2019 Speakers
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Taming the Chaos to Focus on Growth
Beth Allen
Director, Learning & Enablement, Viewpoint Construction Software

Beth Allen leads learning and enablement for Viewpoint. Her work experience spans over 25 years of creating strategy and implementing learning programs for customers, partners, and employees in the technology sector. In 2017, she established the sales enablement function at Viewpoint and is currently expanding enablement & onboarding to all client-facing teams.

Kristin Kelly
Sales Enablement Manager, Viewpoint Construction Software

Kristin Kelly manages sales enablement for Viewpoint and is a master at taming chaos. She started her career in the high tech industry over 30 years ago, developing broad experience in sales as well as learning and development. She also has mad knitting skills.

Abstract

When all departments want to communicate with sales all the time, what do you do? Join us to learn how Viewpoint tamed the chaos through collaboration and technology to achieve unprecedented growth.

After this session, you will be able to:

  • Identify ways to leverage technology to align messaging, engage sellers, and track compliance
  • Leverage technology to drive and track engagement to inspire leadership buy-in
  • Create a structure to support product launches geared towards the most optimal sales cadence
  • Articulate methods of cross-organizational collaboration to create a cadence and effectively communicate to sales teams
  • Describe how to establish an enablement engine to foster growth and drive revenue
  • Walk away with samples of a product delivery slot plan and a quarterly sales play bulletin
A Fanatical Approach to Sales Enablement: Visibility, Predictability and Agility
Mayme Blanton
Sr. Director Global Sales Operations, Rackspace

Mayme Blanton is senior director of global sales operations for Rackspace. In this role she is responsible for the global strategy, development, and delivery of solutions essential to the sales & presales community within Rackspace. Mayme has extensive experience in global operations and leadership, always prioritizing a balance execution and innovation.

Prior to joining Rackspace, Mayme has spent more than two decades establishing sales operations models and helping organizations execute sales enablement strategies at leading organizations including Dell, Earthlink and Windstream.

Abstract

We all know the holy grail of sales is predictable and consistent execution. But in this quest for steady and repeatable, many organizations are putting too much focus on process, playbooks and strategy and not enough on agility.

That was the challenge Rackspace was facing. Over the past year, as part of Rackspace’s America’s Transformation, the sales enablement team has equipped both sales reps and managers with real-time activity data and coaching, making it easier to adapt to changing buyer needs with speed. They’ve established guardrails, removed blind spots, and have created an operating cadence that ensures accountability. The result is an increase in deal capacity; reduced time to close; improved pipeline quality; and a massive improvement in activity visibility.

In this session, Mayme will discuss their experience and provide tips to help Sales Enablement leaders create an agile and truly data-driven sales organization. This transformation not only up-levels your own positions from a support function to a strategic component of Sales Ops but will also play a critical role in improving overall sales performance and execution.

The Effect of Digital Transformation and Sales
Tiffani Bova
Customer Growth and Innovation Evangelist, Salesforce

BIO:

Abstract

What is required for business growth in this time of digital transformation? How does sales enablement integrate into the vision for business revenue generation, not only for sales teams, but for any customer facing team members who engage with customers (prospects / current / past)? What’s more, how can we extend the use of tools developed in support of sales enablement to those same teams? This session will review the pressures companies are experiencing and what their teams need to be equipped in order to drive the business forward.

First-time Enablement Hires
Cory Bray
Managing Director, ClozeLoop & Author

Cory has written 4 sales books that have sold more than 10,000 copies in the last 2 years. He has mastered the craft of book creation and plans to publish a total of 40 in his lifetime, with 2 more coming in 2019 alone.

Additionally, he has coached several authors on writing and launching their books.

His expertise includes topic selection, outlining, writing, editing, publishing, and marketing. On the marketing front, he has found ways to open doors through digital and offline distribution for both his business and others.

Abstract

Writing a book that goes in-depth on the problem you solve for buyers is arguably the most effective top and mid-funnel content that exists. During this session, the audience will outline their company's book and create a roadmap to publishing it.

Great Onboarding
Sara Dee
Head Sales Learning and Development, Newsela

Sara Dee is the head of Sales Learning and Enablement at Newsela where she focuses on helping the sales organize unlock the written word for everyone. Sara’s has 17 years of experience supporting sales teams through Marketing Operations, Sales operations and more recently Sales Enablement and Learning and Development.

Bill Parry
Senior Sales Enablement Evangelist, AspenTech

Bill Parry is a senior sales enablement manager at Aspen Technology. He is a professional leader in the learning space with over 25 years of military and corporate experience developing and delivering training programs for entertainment and technology sector heavyweights, including Monster Cable, Lucent, Nextel, Guitar Center, Comcast, AVAD, Ingram Micro, Invaluable, and Aspen Technology.

Ali Condah, Jr.
Public Sector Onboarding and Training Delivery Manager, Amazon Web Services

Ali Condah is the leader of Public Sector Enablement Strategy and Operations at Amazon Web Services. Ali brings 15 years of Sales Enablement, Marketing, and Training experience centered-around building global Sales Enablement programs, customized for local markets. Prior to Amazon Web Services, Ali developed the first Sales Enablement and Sales Certification program for Gemalto/Thales Enterprise and Cybersecurity partners, for Social Solutions Global (a Vista Equity Portfolio company) where he developed the first Sales Enablement program and Inside Sales team. Ali has worked in Sales, Marketing and Enablement roles at CLEAResult, AT&T, Sprint, Bank of America and Universal Music Group.

Abstract

Abstract Coming Soon.

Strategy Mapping and Balanced Score Card for Sales Enablement
Paul Butterfield
Head of Global Sales Enablement, Vonage

I currently lead a global sales enablement team that supports ~500 sellers, SEs and Channel managers. I've been in tech sales and sales enablement leadership for about 20 years. I've created implemented the sales enablement strategy and program at 2 previous SaaS companies. I am a CustomerCentric Selling® partner and the revenue results we achieved when I implemented at inContact became a case study. I was consulting on sales methodology and effectiveness when Vonage recruited me to come and create it and put a team in place. I am a regular guest on industry podcasts and was a panelist at DF Sales Enbalement Soiree last fall.

Abstract

The Balanced Scorecard is a well established methodology from HBR ensuring business strategy is covered in a balanced way through a specific mapping process starting with financial impacts. The balanced score flows from that mapping and establishes KPIs, timelines, and specific next steps by quarter, half etc.

Creating Harmony: Enabling the Sales Channel and the Channel Partner Community
Marnie Christenson
Director, Global Channel Enablement, RingCentral

Marnie Christenson is the Director of Global Channel Enablement at RingCentral. Marnie has been working in the training and development field for 20 years in a variety of individual contributor and leadership roles for a variety of industries including Civil Engineering, Aerospace, Healthcare, and Telecommunications.

Renee Mann
Renee Mann
Sr. Channel Instructional Designer, RingCentral

Renee Mann is a Sr. Channel Instructional Developer for RingCentral who works with partner and internal channel teams to develop entire e-learning courses and curriculums. She also creates training materials, on-boarding guides, and learning paths. Renee has been in the telecom industry for 20 years, having previously worked at Sprint, Cricket, AT&T, and Direct TV.

Abstract

Channel Sales are a growing, cost-effective strategy for many sales organizations. Channel sales partners allow you to exponentially increase your sales force and reach prospects you might not have been able to reach directly. But they, like a Direct Sales Team, need to be enabled – not only to bring in leads, but first and foremost to be thinking of and recommending your company first (without the incentive of a regular paycheck and benefits). And as enablers, you’ve got to work toward these goals WITHOUT letting your inside sales strategy leak to your competitor who your partner might also sell…this is the story of Channel Enablement in RingCentral.

Data-Driven Coaching for Sales
Mark Crofton
Vice President of Sales Coaching, SAP

Mark Crofton is Global Vice President of Sales Coaching at SAP. In this capacity, he leads a team of sales enablement professionals responsible for a range of activities and programs—all designed to boost the performance of SAP’s 10,000+ colleagues in sales and sales-related roles around the world.

Prior to his current role, Mark led the SAP Academy for Sales--SAP's flagship sales training program for Early Talent. Previously, he was VP Sales, Latin America, launching and leading the Mobility business in that region. He has also held positions in the North America Sales and Corporate Development organizations. His expertise is in leading sales teams and implementing Go-to-Market strategy with a focus on attaining revenue targets.

Prior to SAP, Mark was a consultant with McKinsey & Company and worked at early-stage venture capital firms in the US and Latin America. He began his career at Thomson Reuters with roles in client services, pre-sales and sales. When he left Thomson Reuters, Mark was an Account Executive based in Argentina with territory responsibility for all of Latin America.

Mark has a BA from Tufts University and an MBA from Columbia Business School. He is fluent in Spanish and German and resides in Miami.

Abstract

A presentation on SAP's experience with Data-Driven Coaching, including its impact on the organization and outlook, best practices and outlook for the future. Includes Q&A.

Fast Onboarding
Kristen Davis
Learning and Development Director, Planview

Prior to embracing the Learning and Development/Sales Enablement role at Planview, Kristen had 15 years of direct selling experience as a Sales/Solution Consultant and a Solution Consulting Manager. Her experience of continuous Enablement of her team of AE's led to the opportunity to start the Learning and Development department at Planview. She has primarily worked in the Project Portfolio Management space, but currently enables on seven solutions across five products at Planview for a sales team of over 150 people.In addition to her passion for Enablement, she also enjoys spending time with her two teenage children, and her dog, preferably somewhere outside near or on a mountain, or anywhere else a plane has taken them.

Casey Byrnes
Director, Sales Enablement & Communications, Brookdale

Casey Byrnes is the Director of Sales Enablement and Communications at Brookdale, a $5 billion+ senior care and hospitality company with a 1,400-person sales organization. During her more than 15 years in healthcare sales and marketing, she has held a variety of roles spanning front-line sales, field coaching, contact centers, CRM, and sales strategy. She earned her bachelor's degree in communications from the University of Georgia.

Adriana Romero
Sales Enablement Manager, Clearbanc

An Engineer by Education, sales person by passion and Coach by nature, Adriana has 15+ years of experience in Technology Sales. Recently, she decided to move into an Enablement role to focus on helping other Sales people grow and move the needle. Born and raised in Caracas, Venezuela, she moved to Toronto, Canada in 2006 where she lives with her family. Currently she is helping enable the sales team in the hyper-growing FinTech Clearbanc.

Abstract

Abstract Coming Soon.

Adding Voice to Enablement - Tips for Creating Content Sellers Want
Danny De Los Santos
Global Sales Enablement Manager, Cloudera

Danny De Los Santos and Larkin Kay are both part of the Field Enablement team at Cloudera. Danny has been in the Sales Enablement space for over two years with a background in digital marketing and SaaS sales.

Larkin Kay
Sr. Director, Field Enablement, Cloudera

Larkin Kay is a Sales Enablement Leader with a background in Strategic Communications and Marketing. She's been a Sales Enablement Leader since 2007.

Abstract

In our personal lives, we have a plethora of consumable on-demand content in podcasts and streaming music/video services. As Enablers, how can we create compelling training content sellers will find binge-worthy and accessible?

LevelUp: Using Credible Conversations to Build Rep Confidence and Content Mastery
Kathryn Fish
Kathryn Fish
Senior Global Enablement Program Lead, CloudBees

Kathryn has an extensive background in training and development, program management and organizational effectiveness. She has worked in the tech sector for over 8 years and is extremely passionate about bringing more women into the field - the thesis of her Master’s program centered on identifying the impact of motivational factors on job satisfaction for women working in a high tech org (link here). She is an HBDI Certified Practitioner, as well as in Prosci Change Management. Kathryn sits on the Board of her local Charlottesville Women in Tech organization, planning educational events and conferences for women in central Virginia in or interested in technology.

Ben Harris
Ben Harris
Director, Enablement Programs, CloudBees

Ben spent the beginning years of his career in sales and sales leadership. After realizing where his passions truly were, he has enjoyed the last 10 years in sales training Enablement. In the Enablement world, he has held a variety of positions and has a particular passion for effective classroom communication. Ben and his teams have won several industry awards including an ATD Sales Enablement Excellence in Practice award.

Abstract

Practice makes permanent. Ditch your ineffective role play and implement credible conversations. Developed by CloudBees Sales Enablement, Credible Conversations is a tweaked method of learning that fosters innovative thinking, agile learning, while allowing the professional student to practice their mastery of the content through facilitated, improvised conversations. Learn from our journey, including how we developed an agile philosophy toward Sales Enablement, partnered with several internal groups for content development and delivery, and executed on each of our learning outcomes at this year’s Sales Kickoff event. We will share tips, tricks and lessons learned, plus give you a framework for starting to build your own Credible Conversations for improved rep execution.

The Future of Sales Enablement
Cate Gutowski
World Wide Head of Sales Enablement, Amazon Web Services

BIO:

Abstract

Abstract Coming Soon.

Future of Jobs/Enablement
Greg Hanifee photo
Moderator: Greg Hanifee
Associate Dean Executive MBA Global Network, Kellogg School of Management

BIO:

Damu McCoy
Vice President of Talent, Target Corp

Bio coming soon.

Abstract

This session will facilitate a dialogue between two sides of the equation significantly investing in the future of Sales Enablement – academia and corporate talent development. Join Greg Hanifee and Damu McCoy for an interactive dialogue to understand the “future of work” and how they envision talent development to progress over the next several years, and most importantly, how you should prepare. We will open the dialogue to audience members to join the conversation and ask questions.

Women in Sales Enablement: WiSE
Shannon Hempel
Sales Enablement Manager, Personify

BIO:

Leigh Koritke, MBA
Product Marketing & Sales Enablement, LogicMonitor

BIO:

Rana Salman, Ph.D.
CEO, Salman Consulting, LLC

BIO:

Abstract

Abstract Coming Soon.

Start-up Sales Enablement
Steve Hollingsworth
Managing Director of Sales Excellence, The Riverside Company

Bio Coming Soon.

Nicola Hartery-Sampers
Sales Enablement, Senior Manager, TD Ameritrade

BIO:

Diana Roberts
Sales Enablement, Senior Manager, TD Ameritrade

BIO:

Maria Belen Eglez
Sales Enablement Manager, Unbabel

Abstract

Abstract Coming Soon.

Moving Beyond Sponsorship: Executive Collaboration and Engagement
Mike Kiely
Message and Enablement Director, Dell Technologies Services

Mike began his career in field sales with IBM before moving to EMC Corporation where he helped to build a non-existing Sales Enablement organization into a globally recognized entity, supporting over 4000 field sellers. Throughout his 17 years at EMC, Mike has led teams responsible for global sales messaging, onboarding, skills training, as well as sales enablement. Mike is recognized as a Sales Enablement practitioner, a direct Sales practitioner, a Sales Messaging expert, and is frequently requested to drive transformational conversations with customer executives in our Executive Briefing Center. Today Mike is responsible for Messaging and Enablement supporting Dell Technologies Services, a global services organization with over 45,000 practitioners.

Abstract

This is based on real world experiences.

Whether you are part of a young Sales Enablement organization in the process of establishing credibility to gain that often-nebulous executive “buy-in”, or part of an established organization looking to drive continued momentum with your Sales organization, establishing that credibility with senior executives is no easy task.

In this session you will be taken on a journey that includes the sharing of strategies and tactics that were used to establish critical relationships resulting in new levels of executive collaboration and engagement that transformed one Sales Enablement organization from a relatively unknown entity into a critical and globally recognized function within a Fortune 100 company. From one practitioner to another, learn and discuss real-life strategies and tactics that you can adopt right away, including:

  • Knowing where start
  • Moving beyond agreement to engagement
  • Driving global relationships and credibility
  • Maintaining relationship momentum
Elevating the Start-up Sales Process
Charles Knuth
Head of Market Research, Scoop Technologies

Charlie Knuth, Head of Market Research - spent over a decade working on building and selling products for CEB/Gartner. At Scoop he leads up research efforts to support Sales and Account Management with insight-driven commercial conversations. Kathryn Ross, Head of Enterprise Marketing - has worked in a variety of marketing roles for Microsoft, Delta Dental and One Medical. She currently leads all B2B marketing for Scoop.

Cait Dowling
Enterprise Product Marketing Manager, Scoop Technologies

Caitlin is an experienced B2B marketer with an expertise in the HCM and employee experience space. At Scoop Technologies, Cait collaborates with product, sales and insights to encapsulate the power that a positive commute can deliver to People leaders when it comes to attracting, retaining, and sustaining their employees in 2019.

Abstract

How does a start-up shift it's revenue strategy from B2C to Large Enterprise B2B? As Scoop Technologies was about to set off on a well-funded national growth plan, they hired an experienced team of enterprise sales and marketing professionals to reimagine the narrative, pitch deck, content, and develop it's first sales training program. This session will showcase that journey of bringing S&P 500 level materials and training to a high-growth, but small, start-up.

Using Modern Learning to Evolve the Annual Sales Conference
Shelly King
Shelly King
Manager, Sales Force Development, CooperVision

Shelly King is the Manager of Sales Force Development at CooperVision, Inc. She is a certified Learning & Development professional with 15 years of regional and national sales experience in the life science industry. She works cross-functionally to help identify training needs for the organization, then develops the plans to create and deploy those trainings. She holds certifications in blended learning, accelerated learning, instructional design, and adult learning theory. Shelly has also served as a speaker for the Association of Talent Development.

Abstract

An interactive conversation on the evolution of the annual sales conference. Integrates a show and tell style of presentation where the audience can see the actual tools and technology used to invigorate a sales conference, which consisted of a broad multi-generational and mixed-tenure sales organization in the medical device space.

Thought Leadership Think Tank
Books of Leaders: Meet the Authors, Enable Your Journey
Moderator: Joël Le Bon, PhD
Marketing and Sales Professor, Leadership in Digital Marketing and Sales Transformation Faculty Director, The Johns Hopkins University - Carey Business School

BIO:

Tiffani Bova
Customer Growth and Innovation Evangelist, Salesforce & Author

BIO:

Juliana Stancampiano
CEO, Oxygen & Author

Juliana is a founding member of SES and has been a significant contributor to the Society’s success, especially her leadership in the design and execution of the SES Onboarding Program and Experience Rooms. As an EB member, she will play a significant role in leading and executing the Society’s strategic plan centered around membership value and growth in the organization.

Cory Bray
Managing Director, ClozeLoop & Author

Cory has written 4 sales books that have sold more than 10,000 copies in the last 2 years. He has mastered the craft of book creation and plans to publish a total of 40 in his lifetime, with 2 more coming in 2019 alone.

Additionally, he has coached several authors on writing and launching their books.

His expertise includes topic selection, outlining, writing, editing, publishing, and marketing. On the marketing front, he has found ways to open doors through digital and offline distribution for both his business and others.

Abstract

Writing a book that goes in-depth on the problem you solve for buyers is arguably the most effective top and mid-funnel content that exists. During this session, the audience will outline their company's book and create a roadmap to publishing it.

Creating Urgency & Endorsement with a Data-Driven Mindset
Kristen McCrae
Head of Sales Enablement & Performance, Core Acquisition, Intuit

Two time Sales President's Club Awardee Kristen McCrae brings a decade of sales and marketing experience to the sales enablement arena. Kristen has worked on a wide array of enablement initiatives including building 90 day onboarding programs, implementing manager enablement plans that generated 1.5M in revenue, and developing sales strategies that have become part of Intuit's sales methodology. Kristen has twice been elected to women's leadership networks and is passionate about helping gender minorities find their voice in tech. Kristen graduated from Emory University with a double major in journalism and environmental science and participated in a business leadership program at The University of California, Berkeley.

Abstract

Data can tell a story, captivate an audience, and energize the C suite more effectively than anything else. As a sales enablement professional, there are a lot of questions when it comes to using data strategically: What should I track besides typical KPIs? How should I track it? How do I present it? To whom? How can I send a compelling message with this data? To garner enthusiasm for an idea? To help show the ROI of an enablement team? During this session, Kristen will share specific examples of her work and provide tactical advice on how to develop and execute with a data-driven mindset.

Weathering Change in Sales Enablement
Eric Matthews
Manager, Inside Sales Enablement, Vonage

Eric Matthews is a passionate talent developer and motivational messenger whose goal is to inspire success in everyone he comes into contact with. Eric has been a Sales Enablement leader and professional for four years supporting an Inside Sales team of 150+ agents and managers. Prior to Enablement, Eric was a multi-award winning sales professional with a high level of achievement across multiple industries working for companies like AT&T, Verizon Wireless, First Data, and more. Eric is Customer Centric Selling and Sales Navigator certified. His training and selling experiences include social selling, solutions selling, up-selling, inside and field sales, and technology like UCaaS, CPaaS, CCaaS, and SaaS. Eric is a psychology major and considers himself a true autodidact.

Abstract

The Case Study will walk participants through the journey to move the Vonage Inside Sales Enablement function from a stagnant, manual-based training environment to a digital-based modern learning training experience. In order to do this a new framework was required to address the unique needs of the 7 different sales roles within the 130 rep audience. This also required redesigning the training courses to work in a resource-constrained environment while still preparing the reps for their diverse roles that require a wide spectrum of sales skills and processes. The last part of the case study will show how we evolved the training to address the shift in how reps were getting hired (promotion vs. outside).

5 Facets of Successful Sales Asset Management
Mike Minchew
Head of Global Sales & Marketing Enablement, DXC Technology

Mike is a senior marketing executive with over 20 years of experience building and leading high-performing teams and award-winning, global solutions. He is an expert in sales & marketing enablement including sales asset management platforms and governance. He has broad and deep knowledge across multiple disciplines in global B2B companies and currently delivers the award-winning What We Sell sales and marketing enablement solution for DXC Technology supporting 10,000 sales & support staff and 120,000 employees in 70 countries with all critical sales materials, tools and processes. Mike was recently recognized as the 2019 Program of the Year award winner for Sales Enablement by SiriusDecisions.

Abstract

Over the last several years, Sales Asset Management (SAM) platforms have matured into feature-rich systems. However, organizations are quickly realizing that a sophisticated SAM platform alone won’t fix sales enablement or drive revenue. Effective sales asset management starts with a clear understanding of what assets Sales needs to be successful. Only then can you implement a governance model that drives the right cross-functional collaboration, content standards, and consistent processes. Session is targeted from individual contributors to Directors to VP or C-Suite. Will share my strategy for getting the most from your sales asset management platform and invite others in the room to share their own challenges, solutions and ask questions.

The Zs are Coming! The Zs are Coming! Are you Generationally Ready?
Robert Peterson
Dean's Distinguished Professor of Sales, NIU

Robert M. Peterson Ph.D. is the Dean’s Distinguished Professor of Sales at Northern Illinois University. Dr. Peterson won the Excellence in Teaching Award from the Sales area of the American Marketing Association, plus 5 other national teaching awards. Rob has been director at two university sales centers and founded the National Sales Challenge. He is the editor of the Journal of Selling and has completed the Second City Improv curriculum.

Howard Dover, PhD
Director of the Center for Professional Sales, Clinical Professor of Sales, University of Texas at Dallas

Howard Dover is the Director of the Center for Professional Sales, Clinical Professor of Sales at the University of Texas at Dallas. In the past few years, he has helped to create one of the fastest growing and largest University sales programs in the country. He has been a keynote speaker at the Sales Enablement Society, AA-ISP Dallas, CSO Summit, and is the resident technology expert for Sales Educator’s Academy.

Abstract

Ready for a the next generation in the workforce? The Zs are coming! Are you truly ready? Dr. Dover and Dr. Peterson would like to share some research and stimulate a discussion on the next generation based on data, but also on daily interaction with these future sales enablers.

Social Selling: From KPIs to Content. How We Are Transforming Sales Role with Social
Anna Rokina
Sr. Manager, Oracle Digital

Head of Digital Selling Programs and Enablement team for Oracle Digital Prime JAPAC. Driving social selling and digital sales transformation program - we are helping sales team to use all the new tools and methods out there to sell smarter, faster, be social not just sell on social media. Team leader with over 15 years of experience across JAPAC and Russia both with agency and client side experience. Over my career I built expertise in different areas of social media: starting with social media listening and analytics, social media marketing, strategy and paid campaigns.

Abstract

Key components of a social selling program. How to set the right KPIs for social selling, train technology sales reps to create engaging social content and introduce social selling to all markets in JAPAC.

What Do You Want to Be When You Grow Up? aka The Accidental Sales Enablement Professional
Cathy Rowell
VP, Enablement, Nectar Services Corporation

Cathy Rowell is currently the VP of Enablement at Nectar Services Corporation, where she is responsible for enabling the direct and indirect sales force, and the overall channel partner experience with Nectar. Cathy has multiple years of experience as an accidental Sales Enablement Practitioner, including 14 years at Hewlett Packard Enterprise in Sales Enablement and Learning & Development organizations. Cathy has also led training organizations in small companies, with a focus on sales methodology and skills development.

Abstract

Ask any sales enablement practitioner today what they wanted to be when they grow up and you won't hear many responses of "I wanted to be in sales enablement". In other words, we didn't actively see out our current roles.

This discussion explores how we all got here, from where, and where we want to go from here. What's your next step? What do you REALLY want to be when you grow up?

Sticky Enablement: Spaced Repetition & Catering to the Role
Melissa Regan
Global Enablement & Onboarding Manager, RingCentral

Melissa’s quirky approach to enablement paired with her intense organization skills mix to create a scalable and delightful path for learning. With a teaching background and first-hand sales experience, she has owned enablement for lead gen teams as well as new hire onboarding programs at RingCentral - truly bringing sales enablement to life. Melissa seeks memorable experiences for her sales customers, just as she does in her personal life exploring her home state of Colorado with her 1 year old son & husband, John.

Abstract
RingCentral

True enablement involves finding and solving for gaps - and sometimes the gaps we find require tackling a complex or even dull topic for our audience. How do we make it truly stick? How can you go above and beyond to think outside the box, create an EXPERIENCE, use metaphors, interactivity, and spaced repetition? We'll also discuss catering to your audience & role-specific enablement (why and how that is important). Get ready to see real examples, real metrics, and get inspired to concoct your own memorable learner experience!

Thinking Outside the Internal Box - Enabling Internal & Partner Sellers as One Team
Erin Reilly
Manager, Sales & Partner Enablement, Nectar Services Corporation

Erin Reilly is the Manager of Sales & Partner Enablement for Nectar Services Corporation, where she is responsible for enabling Nectar’s internal and partner sales teams to successfully sell and maintain Nectar's portfolio of offerings. Erin has more than 20 years of international business experience in the technology services industry including the development of knowledge management and enablement training initiatives.

Abstract

Enablement is more than just training, and enablement needs expand beyond internal resources. To better equip our internal sales team, we provide growth programs, training, resources, and tools, but what about our partner sellers and, ultimately our clients? Today’s sales motion has shifted and selling with partners is more important than ever. To support this strategy, we have found that it is just important to have a comprehensive enablement plan for our partner sellers, from pre-sales through implementation and ongoing lifecycle support.

At Nectar, we have taken enablement to the next level by enabling our partners with programs, methodologies, a complete training curriculum and a full suite of client engagement tools and assets as if they are members of our own internal teams. Engaging our partners, and including them as a part of our comprehensive enablement plan gives our internal teams the opportunity to grow their own business opening another path for revenue generation for Nectar.

Setting the Stage For Transformation: Getting Corporate Buy-in For Repeatable, Scalable, Winning Enablement
Edyn Roberts
Head of Enablement, Shopify Plus, Shopify

Edyn Roberts is a dynamic, results driven enablement leader with over 15 years building and leading what is now called field enablement from the ground up in high tech in both start up and more mature companies. She's seen it all, from the early days of BlackBerry, to the launch of an Enablement Practice for Bell Canada's Partner Channel, and now, helping Shopify make Commerce better for it's Plus merchants.

Edyn has international experience building and leading Enablement teams and programs from idea through development and launch. One example is the development of a field enablement program strategy that resulted in over $30 million in operational after-sales savings for customers.

Focused on delivering value in many different environments with experience in program development and implementation, project management, channel sales management, international go-to-market launches, sales and marketing channel strategy development, new product launch support, reverse logistics and post sale cost reduction program development. She really has seen it all.

Abstract

Getting stakeholder buy-in and funding of enablement by selling and implementing a repeatable, scalable, measurable winning operational framework. Many companies view enablement as training...or really, standing in the front of a room presenting for a couple of hours. They don't "get it." But, through the use of a standardized, rigorous, data-informed enablement discipline or practice that is supported operationally with interwoven elements such as stakeholder OKRs (Objectives and Key Results), Head Count resource allocation realities, and measurable competency-based performance change, built around the consistent use of frameworks, templates/tools and enablement voice, it is easier to get the serious buy-in and department funding for a transformative enablement function/department, that strategically positively impacts business results with a consultative partnership, not simply order taking.

Solving Today's Challenges (parts 1 & 2)
Thierry van Herwijnen
Global Head Sales Enablement, CoE

BIO:

Abstract

Abstract Coming Soon.

Routes to Value: Empowering Sellers to Enable Buyers
Scott Santucci
Chief Growth Catalyst, Growth Enablement Ecosystems

BIO:

Abstract

Abstract Coming Soon.

Building Next-Gen Sales Simulations for Purposeful Practice & Proficiency
Abby Vietor
Global Sales Enablement Leader, Amazon Web Services

Abby Vietor has over 10 years of experience in sales acceleration, and is currently a Global Sales Enablement Leader at Amazon Web Services. She was previously the Sales Enablement Leader for IBM North America, and a Senior Manager in Deloitte’s Sales Intelligence organization. She enjoys partnering with sales teams to identify and target critical business needs and formulate leading-edge sales strategies in order to scale large enablement programs and drive revenue.

Quintin Walker
Senior Learning Experience Designer, Amazon Web Services

With 10 years expertise creating innovative, customer-centric training and enablement, Quintin is a data-driven instructional designer with a track record of developing enthusiastic, high-performing teams. He currently works with Amazon Web Services as Worldwide Training and Enablement's Senior Learning Experience Designer.

Abstract

Learn how to develop an industry-specific next-gen sales simulator program, enabling reps to get the practice they will need to work effectively with customers, but in a guided learning environment.

Critical JiT Components of a Sales Enablement Academy
Laura Welch
Director, PS Services Sales Enablement, HP

Laura Welch is Sr. Director, Global Sales Enablement with Poly. Welch has been with the organization for 14 years in Product Marketing and Enablement. Prior to Poly, she was the director of marketing for VCON, Inc. and a product manager at VTEL.

Welch has more than 22 years of experience in enablement, marketing and product management roles in the video conferencing industry. She holds a double degree in International Business and Management from the University of Texas at Austin and currently resides in Austin. Welch is also has been trained in professional public speaking, holds a 3rd degree black belt in mixed martial arts, and is an avid runner, having run over 40 half marathons and 3 marathons.

Abstract

We have implemented many JiT aspects to our sales enablement academy at Poly and they have proven to be one of the most effective things we do. Things like Sales Wins, Ring the Bell, Podcasts, Ballot Boxes, Gamification and more. The session would share our successes and then create a workshop where teams would come up with ideas and a plan to implement this in their organizations.

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