Sales Coach

Ever wondered what it takes to drive success in a start-up's enablement journey?

My guest this week us Emily Isensee, the Senior Director of Global Enablement at Esper.

With a background in leading large teams, Emily took on the challenge of being a team of one. She has since navigated the start-up landscape with resilience and adaptability.

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

• How to build a lean enablement team and create a robust strategy.
• The importance of making learning a connected experience
• The significance of working closely with leaders at different levels

As Emily says: "A mindset of constant learning and experimentation is key"

Gain valuable insights on building relationships, fostering experiential learning, and collaborating effectively.

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

🤗 Kindness is sales is something that will always earn you trust if you put that to the front. You'll always get someone to work with you rather than against you. So kindness is vitally important in sales, both internally and externally. Empathy and authenticity are key to bringing human connection into automated sales workflows.

My guest this week is Thomas Crelier, Sales Enablement Manager at Xero.

Thomas helps sales professionals overachieve their targets while becoming confident in themselves. He uses impactful, meaningful and engaging sales training and supportive sales enablement strategies.

He believes the future of sales teams are effective, efficient, engaged, and driven by kindness.

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

❤️ How to use kindness to build your relationships

❤️ Why you need to balance revenue focus with relationship building through kindness

❤️ The evolution of enablement in organizations from training to driving revenue

As Thomas says: “You cannot be human and kind to a person if you aren't challenging them to grow."

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

If you are only focusing on the buying journey and not looking at the value journey, you are leaving vast amounts of money on the table. The data is clear, if you invest time in the revenue enablement model you are 80% more likely to hit their revenue targets and 70% more likely to impact your cross sell and upsell targets.

My guest this week is Meganne Brezina, Senior Director of Enablement at Seismic.

Meganne has over a decade of experience serving global B2B SaaS teams, known for empowering individuals and organizations to reach their full potential.

She is an active participant in the Enablement community and is a member of the Revenue Enablement Society and its Indianapolis chapter, as well as a frequent contributor to The Enablement Squad.

Meganne founded and currently leads the Indianapolis chapter of Women in Sales Enablement and serves on the WiSE global board of directors as a global lead, to help make a lasting impact on the professional growth of women in the industry.

In her current role at Seismic she brings together her extensive Enablement knowledge and leadership skills to drive success for internal and external stakeholders alike.

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

• What is required before moving into a revenue model.
• Why competencies, processes, and methodology should be viewed through the lens of “field” and not “sales".
• The importance of setting up enablement team structure and skillsets to support a field model.

As Meganne says: “You need to really understand the revenue engine in your company only then are you going to be able to have conversations with senior leadership that they will respect." ‼️

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

💬 There’s a lot of talk about enablement “getting a seat at the leadership table”. What does this really mean and how can it be achieved?

My guest this week is Paul Butterfield, CEO of Revenue Flywheel Group and Executive Board President of the Sales Enablement Society

Paul Butterfield has designed, built and led high impact revenue enablement strategies and teams for Vonage, G.E., NICE InContact, and Instructure. As a consultant he’s coached Go-to-Market leaders from Expedia, ABB. Aspen Media, Orbitz, and Red Wing Shoes in change management and sales methodology adoption.

Paul's passion lies in leading revenue teams through transformation into truly customer-centric organizations that differentiate through how they sell rather than with price or product.

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

💥 The importance of revenue centric global enablement programmes

💥 What has changed beyond the name for enablement professionals

💥 What tools you need in order to change your mindset from Enablement to Revenue

As Paul says: “You need to really understand the revenue engine in your company only then are you going to be able to have conversations with senior leadership that they will respect.” ‼️

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

ℹ️ Giving people information is not going to get them anywhere. We need to coach to get transformation.

My guest this week is Professor Stefanie Boyer, Professor of Marketing at Bryant University and Co-Founder and Chief Education officer of RNMKRS.

Stefanie is passionate about elevating the sales profession with research, education, and technology. She teaches and coaches students on various aspects of sales, such as the conversation, social media, analytics, executive presence, and design thinking.

Stefanie also co-authored "The Little Black Book of Social Media" on social media strategies for business, influencers, and personal branding, as well as "9 Ways to Develop Highly Effective Salespeople" designed for sales managers, and an Audible series called "6 Sales Skills Everyone Should Know" partnering with Wondrium, The Great Courses and Audible, an Amazon Company. 📖

In 2018, she co-founded RNMKRS, a ground-breaking platform that uses artificial intelligence and machine learning to simulate realistic sales conversations and provide instant feedback and scoring to trainees.

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

🔺Why you should invest in self directed learning

🔺The importance of allowing your reps to have some control over their training

🔺Why role play and practice helps close more deals

As Stefanie says: “People need to apply the skills that they are learning. When it comes to practicing conversations we've found it takes about 40 conversations to really have a high level of mastery on that conversation.

Think about how many opportunities your sellers get to practice conversations with feedback.. If they are having one role play a month, how many months is it going to take for that seller to ramp up their conversation skills? What ends up happening is sellers just end up churning through their leads."

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

You have so many distractions from things like your tech stack, right? 😖

Upcoming deadlines, meetings etc never end!

Some in your team can multi-task. But some of your team will naturally have shorter attention spans.

🤔 So, how can you make sure your whole team can stay focused?

This week I'm chatting with Bobbi Jo Frazier, Director of Revenue Enablement at ActivTrak.

Bobbi Jo has a real passion for Enablement and believes in fostering a culture of learning and development among sales and revenue professionals.

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

❗️ How to develop Attention Strategies for your team's Enablement Distractions

❗️ How you can use Engaging Enablement Techniques to bring focus back

❗️ The importance of Retention and Reinforcement

As Bobbi Jo says: “Not everyone is going to see things the same way, or will learn things the same way. As much as we like to make things to scale, there has to be some personalisation there too."

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

Many of the people I talk to in enablement land in a position where the infrastructure of a company is already in place. But what do you do if you need to build a function from the ground up?

This week I'm chatting with Matt Cohen, Senior Sales Enablement Manager at Dotmatics.

Matt's passion for alignment is why he is in Enablement. He focus on proactively identifying gaps in the buyer journey and prioritizing solutions that optimize people, processes, and technology.

To advance the Enablement community, Matt sits on the board of the Sales Enablement Society's Boston Chapter and co-founded the San Diego Chapter. He frequently shares thought leadership in various forms, including articles, podcasts, and webinars.

In 2023 Matt was recognized by SalesHood as an Enablement Leader Making It Happen.

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

• What enablement should and shouldn't be responsible for
• How you can build a function from scratch
• How you can align to existing priorities when a function already exists or enablement is being done ad hoc

As Matt says: “I think it's really important to keep in mind that you have to align to the priorities of your organisation. Even if that function doesn't exist, even if you are building it from scratch. There needs to be a bit of give and take, and a willingness to expand the function to your vision of what it should and could be.”

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

By the very nature of your industry, you are in service. You feel a tendency to say yes to everything. But this causes burn out for you and your team. This is where ruthless prioritisation comes in.

This week I'm chatting with Sheevaun Thatcher, VP of Strategic Enablement at Salesforce.

Sheevaun is a people focused enablement professional and a passionate thought leader.

Sheevaun's playbook includes an infrastructure of proven methods she has developed over the years. Along with tools, systems, metrics and tactics which will help you to increase sales velocity and performance.

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

• The importance of Sales Manager Coaching
• Why Strategic Management is a game changer
• How to avoid burn out with ruthless prioritisation

As Sheevaun says: “It’s about recognising who you are. You are not a bartender taking orders as they come in. You are a coach, a part of the team that is in the background making sure that the team on the field are in the best shape of their lives.”

Tune in to the full episode today and subscribe to get more episodes like this one. 

It's important that as sales leaders we are providing our reps with the support they need to be successful.

This week I'm chatting with Katie Kentner Swick, Global Sales Enablement Lead at Stripe.

💕 Katie is passionate about helping people and has helped the businesses she has worked for optimize their sales processes, streamline their operations, and increase revenue.

She believes that investing in people is key to achieving business success, and enabling team members to achieve their professional goals.

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

🤔 What organisations demand of their enablement teams at different stages

🤔 The role managers can play in enablement and how you can get them involved

🤔 How you can get the most out of a small team

Tune in to the full episode today for insights into coaching, leading through change, and more. 🎧

Revenue enablement seems to be constantly evolving. As an enablement professional you'll know how important it is to stay up-to-date with news, updates and insights from experts in enablement!

🏹 So, this week I'm chatting with Enablement expert, Jerry Pharr, a man with many strings to his bow.

Jerry is the Founding Member & Former Chapter President of the Revenue Enablement Society, Advisor at regie.ai, Playboox, and OneView, and Owner of Sales Excellence Advisors. 🤯

Since 2015 Jerry has been behind the scenes as a sales enablement & sales ops leader, exclusively in venture-backed, high-growth tech startups. He currently leads a team of sales enablement practitioners who are responsible for helping internal sales teams have better conversations.

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

🎉 Why measuring behaviour change is superior to measuring learning or business outcomes

🎉  How separate cadences for manager-led coaching can work (and why they typically don't)

🎉  What most sales leaders get wrong about sales stage exit criteria

🎧 Tune in now for industry expert views on the changing landscape of enablement  and don't forget to subscribe to get more episodes like this one.