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Explore every episode of the podcast The State of Sales Enablement

Dive into the complete episode list for The State of Sales Enablement. Each episode is cataloged with detailed descriptions, making it easy to find and explore specific topics. Keep track of all episodes from your favorite podcast and never miss a moment of insightful content.

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TitlePub. DateDuration
Pragmatic Enablement with Cory Bray | Interview02 Sep 202400:26:17

In this episode of the State of Sales Enablement, Jonathan Kvarfordt, aka Coach K, sits down with Cory Bray, a prominent voice in the sales enablement space and co-founder of CoachCRM. Corey shares his candid thoughts on the current state of enablement, discussing its challenges, inefficiencies, and the need for a more streamlined approach. With years of experience in sales and enablement, Corey offers a refreshingly direct perspective on what works and what doesn’t in the industry.

Here are some of the questions Corey and Jonathan attempted to tackle:

  • What is Corey’s background, and how has his experience shaped his approach to sales enablement?
  • What is the current state of sales enablement, and why does Cory believe it has become bloated?
  • Why does Cory challenge the idea of sales enablement being a true "community" and what are the implications of this view?
  • How does Cory differentiate between building and operating enablement functions, and why does he see this distinction as crucial?
  • What is Cory’s approach to solving enablement problems quickly and effectively?
  • How does Cory view the role of sales experience in leading an enablement function, and why does he believe it’s critical?
  • What should enablement professionals focus on to prove the value of their work within an organisation?

Tune in to hear Corey’s unfiltered opinions on the enablement landscape and his practical advice on making enablement more effective and results-driven.

Connect with Coach K: https://www.linkedin.com/in/jmkmba/

Connect with Cory Bray: https://www.linkedin.com/in/buy-triangleselling/

The Sales Enablement Playbook: https://www.amazon.com/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762

The Sales Management Podcast: https://podcasts.apple.com/us/podcast/sales-management-podcast/id1631765942

Predictive Enablement with Christina Brady | Interview26 Aug 202400:28:46

In this episode of the State of Sales Enablement, Coach K sits down with Christina Brady, CEO of Luster.ai, to explore the intersection of AI and sales enablement. Christina brings her extensive experience in sales leadership and enablement to the conversation, offering insights into the evolving role of AI in enhancing sales performance and training.

Here are some of the questions Coach K and Christina attempted to tackle:

  • How can AI be effectively integrated into sales enablement without overwhelming sales teams with too many tools?
  • What strategies can be used to ensure that AI tools support, rather than replace, essential human elements in enablement?
  • How can enablement professionals maintain control over the tech their teams use in the face of rapidly evolving AI tools?
  • What does "perfect practice" look like in sales enablement, and how can AI facilitate it?

Tune in to hear Christina's insights on leveraging AI to enhance sales enablement and her vision for the future of learning and development in the workplace.

Connect with Coach K: https://www.linkedin.com/in/jmkmba/

Connect with Christina: https://www.linkedin.com/in/christinapbrady/

Effective Behavior Change with Lauren Brownstone | Interview16 May 202400:25:47

In this episode of the State of Sales Enablement, Jonathan Kvarfordt aka Coach K talks with Lauren Brownstone, an enabler with a wealth of experience and author of "Enabling Enablement: Executing a Strategic Learning and Readiness Function to Launch Your Organization to New Heights." Lauren shares her journey from education to corporate enablement, discusses her multi-faceted definition of enablement, and delves into the importance of behavior change in driving organizational success.

Here are some of the questions Lauren and Jonathan attempted to tackle:

  • What is the difference between skills and competencies, and why is this distinction important?
  • What is the Kirkpatrick methodology, and how can it be used to measure the impact of enablement?
  • How can organizations move from subjective to objective measures of skills and behavior change?
  • What are the common challenges in the enablement community, and how can a clearer definition of enablement help address these?
  • Why can enablement serve the entire organisation, not just sales?

Connect with Lauren Brownstone:

https://www.linkedin.com/in/laurenbrownstone/

https://www.heartwisedev.com/

Read Lauren's book:

https://www.amazon.com/Enabling-Enablement-Executing-Strategic-Organization/dp/B0CQ17B8R3

Connect with Jonathan Kvarfordt:

https://www.linkedin.com/in/jmkmba/

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Enabling Salesforce's APAC Growth with Phil Cleary | Interview29 Nov 202100:37:00

Over the last 17 years, our guest has played a key role in enabling astronomical growth for his business across Australia, New Zealand, Singapore and India. In this episode, we catch up with Phil Cleary, Senior Director for Sales Enablement at one of the world's most iconic technology brands, Salesforce.

These are some of the questions we're discussing:

  • What are the key insights that came out from the Sales Enablement Society conference?
  • Difference of high-performing organisations vs low-performing sales organisations
  • Sales enablement evolving to revenue enablement and specialisation of the sales enablement role
  • Competencies and common trends in sales enablement
  • Local appetite for virtual communities and events
  • How do you make sure that you stay strategically focused and shift the needle for Salesforce across all markets and product areas?
  • Using the Customer 360 methodology in aligning to the customers
  • What did you see happening during the pandemic that has affected the way your sales team works?
  • How do business leaders ensure that they can successfully introduce a tech stack that supports a hybrid buyer journey?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


Strategic Buyer Content Personalisation | Sales Enablement Live #624 Nov 202100:37:57

In this week's edition of Sales Enablement Live, we'll discuss Strategic Buyer Content Personalisation. Some of the topics we'll cover include:

  • Why personalisation isn't optional anymore
  • Approaches to developing a personalisation strategy
  • Execution and measurement of a buyer content strategy

Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://thestateofsalesenablement/

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


High Impact Go-To-Market Strategies with Rod Moynihan | Interview22 Nov 202100:34:43

Our guest is a household name in the APAC region. Over the last 20 years, he has led go-to-market teams of large technology brands such as Hewlett-Packard, Salesforce, SAP, Microsoft and Zendesk.

In this episode, Rod Moynihan, Director and Head of Growth at BAC Partners, shares insights on what it takes to be strategic in scaling revenue.

These are some of the questions we're discussing:

  • What impact has COVID19 had on companies in Australia?
  • How did you go about designing a sales process that is effective and continues to improve?
  • As a sales leader, how can you make sure that the sales process improves over time?
  • What are the key differences in the way US buyers interact with sales teams versus Australian buyers?
  • What is your advice to leaders of sales organisations in building their tech stack?
  • What are the considerations to make to ensure that the technology truly adds value to their sales process?
  • When hiring salespeople, what are the traits that you are looking for?
  • How do you approach coaching to make sure that salespeople continue to develop their skills during their tenure?
  • What is the difference between salespeople relying on digital engagement vs. building a relationship with your buyer?
  • What is your advice to the next generation of commercial leaders in the Australian markets working for American companies to interact with their head offices and leverage those resources overseas?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


Strategic Sales Tech Sourcing | Sales Enablement Live #517 Nov 202100:32:51

SalesTech is booming and it's hard for enablers to navigate the landscape in a strategic way. In this episode of Sales Enablement Live, we share an approach to strategic SalesTech sourcing that will change the way you think about technology buying.

These are some of the topics we're discussing:

  • Sales Technology Landscapes
  • MarTech Growth & Astronomic Growth
  • Tech Categories Buyers Are Investing In
  • Reason for Introducing Sales Tech
  • Tech Sourcing Strategy

Be part of the Sales Enablement conversation. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://www.kruegermarketing.com/thestateofsalesenablement/

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


How APAC Sales Leaders Can Leverage Sales Enablement With Peter Bray | Interview15 Nov 202100:37:04

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

Our guest in today's episode is a sales leader who has successfully tackled a monumental task: Establishing a new product category in the APAC region for a US tech company that has turned unicorn in 2021. In our conversation, he reveals how he went about it and how he has leveraged sales enablement along the way. Please welcome Impact.com's APAC Sales Director Peter Bray.

These are some of the questions we're discussing:

  • What is partner management and how did you go about creating this new category in the minds of your target market?
  • Is the skillset required for a team to be successful different in the context of the consultative approach where you are having to understand and analyse where the client's at in order to make sense of the category that you're trying to establish?
  • How is the culture piece critical in making fast growth work?
  • How do you make sure that you leverage resources that you have available overseas for the local market? How do you make sure that the translation is adding value to your activity locally?
  • How does your local team benefit in terms of the tech infrastructure from head office and all the systems that are put in place?
  • Talk about the success factors of challenger brands out there eating the breakfast of big brands.
  • What advice would you give companies based overseas wanting to enter the Australian market? What are the characteristics of the Australian market? What should these companies consider and what are mistakes to avoid?
  • What are some tips to more effectively enable their sales team with, when one has little resources and little time on their hands?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


Strategic Sales Enablement | Sales Enablement Live #410 Nov 202100:33:47

Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.

These are some of the topics we're discussing:

  • Impact of Strategic Sales Enablement To The Bottom Line
  • Sales Enablement Strategy And Approach Types
  • Strategic Vs. Non-Strategic Approach
  • Overcoming Barriers of Sales Enablers From Being Strategic
  • Input That Sets Your Sales Strategy Apart
  • Output That Makes a Difference
  • Dedicated Resources for Sales Enablement

Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://zoom.us/meeting/register/tJIlde6vrDgrHNJG2TFb3V_mDtTDDMFemIU2

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


High Impact Value Messaging with Felix Krueger | Interview08 Nov 202100:23:01

In this episode, Felix Krueger switched roles and was interviewed by PDA Group's Britta Lorenz on the Expert Talk Podcast to talk about the secrets of a powerful value message.

These are some of the questions we're discussing:

  • How do you define value messaging?
  • What are value messaging do's and don'ts?
  • How can marketing foster and support sales? What role does sales enablement play there to get the whole message across into a dialogue?
  • How can enablement actually support to close that gap between one-to-many, to one-to-one, if you simplify it?
  • What are the skills needed in order to develop a concise and powerful message?
  • How do we practice the adoption of the theoretical value message?
  • How do you reinforce the understanding of how to apply value messaging?
  • What kind of role can AI play in terms of value messaging?
  • When somebody is starting to create value messages, what would you say is the most important thing to look out for?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


Sales Enablement Research Insights | Sales Enablement Live #307 Nov 202100:29:06

Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.

These are some of the topics we're discussing:

  • Mapping The Buyer Journey
  • Adding Value Beyond The Sales Meeting
  • Consulting Is The New Selling
  • Not All Coaching Programs Are Created Equally
  • Sales Enablement As A Strategic Asset
  • Sales Enablement Success Takeaways

Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://zoom.us/webinar/register/6316354660825/WN_lvMX4ypPSZed3lPbtSObig

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


AMA: Budget Sourcing, International Expansion, And More | Sales Enablement Live #203 Nov 202100:29:18

Join us in the Krueger Marketing podcast studio this week for another episode of Sales Enablement Live, your weekly catch-up with Felix Krueger and our Sales Enablement community.

These are some of the questions we're discussing:

  • How does one source more budget for one's sales enablement team?
  • How can sales enablement support the launch to new markets?
  • How can one sales enablement be launched without dedicated resources? 
  • How does one build the tech stack beyond CRM?

Be part of the Sales Enablement conversation. Register once to gain access to all future Sales Enablement Live sessions. Live streams take place every Wednesday 12 pm AEST (Tuesday 6 pm PT).

https://zoom.us/meeting/register/tJIlde6vrDgrHNJG2TFb3V_mDtTDDMFemIU2

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


How To Establish A Learning Culture With Crystal Nikosey | Interview01 Nov 202100:38:20

Our guest in this week’s episode knows what it takes to set sales reps up for success. Her holistic approach to the development of high-impact Sales Enablement programs is informed by her breadth of experience in technology sales.

She’s one of the most recognised sales enablers on LinkedIn and I’m excited to have her on the show today. Please welcome Cloud Academy’s Sales Enablement Manager, Crystal Nikosey.

These are some of the questions we're discussing:

  • How has sales enablement evolved from the early stages in your career to up until now?
  • How do you establish a learning culture as a sales enablement leader
  • What did you learn from your current experience about learning culture in sales enablement?
  • How can someone get the buy-in of sales managers and start utilising the sales managers to start coaching and reemphasising? What's your advice to get started on that front?
  • How would you actually tie training and coaching to business outcomes or revenue?
  • Through the data you gather how are you able to shorten the sales cycle because you've implemented sales enablement training?
  • How can we contribute as a sales enablement community to create a more diverse tech world?
  • What are your predictions in terms of the future of sales enablement? What are you going to see in the next few years of evolution of sales enablement?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


Troubleshooting Enablement with Phil Putnam | Navigating the Enablement Job Market | Interview09 May 202400:51:56

In this thought-provoking episode of Troubleshooting Enablement, we delve into the complex world of navigating layoffs and maintaining momentum in a challenging job market. Joining host Devin McDermott is the insightful Phil Putnam, an acclaimed coach, consultant, and advocate for enablers in transition. Phil shares his wealth of knowledge on how enablers can adapt their strategies to not only survive but thrive in an evolving job landscape.

Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform

Connect with Phil Putnam:

https://www.linkedin.com/in/philputnamcoach/

https://www.philputnam.com/

Connect with Devon McDermott:

https://www.linkedin.com/in/devonmcdermott/

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Full Funnel Marketing with Matt Heinz | Interview25 Oct 202100:30:20

Our guest in this week's episode has over 20 years of experience in marketing, business development and sales. When he doesn't run his B2B marketing agency servicing clients like Amazon, Seagate, Morgan Stanley or The Bill & Melinda Gates Foundation, he is a keynote speaker, award-winning blogger and best-selling author.

In this episode, we catch up with the President and Founder of Heinz Marketing, Matt Heinz.

These are some of the questions we're discussing:

  • Marketing and sales still aren't aligned in many organisations. Why is that still happening?
  • What do you think senior business leaders can do to stop this process, engage the marketing and sales leaders, and set the foundation for the culture? What do you need to do to make it happen?
  • Do you see certain industries doing marketing better than others, or is that just depending on the individual organisation?
  • Describe the full funnel framework in your content. What is it all about and how do you make it happen?
  • How can sales contribute to the top of the funnel?
  • What are some of the best practices you can recommend to marketing teams who want to better enable their sales teams?
  • What are your thoughts on the "execution of a land and expand strategy"? What do you see going wrong? What could be done to make it more effectively?
  • What are your predictions for the next few years?
  • How will the buying process change in the technology space? How will the interaction between go-to-market teams and buyers change?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


How To Create High-Impact Sales Content With Marcus Sheridan | Interview18 Oct 202100:49:19

Our guest in this episode has been called a “web marketing guru” by the New York Times. The Story of how he was able to save his swimming pool company from the economic crash of 2008 has been featured in multiple books, publications, and stories around the world and is the centrepiece of his best-selling book, They Ask You Answer. 

Today he is a highly sought after global speaker and consultant in the digital sales and marketing space, working with hundreds of brands. 

In this episode, we'll catch up with Marcus Sheridan.

These are some of the questions we're discussing:

  • How did you become the sales and marketing thought leader that you are today?
  • Talk about how you prioritise common sense mindset in your practice.
  • What do you tell cynics that say that the principles you teach won't work in the industry that they are in?
  • Discuss the five fundamental subjects every buyer wants to research before they engage a company
  • What is the number one piece of content?
  • How do you then basically build the bridge between sales and marketing and help sales proactively utilise that content during the sales process?
  • All the principles that you talk about would be considered inbound to a certain degree. Do you think there's stil room for outbound and if so, like how, and in what context?
  • How would you say video fits into that whole sales journey?
  • For sales leaders who want to utilise content better in their sales process, how do you think they should approach that conversation with their marketing counterparts to actually make it happen?
  • Have you witnessed organisations going through the change the sales process?
  • What are some of the tips you can share around running an effective sales campaign?
  • How do you utilise content that can potentially set you apart from your competition?
  • What is the role that technology plays in gathering intelligence and distributing content? What's the tech stack that allows you to start out by collaborating and communicating internally beyond the intelligence that's contained within the organisation? How do you use technology to scale that beyond that?
  • What would you say are the top three things you can recommend sales leaders implement to hit the ground running in 2022?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:

Sales Enablement in Emerging Markets with Dave Nel | Interview11 Oct 202100:32:57

Sales enablement is one of the fastest-growing business trends globally and our guest in today's episode is a household name in the African sales enablement community.

He is an experienced sales leader and sales coach with over 18 years of experience in sales within the financial services industry.

He is also a founding member of the Trust Enablement community and an International Coaching Federation certified coach.

In this episode, we catch up with Investec Private Bank's Head of Sales Enablement, Dave Nel. 

These are some of the questions we're discussing:

  • How do you approach sales enablement in the financial services space?
  • What would be your tips for BFSI sales leaders considering introducing sales enablement into their organisations? How could they make that work successfully for that organisation?
  • What are some of the ways sales enablement can contribute on a daily basis to the success of the sales team? How do you make it part of the way a team operates?
  • What are other ways sales enablers can leverage sales managers to scale their efforts more and to incorporate into the day-to-day of the salespeople?
  • How does the sales enablement space in Africa compare to the rest of the world? What's unique about the sales enablement space in Africa?
  • Are there certain pockets within Africa where you see the sales enablement function being more common? Are there sales enablement focused specifically on regions within Africa?
  • What sort of resources do you recommend sales leaders and professionals focus on and use to learn along their sales enablement journey?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


Enabling eCommerce Technology Sales With Richard Hankin | Interview04 Oct 202100:39:14

Which company is going to be the next Amazon? 

No matter who it will be, chances are that the underlying marketplace technology will be provided by the fast-growing business our guest in today's episode represents. 

In our recent catch-up, we spoke about his sales leadership philosophy, how his sales team reaches decision-makers fast, and the most common mistakes sales tech companies make when pitching to him. 

In this episode, we catch up with the VP of sales at Marketplacer, Richard Hankin.

These are some of the questions we're discussing:

  • Was it strategic timing then moving back into e-commerce back during the lockdown and COVID starting?
  • What does Marketplacer do and what sort of problem do you solve?
  • What's your approach to sales leadership and leading the growth journey of Marketplacer?
  • How do you go about collaborating effectively, especially during times of growth, with your presence in the United States and your sales team is being set up within Australia?
  • How do you nurture the culture piece across the team in such a remote environment?
  • How do you make sure that you maintain that sales effectiveness in delivering your consultative approach while scaling your team?
  • How do you make sure that you speak to the decision-makers early in the conversation and show that understanding of their business?
  • What sort of role does content play throughout your sales process and how do you use it effectively?
  • What sort of tools would you consider being essential as part of your sales tech stack and what are the considerations for you when picking tools that add value?
  • What are some of the common mistakes tech salespeople make when they pitch to you?
  • What would be your advice to somebody who just starts out in a VP of Sales role? What are some of the things that people should look out for and really focus on?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


Measuring Sales Enablement Effectiveness With Adriana Romero | Interview27 Sep 202100:32:43

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

Our guest in this week's episode is Adriana Romero, the Director of Enablement Solutions at LevelJump.io.

She is an engineer turned salesperson turned sales coach.

When it comes to sales enablement effectiveness, she walks the walk because she works for a Canadian technology vendor that specialises in the measurement of sales enablement's revenue impact.

When she's not designing highly effective sales enablement programs, she's teaming up with her best friend to build a business that helps Immigrant women.

These are some of the questions we're discussing:

  • What's the state of sales enablement in Canada? And how does it compare to the rest of the world?
  • What are your tips to make sales enablement a high-impact initiative? How can senior leaders introduce sales enablement in the organisation and make it work?
  • For small organisations that don't yet have the resources or senior executive buy-in, what are some quick wins that they can achieve in enabling their sales teams better?
  • How would you recommend tackling a more coaching-focused approach when enabling your sales team?
  • What are the success metrics in sales enablement that one should focus on? How can businesses and sales enablement leaders make sure that they create that impact on sales performance?
  • How has sales enablement evolved over recent years? What are some of the things you see going wrong with sales enablement?
  • As members of the sales enablement community, how do we make sure we do not sacrifice quality with the growth of sales enablement as a function?
  • What resources would you recommend to newcomers in sales enablement or people wanting to add that to their skill set?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


How To Transform Your Organisation From Transactional To Buyer-Centric With Andrea Davey | Interview20 Sep 202100:25:39

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Andrea Davey who is the CEO of Scout Talent Recruitment.

These are some of the questions we're discussing:

  • How has the pandemic impacted your ability to source high calibre sales talent?
  • What are some of the strategies companies use to deal with this talent shortage?
  • What is your advice for building a culture that is customer-centric and not just transactional in nature from a sales perspective? How do you achieve that in your business?
  • How do you make it actionable for your sales force to live those values?
  • How do you leverage market-facing teams to gain a better understanding of your customers and the market that you're dealing with?
  • How do you make sure that there are no silos within your organisation and there's an exchange going on that benefits your customers?
  • How do you strike a balance between short-term revenue goals and long-term strategic goals?
  • What would be your advice for other CEOs who want to build better relationships with the commercial leadership team?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


How To Scale Technology Sales To Over 1 Billion Dollars With Joe Morone | Interview13 Sep 202100:42:36

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

There are only few people who can claim that they've grown the revenue of an organisation from $24m to over $1b. Our guest in today's episode is one of them.

He's a competitive wrestler but he doesn't need to use this skill to close deals because he has developed a sales method that is trusted by the biggest names in tech.

How this method works? Let's find out!

In this episode we catch up with Joe Morone who is the co-author of The Smart Sales Method for B2B Sales Teams and the co-founder of Worldleaders Inc.

These are some of the questions we're discussing:

  • What was roughly the revenue net level when you joined and what ended up being the revenue level of when you left the company CIBER?
  • How did you go about scaling CIBER to such incredible heights?
  • What's your general advice for salespeople to utilise content beyond that five by one that you just mentioned in engaging prospects throughout the sales cycle?
  • How would you recommend sales reps use content if not in a face-to-face conversation? How was it used on social media? How was it used through email? What is your recommendation there?
  • At the end of the day, you're selling sales training to your clients. How do you navigate that? ... Do you achieve that by speaking directly to the CEO and getting buy-in that way?
  • What happened to the 50 slide deck that the average salesperson takes to do a big sales conversation?
  • What's your advice for those people and for their roles and how they can make a greater impact when working with sales teams?

Here are some of the resources referenced in this episode.



Where to find The State of Sales Enablement:


The Relevance Of Sales Enablement To The C-Suite With Hendrik Isebaert | Interview06 Sep 202100:37:31

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

Our guest in this episode is a senior executive at one of the leading sales enablement technology platforms. He owns the full customer journey at his organisation which is why he is constantly exposed to the latest sales enablement trends and challenges across industries, across the globe. In this episode, we'll speak to the Chief Operating Officer at Showpad, Hendrik Isebaert.

These are some of the questions we're discussing:

  • In 2021, what is the profile of a business that has the potential to benefit most from sales enablement?
  • What is the highest growth rate in terms of headcount you've seen in sales teams?
  • How do customer success and customer support fit into the context of sales enablement? How do the customer-facing teams fit into the context?
  • If we think about a truly customer-focused organisation, do you think enablement also has the potential to play a role in other departments?
  • What do you typically see being KPIs of sales enablement roles out in the market?
  • What are typically the strategic considerations, on the C-suite level that makes a sales enablement a desirable capability to introduce?
  • How does sales enablement fit into the whole digital transformation discussion?
  • When it comes to sales enablement maturity, how do industries and regions compare and from your point of view, how does Australia compare to the rest of the world when it comes to sales enablement maturity?
  • In terms of the European companies expanding into Australia, how would global business leverage sales enablement infrastructure to launch in a new market?
  • What would your advice be to business leaders who really want to make sure that their business maximises the ROI of sales enablement tech? What are the crucial things they should consider?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


How To Blitz Scale And Enable A Global Sales Team With Adrian Hill | Interview30 Aug 202100:32:09

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

Managing hypergrowth is a tough challenge as a sales leader. The same applies to the management of a global sales team. Our guest in this episode has done it all. Successfully. And we're lucky enough to be able to explore his approach in all detail. In this episode, we catch up with Shorthand's VP of Sales, Adrian Hill.

These are some of the questions we cover:

  • For those listeners who don't know GO1, what does GO1 do?
  • During your stint at GO1, you were growing the sales team quite a bit. Where did you start out and where did you end up just to give the listeners a feel?
  • How did you enable your sales team and make sure that you maintain quality within the team while scaling?
  • Were there any metrics that you've used to measure success in growing that team and have those changed over time?
  • How do you ensure that you guys communicate well enough to make this work? And what are the kind of the starting points for conversation between sales and marketing?
  • Considering content is kind of part of your company DNA, how do you utilise content as part of the sales process and what sort of role do you think its plays for your team?
  • If you identify excellence in a certain area, a salesperson does something really well or a certain region does something really well. How do you capture that to make the rest of the sales team benefit from that?
  • In terms of the learnings that you capture from those successful deals, is there any way you capture those learnings and make them part of your onboarding program or of other training activity?
  • Have you found that you've unearthed in those kinds of conversations inside sets that give you an idea that the market has shifted in a certain way the way people utilise the product or see the value in your product has changed over time?
  • Do you see a big differences in the way sales need to be approached across regions and what sort of differences are there?
  • How do you make sure that the communication remains effective and collaborative and your global sales team really feels like being part of the team from a cultural perspective?
  • For anybody starting in a VP of sales role, what sort of advice would you give those people to hit the ground running and to be really successful in mentoring a larger sales team?
  • What's the absolute core of your tech stack in the sales team?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:

Why Sales Enablement Is Now On The Radar Of The C-Suite With Tamara Schenk | Interview23 Aug 202100:42:09

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

In this episode, we catch up with Tamara Schenk. She is a globally acknowledged sales enablement leader, analyst, advisor, award-winning blogger, and keynote speaker. Her experience spans twenty-five years in corporate leadership and includes designing the global sales enablement initiative for T-Systems where she led the global enablement and transformation team.

Prior to co-founding Bartlett Schenk & Co., Tamara was research director at CSO Insights. During this time, she led various global sales enablement studies and co-authored the book "Sales Enablement – A Master Framework to Engage, Equip, and Empower a World-Class Sales Force." Tamara also serves as a strategic advisor for Showpad.

These are some of the questions we're discussing:

  • From your experience, do a lot of teams that you work with have a good idea of their buyer journey or is it an aha moment that they really focused on?
  • What role does content play in really positioning your sales team and being a strategic advisor to the buyers?
  • Do you think sales enablement should be owned by a senior leader? Or is it something that can be derived from the bottom up?
  • What's the maturity level of an organisation before it makes sense to introduce sales enablement as a strategic initiative or as a strategic function?
  • What makes enablement so hard for those people that are in the thick of it managing that function? What are the challenges associated with that role? What is something to consider for people who are considering moving into sales enablement?
  • What's your take on frameworks and what frameworks have you seen work and work not so well with an organisation?
  • Which role does technology play in successful sales enablement initiatives?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:

Enabling Enablers with Stephanie White | Interview02 May 202400:35:55

In this episode of the State of Sales Enablement, Jonathan Kvarfordt aka Coach K talks with Stephanie White, an enabler known for her outstanding contributions to the community and recently nominated for the 2024 SEC Ones to Watch. Stephanie shares insights from her experience in sales enablement, introduces her new initiative, Enablement Reimagined, and discusses common challenges and effective strategies for enablers.

Here are some of the questions Stephanie and Jonathan attempted to tackle:

  • What is Stephanie's approach in enabling enablers?
  • What is Enablement Reimagined, and what does it aim to change about the support available to enablers?
  • What are the typical obstacles that enablers encounter, and how can they address these to enhance their strategic role?
  • How can enablers secure the development tools they need and get the right support within their businesses?

Connect with Stephanie White: https://www.linkedin.com/in/stephanie-white-sales/

Learn more about Enablement Reimagined: https://www.linkedin.com/company/enablement-reimagined/

Connect with Jonathan Kvarfordt: https://www.linkedin.com/in/jmkmba/

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Tackling Hypergrowth As A CRO With Michael Savanis | Interview16 Aug 202100:33:31

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

Colombia, Argentina, Venezuela, USA, Malaysia, Indonesia, China, Great Britain, France... This rather long list of countries is not the line-up of the Tokyo Olympics but a selection of countries our guest in today's episode has worked at. We'll discuss the lessons he has learned along the way and how he finds the balance between strategic focus and short term goals during the hyper-growth phase his business is currently experiencing. In this episode, we speak to JobAdder's Chief Revenue Officer, Michael Savanis.

These are some of the questions we're discussing:

  • What does JobAdder do? What's the kind of transition period you're going through at the moment?
  • In which ways has the pandemic impacted your company? Were there any issues that you guys needed to deal with?
  • Within your role, what are the sort of key challenges you face? What would any CRO face in a growth journey that is similar to what Joe Biden is going through right now?
  • I can imagine you generate an immense amount of experience across the different markets, and as you grow, you will figure out things that work well which other markets might be benefiting from. So how do you facilitate that knowledge transfer?
  • In terms of the way you build a culture, which is obviously also a big part of growth journey and making sure that the culture builds that is performance focused and reflects the values of the company. How do you go about doing that remotely?
  • In terms of your team's responsibility, you obviously manage all customer facing teams within JobAdder and the amount of intelligence that you gather, it must be incredible, right? Like the market intelligence and the insights that you generate. How do you go about capturing that? And not only use it for the advantage of the teams that you manage, but also to socialise that across senior management to utilise that intelligence, that market intelligence to make strategic decisions for the company?
  • In terms of the way you make strategic decisions, have you seen that there's a lot of nuance required between the different regions or is the use case quite similar and it's just all about benching the scale?
  • And in terms of the balance between your short term goals and long-term strategic goals, how do you handle that? I can imagine in a CRO role, there's a lot of revenue pressure, you know, like at the end of the day, you need to bring in the money. But at the same time, you're trying to be strategic, build something long-term and build a solid base for the company to flourish on in the future. So how do you balance those two competing priorities?
  • From a team management point of view, I guess that's easy to communicate, but from your senior management peers, like, how do you manage that? Has everybody bought in to that mentality early on? Or did you, did you have to do some convincing along the way?
  • Marketing from my understanding doesn't sit in your remit. How do you approach that partnership with marketing?
  • What role does technology play in the organisation? And what's kind of core to your tech stack from your point of view?
  • Talk us through how you manage the communication across your teams.
  • For those listeners who are in the senior sales roles and about to take the next step from, let's say, senior sales VP into a CRO role what is your advice to prepare them for that kind of role? What are the kinds of things that they need to establish for themselves to set themselves up for success?
  • What would your advice be to really identify top talent for department heads if somebody is moving into a CRO role and is tasked to fill those roles?

Here are some of the resources referenced in...

Sales Enablement In Southeast Asia With Pooja Kumar | Interview09 Aug 202100:25:31

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Pooja Kumar who is the Director of Sales Enablement & Organisational Culture at Oracle.

These are some of the questions we're discussing:

  • How does the buying process in Southeast Asia compare to the rest of the world?
  • How do you deal with differences in the SEA markets and how do you prepare your sales team for those differences?
  • What sort of content does your sales team use and what do you see as being the most impactful content?
  • What is your advice to sales leaders who want to be successful in the region?
  • What are the knowledge levels in SEA and how much education work is required on your end?
  • What makes a great sales coach?
  • Are there specific frameworks that you advocate for in the business development space and if so, what makes them better than others?
  • What were your main challenges in establishing sales enablement within the organisations that you've worked for? What would your advice be for people who are just starting out in that space and want to really make a difference for their companies?
  • How do you leverage the infrastructure that you have at your fingertips to maximise the impact of your local sales enablement work?
  • How has the collaboration in the coaching process been impacted by COVID?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


What It Takes To Create A World-Class Sales Enablement Team With Roderick Jefferson | Interview02 Aug 202100:36:47

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Roderick Jefferson who is the vice president of Field Enablement at Netskope and author of the book Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence.

These are some of the questions we're discussing:

  • What has the evolution been so far and what is next for sales enablement?
  • How do you scale the sales enablement function and the culture that comes with it?
  • What are some of the things to look out for as a sales enablement leader during M&A?
  • What are the things enterprise technology sales teams most often get wrong when it comes to communicating value/benefits to complex buying committees?
  • What is the role of content in the enterprise technology sales process these days?
  • What advice do you have for sales enablement professionals who want to become better at what they do?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


Inside The Sales Enablement Challenges Of The Airline Industry With Emily Bendorf | Interview15 Jun 202100:25:39

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Emily Bendorf who is the sales enablement manager of the B2B sales organisation of Southwest Airlines.

These are some of the questions we discuss in this episode:

  • How does Southwest Airlines interpret sales enablement?
  • What has been the impact of Covid-19 on Southwest?
  • What were some of the growing pains Southwest Airlines had to deal with when transforming the organisation in recent years?
  • How does the sales enablement team at Southwest interact with other departments?
  • How has the Southwest sales enablement infrastructure changed over time?
  • What is next for Southwest and the American airline industry now that the vaccine roll-out is in full swing?
  • What is your advice to somebody starting out in sales enablement? 

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


Field Marketing's New Normal With Lindsay Baggett | Interview15 Jun 202100:21:02

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Lindsay Baggett who is a B2B SaaS expert in field marketing and the marketing manager at revenue intelligence platform Gong.

Questions we discuss:

  • What is the difference between product marketing, sales enablement, and field marketing?
  • How do you scale field marketing to support as many sales conversations as possible?
  • How do you ensure alignment between the marketing team and sales?
  • How do you navigate the engagement of non-technical prospects with a high-tech product?
  • Advice for new field marketing managers

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


Establishing A Sales Culture In Professional Services Organisations With James Fielding | Interview15 Jun 202100:31:06

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with James Fielding who is the head of sales enablement at Grant Thornton Australia.

Here are some of the resources referenced in this episode.

Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn

Connect with James Fielding online: https://www.linkedin.com/in/jamesfielding/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Hybrid Sales And How Buyer Behaviour Will Change After The Pandemic With Britta Lorenz | Interview15 Jun 202100:34:37

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Britta Lorenz who is the business consultant at PDAgroup, DACH chapter leader of WISE (Women In Sales Enablement) and creator of the C²LEA²R framework for leadership.

Here are some of the resources referenced in this episode.

Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn

PDA Group: https://www.pdagroup.net/de/

C²LEA²R framework infographic: https://www.trustenablement.com/the-revenue-and-sales-enablement-glossary/c%C2%B2lea%C2%B2r-framework-for-leadership/

Connect with Britta Lorenz online: https://www.linkedin.com/in/brittalorenz/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Why Cultural Nuances Matter In Enterprise Tech Sales With Ian Curd | Interview15 Jun 202100:25:18

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

Our guest in this episode has been front and centre during Ad Tech and MarTechs biggest waves of the last decade. During that time he has helped tech businesses grow into new markets across Asia Pacific and Europe, often from a standing start and with minimal resources, an experience he describes as equally fascinating and painful. Our guest in today's episode is the commercial director of AI and Big Data technology platform Octopeek, Ian Curd.

These are some of the questions we discuss in this episode:

  • How did you leverage marketing support from overseas headquarters?
  • How did you go about customising overseas sales collateral?
  • What can the Australian tech sales community learn from European markets and vice versa?
  • How do you manage the translation of highly technical concepts in your conversations to appeal to senior decision-makers who might not have an immediate appreciation? What is the best way for marketing teams to support this translation process?
  • How easy or hard is it to sell across Europe as a tech sales leader compared to Australia? What are some of the market nuances you have to deal with?
  • What should marketing teams who want to better support their sales team in B2B enterprise tech do?

Here are some of the resources referenced in this episode.


Where to find The State of Sales Enablement:


The Role Of Content In The Buyer Journey With Abby Sorensen | Interview15 Jun 202100:23:47

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Abby Sorensen who is the chief editor of content marketing resource centre Follow Your Buyer.

Here are some of the resources referenced in this episode.

Follow Your Buyer: https://www.followyourbuyer.com/

Sales enablement resources brought to you by Krueger Marketing: https://www.kruegermarketing.com/learn

Connect with Abby Sorensen online: https://www.linkedin.com/in/abbylsorensen/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

How Effective Marketing Can Enable Sales With Pam Didner | Interview15 Jun 202100:36:21

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Pam Didner who is a B2B marketing consultant, podcaster, keynote speaker and author of 3 best-selling books.

Some of the questions we discuss include:

  • What are the key areas marketers should consider when introducing sales enablement in their organisation to make it a success?
  • What are the most common pitfalls when sales and marketing are attempting to collaborate? How do you best tackle them?
  • How can sales benefit from existing content marketing infrastructure within their organisation?
  • Which trends can we expect to crystallise in the coming years?
  • What is to be considered for somebody who starts out in a sales enablement role and for somebody who is managing sales enablement globally for the first time?

Here are some of the resources referenced in this episode.


Conversational Intelligence with Keiran Smith | Interview24 Apr 202400:29:02

Conversational Intelligence is one of the rapidly emerging categories in the sales tech space. However, as with any other technology tool, the same rule applies: A fool with a tool is still a fool. To understand how to maximize the value of Conversational Intelligence platforms, navigate common pitfalls, and align all key stakeholders, Dannii has caught up with Keiran Smith, an enabler who has lots of stories from the CI implementation trenches to tell.

Here are some of the questions Keiran and Danny attempted to tackle:

  • What makes a great Conversational Intelligence platform implementation, and what are the potential challenges enablers should be mindful of?
  • How do you ensure buy-in and adoption for Conversational Intelligence?
  • What role do sales leaders play in the Conversational Intelligence journey?

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Joe Pulizzi On How To Make Content Part Of Your Company's DNA | Interview21 Apr 202100:31:56

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Joe Pulizzi who is the founder of multiple start-ups including Content Marketing Institute.

Here are some of the resources referenced in this episode.

Content Marketing Institute: https://contentmarketinginstitute.com/

Corona Marketing Book: https://www.joepulizzi.com/corona-marketing/

Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

Connect with Joe Pulizzi online: https://www.linkedin.com/in/joepulizzi/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

How News Corp Australia Enables 600 Salespeople At Scale | Interview14 Apr 202100:30:49

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

I've witnessed first-hand how tough it can be to be a sales enablement leader in a media company. My friend and former colleague Stewart Heys has mastered his craft and is now managing a team that enables a sales department of 700 at News Corp Australia. In this episode, we spoke about how he goes about ensuring tailored support, how sales conversations have changed during the pandemic, and how he goes about identifying the most valuable market feedback.

Here are some of the resources referenced in this episode.

Sales Enablement Society (SES) - https://www.sesociety.org/

Effective Sales Enablement - https://www.amazon.com/Effective-Sales-Enablement-collaborative-marketing/dp/0749483644

Fanatical Prospecting  - https://www.amazon.com.au/Fanatical-Prospecting-Conversations-Leveraging-Telephone-ebook/dp/B01617VD3I

Sales Development Playbook  - https://www.amazon.com.au/Sales-Development-Playbook-Repeatable-Accelerate/dp/0692622039

Sales Gravy Podcast - https://salesgravy.com/podcasts/

Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

Connect with Stewart Heys online: https://www.linkedin.com/in/stewartheys/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Cheers,

Felix

Iris Chan On The Big Picture Of Sales Enablement | Interview07 Apr 202100:23:32

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

It is not coincident that Iris Chan has been appointed the Australian chapter president of the Sales Enablement Society, a global network of sales enablement professionals.

Iris has mastered the craft of sales enablement over two decades working for iconic B2B technology brands such as Cisco and IBM.

Today she leads the marketing efforts of sales enablement technology juggernaut Seismic, working with the who is who of the Australian sales enablement landscape.

I caught up with her in this episode to discuss the evolution of sales enablement, the impact it has on organisations committing to the practice, and the key trends she expects to see this year.

Here are some of the resources referenced in this episode.

Sales Enablement Society (SES) - https://www.sesociety.org/

Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

Connect with Iris Chan online: https://www.linkedin.com/in/ichankl/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Cheers,

Felix

Robert Rose On The Ugly Truth Of Sales and Marketing Alignment | Interview31 Mar 202100:40:27

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

There are few people that can claim that they have shaped a global business trend in a meaningful way.

Robert Rose has been an advocate for content marketing before it had a name and ultimately became one of the key influencers in driving a fundamental mindset shift as a co-founder of the Content Marketing Institute.

I caught up with him in this episode to talk about the ugly truth of sales and marketing alignment, the topics that should be discussed in joint meetings, and why it's time to get serious about sales enablement technology.

Here are some of the resources referenced in this episode.

Content Marketing Institute (CMI) - https://contentmarketinginstitute.com/

The Content Advisory - https://contentadvisory.net/

Free Content-Enabled Sales training - thestateofenablement.com/content

Connect with Robert Rose on LinkedIn: https://www.linkedin.com/in/robrose/

... or on Twitter: https://twitter.com/Robert_Rose

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Cheers,

Felix

What Happens When LinkedIn's Sales Team Goes Remote? Let's Ask Them | Interview24 Mar 202100:30:46

Join us in the Krueger Marketing podcast studio this week for another episode of The State of Sales Enablement.

We catch up with Travis May who is a sales leader at LinkedIn. We discuss how the sales team of the world's largest professional network has adjusted to the new market environment, a better way to deliver remote presentations, and how to toddler-proof your home office.

Here are some of the resources referenced in this episode.

A four pillar framework for sales and marketing alignment (Forrester Consulting on behalf of LinkedIn): https://business.linkedin.com/en-uk/marketing-solutions/blog/posts/sales-and-marketing/2020/A-four-pillar-framework-for-sales-and-marketing-alignment

Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

Connect with Travis May online: https://www.linkedin.com/in/travisdmay/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Cheers,

Felix

How DocuSign Prepared Their Sales Team For Hypergrowth During The Pandemic | Interview17 Mar 202100:33:45

Join us in the Krueger Marketing podcast studio this week for the inaugural episode of The State of Sales Enablement.

We catch up with Matthew Dean who is responsible for enabling Docusign's sales team during a hypergrowth phase fuelled by the pandemic. He'll share how he made the transition from sales director to sales enabler, the top content formats supporting remote sales, and his tips for navigating sales enablement in a global business

Here are some of the resources referenced in this episode.

Sales Enablement Society (SES) - https://www.sesociety.org/

Effective Sales Enablement - https://www.amazon.com/Effective-Sales-Enablement-collaborative-marketing/dp/0749483644

Fanatical Prospecting - https://www.amazon.com.au/Fanatical-Prospecting-Conversations-Leveraging-Telephone-ebook/dp/B01617VD3I

Sales Development Playbook - https://www.amazon.com.au/Sales-Development-Playbook-Repeatable-Accelerate/dp/0692622039

Sales Gravy Podcast - https://salesgravy.com/podcasts/

Brought to you by Krueger Marketing: Free Content-Enabled Sales training - thestateofenablement.com/content

Connect with Matthew Dean online: https://www.linkedin.com/in/4mattdean/

Connect with Felix Krueger online: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website (subscriber exclusives can be found here) - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Cheers,

Felix

Troubleshooting Enablement with Jennifer Ryan | Interview18 Apr 202400:38:53

Navigating the ever evolving landscape of enablement can feel like uncharted territory. That's where Troubleshooting Enablement comes in. This podcast is a safe space to tackle those nagging questions you've been hesitant to ask in public spaces like LinkedIn, social media, or enablement forums, if you've ever felt like everybody's got it all figured out, except me.

In this episode, Jennifer Ryan joins Devon to troubleshoot your questions and speaks about how to maintain senior leadership support, corporate parenting, finding your personal "yes", and more.

Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Season 3 Kick-Off (with New Hosts!) | Panel Interview11 Apr 202400:34:54

An Englishwoman, an Aussie, and two Americans walk into a podcast studio...

This is not the beginning of a bad joke but the beginning of season 3 of The State of Sales Enablement podcast.

With two new hosts, familiar faces, and a brand new episode format, this season promises to be the best one yet.

Join Felix Krueger, Devon McDermott, and now also Jonathan Kvarfordt and Dannii Mathers for a 360 view on each of the hosts' enablement adventures and what's in store for enablement in 2024 and beyond!

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

Unethical Layoffs, Managing Expectations, Business Cases, and More | This Month In Sales Enablement23 Aug 202300:58:04

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.

Here is what we talked about this month:

  • FLSM engagement
  • Managing senior stakeholder expectations
  • Enablement research
  • Why Revenue Enablement is not just sales enablement
  • Why sales enablement must embrace AI
  • Aiming high in enablement
  • Unethical Layoffs

Subscribe to the FFWD newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv


Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

AI Interview Practice, Reducing Meeting Bloat, CS Layoffs, and More | This Month In Sales Enablement23 Jul 202300:53:04

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.

Here is what we talked about this month:

  • Stakeholder management
  • 17 key revenue enablement stats
  • Shopify's best practices to reduce meeting bloat
  • Sales enablement vs revenue enablement vs business enablement
  • Enablement jobs boards
  • CS layoffs
  • ChatGPT Plugin recommendation
  • AI-powered interview practice
  • Exploring opportunities in the generative AI value chain


Subscribe to the FFWD newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv


Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Enablement Recruitment with Dave Lichtman | Interview11 Jul 202300:30:05

This episode was originally published on September 28th 2022.

The Sales Enablement discipline is experiencing astronomical growth around the world. A lot of businesses want to kickstart their enablement efforts but they are missing the sales enablement talent to make things happen.

Our guest in this week's episode connects enablers and businesses in his daily work as a recruiter specialised in sales enablement.

He'll share his unique insight into what it takes for sales enablement professionals to put their best foot forward in interviews and how businesses can make better hiring decisions.

Please welcome the CEO of Enablematch, Dave Lichtman. 


Here are some of the questions we've covered:

- There is a lot of talk about redundancies in Sales Enablement right now. What is the state of the Sales Enablement talent market in 2022?

- Based on the JDs you come across, has the profile of Sales Enablement talent evolved?

- What is your advice to businesses that attempt to fill a Sales Enablement role for the first time? What does best practice in the recruitment process look like?

- What advice can you give candidates to nail the interview process for SE roles?


Here are some of the resources referenced in this episode:

Connect with Dave Lichtman on LinkedIn: https://www.linkedin.com/in/davelichtman/

Dave's recruitment business, Enablematch: https://www.enablematch.com/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Enablement OGs, Skills-Based Hiring, AI at Work, and More | This Month In Sales Enablement26 Jun 202300:57:34

Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.

Here is what we talked about this month:

  • The top 10 most downloaded podcast episodes
  • Skills-Based Hiring - LinkedIn Report
  • Enablement jobs
  • NYT: AI Poses Risk of Extinction
  • BCG AI in the workplace report
  • Enablement events
  • Book review: What got you here won’t get you there

Subscribe to the This Month In Sales Enablement newsletter for all the resources mentioned in this episode: http://eepurl.com/h4ymJv

Connect with Devon McDermott on LinkedIn: https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/

Connect with Steffaney Zohrabyan on LinkedIn: https://www.linkedin.com/in/steffaneyzohrabyan/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

Troubleshooting Enablement with Eric Mingorance | Interview21 Aug 202400:44:37

In this episode of Troubleshooting Enablement, Devon McDermott, aka EnableNerd, sits down with Eric Mingorance, Senior Director of Sales and Field Enablement at Zixi. Eric shares his vast experience, from working in media and tech to leading enablement teams in various capacities. They dive into the challenges of being a "Team of One" in enablement, offering practical strategies for managing workload, creating scalable programs, and maintaining effectiveness despite limited resources.

Here are some of the questions Eric and Devon attempted to tackle:

  • What has Eric's enablement journey looked like, and how has his diverse background shaped his approach?
  • How can a one-person enablement team balance onboarding new hires and providing ongoing support to experienced reps?
  • What strategies can be used to create scalable, customised enablement programs with limited resources?
  • How can enablement professionals set boundaries and manage expectations with leadership regarding what can realistically be achieved by a small team?
  • What role does an enablement charter play in setting the stage for success, and how can it be effectively used?
  • How can enablement leaders leverage cross-functional collaboration and peer learning to scale their efforts and improve team performance?

Tune in to hear Eric's insights on navigating the enablement landscape as a solo practitioner and how to drive meaningful impact within your organisation.

Connect with Eric Mingorance: https://www.linkedin.com/in/emingo

Connect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/

Sales Onboarding with Georgia Watson & Devon McDermott | Panel Discussion15 Jun 202300:48:43

This episode was originally published on 10/5/2022.

The old saying, “Time is money,” couldn’t be more true for ramping up your new sales hires as quickly and effectively as possible. That's why sales onboarding is always a hot topic in Enablement.

In this week's episode, I'm joined by two experts who have previously designed high-performing onboarding programs.

They represent the two ends of the spectrum of onboarding programs, the large-scale data-driven onboarding approach required in global enterprises and the fast-moving agile approach required in the start-up world.

Please welcome IBM's Sales Enablement Leader for Australia, South East Asia, New Zealand, and Korea, Georgia Watson and Dandy's Head of Enablement, Devon McDermott.


Here are some of the questions we have covered:

  • What makes a good onboarding program?
  • How can businesses that hire sales reps without existing solution category expertise strike a balance between product training and other onboarding content?
  • How do you ensure that your onboarding programs remain effective and improve over time?
  • How do you go about designing a program that scales but accommodates cultural nuances as well as personal learning preferences?
  • What are some of the innovations in onboarding you've come across?
  • What resources can you recommend to our listeners if they want to learn how to design cutting-edge onboarding programs?


Here are some of the resources referenced in this episode:

Connect with Georgia Watson on LinkedIn: https://www.linkedin.com/in/georgiawatson/

Connect with Devon McDermott on LinkedIn:https://www.linkedin.com/in/devonmcdermott/

Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/


Where to find The State of Sales Enablement:

Website - http://thestateofsalesenablement.com/

LinkedIn - https://www.linkedin.com/company/the-state-of-sales-enablement-podcast/

Apple Podcasts - https://podcasts.apple.com/au/podcast/the-state-of-sales-enablement/id1558307853

Spotify - https://open.spotify.com/show/4ceCJYJLuCbTNbRTriOFpe?si=avn_E9EGSNu3gmHfoqJ_6g

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