• Ep. 48 - Coaching For Success

    Most business leaders would agree with former Home Depot and Chrysler CEO Bob Nardelli that "people, unless coached, never reach their maximum potential," yet many teams and organizations lack a strong coaching culture.

    According to Devon Anthony, Director of Sales Enablement and Learning at Morningstar, Enablement teams can really impact revenue teams' success and create a multiplier effect by building and nurturing a strong coaching culture. Listen in while she shares:

    -The differences between coaching and managing

    -Common misperceptions that devalue coaching

    -How Enablement teams can grow the value of coaching

    -Coaching "landmines" to watch for

    Devon Anthony has a passion for developing sales and coaching others. She's spent her entire career in financial services and has been with Morningstar since 2019. As Director of the Sales Enablement and Learning Team, her primary focus is developing curriculum at scale while prioritizing for impact.

    Devon volunteers her time as a coach and member of the board of directors for Near West Little League and as a Client Advocate for Administer Justice, a legal aid ministry. Devon enjoys concerts, yoga, and exploring all the cultures of Chicago with her husband Rob and dog Tonka Truck.

  • Ep. 47 - What's in it for Sellers?

    Enablement - what's in it for your sellers? No, seriously. Can you measure and quantify the benefits or impact of your Enablement programs and activities? If not, how do you know whether you're meeting the needs of the Sales, SDR, or CSM teams your team supports? For Sunil Chhabra, Vice President, Global Enablement at Conga, having these critical benchmarks and measurements in place is non-negotiable. In this episode, he talks about:

    -Providing guard rails

    -Identifying the right metrics and KPIs

    -Short-term vs. long-term KPIs

    -Generating buy-in from Sales leaders

    Sunil Chhabra is the Vice President of Global Enablement at Conga. He's transitioned from Engineering to Sales (and Sales Engineering) Enablement during his career with companies like Cisco, Oracle, and Salesforce while leading teams in Product Management and Marketing for close to 20 years along the way. Sunil's interests lie in bridging technology products to customer needs and pain points - and, therefore, his passion for the Enablement function. He enjoys setting up systems that help sellers become more effective - faster—and demonstrating the measurable impact that the Enablement function can have on an organization's sales.

  • Ep. 46 - Emotional Intelligence in Sales

    Harvard Business Review reported that Emotional Intelligence accounts for nearly 90% of what sets high performers apart from peers with similar technical skills and knowledge (HBR, 4/3/19). Is EQ just as critical for success in sales? Matt Cameron, CEO of SaaSy Sales Leadership says "Yes"! In this episode he shares what he's learned about applying EQ in sales and sales coaching and the framework he's developed to support it:

    -How to think about Emotional Intelligence in the context of sales

    -Mapping EQ to methodologies

    -Assessing EQ for targeted coaching

    -How to integrate Emotional Intelligence into an enablement program

    Matt Cameron is the CEO of SaaSy Sales Leadership, the creators of the world’s first EQ-based go-to-market leadership development programs. A regular speaker and columnist on the topic of SaaS sales leadership, Matt started his career in traditional IT with roles at HP, EDS (HP Enterprise) and Wang. Having started with Salesforce in 2005 he is approaching 2 decades in venture-backed SaaS companies in RVP and VP roles. A New Zealander by birth, he currently lives in Las Vegas which has cut down on SKO travel by 50%.

 

 

 

  • Ep. 45 - Got Curiosity?

    In a 2018 survey of more than 3,000 employees from various firms and industries, less than a quarter said they regularly felt curious at work. According to Macy Tanking curiosity plays a critical role in successful revenue enablement teams. In this episode she shares the key elements of creating a culture of curiosity she’s learned and applied in her career:

    - Obstacles to being curious and how to avoid them

    - Ego vs. Empathy

    - How to listen to understand; not to respond

    - Conducting effective discovery with stakeholders

    Macy has over two decades of experience coaching leaders and teams within sales teams at fortune 100 companies. She is an innovative and consultative leader, having coached executives and organizations at Meta (Facebook), Microsoft, Nordstrom and Southwest Airlines. Currently she is the Head of Sales Enablement for VidMob, the world’s leading digital advertising platform for intelligent creative. 

    She founded GRIT, a community for connection and compassion for girls ages 6-22 (girlswithgrit.me).  Macy lives with her six year old son, Zavier in Kansas City, MO. Her life-long goal of attending every MLB park will be realized this next summer (2023).

  • Ep. 44 - How to Keep Your Vision No Matter What

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  • Ep. 43 - Sales Leadership's Role in Change Management

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  • Ep. 42 - Successful Revenue Knowledge Strategy and Management

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  • Ep. 41 - Are your Revenue Teams Happy?

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  • Ep. 40 - LIVE From the 2022 SES Experience!

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  • Ep. 39 Part 2 - Successfully Enabling Solutions Engineers

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  • Ep. 39 Part 1 - Successfully Enabling Solutions Engineers

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  • Ep. 38 - Negotiation Tactics for Revenue Enablement

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  • Ep. 37 - Value Based Selling with Empathy

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  • Ep. 36 - Developing the Skills to Learn

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  • Ep. 35 - Career Advice for Market Downturns

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  • Ep. 34 - Looking Ahead with SES

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  • Ep. 33 - Sales Enablement for B2C Sellers

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  • Ep. 33 Part 2 - Accelerating Revenue Enablement Impact

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  • Ep. 32 Part 1 - Accelerating Revenue Enablement Impact

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  • Ep. 31 - A Transition from Selling a Single Solution to a Platform Approach

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  • Ep. 30 - How Revenue Enablement Teams Support Sales Goals

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  • Ep. 29 Part 2 - The Critical Role of Revenue Enablement in Successful Mergers and Acquisitions

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  • Ep. 29 Part 1 - The Critical Role of Revenue Enablement in Successful Mergers and Acquisitions

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  • Ep. 28 - How to Implement a Successful Digital Enablement Program

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  • Ep. 27 - Defining and Building Successful Partner Enablement Programs

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  • Ep. 26 - Building Stronger Relationships with Internal Customers for Increased Sales Effectiveness

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