Stories from the Trenches
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Sales Enablement Practitioners Share Their Real-World Experiences

Get the real scoop on what’s happening inside Sales Enablement teams across the SES member global community. Each segment of Stories from the Trenches shares the good, the bad, and the ugly experiences inside corporate sales enablement initiatives. Learn what worked, what didn’t work, and how obstacles were eliminated by corporate teams and leadership.

The wide and varied profession of Sales Enablement ensures there is never a one-size-fits-all solution to be successful. Wins always look different and the journey to successful outcomes is never the same.

Learn from your peers and gain insights on topics like:

  • Gathering requirements to identify stakeholders
  • Gaining buy-in and executive sponsorship
  • Aligning with sales leaders
  • Facilitating cross-functional collaboration

Click on the speakers name to reveal the details and video.

August 2019

Vonage’s Head of Global Sales Enablement Paul Butterfield and Juliana Stancampiano, CEO of Oxygen, discussed how Paul used Google to research what Sales Enablement was in 2011 after being asked to take on the responsibility. Paul also discusses the hiring process for Sales Enablement resources as well as the three criteria for helping vendors in Sales Enablement be successful:

  1. Authenticity
  2. Competency in Selling, and
  3. Helping the client do something that they couldn’t do before they met you
Podcast Butterfield Graphic

March 2019

Chris Kingman, Director of International Enablement for Trans Union and Juliana Stancampiano, CEO of Oxygen, discuss how the global reach of Trans Union has affected Chris’ experience in the Sales Enablement realm. Chris offers his insights on the things he’s learned through implementing Sales Enablement globally for Trans Union and answers the following questions:

  • What is most important in Sales Enablement?
  • What is Sales Enablement?
  • Who is most important to have at the table within an enterprise organization when implementing SE?
  • Who decides what sellers need?
Podcast Kingman Graphic

March 2019

Juniper Network’s Head of Global Sales Enablement Hang Black and Juliana Stancampiano, CEO of Oxygen, discuss the three ways Sales Enablement represents itself in an organization and how to improve the onboarding process. The insightful discussion explores how buyers function in today’s economy and how sales enablement is critical to ensure the seller’s success.

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February 2019

Dell EMC’s Sr. Director of Global Sales Enablement, Mike Kiely and Juliana Stancampiano, CEO of Oxygen, discussed the challenges Mike faced while gaining the first go-ahead approvals to start a small Sales Enablement function in his organization. Mike talks about his first wins, how to stay fresh and nimble with sales teams and customers, and how to consistently add value to the business. The lively discussion delves into the proven approaches that Mike lives by to run a successful Sales Enablement function every time.

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