In this session, Chuck Marcouiller joins The Collaborator to share his thoughts on WHY you need to, and how to, map enablement to the buyer journey. There is a ton of insight from Chuck in this conversation, here is just a highlight on how you map go-to-market and Enablement activities to the buyer journey: Start by really looking at how you are getting your customers.  Are they coming to you as inbound or is the vast majority coming from outbound? Inbound means they were researching you and have begun the learning journey for their own reasons Outbound means you are sparking an int ..read more

La prospección de clientes nuevos es un paso fundamental en cualquier embudo de ventas, pero cómo podemos montar una estructura adecuada y qué aspectos debemos tener en cuenta Support the show (https://join.slack.com/t/trustenablement/shared_invite/zt-zqacvwmv-UCiO74qbmAKJ0n7hoykYFQ ..read more

Pooja Kumar, Regional Host for ASEAN and India, joined Rana Salman and Shannon Hempel, 2 of the amazing founders of WiSE.   The story started from a dinner with 4 friends and led to a powerful movement.  Rana Salman and Shannon Hempel spoke about WiSE - Women In Sales Enablement. An organization that brings professional women with a common interest together informally to achieve personal and professional growth in an environment that breeds support and trust. WiSE was founded to promote authentic connections among women with similar interests and challenges working in the field of ..read more

Devon McDermott sits down with Mia Swift to discuss her journey from a team of one Customer Success Enabler to a Revenue Enablement Professional. They discussed many great points including: - Challenges with CS metrics. - Learning how to set, collaborate, and communicate priorities using big rocks, stones, and pebbles. - The importance of taking the time to communicate clearly and concisely. And tons more insight and value throughout. Support the show (https://join.slack.com/t/trustenablement/shared_invite/zt-zqacvwmv-UCiO74qbmAKJ0n7hoykYFQ ..read more

Greg Kotovos is the Chief Revenue Officer at Kwanzoo.  Greg joined The Collaborator to discuss his journey to CRO and his work in providing insights on building an open go-to-market platform. Greg shared great insights, including: Insights on Kwanzoo and why he joined the team. Kwanzoo is a smaller ABM platform that aligns all phases of the go-to-market motion across marketing, sales, and customer success. His rationale for leading GTM operations from a Customer Success first perspective. There is a lot of gold in here for small-to-mid-size business CROs, give a listen. Support the s ..read more

Amanda Yanushefski and Megan Ley joined The Collaborator to discuss their journey to stand up a brand new onboarding program. They discussed: How Amanda decided it was time to hire a new Enabler (Megan) to lead onboarding. How Amanda partnered with leadership to determine the skills and capabilities they wanted to include in onboarding How Amanda collaborated with the entire organization to get others across the business to co-develop and deliver content The onboarding program covers various topics from sales skills, general employee and industry insights, and more. The goal is to help new ..read more

Kevin Mulrane is the CRO of Onramp Invest and Co-Host of the Addicted to Growth podcast. In our conversation, he discussed a lot of great information, like this where we were chatting about the 3 or 4 processes he considers key to staying on track with your goals Creating goals as a unified group between sales marketing. Talk through, if we fail, why?  If we crush, why? Review what numbers mean, not the numbers themselves, every week. Plan ahead.   In addition to the amazing lessons and tips shared by Kevin throughout this episode, we want to ask you to check out No Kid Hungry ..read more

Maria Paz Van Thienen, Head of Global Sales Enablement at 360Learning, joined The Collaborator to discuss the state of Sales Enablement in France, her program, and how she focuses her efforts. Maria noted that her team only works on projects that fall under these two KPIs: Time to first deal Quota Attainment This requirement gives her clarity when choosing what projects to work on and how to prioritize. Their team size?   3 Enablement professionals. Their tech stack? Salesforce CRM 360Learning Seismic Gong Mojo (French equivalent to Gong) SalesLoft Support the show (https://join.slack ..read more

Florian Gottschall, Sales Readiness Manager at WalkMe, joined DACH Regional Host, Britta Lorenz to discuss no pressure prospecting. Florian's key thoughts revolve around Listening with the intent to understand. Building trust  Throughout this conversation, Florian and Britta discuss several stories and share many insights. Give a listen and remain curious. Support the show (https://members.trustenablement.com ..read more

Team of One Host, Devon McDermott, sits with long-time Trust Enablement friend, Adriana Romero, to dig into the topic of growing your team. Support the show (https://members.trustenablement.com ..read more