How do you enable sales teams to turn average demos into compelling stories that capture their prospects' attention and keep them engaged?  Can demo effectiveness be measured? If so, how should Enablement teams track and improve their demo enablement? In this episode, Brian Geery shares his proven strategy and techniques for enabling sales pros to give demos that highlight solutions to prospects' business challenges and helps them create a vision for how to solve those challenges. Listen in to learn: 7 steps to create a persuasive and compelling demo What KPIs to use to measure demo effe ..read more

Enablement - what's in it for your sellers? No, seriously. Can you measure and quantify the benefits or impact of your Enablement programs and activities? If not, how do you know whether you're meeting the needs of the Sales, SDR, or CSM teams your team supports? For Sunil Chhabra, Vice President, Global Enablement at Conga, having these critical benchmarks and measurements in place is non-negotiable. In this episode, he talks about: Providing guard rails Identifying the right metrics and KPIs Short-term vs. long-term KPIs Generating buy-in from Sales leaders Sunil Chhabra is the Vice Presid ..read more

Harvard Business Review reported that Emotional Intelligence accounts for nearly 90% of what sets high performers apart from peers with similar technical skills and knowledge (HBR, 4/3/19). Is EQ just as critical for success in sales? Matt Cameron, CEO of SaaSy Sales Leadership says "Yes"! In this episode he shares what he's learned about applying EQ in sales and sales coaching and the framework he's developed to support it: How to think about Emotional Intelligence in the context of sales Mapping EQ to methodologies Assessing EQ for targeted coaching How to integrate Emotional Intelligence i ..read more

Forrester calls First Line Sales Managers the "secret agents" of change and Revenue Enablement teams are often on the leading edge of change alongside them. In over a decade of experience as an enablement pro, Del Nakhi of MariaDB, has learned how to create and optimize those relationships for success. Listen in as she talks about: Why the change management relationship with Revenue Leaders is so critical. Where the Revenue Enablement role ends and the Sales Leadership role begins. How Revenue Enablement can set leaders up for success. Where to start in creating this critical partnership. De ..read more

Is it possible to enable sales reps to hit quota more consistently while keeping them happy? How does a sales enablement team measure "happiness"? Can revenue enablement teams create a voice for sales teams that gives them input into corporate level decisions? According to Sarah Fricke of RingCentral the answer to all of the above is yes! Listen in as she shares: How they developed a sales happiness survey How it differs from engagement surveys from HR teams Examples of how the results of the happiness surveys were shared with other teams to help break down barriers and improve communication ..read more