Ep. 51 - Building A Foundation For Revenue Enablement
True revenue enablement is a strategic approach that aligns sales, marketing, customer success, and product teams to improve customer experiences, drive revenue growth, and increase profitability. In this episode Matt Cohen, Sr. Sales Enablement Manager at Dotmatics and I discuss the foundational elements of creating strategic enablement that he's used successfully. Listen and catch valuable insights into:
-Determining if an organization is ready for strategic Enablement
-Defining Enablement as a critical first step
-Selecting a sales methodology
-Creating Enablement aligned to your buyers' experience
Matt Cohen has been in go-to-market roles for the past 7 years since earning his MBA, building enablement for sales tech leaders like Seismic and Clari through hyper-growth.
Throughout his career, he has leveraged his ability to strategically align resources in a way that fosters adaptability and scale. That passion for alignment is why his career is in Enablement, which he views to be the proactive identification of gaps in the buyer journey and shaping priorities to fill them through the optimization of people, process, and technology in service of revenue.
Matt co-founded the San Diego Chapter of the Sales Enablement Society, served on the Board of the Boston Chapter and is currently working on starting a new chapter in Nashville. He regularly contributes thought leadership in the form of articles, podcasts, and webinars, and was recognized this year as a 2023 Enablement Leader Making It Happen by SalesHood.