What is the most scary thing that can happen to an Enablement practitioner? Tune in to find out this year's scariest stories! Subscribe to the podcast and please leave a review ..read more

On this episode we are joined by Richard Smith: EMEA Sales Leader of Sales Enablement platform Allego and former Co-Founder of Refract (acquired by Allego in 2020) Get ready to dive deep into the world of building champions and identifying them to ensure you're working on real deals that drive success. Join us as Richard shares his invaluable insights on the strategies and techniques that can elevate your sales game to new heights. Discover the secret sauce behind Backstage selling and how it can transform your approach to closing deals. Richard will unveil the key components of a successful ..read more

Ryan Staley joins us to discuss how AI will impact sales organizations. Subscribe to the podcast and please leave a review ..read more

Mike joins me on the podcast today to  talk about the top 3 challenges for sales reps in 2021. You’ll Learn: How to better engage with your prospects How to add value even when the customer is not ready to buy from you... just yet. The virtual world etiquette About Mike Macchiarelli Mike Macchiarelli is a Sales Trainer and Business Development Consultant at KO Advantage Group the fastest-growing sales training Company in North America for high value B2B services. Mike has over 10 years' experience in the world of professional selling. During his 6+ years at Equinox, a luxury lifestyle ..read more

Brian joins us on the podcast to talk about his incredible new book "The Influencer:Secrets to Success and Happiness"  You’ll Learn: Why it's not all about "getting people to like you" The power of staying connected How to become an extraordinary influencer About Brian Brian Ahearn is the Chief Influence Officer at Influence PEOPLE. A dynamic international keynote speaker, he specializes in applying the science of influence in everyday situations.  Brian is one of only 20 individuals in the world who currently holds the Cialdini Method Certified Trainer designation. This specializ ..read more

Colin Spence joins me on the podcast today to talk about customer success: what it is and isn't and why it's such a hot topic among SaaS businesses! You’ll Learn: 1. What Customer Success is and isn't 2. How Customer Success can be more commercial 3. Why the happiness of the end client is the key to success About Colin Spence Colin Spence is an experienced Customer Success leader responsible for Silverfin's Global customer success. With overseas experience in both multinational Fortune 50 organisations and hypergrowth start-ups, Colin's ambition is to lead world class Customer Success teams ..read more

 You’ve done your research, you’ve preconditioned the meeting, you are about to jump on the call and the big question is how on earth do I structure my conversation so that the 20 or 30 minutes I have with the prospect are valuable. I want to introduce you my acronym: FLOWS:  F: Find out all the issues,  L: List them all out and make sure they are complete,  O: Optimize- find out what’s most important to the client,  W: What’s the evidence and impact and S; Summarize, did you get it right? Did you leave anything out? In this episode I will walk you through the structu ..read more

Ever spent a long time putting together a training only to find that not long after your sellers hardly remember a single thing? Yup! W've all been there! So how do we change behaviour and get sellers to do the things that we know work and are effective? Meyah Rose and Jonathan Mahan from The Practice Lab join us to share their best practices for effective and impactful training. The Practice Lab is the first sales training company that's taken the most powerful approach known for developing skills — something called deliberate practice — for sales. There is also a special surprise in store ..read more

Ted McKenna joins us to discuss the book "The Jolt Effect" co-authored by Matt Dixon and Ted McKenna! We dive into why jolt and why now? How do we deal with customer indecision and the fear of messing up in the current economic environment. From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales. In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all th ..read more

The Enablement Enthusiast herself joins The Enablement Brew to share how teams can prioritize their initiatives using a framework that will help all parties involved speak the same language. Framework can be found here: https://www.linkedin.com/posts/whitneysieck_i-got-sick-and-tired-of-hearing-i-just-got-activity-7032406321672974336-7njb?utm_source=share&utm_medium=member_desktop Check out Whitney on LinkedIn: https://www.linkedin.com/in/whitneysieck/ Instagram: @enablemententhusiast  Website: https://www.enablemententhusiast.com/ Subscribe to the podcast and please leave a review ..read more