In this episode of The State of Sales Enablement, your host Dannii Mathers is joined by Lawrence Wayne O'Connor, a sales enablement leader and advocate for leveraging culture to drive sales success. Based in the UK, Lawrence shares his unique journey into sales enablement, his perspectives on cultural assets, and how these can be harnessed to empower sales teams and create lasting impact.

Here is what Dannii and Lawrence discussed:

• Lawrence’s journey from basketball and business school to sales enablement, and how sociology shaped his approach to understanding people and culture in sales.
• What cultural assets are and how they differ from traditional sales and marketing assets.
• The importance of storytelling in sales and how to engineer an environment that fosters sharing and leveraging buyer-focused stories.
• Tactical strategies to create, deploy, and sustain cultural assets, including using deal reviews, customer success stories, and conversational intelligence tools.
• The IKEA effect: how involving teams in the creation of training and assets drives ownership, engagement, and better results.
• And more…

Tune in to learn how Lawrence’s creative approach to sales enablement can help you foster a culture of learning, storytelling, and bottom-up innovation in your sales organization.

Connect with Lawrence Wayne O'Connor:

• LinkedIn: linkedin.com/in/sirlawrencewayne
• Sales Training Effectiveness Scorecard: https://storytechr.com/quiz

Connect with Dani Mathers:

• LinkedIn: linkedin.com/in/dannii-mathers/