SES Webinar Series

"SES State of Sales Webinar 2023"

In this webinar, Dr. Howard Dover and Sheevaun Thatcher cover the State of Sales.

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"I Did My Own Research"... And other Must Have's for Enablement Leaders - December 2022

Long before “my own research” became a punch-line, most of us respected and may even have personally conducted objective pursuits of facts – real ones – in order to help make quantitatively-driven decisions about our business. Thanks to our members at the Sales Enablement Society and your participation in the 2022 Forrester survey, this keynote presentation will be informed by…our own research. Peter will reveal what YOU have determined are the best-of-breed practices for Sales Enablement. Specifically, this session will provoke you to think about your ability to capture signals around your business:

Are your reps competent?

Are they productive?

Are they engaged?

Are they content-supported?

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Amplifying Success Before, During, and After a Sales Kickoff- December 2022

For the past two years, virtual meetings have been the saving grace for organizations to continue holding SKOs while keeping their workforces safe. But that doesn’t mean they aren’t prone to challenges. Operating solely in a virtual environment can make engagement and social interactions—two critical aspects of the SKO experience—more difficult for reps. Tune into this webinar to learn how to have an effective SKO, whether in person, virtually or both. Featuring Mary Charles, Sr. Director of Sales Enablement at Allego.
Learn:
- What to do from start to finish and how to carry momentum beyond
- Tips for capturing field knowledge to enhance content libraries
- From your peers on what's working and what isn't
- Capture sales stories and best practices from the field

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How to Integrate Sales Enablement More Effectively Across the Sales Cycle and Beyond- November 2022

While the enablement needs of newly hired sales reps vary immensely from those of more tenured ones, consistent training is always a recipe for success. An impactful sales enablement program ensures that all of those needs are being met and creates an aligned training program that spans the entire lifecycle of each rep to prevent gaps in sales knowledge that can be detrimental to a team's progress. Join us on the webinar to learn how a proper sales enablement program can align your entire team and give everyone more time and energy to spend on closing deals and driving revenue. Featuring Atal B., CEO of TigerLRM. Moderated by Michael Hosler, Global Sales Learning at FIS.

We will discussing:
- Why it is hard to build a SE program or identify gaps when you have an unrefined sales process
- Why sales enablement is more full cycle and does not have a cut off point
- How to teach your sales team to be more strategic from capture to close
- How to identify undesirable, manual processes that sales leaders take on daily and quantify how much time is lost to these activities
- What SE should focus on for strategy implementation, from determining action steps to setting stakeholder expectations

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Less Budget, No Problem! How to Raise the Readiness Bar in a Recession - July 2022

Recession, slowdown, short-term blip…

Whatever you want to call our current economic climate, many sales enablement leaders are staring at reduced or at least at-risk budgets.

How should you plan in this environment?

Join us July 28 at 1:00pm ET as Mary Charles, Senior Director of Sales Enablement at Allego, and Deniz Olcay, Senior Director of Product Marketing, discuss doing more with less, including how to create a self-sustaining content engine for your sales learning.

In this webinar, you’ll learn:
- Why expensive, formal learning is usually less effective than informal training
- How to cultivate peer-to-peer knowledge sharing and feedback
- How to turn enablement programs into seller value
- The magic of asynchronous learning on retention and culture
- Tactics to ensure reps are ready for any scenario with buyers

Don’t let a budget crunch get you down. With the right strategy, the ROI of your enablement program can reach new heights!

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Driving Adoption of Change Through Sales Enablement: From Strategy to Execution- May 2022

Change is inevitable in any organization; whether it's a new product, new message or new acquisition, and Sales Enablement are at the forefront of that change. It’s up to Sales Enablement teams to bridge the gap between leadership and sales, and make sure strategy turns into execution!

So how can you constantly find effective and engaging ways to get new changes across to the sales team, help them see the value in adopting it and ensure your reps have the knowledge and skills to meet these changing demands?

Join Ariel Hitron, CEO of Second Nature and Tara Torkelson, Director of Content Development & Delivery, Sales Enablement at Twilio for a lively, interactive discussion where you will learn:

- Change management: How to help your sellers deal with organizational change as it relates to sellers
- The common disconnect between leadership and sales and how to bridge the gap between the two
- How to overcome common sales challenges with rolling out new products, messaging or targeting new markets
- Reasons for lack of change adoption by sellers and how to make it easier to integrate changes into sales cycles

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Sales Enablement's Role in the Convergence of Marketing and Sales- June 2022

As enablement practitioners, it’s time to take the dialogue beyond what sales and marketing must do. Why limit your influence to sales when you’re the perfect bridge to marketing? There are new rules of engagement for sales enablement that can help us drive impactful revenue team alignment, leading to more pipeline, deals and success.

Join us on June 9th at 10am PST / 1pm EST for an engaging discussion sharing real, practical tips and strategies on how to use sales enablement as the bridge to build alignment between sales leaders, marketing and sales team.

In this webinar you’ll learn how to:
- Put more relevant and timely content in the hands of your sellers
- Improve lead quality and readiness through smarter targeting and messaging
- Find the right cross-functional meeting cadence to keep the engine humming
- Build the structure and process for mining and curating of information to he
- Measure success beyond content usage with messaging intelligence

Featuring Allego’s Mary Charles, Senior Director of Sales Enablement, and Jake Miller, Senior Manager of Product Marketing. Moderated by Michael Hosler.

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Global All Hands Call- Q2 May 2022

Join us for the Q2 SES All Hands Call!
We will be discussing:
- Board of Directors Updates
- President's Address
- Enableship interview w/ SV Academy
- SES Conference News

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The Great Onboarding Revolution-An Enabler's Guide for Capitalizing on the Great Resignation- February 2022

Never before has sales onboarding been in a brighter spotlight as businesses scramble to hire and onboard new reps in record volume, and in many cases, record time. 

So what's the challenge here? Many companies don’t have the right strategy or tools in place to deliver accelerated onboarding effectively, resulting in low performance and ultimately, more turnover – a vicious and expensive cycle! But its not about accelerated onboarding so new hires can hit better numbers... we need to focus on how to help new hires find their way in the company and see value quickly.

Join us on February 16th when Allego's Mary Charles and Wayne St. Amand for a discussion on onboarding best practices being deployed at some of the world’s most innovative and successful companies.

You’ll learn how to:
-Scope and structure your sales onboarding
-Capture and curate a just-in-time knowledge library that activates self-guided learning
-Empower managers to own their onboarding without adding a ton of work
-Reinforce training in ways sellers enjoy and actually makes learning stick
Turn your onboarding program into an employee retention tool

Don’t lose your talent before they even start!

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Asynchro-What?? The Communication Hack That Transforms the Way Your Team Sells- July 2021

Feeling the zoom fatigue? Finding it difficult to stay focused and retain knowledge from your daily barrage of meetings? After 2+ years of “shifting” from in-person to virtual, 78% of leaders say they’re on “collaborative overload” and are seeking more quiet time.

Sales enablement practitioners are looking for ways to adapt their services from just “working virtually” to “working smart.” They’re beginning to find answers in leveraging technology and asynchronous communication together.

What’s "asynchronous"? It’s communication that is not simultaneous or time bound (think email or recorded video). And in 2021, its role in the transformation of enablement services is broad and wide-ranging.

Join Allego’s  Jonathan Carlson and Mary Charles as they walk you through how leading companies are leveraging an asynchronous approach to sales training, kickoffs, and other enablement programs and strategies that you can put into action.

You’ll discover:

- Brand-new research on the current state of asynchronous communication

- How to use time-shifted video to foster collaboration and best-practice sharing

- The antidote to zoom fatigue and how to get max value from meetings and SKOs

- How to scale the virtual feedback and coaching processes

- How to capture and institutionalize the tribal knowledge that drives revenue

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Global All Hands Call- Q4 December 2021

Join us for our Q4 Global All Hands Call  for updates and special presentations: 
*Executive Board Updates
*2022 Announcements
*Featured Guest: Dr. Howard Dover, Director - Center for Professional Sales and Sales Coach, University of Texas at Dallas: "The Saasification of the Sales Field"
*Practitioner Spotlight: John Paul Mantey, Sr. Director of Sales Enablement and & Culture, Icertis: "The Journey to Picking a Platform"

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How to Create a Successful Coaching Program that Scales Across Your Organization- December 2021

he process of creating a successful coaching program that aligns with company strategy is a common mission for many Sales Enablement professionals, however, the path they must take truly depends on their unique business situation.

Some are starting a program from scratch,  while others are faced with a complete redesign. Some may have to align a diverse, cross-functional team before beginning, where other practitioners must create with limited resources.

If the objective is the same, building a program and scale coaching across the org has become a moving target.

Attend this webinar to learn how to:

-Build a measurable coaching plan to build a strategy

-Get sellers to change the way they sell

-Coach the uncoachable

-Understand the challenges of hybrid work environments

** We will also be discussing a real case study on Zoom and SAP with insights into techniques that worked. 

Featuring Ariel Hitron, CEO of Second Nature and Moderated by Bill Ball, SES Board Vice President and Director of Field Enablement at DISYS.

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In-Person, Then Virtual, Now Hybrid: Reinventing SKO’s and Sales Training, Again- November 2021

It’s that time of year again Sales Enablement Practitioners: your annual sales kickoff is right around the corner...

Your audience was in-person a couple years ago. Last year it was virtual. For many Sales Enablement Practitioners, this year it’s both! The hybrid office culture now requires more flexibility, more cultural awareness, and new approaches to designing successful events.

Join us for our webinar: "In-Person, Then Virtual, Now Hybrid: Reinventing SKO's and Sales Training....Again." We'll be focusing on the new hybrid office culture that now requires more flexibility, cultural awareness, and new approaches to designing successful events. We have been challenged with re-envisioning the roles of virtual and in person experiences. We have been challenged with re-envisioning the roles of virtual and in-person experiences. How does Sales Enablement deliver an engaging experience and impactful learning to a split audience, and make it better than before without doing 10x the work?

In this webinar, you’ll learn:
- First-hand accounts on how to design a world-class SKO or sales training for hybrid teams
- Models for a split-audience that boost retention and engage sellers
- How to get remote salespeople “feeling connected” to their in-person teams and company culture
-How to coach presenters to evolve from presenting to interacting
- Effective ways to collaborate with the audience, leading up to the event
- How to win over those stakeholders who are waiting for a return to all in-person events that may never come 

Featuring Mary Charles, Sales Enablement Director, and Jonathan Carlson Senior Director of Marketing, both at Allego. Moderated by SES Board Member Bill Ball, Field Director of Enablement at DISYS.

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Enablement's Role in Battling the Great Resignation- October 2021

In this next SES Webinar we take a deep dive into the topic of  "Enablement's Role in Battling the Great Resignation".
This is an extension of the conversation from one of our most highly attended sessions at the 2021 SES Experience conference, “The Crisis Turnover", hosted by Caroline Holt, EVP of Revenue Enablement at EVERFI. We're bringing her back again for this webinar and she will be joined by Moderator Bill Ball and John Moore - The Collaborator at Bigtincan.

Together they will discuss and debate the following: 

- Why is this an Enablement problem?

- What is the cost of employee disengagement & how do we measure it?

- How do we take advantage of this problem to reset expectations, get the right sellers in the right roles, and ensure their successful performance?

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Enabling the Enabler: The Strategy to Hire, Onboard & Grow Your Enablement Team at Any Scale- June 2021

Whether you are an army of 1 or operating at an enterprise, this webinar is for all practitioners looking to grow their enablement teams. We are joined by Adriana Romero, Director Enablement Solutions at LevelJump, and Whitney Sieck, Sr. Director Enablement at Outreach.io  in this this exclusive webinar where you will gain valuable insight on how to:
-Build the strategy and vision to grow your enablement team for your business
-Identify who to hire, where to look and why
-Onboard and equip your team for success
-Ensure your new hires are showing ongoing measurable results

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Global All Hands Call- May 2021

The Global All Hands Call is brought to you by the Sales Enablement Society, the world’s largest non-profit professional organization dedicated to the profession of Sales Enablement, with more than 8,000 members across 59 chapters in 29 countries.

On May 19, SES provided updates from the Executive Board along with a guest interview and presentation from the SES community.

Juliana Stancampiano, CEO of Oxygen/SES Board President interviewed Mary Tafuri, IBM VP of Global Sales, Enablement Skills & Activation on her dynamic career path and what areas she believes sellers should be focusing on to help them navigate through post-pandemic waters.

Eric Matthews, Sr. Sales Enablement Consultant, Vonage, shared on building a enablement strategy to help prioritize reactive and proactive tasks.

Lastly, Global Chapter Liaisons Bryan Ehrenfreund and Chip Day provided a chapter update surrounding new chapters and the growth the Society has seen in Q2.

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Global All Hands Call- February 2021

The Global All Hands Call is brought to you by the Sales Enablement Society, the world’s largest non-profit professional organization dedicated to the profession of Sales Enablement, with more than 8,000 members across 59 chapters in 29 countries.

On February 18, SES provided updates from the Executive Board along with guest interviews from the SES community. Juliana Stancampiano, CEO of Oxygen, and Peter Ostrow, VP/Principal Analyst of Forrester discuss What is 2020 Teaching Us.

David Brock presented "A Different Perspective on Sales Enablement" on sales trends in 2021 and how that will influence how we measure success.

Our Practicioner Spotlight featured Sara Dee, Global Sales Enablement Director, Templafy.She shared a "Rapid Agile Enablement Case Study" about how she and her previous company pivoted the way they went to market during Covid, and how that created massive success for their organization.

Lastly, Global Chapter Liaisons Bryan Ehrenfreund and Chip Day provided a chapter update surrounding new chapters and the growth the Society has seen in Q1.

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Using Data to Power Sales Enablement Success in 2021

As 2021 planning gets underway and the business impact of the COVID-19 pandemic is still with us, how can sales enablement professionals strategically align their plans with organizational goals all while gaining buy-in from sales and executive leadership?

Data is the answer.

Join Brainshark's Liz Pulice for a live webinar discussing how readiness and performance data can help sales enablement leaders align, grow, and focus annual planning. This webinar will focus on reviewing 2020 goals and sales KPIs from the last nine months to identify gaps and growth opportunities for 2021.

Don't miss this exclusive conversation for sales enablement leaders and their teams.

In this webinar, you’ll learn how to:

- How data can focus the 2021 planning conversation to align stakeholders, initiatives, and headcount to support practice and overall revenue growth.

- How data will help you evaluate your 2020 enablement programs and determine what to replace, change, and scale.

- How to identify organizational performance gaps and ensure that next year's enablement program will address these challenges.

- And much more!

Speakers

Liz Pulice - Brainshark

With over a decade of experience as a sales enablement practitioner, Liz has worked every angle of the sales process, as a seller, channel manager and enablement leader.
Prior to joining Brainshark, she served as Vice President of Global Sales Enablement at Turbonomic, Director of Strategic Sales Operations and Enablement at Qvidian, among other positions.
Liz holds a Bachelor of Science from Union College and a Masters of Business Administration from The College of Saint Rose. In her free time, she serves in the local community as the President of the Waltham, MA Lions Club.

Brainshark - Data-driven insights. Enterprise-class performance. And a proven platform built on more than two decades of experience. See why more companies choose Brainshark for readiness and enablement.

Click the button below to access the recorded webinar! If you are not yet a member of the Sales Enablement Society, membership is free, and you can sign up using the button link below.

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Structuring Your Enablement Dream Team: 3 Models to Drive Team Effectiveness and Business Impact

Please join the Sales Enablement Society and Seismic for a webinar October 8, 2020, at 1 pm EST, titled “Structuring Your Enablement Dream Team: 3 Models to Drive Team Effectiveness and Business Impact,” featuring Irina Soriano, Head of Sales Enablement at Seismic and Callie Apt, Sr. Director of Global Sales Enablement at Domo.

As an established sales enablement leader holding the confidence of the senior leadership team and expectations for continuous bottom-line success, the struggle to action opportunities, grow the team, and manage mounting operational needs can be paralyzing. Even if you are an army of one, having a plan for managing growth successfully is imperative.

Finding the answers is challenging - how do you build a plan and strategic vision for success?

In this webinar, you’ll learn how to:

- Three architectures to use when building for success

- Three strategic areas to focus and manage: product, people, and projects

- Scalability of each model and pitfalls to avoid

- Models that work well for small and mid-sized businesses

- Pro-tips, practitioner advice, and additional insights

Speakers

Irina Soriano - Head of Enablement, Seismic
Irina Soriano is the Head of Enablement at Seismic. She established a powerful life-brand as an expert in her field based on her experience building numerous sales and enablement departments while living and working in EMEA, APAC, and the US. Irina is a thought leader in the enablement space, she runs the NYC chapter for Women In Sales Enablement: WiSE, is a Forbes Council member, and an experienced webinar, podcast, and keynote speaker.

Callie Apt - Sr. Director of Global Sales Enablement, Domo
As Domo's Sr. Director of Global Sales Enablement, Callie Apt leads the strategy and team to enable Domo's global revenue organization that helps their 1,800+ customers optimize their business with data. Her expertise lies in sales enablement, proposal development, and driving sales strategy and transformation initiatives tied to revenue outcomes. Callie has experience in sales enablement and support roles, primarily with cloud software and high tech companies.

Seismic is a sales enablement and marketing orchestration solution, aligning go-to-market teams while empowering them to deliver engaging buyers experiences that drive growth. Seismic's Storytelling Platform delivers innovative capabilities for marketers to orchestrate content delivery across all channels, and for sellers to engage with prospective buyers in a compelling, resonant manner at every step of the buyer journey. More than 600 enterprises including IBM and American Express have made Seismic their sales enablement platform of choice. The Seismic Storytelling Platform integrates with business-critical platforms including Microsoft, Salesforce, Google, and Adobe. Seismic is headquartered in San Diego, with offices across North America, Europe, and Australia.

Domo is the Business Cloud, empowering organizations of all sizes with BI leverage at cloud scale, in record time. With Domo, BI-critical processes that took weeks, months or more can now be done on-the-fly, in minutes or seconds, at unbelievable scale. For more information about how Domo (Nasdaq: DOMO) helps its customers go fast, go big and go bold, visit www.domo.com.

Click the button below to access the recorded webinar! If you are not yet a member of the Sales Enablement Society, membership is free, and you can sign up using the button link below.

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The Real Value of AI for Sales Enablement: How AI Can Impact Your Practice Right Now and your Future SE Strategies

Please join the Sales Enablement Society and ClearSlide for a webinar September 10, 2020, at 1 pm EST, titled “The Real Value of AI for Sales Enablement: How AI Can Impact Your Practice Right Now and your Future SE Strategies,” featuring Sergey Medved, Head of Product, ClearSlide and Victor Antonio, Sales Trainer and Keynote Speaker, Sellinger Group.

Determining if Artificial Intelligence is theoretical or practical today and relevant in SE strategy is one of an SE leaders’ challenges. Practitioners and companies are wondering: Is this technology only for large teams and enterprise applications?

Join us to explore the rapid development of AI in Sales Enablement, and to understand the fundamentals and advancements that can be implemented into your strategy right now and for 2021.

In this webinar, you’ll learn how to:

- A quick-start guide to AI for Sales Enablement teams and "armies of one".

- How to identify the cross-functional areas where AI can support your SE practice.

- Practical areas where AI may already exist in your company, and why it matters both for now and 2021.

- Growth strategy scenarios where AI can bolster your company’s plan to gain, retain, grow or activate.

Speakers

Sergey Medved - Head of Product, ClearSlide
Sergey Medved is the head of product at ClearSlide, the sales enablement platform leader that puts content, communications, and insights at sellers’ fingertips. Prior to joining ClearSlide, Sergey served as a principal product manager at Oracle; before that, he co-founded Strada.io and held positions at Vesta Partners, Ogilvy & Mather, Fisker Automotive, and LeverX.

Victor Antonio - Sales Trainer and Keynote Speaker, Sellinger Group
Victor Antonio is an author, keynote speaker, and business consultant. After a 20-year career as a top sales executive and then CEO of a high-tech company, he has delivered sales motivation keynotes and conducted sales workshops around the globe and has shared the big stage with some of the top business speakers in the nation. Victor is the author of several books, including Sales Ex Machina: How Artificial Intelligence (AI) Is Changing the World of Selling

ClearSlide is designed for sales and marketing teams, accessible primarily via an annual subscription model. Users can also sign up for a limited time free trial of the software with full access to all the features of a regular subscription.

Click the button below to access the recorded webinar! If you are not yet a member of the Sales Enablement Society, membership is free, and you can sign up using the button link below.

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Beyond the Basics of Virtual Selling: How to Stand and Deliver in the Most Critical Selling Moments

Please join the Sales Enablement Society and Corporate Visions for a webinar July 21, 2020, at 1 pm EST, titled “Beyond the Basics of Virtual Selling: How to Stand and Deliver in the Most Critical Selling Moments,” featuring Tim Riesterer, Chief Strategy Officer at Corporate Visions.

Before this year, at least 70 percent of sales calls were already happening remotely, while in-person meetings were reserved for the most critical conversations with decision makers at the highest level.

Salespeople are now becoming more adept with remote selling basics, but how do they manage the make-or-break moments that were previously handled in-person? And how do SE practitioners equip them to “stand and deliver,” now that their presence is reduced to the size of a postage stamp in the corner of a screen?

- Employ strategies to ace the most critical virtual sales conversations

- Equip sellers to build and deliver engaging and memorable virtual presentations using science-based approaches.

- Empower sellers who previously worked the room to boost their virtual presence, so they deliver the right story at the right time.

- Enable sales to deliver content that holds buyers’ attention and inspires action.

Speakers

Tim Riesterer
Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, is dedicated to improving the messages marketing creates for the field and the conversations salespeople have with prospects and customers. A visionary thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of four books, including Customer Message Management, Conversations that Win the Complex Sale, The Three Value Conversations, and The Expansion Sale.

Click the button below to access the recorded webinar! If you are not yet a member of the Sales Enablement Society, membership is free, and you can sign up using the button link below.

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Global All Hands Call- June 2020

The Global All Hands Call is brought to you by the Sales Enablement Society, the world’s largest non-profit professional organization dedicated to the profession of Sales Enablement, with more than 8,000 members across 59 chapters in 29 countries.

On June 24, SES provided updates from the Executive Board along with guest interviews from the SES community. Juliana Stancampiano, CEO of Oxygen, and Peter Ostrow, VP/Principal Analyst of Forrester discuss What is 2020 Teaching Us.

Lisa Scotto provided her perception on ‘Innovative Behaviors that Boost Virtual Event Attendance and Engagement.’

Tanya Aisley discussed Sales Enablement from the Ground Up.

Lastly, Global Chapter Liaisons Bryan Ehrenfreund and Chip Day provided a chapter update surrounding new chapters and the growth the Society has seen in Q1.

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Leading Corporate Growth Strategies: A Playbook Approach to Sales Enablement Outcomes

One of the best ways you can prove the business impact of sales enablement is through the successful implementation of growth initiatives. Growth initiatives like selling new products, shifting to a vertical sales approach, positioning multi-product integrated solutions, cross-selling to drive account expansion, or selling through channel partners.

This webinar will be a “pick your own adventure” experience where participants will vote on a list of common growth initiatives.

One of the best ways you can prove the business impact of sales enablement is through the successful implementation of growth initiatives. Growth initiatives like selling new products, shifting to a vertical sales approach, positioning multi-product integrated solutions, cross-selling to drive account expansion, or selling through channel partners.

This webinar will be a “pick your own adventure” experience where participants will vote on a list of common growth initiatives.

- Avoid the tactical sales enablement trap

- Create virtual sales playbooks that simplify new strategies for the sales team

- Leverage video-based enablement that hits the mark for remote workers

- Escape the sales enablement silo and gain cross-functional support

- Prove tangible momentum by driving measurable sales adoption and mastery

- Turn good ideas for growth into sales results worth celebrating

Speakers

Tanner Mezel
Over the last 20 years at DSG, Tanner Mezel has designed hundreds of B2B sales enablement programs across the tech, manufacturing, telco, healthcare and business service industries. Tanner has held a number of leadership roles at DSG including business development, marketing, strategy, and enablement.

Matt McClendon
Matt McClendon has specialized in B2B sales enablement through 20 years with DSG as a consultant, client delivery leader, and now President. Prior to joining DSG, Matt held a number of enablement and marketing roles in leadership at AT&T.

Click the button below to access the recorded webinar! If you are not yet a member of the Sales Enablement Society, membership is free, and you can sign up using the button link below.

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Global All Hands Call- March 2020

The Global All Hands Call is brought to you by the Sales Enablement Society, the world’s largest non-profit professional organization dedicated to the profession of Sales Enablement, with more than 7,300 members across 55 chapters in 21countries.

On March 4, SES provided updates from the Executive Board along with guest interviews from the SES community. Walter Pollard, CEO of Brand Fuzion, and Tamara Schenk, Industry Research Leader & SES Board Advisor discuss the Top 5 Sales Enablement Trends for 2020.

Craig Nelson provided his insight on 'Changing the Corporate Mindset - An Inside Look at Enterprise Sales Enablement.

Lastly, Juliana Stancampiano, President of SES and CEO of Oxygen along with Ceil Tilney, Senior Director, GTM Enablement of Grand Rounds present Role Based Success Stories and Tips from SES Practitioner Members.

How HubSpot Drives Sales Enablement Effectiveness Through Its Unique Company Culture

Building an enterprise sales enablement practice from scratch or enhancing an existing program both have their challenges—but how do you ensure that your efforts and investments result in an efficient, effective sales enablement initiative that inspires your organization and delivers ROI?

Fostering the organizational buy-in needed to drive critical cross-functional alignment is imperative in creating a thriving corporate culture—and one that supports sales enablement programs.

Please join the Sales Enablement Society for an insightful webinar entitled: “How HubSpot Drives Sales Enablement Effectiveness Through Its Unique Company Culture,” featuring Andrew Quinn, Vice President of Sales Productivity and Enablement for HubSpot. The session will be moderated by Tamara Schenk, Research Director at CSO Insights, the research division of Miller Heiman Group.

Learn how Andrew Quinn and his SP+E team have built their own unique strategy for enablement: creating a plan that drives sales enablement effectiveness through its organization and infuses it into its internal company culture.

During this webinar, you will learn:

- How to establish a charter or a set of sales enablement objectives, that drives effective decision-making for successful sales enablement execution.

- The key ingredients of successful sales enablement initiatives.

- The components that organizations need to implement to foster the adoption of a successful sales enablement program.

- Three core buckets of work that must be continuously applied to the sales enablement initiative that will ensure its continued success.

- To strategically align divisions within your organization and drive cross-functional corporate alignment.

Speakers

Andrew Quinn, Vice President of Sales Productivity and Enablement, HubSpot
Andrew Quinn is Vice President of Sales Productivity and Enablement for HubSpot. The SP+E Team he leads is laser focused on improving a seller’s ability to close quality deals as quickly and effectively as possible by continuously removing friction through real-time tools, content, education and effective change management leading to a happier, more productive and efficient sales team.
Andrew and his team accomplish this through effective execution with the platforms, processes and programs needed to drive rep and manager enablement. The SP+E team plays a key role in providing the direction, guidance and resources necessary to align all teams who can and/or should play a role in initiatives that impact the HubSpot sales team. The SP+E team curates subject matter expertise and the information assets sellers need to take on knowledge and skill while also providing instruction, guidance and direction through tools, resources and self-directed development. The team provides Sales Managers, Directors and VPs with the resources and tools they need to direct and manage their team’s performance and development.
Andrew has been at HubSpot since 2009. Prior to running HubSpot’s productivity and enablement efforts, he was Vice President of Learning and Development for HubSpot. Andrew has over 25 years’ experience in in sales, management and training with Fortune 500 companies and startups including Verizon, Microsoft and BuyerZone.com.

Tamara Schenk, Research Director, CSO Insights
Tamara Schenk is research director at CSO Insights, the research division of Miller Heiman Group, where she is focused on global research on all things sales enablement and sales effectiveness. She is, together with Byron Matthews, the co-author of Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force.
She enjoyed twenty-five years of experience in sales, business development, and consulting in different industries on an international level. Before becoming an analyst in a research director role in 2014, she had the pleasure to develop sales enablement from an idea to a program and a strategic function at T-Systems, a Deutsche Telekom company where she led the global sales force enablement and transformation team. Tamara is a member of the Sales Enablement Society’s advisory board.

Click the button below to access the recorded webinar! If you are not yet a member of the Sales Enablement Society, membership is free, and you can sign up using the button link below.

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How To Get Senior Level Buy-In for Your Sales Enablement Program

When you’re creating or expanding your sales enablement function, securing executive buy-in and sponsorship from the c-suite is essential to effectively building a sustainable sales enablement program to scale. Regardless of whether you're in a startup, mid-market or enterprise business, you must demonstrate value and ROI as well as define the future state of your program.

Although sales enablement is gaining traction in the business arena, for many organizations it’s not clearly defined or misunderstood. Sales enablement practitioners must provide executives with the purpose and benefits of an enablement program to create adoption and drive growth.

In this webinar, Hugh Redford, RVP, Commercial Enablement from Seismic and Christopher Kingman, a senior-level sales enablement practitioner and leader from the Sales Enablement Society, will provide you with a roadmap to help communicate and demonstrate the value of a sales enablement program that aligns with your executive’s desired strategic objectives.

You will learn how to:

- Develop a defined sales enablement strategy based upon the needs and expectations of your executives

- Align your program to both short-term and long-term goals and objectives

- Clearly define your program and outcomes

- Speak the language of your executive audience

- Develop short-term wins to quickly scale your sales enablement program

- Communicate ROI in more ways than just revenue

Speakers

Hugh Redford, RVP, Commercial Enablement
Hugh leads the Commercial Enablement effort at Seismic. Hugh and his team oversee the Seismic@Seismic story, ensuring Seismic's internal sales enablement program helps set the industry standard for the rapidly evolving and maturing practice. Prior to joining Seismic, he held a series of growth-oriented operational and consulting roles ranging from small companies to the Fortune 100, covering industries including Retail and ecommerce, Energy, Hospitality, Medical Devices, and Technology. He moonlights as an overbearing sports dad to an Australian Shepherd mix.

Christopher Kingman, Sales Enablement Trailblazer • Founding Member of SES Bold Enablement leader bringing innovation and dexterity to the modern business landscape
Christopher Kingman is a driven and dynamic professional dedicated to helping others succeed. He is adept in developing others and offers a fresh perspective to business development through technical knowledge and strategy vision coupled with remarkable sales and enablement acumen. As an enablement expert, Chris is a proven leader in guiding organizations to turn their dreams into profitable realities. And with more than a decade of experience across multiple fields, Chris provides the understanding, structure and technological and cultural skills a company needs to succeed. He is a founding member of the Sale Enablement society, Forbes contributor and Professional Writer.

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