Sign up to save your podcasts
Or
Share #230: Revenue Enablement Masterclass Based on 20 Years in Tech
Share to email
Share to Facebook
Share to X
Share to email
Share to Facebook
Share to X
Or
#230: Revenue Enablement Masterclass Based on 20 Years in Tech
In this video, I sit down with Georgia Watson, a 21-year IBM veteran, and Adem Manderovic to dig into why sales enablement keeps failing even when companies are spending big on it.
We cover:
→ Why strategy is rarely the problem but execution almost always is
→ What revenue enablement actually means and why most orgs get it wrong
→ The real reason AI pilots fail 95% of the time
→ Why human skills like trust, storytelling and value articulation still win deals
If you're a sales leader, revenue leader or marketer wondering why your sellers still struggle to have commercial conversations despite all the investment you're making in them.
Tune in and learn:
→ Why tools and training alone don't move the needle
→ How incentives and measurement drive the wrong behaviours
→ What world class enablement actually looks like in practice
→ Why the best sellers win 88% of the time no matter what they're handed
-----------------------------------------------------
🔗 Links + CTAs
-----------------------------------------------------
🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course
🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school
💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency
-----------------------------------------------------
SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook
SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter
GET the latest CONTENT: https://theb2bplaybook.com/
-----------------------------------------------------
Timestamps:
00:00 Why Revenue Performance Is an Execution Problem
00:07 Georgia Watson's 21 Years at IBM
00:12 What Revenue Enablement Actually Is
00:20 The 7-Part Enablement Framework
00:25 Why AI Pilots Fail 95% of the Time
00:31 Human Skills AI Can't Replace
00:38 Incentives, Measurement and Broken Pipeline Reviews
00:45 What World Class Enablement Really Looks Like
00:51 Where Most Enablement Programs Hit Their Ceiling
S08 E230 - The B2B Playbook #b2b #b2bmarketing #demandgeneration #leadgeneration #digitalmarketing
View all episodes
By Kevin Chen & George Coudounaris
5
33 ratings
In this video, I sit down with Georgia Watson, a 21-year IBM veteran, and Adem Manderovic to dig into why sales enablement keeps failing even when companies are spending big on it.
We cover:
→ Why strategy is rarely the problem but execution almost always is
→ What revenue enablement actually means and why most orgs get it wrong
→ The real reason AI pilots fail 95% of the time
→ Why human skills like trust, storytelling and value articulation still win deals
If you're a sales leader, revenue leader or marketer wondering why your sellers still struggle to have commercial conversations despite all the investment you're making in them.
Tune in and learn:
→ Why tools and training alone don't move the needle
→ How incentives and measurement drive the wrong behaviours
→ What world class enablement actually looks like in practice
→ Why the best sellers win 88% of the time no matter what they're handed
-----------------------------------------------------
🔗 Links + CTAs
-----------------------------------------------------
🎓 Join our Demand Generation Program: https://theb2bplaybook.com/demand-generation-course
🧠 Learn how to drive revenue across your organisation with CRO School: https://theb2bplaybook.com/cro-school
💼 Need help running your own LinkedIn Thought Leadership Ads? https://theb2bplaybook.com/linkedin-ads-agency
-----------------------------------------------------
SUBSCRIBE to our channel: https://www.youtube.com/@theb2bplaybook
SUBSCRIBE to our newsletter: https://theb2bplaybook.com/newsletter
GET the latest CONTENT: https://theb2bplaybook.com/
-----------------------------------------------------
Timestamps:
00:00 Why Revenue Performance Is an Execution Problem
00:07 Georgia Watson's 21 Years at IBM
00:12 What Revenue Enablement Actually Is
00:20 The 7-Part Enablement Framework
00:25 Why AI Pilots Fail 95% of the Time
00:31 Human Skills AI Can't Replace
00:38 Incentives, Measurement and Broken Pipeline Reviews
00:45 What World Class Enablement Really Looks Like
00:51 Where Most Enablement Programs Hit Their Ceiling
S08 E230 - The B2B Playbook #b2b #b2bmarketing #demandgeneration #leadgeneration #digitalmarketing
More shows like The B2B Playbook
View all
Pivot
9,647 Listeners
Marketing School - Digital Marketing and Online Marketing Tips
1,256 Listeners
The Digital Marketing Podcast by Exposure Ninja
29 Listeners
Huberman Lab
29,305 Listeners
The Artificial Intelligence Show
214 Listeners
The Dave Gerhardt Show (from Exit Five)
47 Listeners
Stacking Growth | The B2B Marketing Podcast
28 Listeners
The Dr. Gabrielle Lyon Show
1,208 Listeners