the OSC Studios. And - SPOLER ALERT - this Ep is COMPLETE with a first of its kind opportunity to meet our guest IRL and face-to-face! Along with some of the best-of-the-best who have made (and continue to make) Enablement and Digital Sales history. And with not one but two ISE Insider benefits to make it easy on the travel budget.Chris has a captivating Enablement past as the youngest SES Fore-founder in "the room where it happened" ...just up the street from his Florida home. He is also well known for standing up in that very room as the voice of the next generation.  He shares his unique perspective on the past, while concurrently holding executive board roles with both the Revenue Enablement Society and Emblaze. Don't miss insights from this consistent practitioner, leader and volunteer on the Enablement front lines about the past, present and future of the function and profession. Highlights include: PAST: > Participating in the founding meeting of the Sales Enablement Society with people who came from as far away as the Netherlands like Thierry van Herwijnen and big names like Gerhard Gschwandtner and Jill Rowley invested their time, talent, and travel generously. Dr. Robert M. Peterson, who never lets Chris forget that he was the "youngster" there. PRESENT: > Chris' board role with Emblaze (fka AAISP) is informed by years of involvement including at the F2F events.  > RES and Emblaze have partnered around the concept that your enablement person and your CRO/CSO are two sides of the same coin.FUTURE: > Developing the first standards-based Enablement Executive Education program. > The 2024 Emblaze #digitalnow Revenue Growth Summit in which the RES is cultivating the Enablement track, and Chris and RES President Gail Behun will be hosting a "How to speak CRO" session. We also announce an ISE Season Three exclusive. In affiliation with the 2024 digitalnow Revenue Growth Summit in Chicagoland April 2nd to 4th. THE must-attend event for digital-first revenue leaders. Hosted by Emblaze. Powered by Corporate Visions.  (Check out the "mentioned in this episode" section👇🏻) Don't wait - hit PLAY! - to hear about all of the above...and so SO much more.Join in the journey with curiosity alongside those courageously treading the past, present, and future frontlines of a growing function and global profession. Please click 👇🏻, subscribe 📲, listen 🎧 ...and 🎙️ join the conversation!  ORCHESTRATE Sales!Let's #ElevateEnablement...
ISEs3 Ep4: Gail Behun – President, Revenue Enablement Society (2024)
Jan 15 2024
ISEs3 Ep4: Gail Behun – President, Revenue Enablement Society (2024)
Hello and welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 5 we begin in the present as Erich Starrett is joined in the OSC Studios with Gail Behun who was announced just last week as the new President of the Revenue Enablement Society!  In this episode, Gail shares insights gained from many milestones on her personal Enablement journey including...> Her PASSION for the elevation of the Enablement profession, including many companies (and namely those who laid off entire Enablement teams) coming to embrace the reality... "What was happening to our community wasn't about enablers not showing value. It wasn't about us not doing a good enough job at our job. It was very reactionary. It was our CROs and CEOs not understanding the value of Enablement.Going from mentality of growth at all costs to a mentality of profitability at all costs." And that meant they had to cut anything that didn't directly lead to profitability, which meant cutting Enablement because Enablement adds to the cost of sale....this crash was not just because of our performance and that we had to be able to own the parts of it that we didn't do well enough. We needed to understand how to better build a bridge to our CROs, and then we needed to understand how do we go forward from here.""We really need to bring this function back and bring it back strategically. "> The Sales Enablement Society's decision to rebrand in 4Q23 to the Revenue Enablement Society..."This is a real recognition that our profession is evolving dramatically...that we have a much bigger footprint that we're empowering, not just sellers, but customer success, solution consultants, marketing, working across product marketing. We really are that connective tissue to the sales organization.""The title is how people are seeing us. But for me and my passion is how are we seeing ourselves? How do we define what we're doing so that whatever our title is, we know we're having the biggest impact, whether you are, a support level, whether you're just coming in, whether you're a VP level and everything in between, really having a clear understanding of how you can have an impact on those bottom line revenue metrics. How what you're doing ties back to revenue.> How her love of the live conference community experience led her to lead the annual global SES/RES event..."It lets me really bring my passion for face to face marketing and the power of conferences and the power of connecting into an organization that I feel so strongly brings so much value to members. One of the things I love about sales enablement is it's still a niche profession. There's not a lot of us, we're still figuring a lot of stuff out. And so you have this community of people who are. Incredibly brave, incredibly creative, incredibly scrappy, and perfectly happy to show you what they're doing." > Her take on the future of Enablement, and elevating the profession..."The evolution for me is to continue to make sure that people have outlets to have good discussions with their community on a regional level, on a national level, on a slack level, that they have those conversations, and that those conversations can focus on 'What makes our strategy impactful?' Yeah, we've got to talk about the tactics, like how are we actually going to pull this thing off? But the more conversations we have about the strategy, the more that we speak that CRO / CEO language, the more likely we are to elevate our entire profession."Please take a listen (and subscribe to!) the...
ISEs3 Ep3: Paul Butterfield - President, Revenue Enablement Society (2023)
Dec 30 2023
ISEs3 Ep3: Paul Butterfield - President, Revenue Enablement Society (2023)
ISE Season 3 is focused on the past, present and future of Enablement History. And timed perfectly as we just celebrated the seventh anniversary of the official signing of the Sales Enablement Society into reality by the ~100 SES Fore-founders in Palm Beach, November of 2016.For Episode 3, Paul Butterfield, President of the Executive Board of the (as of recently) Revenue Enablement Society joins us on the Orchestrate Sales Property and shares his take on Enablement History:⏪ BEFORE the Sales Enablement Society: ❇️ Building out the enablement function for multiple companies including Vonage, Instructure, and General Electric's CoE. ❇️ Googling "Sales Enablement" and being introduced to the research of Scott Santucci⏯️ Paul's introduction to the SES via Jill Rowley and ultimately getting involved locally. ❇️ A review of the three founding positions and how they, in part, solidified Paul's findings from having built Enablement programs organically ❇️ A peek "behind the scenes" at the catalysts, current events, and decision making process that informed the executive board's transition from the SES to the RES⏩️ Paul's take on the present and future of Enablement and his personal mission to empower enablement through the lens of Customer Journey ❇️ Enablement has yet to fully embrace and apply "business within a business" ❇️ The impact and opportunity of A.I. ❇️ A challenge for all to embrace becoming Enablement Challengers vs. Waiters ❇️ Drop the "ROI calculator" and rather focus on reasonable correlation to resultsThis podcast uses the following third-party services for analysis: Chartable - https://chartable.com/privacy
ISEs3 Ep2: Scott Santucci - The Birth of the Sales Enablement Society
Dec 19 2023
ISEs3 Ep2: Scott Santucci - The Birth of the Sales Enablement Society
Welcome to Inside Sales Enablement, Season three, where we take a leap into the enablement time machine and...> Take a look back with those who played a part in enablement history. > Pause in the present and hit on a few modern themes> And then shift our focus to the future and what it may bring for enablement teams. Hello and welcome! I'm Erich Starrett. I started out as an ISE "Insider Nation" devotee of Sales Enablement Society founding father Scott, Santucci, and trailblazer Dr. Brian Lambert. I then collaborated with them to build OrchestrateSales.com, the global home for the podcast and related resources for Enablement Orchestrators and sales enablement history. Why? Well as a sales enablement history nerd with a passion for the continued elevation of the profession. I see it as the Sales Enablement Smithsonian and, more specifically, an opportunity to serve you - the global enablement community. Together, we will revisit the wisdom of the treasures therein as well as uncover some new ones with a series of special guests, which may even include you.The foundation of cross-functional and enablement orchestration was established in the three founding principles signed into existence by the hundred-ish fore-founders of the SES back in Palm beach in 2016, for which this week in the studio is the seven year anniversary. So in celebration after a year of hiatus, we're knocking the dust off the orchestrate sales.com property. In the first episode we had Sales Enablement Society founding father Scott Santucci as our special guest, focusing on before the SES and how it almost didn't even exist.Today, Scott rejoins me in the orchestrate sales studios, as we land alongside the a hundred-ish, fore-founders in Palm beach, back in November of 2016, where, and when the Sales Enablement Society officially began.  This podcast uses the following third-party services for analysis: Chartable - https://chartable.com/privacy
ISEs3 Ep1: Scott Santucci - Before the Sales Enablement Society
Nov 21 2023
ISEs3 Ep1: Scott Santucci - Before the Sales Enablement Society
Episode 64: ISE Season 3#1: BSESWelcome to "season three" of Inside Sales Enablement ...ISE - focused on Enablement History. I'm Erich Starrett. I started out in the ISE audience listening to SES Founding Father Scott Santucci and Trailblazer Dr. Brian Lambert', and then collaborated with them to build OrchestrateSales.com to be the global home for the ISE Podcast and related resources for Sales Enablement #Orchestrators, including Sales Enablement Society history.It is the week of the seventh anniversary of the official signing of the SES into reality by the ~100 Fore-founders in Palm Beach, November of 2016. We begin ISE Season 3 with a focus on "Before the SES ...and how it almost didn't exist" with SPECIAL GUEST Sales Enablement Society Founding Father Scott Santucci himself.Was Sales *Enablement* the first choice, or were there a few left marked through on the the whiteboard?What HEROic role did the four days of Scott and Brian Lambert's Forrester Sales Enablement Conferences play?Would the Sales Enablement Society have even become a thing if Jill Rowley didn't engage a cynical Scott in a Social Media challenge centered around Tiffani Bova, with a few extra nudges from across the pond thanks to Tamara Schenk?The significance of Lisa Pintner not just letting Scott sulk in a corner at the happy hour?How do you create a forum that fosters creative conflict and to challenge each other in a positive way?What was the role of vendors including Corporate Visions (@Jody Kavanaugh and Tim Riesterer,) SAVO Group (now part of Seismic) and @iCentera (Craig Nelson)?What came into reality of the intersections of Sheevaun Thatcher, CPC, Jill Guardia (she/her), and Daniel West introducing Scott to @Jim Ninivaggi?...with involvement of key players like Walter Pollard,
Ep63 Helping Salespeople Communicate Value with Jen Burns
Dec 2 2020
Ep63 Helping Salespeople Communicate Value with Jen Burns
Welcome to Inside: Sales Enablement Episode 63How 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 isScott Santucci 02:07  very close. Yes. It's Aristotle. And it's about 300 BC. You were right. Close. My hopesBrian 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...
Ep62 Leading the SE Function To Achieve Impact with Brian King
Nov 18 2020
Ep62 Leading the SE Function To Achieve Impact with Brian King
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 Hotels. 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 companiesScott 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 usingBrian 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 about that. What...
Ep61 Quantifying SE Contribution with Erik Host-Steen
Nov 4 2020
Ep61 Quantifying SE Contribution with Erik Host-Steen
Welcome to Inside: Sales Enablement Episode 61In 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. AndBrian 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 thanks for joining in,...
Ep60 Creating Shared Experience for the SES with Bill Ball
Oct 15 2020
Ep60 Creating Shared Experience for the SES with Bill Ball
Welcome to Inside: Sales Enablement Episode 60We'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 experienceSES EXPERIENCE 2020 - Forward Momentum for a New Decade October 26 - 29 VirtualJoin 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....
EP59 Gaining Executive Buy-in to your SE Charter with Tamara Schenk
Oct 6 2020
EP59 Gaining Executive Buy-in to your SE Charter with Tamara Schenk
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 companiesScott 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 mightBrian 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 upBrian 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 lipo...
Ep58 Orchestrating Message Enablement to Co-Create Value with Steve Goas
Sep 23 2020
Ep58 Orchestrating Message Enablement to Co-Create Value with Steve Goas
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 SalesEPISODE 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'tBrian 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 having me. And...
Ep57 Message Enablement in a Post-COVID World with Louis Jonckheere
Sep 15 2020
Ep57 Message Enablement in a Post-COVID World with Louis Jonckheere
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-centricAdditional 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 TRANSCRIPTIntro 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'tBrian 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,
Ep56 Embracing the Complex Conditions that Lead to Breakthrough Results with Amy Benoit
Sep 10 2020
Ep56 Embracing the Complex Conditions that Lead to Breakthrough Results with Amy Benoit
Welcome to the Inside: Sales Enablement Podcast Episode 56The 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 companiesScott 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 PierpontBrian...
Ep55 Unpacking Social Media Interactions To Find Insight with Greg Smith
Sep 1 2020
Ep55 Unpacking Social Media Interactions To Find Insight with Greg Smith
Welcome to the Inside: Sales Enablement Podcast Episode 55Our 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'tBrian 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 things is when
Ep54 Applying Systems Thinking to Solve Complex Problems with Dr. Jerry Brightman
Aug 26 2020
Ep54 Applying Systems Thinking to Solve Complex Problems with Dr. Jerry Brightman
Welcome to the Inside: Sales Enablement Podcast Episode 54System 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-dayEPISODE 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 ItalianScott 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 and as many
Ep53 Overcoming the "Go Sell Value" Challenge with Chad Quinn and Jason Cunliffe
Aug 20 2020
Ep53 Overcoming the "Go Sell Value" Challenge with Chad Quinn and Jason Cunliffe
Welcome to the Inside: Sales Enablement Podcast Episode 53Nine 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 processEPISODE 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 a...
Ep52 Orchestrating Relevant Sales Conversations with Imogen McCourt and Doug Clower
Aug 17 2020
Ep52 Orchestrating Relevant Sales Conversations with Imogen McCourt and Doug Clower
Welcome to the Inside: Sales Enablement Podcast Episode 52What 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.Imogen and Doug 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 workEPISODE 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 how they...
Ep51 A Sales Leader’s View of Selling Business Outcomes with Bob Apollo
Aug 13 2020
Ep51 A Sales Leader’s View of Selling Business Outcomes with Bob Apollo
Welcome to the Inside: Sales Enablement Podcast Episode 51Our 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 research....