Welcome to the Inside: Sales Enablement Podcast Episode 47 In this episode, the guys are joined by Tom Pisello, the ROI Guy who shares his thoughts on the commercial ratio. To calculate the commercial ratio of your organization (www.commercialratio.com): Take your current annual revenue  Subtract it from the annual revenue of the previous year  Divide it by the total sales and marketing spending  The guys talk about : Why value is so important to understand in sales Why value is critical to sales enablement programs How sales and marketing are viewed as “growth programs” by ..read more

Welcome to the Inside: Sales Enablement Podcast, Episode 41 In this episode Scott King joins the show to help “dissect” the revenue engine and discuss the wins he’s accomplished in partnership with product, marketing and sales teams to drive profitable growth at his company. We tap into their shared experiences to discuss the revenue and profitable growth “anatomy” that exists within companies and how sales enablement leaders can help decrease seller burden and elevate sales conversations at scale in partnership with sales leadership. Join us at https://www.OrchestrateSales.com/podcast/ to co ..read more

Welcome to the Inside Sales Enablement Podcast, Episode 15 Brian and Scott bring key issues to life, through the lens of a seller: The burden on Salespeople Customer buying journey and buyer enablement What sellers must do to sell more Scott shares real-life situations of his journey (very openly and honestly — you likely will not hear this kind of stuff from your sellers unless you have deep personal relationships with them). He talks about his journey from selling products to selling solutions to executives.  The story starts off with a lot of excitement and thrill about doing someth ..read more

Welcome to the Inside: Sales Enablement Podcast Episode 47 In this episode, the guys are joined by Tom Pisello, the ROI Guy who shares his thoughts on the commercial ratio. To calculate the commercial ratio of your organization (www.commercialratio.com): Take your current annual revenue  Subtract it from the annual revenue of the previous year  Divide it by the total sales and marketing spending  The guys talk about : Why value is so important to understand in sales Why value is critical to sales enablement programs How sales and marketing are viewed as “growth programs” by ..read more

Welcome to the Inside: Sales Enablement Podcast, Episode 41 In this episode Scott King joins the show to help “dissect” the revenue engine and discuss the wins he’s accomplished in partnership with product, marketing and sales teams to drive profitable growth at his company. We tap into their shared experiences to discuss the revenue and profitable growth “anatomy” that exists within companies and how sales enablement leaders can help decrease seller burden and elevate sales conversations at scale in partnership with sales leadership. Join us at https://www.OrchestrateSales.com/podcast/ to co ..read more

Welcome to the Inside Sales Enablement Podcast, Episode 15 Brian and Scott bring key issues to life, through the lens of a seller: The burden on Salespeople Customer buying journey and buyer enablement What sellers must do to sell more Scott shares real-life situations of his journey (very openly and honestly — you likely will not hear this kind of stuff from your sellers unless you have deep personal relationships with them). He talks about his journey from selling products to selling solutions to executives.  The story starts off with a lot of excitement and thrill about doing someth ..read more

Welcome to Inside: Sales Enablement Episode 63 How 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 d ..read more

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 elev ..read more

Welcome to the Inside: Sales Enablement Podcast Episode 50 Theres a huge difference between analysis and synthesis. Analysis requires you to break things down, measure them, and understand what happened. The very nature of “analysis” is rooted in the past, and the assumption that understanding what happened helps you figure out what to do. But, what happens when a pandemic hits, your company is going through digital transformation, and what worked in the past is no longer working? That’s where synthesis becomes critically important. Why? Synthesis provides you the interconnection of seemingly ..read more

Welcome to the Inside: Sales Enablement Podcast Episode 43. Let’s Celebrate! Join 5 Sales Enablement Insiders and to talk through the past 12 months. In the last 12 months, 14,600 listens from 46 countries. instead of going back and reviewing all our shows again and creating some sort of review, we crowd sourced it. And you’re invited to the party! Hear their top episodes, and how they action the podcast in their organization. Also, get the “inside scoop” on what we did behind the scenes! Here are some other stats from the podcast thus far: Listeners from 46 Countries.  USA represents 7 ..read more