Sales Coach

It's the final episode of the SalesCoach podcast. This is episode 222.

After 222 weeks, recording one episode a week, it's time to say goodbye and thank you!

For more than 4 years, I've had the privilege of your company and that of my many guests!

In April 2024, the first of my LinkedIn Learning Courses will go live.

I will also be launching a newsletter.  So there is still lots I can serve you with.

Thanks for your listenership, love and loyalty on this journey so far!

My very best to you!

Mark 

This week on the Sales Coach Podcast, we welcome Ross McClean. Ross is the Vice President of GTM Enablement at Aiven.   With a rich background in software solutions, he's dedicated to boosting performance. Ross brings insights into stakeholder alignment, innovative training methods, and tech use in training. Today, Ross outlines how to create a dynamic enablement ecosystem. This system supports sales team growth and aligns with organizational goals. It makes sales enablement more impactful and efficient. Listen in to learn:

• The value of aligning stakeholders in a global program.
• Engaging training techniques beyond traditional methods.
• Enhancing training with technology.

Ross believes in connecting with the audience in varied ways.   "No single method works for everyone. It's about engaging people to want to learn," he says. Get set to redefine your sales strategy. Discover how to use technology for better training.  Ross's tips will help create a more effective and engaging learning environment for your team.

Sales leaders and teams can adapt to changing dynamics in enablement and training by embracing a holistic approach that integrates stakeholder alignment, innovative delivery methods, and cutting-edge technology.

My guest this week on the Sales Coach podcast is Gary Broadbent, VP of Global Enablement at JAGGAER.

Gary has over 20 years of experience in implementing and selling software solutions for various business functions and markets. He is also passionate about driving performance improvements across employees, partners, and customers.

In today's episode, Gary shares his insights into stakeholder alignment, innovative training delivery, and the utilisation of technology to provide a comprehensive blueprint for creating a dynamic and effective enablement ecosystem.

This ecosystem not only supports the continuous growth and development of sales teams but also ensures that training initiatives are closely aligned with the strategic goals of the organisation, thereby maximising the impact and efficiency of sales enablement.

 

Tune in today and you'll learn the following: plus MUCH MORE:

• The importance of stakeholder alignment and transitioning from tactical projects to a cohesive global enablement program
• Techniques for delivering engaging and impactful training sessions that go beyond traditional methods
• How to leverage technology to enhance the efficiency and effectiveness of sales training

 

As Garry says: "My role as a leader is to relate to the end audience as much as possible, and that means providing different mediums and different ways to connect with them in a way tha is going to make them want to engage and help the training stick. But there's no one trick pony or silver bullet to any of this....It's about finding the right opportunities and the right way to be able to drive people to want to take training."

Get ready to discover how to revolutionise your sales enablement strategy, harness the power of technology in training, and create a more engaging and effective learning environment for your team.

Facing another change? Let's explore how this could be your opportunity to excel in sales enablement and leadership.

 

In this week's episode of the Sales Coach podcast I'm speaking to Jeff Lowndes, Revenue Enablement Leader at Snap.

 

Jeff has a rich background in various enablement roles and a Master's in Organisational Development.

 

Today, Jeff shares his invaluable insights into the dynamics of organisational change and the pivotal role of sales enablement in navigating these transformations.

 

Tune in and you'll learn:

• The essence of organisational change and how it paves the way for growth and adaptation
• The significant difference between change management and transition management
• The importance of addressing the internal transition that individuals experience during change.
• Practical strategies for ensuring that changes not only take place but are embraced and integrated into the organisational culture

 

By listening to this episode, you'll discover how embracing change can help to drive both your personal advancement and professional achievements.  Turning each new challenge into a stepping stone towards greater success.

 

As Jeff says: "Change management starts with the very first conversation I have with a stakeholder. When I'm scoping out a problem, or a challenge that is going to lead to a bigger project, the questions I ask and the way I frame up the issue itself really sets the stage for the trajectory of the change."

 

Join us to explore how you can turn the inevitable changes and transitions within your organisation into opportunities for innovation and success.

Are you curious about how understanding people can boost your journey to becoming a top sales leader?

In this week's episode of the Sales Coach podcast I'm speaking with Georgina Beard, Head of Sales Enablement at SEON Fraud Fighters.

Her current role involves being a one-woman team supporting sales and revenue teams globally, focusing on enhancing efficiency and effectiveness across the board.

 

Tune in today and you'll gain insights into the following, plus MUCH MORE:

• How improving your emotional intelligence can lead to a better understanding and management of your sales team
• The art of persuasive communication: essential for effectively influencing your team's dynamics and your client interactions
• How aligning your personal goals with your professional development can propel you forward in your career, especially when preparing for senior leadership roles.

 

As Georgina says: "For me, little wins are the things that mean a huge amount to an individual, but not necessarily a huge amount for business. I also think that little wins help drive adoption. If someone can see that enablement, or leadership are supportive and helpful, then ultimately that drives engagement with that person moving forward."

Tune in to uncover how blending empathy with strategy can help you to not only meet your sales targets, but also inspire your team to achieve their best.

Are you struggling to navigate the complex world of enablement, grappling with competencies, coaching, and performance frameworks?

If so, you're not alone. And today's episode is here to help!

My guest this week on the Sales Coach podcast is Rebecca Bell, Senior Director and Head of Global GTM Enablement & Business Operations at Zendesk.

Rebecca prides herself on her ability to build teams and strategies that accelerate business success and create advocacy. She also holds the prestigious title of Founding UK Chapter President of the Revenue Enablement Society.

 

Tune in and you'll learn the following:

• Discover the importance of defining core competencies while acknowledging the role of individualized coaching in fostering growth
• Uncover the pivotal role of managers in driving success within go-to-market teams
• Learn how to spot coachable individuals from the outset and how to foster a growth-oriented mindset from the hiring process onwards

 

As Rebecca says: "My definition of coaching probably aligns with being a guide. Essentially, like a Sherpa going up Mount Everest. You know the route and understand the terrain, and you're helping to carry some of the burden for the person you are guiding. But the individual is still taking the steps forward themselves."

Don't miss out. Tune in to gain an invaluable perspective on coaching and enablement.

Stop struggling and start growing in your journey to becoming a better coach and leader.

What is the key to effective enablement and how can you drive maximum impact within your organization?

My guest this week is Brooke Coletti, Senior Scaled Go-To-Market Enablement Manager at Amazon Web Services (AWS).

In this episode, Brooke shares invaluable insights into the world of enablement. She sheds light on key strategies for garnering buy-in, understanding adoption curves, and prioritizing initiatives to drive organizational success.

 

Tune in today and you'll learn the following, PLUS MUCH MORE:

• The critical role that partnerships play in enablement success
• How to and why you need to build effective relationships with stakeholders outside of the enablement function
• The importance of understanding the learning adoption curve and its impact on organizational change

 

As Brooke says: "Knowing your stakeholder's motivations will really help you be able to tailor your message and in turn, build that relationship fast."

Tune in now to gain valuable insights and strategies that will help you unlock the full potential of your team and drive maximum impact within your organization.

👢 Sales Kickoffs (SKOs) are pivotal moments in any organisation's calendar.

 

They offer an opportunity to align teams, inspire individuals, and set the stage for a successful year ahead. But what truly makes an SKO effective? 🤷‍♂️

 

What are the hidden strategies and insights that can transform a routine event into a transformative experience?

 

👉 My guest this week is Lynne Santangelo, MBA, PMP, a seasoned Revenue Enablement Manager at LaunchDarkly.

 

Lynne orchestrates methodologies and programs aimed at propelling sales performance and fostering scalable growth.

 

👇 Tune in this week and you'll learn the following:

 

⚽ The importance of meticulous planning and early preparation for SKOs

 

⚽How effective communication can streamline event execution and foster attendee engagement

 

⚽The significance of allowing free time to foster networking opportunities, and mitigate attendee fatigue for an enriching experience

 

As Lynne says 💬 : "If participants have the freedom to choose how they spend some of their time, I think that can lead to a better positive experience. They are more likely to leave with increased satisfaction for coming to the SKO."

 

🎧 Listen to the full episode now and equip yourself with the tools and strategies to transform your next sales kickoff into a resounding success.

Have you ever wondered why some sales teams soar to success while others struggle to meet their targets?

The secret might lie in something that's often overlooked but crucial in the sales world: effective coaching and analytics.

My guest this week, Mike Kunkle, Vice President at SPARXiQ, is a seasoned professional in the realm of sales effectiveness services.

His expertise is further solidified by his authorship of the book "The Building Blocks of Sales Enablement," which reflects his deep understanding of the field.

 

Tune in today and you'll learn the following, plus MUCH MORE:

• The crucial role of analysing results to improve sales skills and strategies
• Understanding the true essence of coaching, differentiating it from mere feedback or advice
• Techniques for effective sales management, including how to utilize analytics for performance improvement

 

As Mike says: "When I talk about coaching, I always say that the rep has to own their development, and the manager becomes their guide or their sherpa."

Don't miss this opportunity to elevate your sales knowledge and skills.

Tune in to the full episode today and subscribe to get more episodes like this! 🎧

Enabling sales managers is critical for any sales enablement program to succeed ‼️

My guest this week is Amanda Dossey, Head of Sales Enablement at Keyfactor, based in Atlanta.

Keyfactor provides certificates for machine identities to help ensure secure connections.

Amanda runs enablement as a team of one currently and prides herself on being a leader who fosters teamwork. She has been called a thoughtful and empathetic leader and an outstanding enablement leader. 🤗

She believes sales managers, especially first-time managers, need guidance on managing reps instead of doing the job.

 

Tune in today and you'll learn the following, plus MUCH MORE:

🙌🏻 Ways to support reps in both the short and long term

🙌🏻 How to build trust between enablement and sales leaders

🙌🏻 The importance of focusing on the highest value activities

 

As Amanda says: “Creating a learning experience that guides people is essential to experiential learning"

Tune in to the full episode today and subscribe to get more episodes like this! 🎧