In this episode of The State of Sales Enablement, Jonathan Kvarfordt (Coach K) welcomes Kieran Smith, Senior Director of Enablement at TechnologyAdvice. With years of experience transitioning from sales leadership to a data-driven enablement leader, Kieran dives into the strategies that transformed his organization’s enablement approach. From streamlining SDR onboarding to launching high-impact product enablement programs, Kieran shares the insights and frameworks that every enabler can use to drive measurable outcomes.

Here’s what Jonathan and Kieran discussed:

• Transitioning from sales leadership to enablement: How Kieran made the intentional pivot to enablement, bringing a data-driven mindset and hands-on approach to the role.
• Transforming SDR onboarding: The step-by-step overhaul that reduced ramp time by 63.75% and time-to-first-meeting by 80%, focusing on intentional training and skill-building.
• Launching a successful product enablement program: Kieran’s framework for implementing a program that increased relevant conversations by 473% and drove nearly $1M in product revenue within a quarter.
• Data analytics in enablement: Why data ownership is critical for identifying problems, setting realistic goals, and earning leadership buy-in.
• The Enablement Effectiveness Equation: Kieran’s innovative framework for measuring program impact through teaching, training, coaching, and metric improvements.
• Overcoming organizational challenges: Tips for gaining credibility, aligning with strategic business goals, and navigating resistance from stakeholders.
• Advice for enablement professionals: Where to start if you’re new to enablement or looking to optimize your impact, with a focus on curiosity, collaboration, and metrics.

Tune in to hear Kieran’s proven strategies for turning enablement into a high-impact, data-driven function that drives measurable business results.

Connect with Kieran Smith:

LinkedIn: https://www.linkedin.com/in/kieransmithvp/

Connect with Jonathan Kvarfordt (Coach K):

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

Mentioned in this episode:

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