There is hard work to do to obtain a certification, so as a rep, why should they bother? What's in it for them?

👉 The latest Sales Coach Podcast is now LIVE

My guest this week is Maggie Callahan, Director of Global Revenue Enablement at OneTrust.

Maggie is passionate about enablement and believes in the importance of developing people through genuine empathy and a bit of tough love.

➡️ Today you'll learn about the following, plus much more:

✅ The importance of seller certifications

✅ Gaining a new mindset around seller certifications

✅ Ways to manage the inevitable last-minute enablement requests

Check out the episode now! And subscribe to get more episodes like this one! 

Enablement is often misunderstood and gets pigeonholed...

Find out how to open your organisation's eyes to what Sales Enablement actually is and why Sales Enablement is essential to help organisations identify areas to inject positive change.

👉 The latest Sales Coach Podcast is now LIVE

My guest this week is Stephanie Middaugh, Founder & CEO at Phoenix GTM Consulting.

Phoenix GTM Consulting group helps teams become more productive and efficient and hit important business goals by building strategies, executing against the strategy, and measuring the impact of the initiatives.

➡️ Today you'll learn about the following, plus much more:

✅ What Sales Enablement is and isn't

✅ How Sales Enablement can help within an organisation

✅ How Sales Enablement can affect change across the company

Check out the episode now! And subscribe to get more episodes like this one!

Turning a 1:1 into an effective coaching session that you can track...it doesn't have to be difficult...

👉 The latest Sales Coach Podcast is now LIVE

My guest this week is Julie Newhouse, Director of Revenue Enablement at Bill.com.

Julie knows what it takes to be successful as a sales professional and has a long and established career in Enablement.

➡️ Today you'll learn about the following, plus much more:

✅ How to transform 1:1s into effective coaching calls

✅ Ways to improve frontline manager adoption

✅ How to track the impact of call coaching

Check out the episode now! And subscribe to get more episodes like this one!

Motivation, Motivation, Motivation! If someone is not motivated to perform, then coaching will be significantly limited in its impact! 😬

➡️ The latest Sales Coach Podcast is now LIVE ❗️

My guest this week is Phil Putnam, Vice President of Sales Enablement at Notify.

Phil is detailed oriented enablement professional with a deep passion for coaching and helping others. Phil is so passionate about coaching in fact he refers to coaching as his treat or dessert. 🍰

Today you'll learn about the following, plus much more:

🏆 The model to discover what motivates someone

🏆 What motivation has to do with performance

🏆 The most common mistake businesses make in motivation

🎧 Check out the episode now! And subscribe to get more episodes like this one!

In sales metrics are super important, but you must never lose sight of what ultimately moves the needle on those metrics....relationships!

➡️ The latest Sales Coach Podcast is now LIVE❗️

My guest this week is Michelle Curtis, Director of Revenue Enablement at Accredible.

Michelle is an enablement professional and is passionate about helping customer-facing folks improve efficiency by creating efficient frameworks and processes which help drive revenue and create a better customer experience.

💡 Today you'll learn about:

🙌 The importance of relationships in sales

🙌 How to review the components of relationship building

🙌 Ways to build powerful and positive relationships

Check out the episode now! And subscribe to get more episodes like this one!

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Do you believe enabling coaches enables ICs?

➡️ The latest Sales Coach Podcast is now LIVE 🙌

My guest this week is Chelsey (Gates) Geula, Head of Revenue Enablement at Nayya.

👇

Today you'll learn about:

Results and behaviours - why you can only change one

Inspiring thought - the power of coaching

Enabling coaches means enabling ICs

➡️  Check out the episode now! And subscribe to get more episodes like this one! 

When is the best time to invest in enablement?

🎧 The latest Sales Coach Podcast is now LIVE 

❗️My guest this week is Kristen McCrae McMullan, Senior Director of Revenue Enablement + Learning & Development at GitHub.

🏆 Kristen is a GTM leader with 12 years of professional experience, with a specialty in taking a data-driven, outcome-based, and product management structured approach to enablement work.

She is also the co-founder of Purpose and Pine Retreats, with the mission of bringing women together to recharge, reflect, and connect.

Today you'll learn about:

✊ How you can overcome the stress of being asked to do less with more

✊  The top two causes of turnover of critical talent

✊ Why you should limit the focus to business critical priorities when it comes to ROI

Check out the episode now! And subscribe to get more episodes like this one!

What is managing up and what does it mean to you? By managing up, could you create more value for your business and managers?

My guest this week is Courtney Tucci, Director of Sales Enablement at Mirakl.

Courtney is an accomplished GTM enablement leader and skilled in managing enablement teams to support the scalability of high-growth organizations.

Today you'll learn about:

Ways you can manage up & getting buy-in

How you can build a "lead from the front" culture

How you can become a trusted advisor to stakeholders

As Courtney says: "I was making the mistake of fighting fires in the field before I switched to a leading from the front model. This is where you enable all of your leaders on the initiative that you're pushing for and let them put it out there and have a trickle-down effect."

Check out the episode now! And subscribe to get more episodes like this one! Search for SalesCoachr on Apple Podcasts, Spotify or Stitcher

Will ChatGPT have an impact on the way you coach your teams in the future, and if it does are you prepared to adapt?

My guest this week is Thomas K. Cheriyan, Director of Revenue Enablement at Rattle.

Tom is a proven leader and innovator in the technology sector. He brings to the table years of experience in intellectual property, technology, engineering, thought leadership, strategic marketing, sales and business management.

Today you'll learn:

What AI’s role in the future of sales coaching is

How you can use AI to enhance your sales coaching

Why ChatGPT won’t replace you as a sales coach

As Tom says: "If you are using ChatGPT for sales coaching, but you’re a novice at coaching, ChatGPT may actually hurt you, versus help you, because you still need to do the basics and fundamentals first."

Check out the episode now! And subscribe to get more episodes like this one!

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Most of the time leaders who are coaching only think that they are coaching, so what do you really need to know to make you a great coach?

My guest this week, Jonathan M Kvarfordt, is a Sales and Enablement Executive with over 15 years of experience in implementing enablement programs for global organizations, Fortune 500 clients, and startups.

Jonathan was also recognized in SEC’s 2023 Enablement Ones to Watch report.

Today you'll learn:

• How you can create a coaching environment
• What can shut down progression in your team
• How to drive behavioural change

As Jonathan says: "A lot of people confuse coaching with counselling, or consulting, or feedback sessions as they’ve never actually experienced a good coach.

In sales what I’ve found is that most managers are unconsciously competent, and speak from a level that their sales person doesn’t get, or use their ‘coaching sessions’ to be corrective, rather than coach."

Check out the episode now! And subscribe to get more episodes like this one!

Search for SalesCoachr on Apple Podcasts, Spotify or Stitcher