Transforming Teams with Coachable Talent w/ Rebecca Bell
Sales Coach
by Mark Garrett Hayes
1w ago
Are you struggling to navigate the complex world of enablement, grappling with competencies, coaching, and performance frameworks? If so, you're not alone. And today's episode is here to help! My guest this week on the Sales Coach podcast is Rebecca Bell, Senior Director and Head of Global GTM Enablement & Business Operations at Zendesk. Rebecca prides herself on her ability to build teams and strategies that accelerate business success and create advocacy. She also holds the prestigious title of Founding UK Chapter President of the Revenue Enablement Society.   Tune in and you'll lea ..read more
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Powerful Enablement Strategies w/ Brooke Coletti
Sales Coach
by Mark Garrett Hayes
2w ago
What is the key to effective enablement and how can you drive maximum impact within your organization? My guest this week is Brooke Coletti, Senior Scaled Go-To-Market Enablement Manager at Amazon Web Services (AWS). In this episode, Brooke shares invaluable insights into the world of enablement. She sheds light on key strategies for garnering buy-in, understanding adoption curves, and prioritizing initiatives to drive organizational success.   Tune in today and you'll learn the following, PLUS MUCH MORE: The critical role that partnerships play in enablement success How to and why you n ..read more
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Unlocking the Power of Sales Kickoffs w/ Lynne Santangelo
Sales Coach
by Mark Garrett Hayes
3w ago
? Sales Kickoffs (SKOs) are pivotal moments in any organisation's calendar.   They offer an opportunity to align teams, inspire individuals, and set the stage for a successful year ahead. But what truly makes an SKO effective? ?‍♂️   What are the hidden strategies and insights that can transform a routine event into a transformative experience?   ? My guest this week is Lynne Santangelo, MBA, PMP, a seasoned Revenue Enablement Manager at LaunchDarkly.   Lynne orchestrates methodologies and programs aimed at propelling sales performance and fostering scalable growth.   ..read more
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Analytics and Coaching Insights w/ Mike Kunkle
Sales Coach
by Mark Garrett Hayes
1M ago
Have you ever wondered why some sales teams soar to success while others struggle to meet their targets? The secret might lie in something that's often overlooked but crucial in the sales world: effective coaching and analytics. My guest this week, Mike Kunkle, Vice President at SPARXiQ, is a seasoned professional in the realm of sales effectiveness services. His expertise is further solidified by his authorship of the book "The Building Blocks of Sales Enablement," which reflects his deep understanding of the field.   Tune in today and you'll learn the following, plus MUCH MORE: The cru ..read more
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The importance of enabling sales managers w/ Amanda Dossey
Sales Coach
by Mark Garrett Hayes
1M ago
Enabling sales managers is critical for any sales enablement program to succeed ‼️ My guest this week is Amanda Dossey, Head of Sales Enablement at Keyfactor, based in Atlanta. Keyfactor provides certificates for machine identities to help ensure secure connections. Amanda runs enablement as a team of one currently and prides herself on being a leader who fosters teamwork. She has been called a thoughtful and empathetic leader and an outstanding enablement leader. ? She believes sales managers, especially first-time managers, need guidance on managing reps instead of doing the job.   Tune ..read more
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Navigating the Start-up Journey w/ Emily Isensee
Sales Coach
by Mark Garrett Hayes
1M ago
Ever wondered what it takes to drive success in a start-up's enablement journey? My guest this week us Emily Isensee, the Senior Director of Global Enablement at Esper. With a background in leading large teams, Emily took on the challenge of being a team of one. She has since navigated the start-up landscape with resilience and adaptability.   Tune in today and you'll discover the following, plus MUCH MORE: How to build a lean enablement team and create a robust strategy. The importance of making learning a connected experience The significance of working closely with leaders at differen ..read more
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The importance of kindness in sales w/ Thomas Crelier
Sales Coach
by Mark Garrett Hayes
1M ago
? Kindness is sales is something that will always earn you trust if you put that to the front. You'll always get someone to work with you rather than against you. So kindness is vitally important in sales, both internally and externally. Empathy and authenticity are key to bringing human connection into automated sales workflows. My guest this week is Thomas Crelier, Sales Enablement Manager at Xero. Thomas helps sales professionals overachieve their targets while becoming confident in themselves. He uses impactful, meaningful and engaging sales training and supportive sales enablement strateg ..read more
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The Move to Revenue Centric Enablement w/ Paul Butterfield
Sales Coach
by Mark Garrett Hayes
2M ago
? There’s a lot of talk about enablement “getting a seat at the leadership table”. What does this really mean and how can it be achieved? My guest this week is Paul Butterfield, CEO of Revenue Flywheel Group and Executive Board President of the Sales Enablement Society Paul Butterfield has designed, built and led high impact revenue enablement strategies and teams for Vonage, G.E., NICE InContact, and Instructure. As a consultant he’s coached Go-to-Market leaders from Expedia, ABB. Aspen Media, Orbitz, and Red Wing Shoes in change management and sales methodology adoption. Paul's passion lies ..read more
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Attention Strategies for Enablement Distractions
Sales Coach
by Mark Garrett Hayes
2M ago
You have so many distractions from things like your tech stack, right? ? Upcoming deadlines, meetings etc never end! Some in your team can multi-task. But some of your team will naturally have shorter attention spans. ? So, how can you make sure your whole team can stay focused? This week I'm chatting with Bobbi Jo Frazier, Director of Revenue Enablement at ActivTrak. Bobbi Jo has a real passion for Enablement and believes in fostering a culture of learning and development among sales and revenue professionals.   Tune in today and you'll learn the following, plus MUCH MORE: ❗️ How to deve ..read more
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How I build functions from scratch w/ Matt Cohen
Sales Coach
by Mark Garrett Hayes
3M ago
Many of the people I talk to in enablement land in a position where the infrastructure of a company is already in place. But what do you do if you need to build a function from the ground up? This week I'm chatting with Matt Cohen, Senior Sales Enablement Manager at Dotmatics. Matt's passion for alignment is why he is in Enablement. He focus on proactively identifying gaps in the buyer journey and prioritizing solutions that optimize people, processes, and technology. To advance the Enablement community, Matt sits on the board of the Sales Enablement Society's Boston Chapter and co-founded the ..read more
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