This episode features Tim Riesterer, Emblaze's Chief Research Officer, and Chris Kingman of the RES board, sharing their observations from the Emblaze conference earlier this month. Tim and Chris delve into details about insights and practical strategies shared by speakers and panels on integrating enablement . They also discuss the undeniable impact of strategic enablement, when it aligns perfectly with company revenue objectives.  You'll hear their insights on: The digital transformation in Sales Enablement driven by intiative The role of AI in sales coaching The critical role of cust ..read more

My guest  Sibusiso Msomi is a sales enablement pioneer in South Africa and in this episode we explore his career evolution and what he learned when making the strategic shift sales training to sales enablement: How shifting from sales training to sales enablement to provide more comprehensive solutions that integrate training, tools, and processes, enhancing overall sales effectiveness and what that looks like. How engagement with clients has evolved from focusing solely on skills to aligning sales strategies with broader business outcomes. Results,  positive outcomes and improved s ..read more

In this episode, Alex Berry, co-founder of 42AI an AI-powered company that revolutionizes customer insight discovery, joins me in discussing the transformation of go-to-market strategies. We discuss why Sales Development Reps (SDRs) must break out from the current hyper-specialization to succeed in the competitive sales environment. Alex shares his insights on how diverse backgrounds can help SDRs connect with customers on a personal level. He maps out a path to gaining a wider business acumen lens, which is critical to sales success. This episode provides ideas  for enabling and develop ..read more

How do you balance the potential of AI to impact revenue generation, sort through the hype and be strategic in your deployment of AI? Join me as I sit down with Dayna Williams, and we peel back the layers of AI's role in the future of sales and delve into the intricate dance between leveraging cutting-edge tools and staying true to the timeless principles of sound business practices.  We tackle the challenges faced by sales teams and explore how they can navigate the pressures of consistent performance while adopting a disciplined approach to innovation.  Dayna shares her seasoned ..read more

Get ready to accelerate your revenue enablement tactics with knowledge from Forrester VP and Principal Analyst, Peter Ostrow. Peter joined me recently to unpack the potential of AI to transform revenue enablement efficiencies and  strategies. Listen now to hear us discuss a path to maximize AI tools you already own, enhancing every facet of your sales process, from RFP analysis to tailoring pitch-perfect emails. Peter's insights on where strategy and innovation collide will ensure you're well-equipped to lead your revenue teams to victory. Peter Ostrow is currently VP, Principal Analyst ..read more

This episode I have the opportunity to sit down the new RES Executive Board President Gail Behun. She opens up and shares her thoughts and observations about: The current state of the revenue enablement profession Her 4 key revenue drivers for measuring the success of enablement Observations from the 2023 RES Experience and what's to come Her priorities and vision for RES in 2024 and beyond Gail Behun is a seasoned Sales Enablement leader, currently serving as the Director of Revenue Enablement at LivePerson, a global industry leader in AI-powered solutions.  With an extensive career s ..read more

Have you heard of the "Tiger Seller Profile"? It's a concept and framework developed and used by Rodney Umrah during his years in sales, account management and enablement at IBM, Microsoft, NetSuite and in his current role as Head of Global Revenue, Partner and Customer Enablement. In this episode Rodney explains how to elevate your sales team's performance as we dissect the elements that transform good sellers into great ones, and how tailored enablement programs can act as a catalyst for widespread excellence. For example: Identifying the skills, tactics and techniques of a Tiger Seller Wor ..read more

Ever wondered how to successfully make the shift from "doing digital" to "being digital"? In this episode Paul "Norf" Norford, VP of Global Enablement at Ivanti  enlightens us with his insights on this topic and discusses the usage of digital platforms like YouTube and LinkedIn for skill enhancement. What are the digital aspects of Enablement? Doing digital vs. being digital Using micro learning and JIT training Leading with stories Paul ‘Norf’ Norford is the VP Sales Enablement and Chief Evangelist at Ivanti. He's super-passionate about helping people, partners and customers change the ..read more

Why do sales leaders undervalue their enablement teams? With all the conversations and opinions about how to measure and demonstrate  business impact are Enablement teams actually gaining credibility? Jerry Farr, founder of Sales Excellence Advisors, joined me recently and shared his unique insights on why sales leaders might still be undervaluing  their enablement teams and how Enablement leaders and teams can flip that perception. How do sales leaders really perceive the value of Enablement? Do Sales leaders hesitate to include the Enablement team in C-level meetings? How credible ..read more

Ever wondered how to successfully make the shift from "doing digital" to "being digital"? In this episode Paul "Norf" Norford, VP of Global Enablement at Ivanti  enlightens us with his insights on this topic and discusses the usage of digital platforms like YouTube and LinkedIn for skill enhancement. What are the digital aspects of Enablement? Doing digital vs. being digital Using micro learning and JIT training Leading with stories Paul ‘Norf’ Norford is the VP Sales Enablement and Chief Evangelist at Ivanti. He's super-passionate about helping people, partners and customers change the ..read more