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|Stories from the Trenches|
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.
Click on the speakers name to reveal the details and video.
IBM Watson Health’s Sales Enablement Leader Paul Petroski and Juliana Stancampiano, CEO of Oxygen, discussed how Paul used a background in learning and development, performance consulting, and information technology to build sales enablement teams.
Amazon’s Learning Strategy and Operations Leader – Public Sector, Ali Condah, Jr. and Juliana Stancampiano, CEO of Oxygen discussed the importance of training versus knowledge regarding performance. Ali offers his perspective on drawing parallels from his own working experiences to help build relationships with customers. This discussion focuses on Ali’s insights of applying best practices across industries as it relates to sales enablement which include:
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:
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:
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.
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.