Sales Enablement Radio by The Brevet Group

Sales technology analyst Nancy Nardin, in a unique position to understand and clear the technical fog of sales enablement in this interview with Brian Williams. 

Williams asks, "We’re in the middle of a massive hype cycle when it comes to enablement technology. How can sales leaders make sense of today’s technology landscape? How can teams get focused on driving lasting sales productivity with the help of technology?"  Brevet partner Brian Williams explores the issues and more with sales technology analyst Nancy Nardin.  Nardin discusses:

There are two types of sales enablement 

Why marketing and sales management seem to have an unjustified inferiority complex about sales enablement

She says, "Don't start with the technology" 

If sales enablement is your goal, start with a capability gaps analysis not tech

About Nancy Nardin

Nancy Nardin is a nationally recognized thought leader on sales and marketing productivity tools. Her firm, Smart Selling Tools – of which she is the founder and President – is dedicated to helping marketers and sellers apply process and technology to drive revenue. With nearly 30 years of sales and marketing expertise, Nancy is a frequent speaker and writer on using technology to drive revenue. Before launching Smart Selling Tools in 2006, Nancy was a analyst as Gartner Group and IDC, working closely with many of Silicon Valley’s leading venture capital firms and the portfolio companies.

Speaking Engagements:

If you’re interested in having Smart Selling Tools participate in a webinar or speaking event, contact [email protected]

About Smart Selling tools

Smart Selling Tools, Inc., is an analyst and consulting firm that specializes in sales productivity and sales performance improvement through the use of smart sales tools. Businesses of all sizes can find suggestions and reviews for sales and marketing software along with great resources to learn about revenue generating tools.

Smart Selling Tools doesn’t sell sales software. We just provide great information to help you find the right sales tools for your organization. The right tools can help your sales team spend more time with high-quality prospects that close and less time on everything else.

Smart Selling Tools provides great resources to learn about sales and marketing solutions, including: Research Reports,  Weekly Newsletter, Events & Webinars,  and Selling Tool Categories.

About Sales Enablement Radio

On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement.

We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers.

Podcast Replays are also available on Apple Podcasts

2019 is HERE. Time to at least start your planning and budget strategies. As this is December, it would be a better time to finalize and put the finishing touches on the plan for a successful 2019. Brevet partners Brian Williams and Ralph Grimse discuss the importance for Sales Enablement functions to begin 2019 planning and the corresponding budget strategies required to ensure success. They are joined by Membrain Founder and CEO, George Brontén to discuss how technology is relevant to the discussion.

About our Guest: George Brontén, Founder/CEO Membrain

A life-long entrepreneur with 20 years of experience in the software space and a passion for sales and marketing. With the life motto “Don’t settle for mainstream”, George is always looking for new ways to achieve improved business results using innovative software, skills and processes. In 2008, after realizing that the sales profession needs to evolve because of the Internet and global competition, George had a vision to increase b2b sales effectiveness using modern saas technology. Since then, George and his team have worked with thought leaders and studied research to identify the success factors behind successful sales organizations and build technology to help companies to consistently reach their targets.

Our conversation is with Chris Day, inside sales leader at Bazaarvoice. We explore how to using situational awareness and pattern matching helps ramp new sellers faster and improves sales coaching and enablement. His team is crushing it, check it out!  Learn about:

How to boost performance of new sales representatives

How to get salespeople to use adaptive awareness to advance the sales

They also discuss pattern awareness and how they get reps to recognize it

How to make the right move at the right time

About Chris Day:

"I am one of the old timers around the Bazaarvoice sales team now. I started as a cold caller in the bull-pen as an entry level market developer and after a few quarters of over achievement I began to expand into more sales roles and programs around the company. I have had a lot of success and I am still passionate in the mission we have to 'change the world one authentic conversation at a time'. "

About Bazaarvoice  Fueled by data. Powered by authentic voices.

From our headquarters in Austin Texas, to our offices across the globe, Bazaarvoice brings a people-first approach to advanced technology, connecting thousand of brands and retailers to the voices of their customers.

 More

How to Build A Sales Enablement Team

About Sales Enablement Radio

On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement.

We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers.

Podcast Replays are also available on Apple Podcasts

We welcome Sam Wilson, Senior Vice President of Small Business and eCommerce at 8x8 Communications. We explore the fact inside sales is expanding in the market: But is your team ready?  Or it really is about how you get ready.  Some of what they'll be clarifying in this discussion is:

----more----

How is Inside Sales expanding?

Why is it expanding?

How is your team enabling your Insides Sales people to be successful?

What are the 3 biggest areas to focus Inside Sales people on and what are the biggest areas for your managers

What does the future hold for Inside Sales?

About our guest, Sam Wilson:

Sam is the Senior Vice President of Small Business & eCommerce at 8x8 Communications. Sam is responsible for all global small business and eCommerce sales, operations and delivery with an aim to accelerate growth and productivity in this high-volume, transactional business. He joins 8x8 from MobileIron where he was instrumental in taking the company public and part of the team that grew annual billings from $26 million to $200 million, including building and leading their eCommerce business. Prior to MobileIron, Wilson spent 14 years in technology banking, both as an analyst covering communications and as an institutional investor.  He was also in the US Army for 4 years. Sam holds a B.S. in Electrical Engineering from Seattle University (Go Redhawks) and an MBA from the University of California, Berkeley.

 About 8x8 Communications:

8x8 is the trusted provider of secure and reliable cloud-based unified communications and contact center solutions to more than 50,000 businesses operating in over 150 countries across six continents

At 8x8, they help companies get their employees, customers and applications talking to make people more connected and productive no matter where they are in the world. Our solutions provide unmatched value for organizations across the globe by reducing complexity and cost, improving individual and team efficiency and performance, and enhancing overall customer experiences. You can find more information out at 8x8.com.

 About Sales Enablement Radio

On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement.

We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers.

Podcast Replays are also available on Apple Podcasts

Sales needs sales enablement; it’s an art and science relationship, with each balancing the other. The art of sales can get disorganized and off-track without the science and structure of sales enablement.

Listen as our guest John Krumheuer, Vice President of North American Sales at SmartDrive Systems, talks about how sales leaders and sales enablement can best partner to drive real growth at their company, including:

How sales enablement is becoming critical in today’s selling environment

How sales enablement can help with change management

The future of AI and sales

About Sales Enablement Radio

On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement.

We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers.

Podcast Replays are also available on Apple Podcasts

We have Bill Hicks as a guest this episode. Bill is the Chief Relationship Officer for Ultimate Software. He is responsible for managing Ultimate’s ongoing relationships with 3700+ customers.  Previously, Bill served as Ultimate’s Chief Information Officer overseeing the company’s award-winning IT team. 

Some of what we are covering includes:

Do relationships matter as much as they did several years ago as they do today in account retention?

How do you enable your team to build these relationships?

What sales organizational structure do you use to maximize the value of these relationships?

What can an account manager do to build these valuable relationships inside current customers?

How important is an account coach or champion inside?

Our conversation is with Chris Day, inside sales leader at Bazaarvoice. We explore how to using situational awareness and pattern matching helps ramp new sellers faster and improves sales coaching and enablement. His team is crushing it, check it out!

Meet our guest, Chris Day:

"I am one of the old timers around the Bazaarvoice sales team now. I started as a cold caller in the bull-pen as an entry level market developer and after a few quarters of over achievement I began to expand into more sales roles and programs around the company. I have had a lot of success and I am still passionate in the mission we have to 'change the world one authentic conversation at a time'. "

We’re in the middle of a massive hype cycle when it comes to enablement technology. How can sales leaders make sense of today’s technology landscape? How can teams get focused on driving lasting sales productivity with the help of technology Brevet partner Brian Williams explores the issues and more with sales technology analyst Nancy Nardin.

Nancy Nardin is a nationally recognized thought leader on sales and marketing productivity tools. Her firm, Smart Selling Tools – of which she is the founder and President – is dedicated to helping marketers and sellers apply process and technology to drive revenue. With nearly 30 years of sales and marketing expertise, Nancy is a frequent speaker and writer on using technology to drive revenue. Before launching Smart Selling Tools in 2006, Nancy was a analyst as Gartner Group and IDC, working closely with many of Silicon Valley’s leading venture capital firms and the portfolio companies.

About Sales Enablement Radio

On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement.

We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers.

Podcast Replays are also available on Apple Podcasts

Is Sales Enablement a process, a technology, or a cross-department effort?   How soon can Sales Enablement turn from a philosophy to a reality for bottom line results?   To answer these questions our guest is Mike Kunkle. 

Mike is a highly-respected sales transformation architect and internationally-recognized sales training and sales enablement expert. He is the founder and sales transformation architect at Transforming Sales Results, LLC.

Some of the questions we'll be asking him in this episode are:

What do the most successful companies’ approach, structure and implement in a Sales Enablement Organization?

How do you start building a Sales Enablement Team?

Why is there such a ‘buzz’ around Sales Enablement Today?

How is it different than Sales Training?

How do I get from where I am in my sales enablement plant to success as fast as possible?

About our guest: Mike Kunkle:

Mike is founder and sales transformation architect for Transforming Sales Results, LLC. At TSR, Mike advises company leaders as they architect and implement a systems approach to sales. He writes, speaks, leads webinars, designs sales learning systems that get results, and guides clients through all aspects of their sales transformation.

Mike also freely shares many of his sales transformation methodologies, speaking at conferences, on his webinars, and writing online, and can be reached via email, on LinkedIn, or through his Services page at www.mikekunkle.com.

About Sales Enablement Radio

On Sales Enablement Radio we talk with CEOs and authors, Chief Sales Officers, Chief Marketing Officers, Vice Presidents of Sales Enablement and Sales Operations, as well as salespeople about sales enablement.

We started Sales Enablement Radio because sales enablement is a contested, hot topic for companies struggling with the new reality of selling in the B2B space. Marketing and sales departments are confronted with pressure to work as a team, while using new software guided by artificial intelligence, while contending with prospects that demand more information with less personal contact before making a purchase. This program will bring clarity to a topic that seems to mean different things to marketing, sales, and C level managers.

Podcast Replays are also available on Apple Podcasts

The Persuasion Code by Patrick Renvoise & Dr. Christophe Morin

Today is a special day because within the last 24 hours the sequel to the most important business book in the past 95 years has been published.  Not since Scientific Advertising by Claude C. Hopkins, has the business book, Neuromarketing, Understanding the Buy Buttons in your Customer Brain, which sold 200,000 copies, changed the way we market and sell.  This is a book that launched hundreds of consultancies, created thousands of articles, numerous me-too books and changed marketing direction efforts for thousands of companies. 

The sequel, long awaited and anticipated is “The Persuasion Code.”  We have Patrick Renvoise one of the co-authors with us today to discuss what this book delivers that so many have waited for.  

For the uninitiated, Patrick explains Neuromarketing and then continues with:

What he and his co-authored have learned in the intervening years since the original book was published.

We discuss the considerable research, since the first book, which underpins this work.

We ask what, if anything, he learned since 2001 which has surprised the authors?

We discuss the famous Neuromap and ask if anything has changed in the  “Neuromap” brain based theory.

Renvoise covers three take a ways that every marketer can learn that will change the way they sell and market. 

About Patrick Renvoise, Co-Founder & Chief Persuasion Officer of SalesBrain

Prior to co-founding SalesBrain Patrick, an expert in complex sales, was in charge of Business Development first at Silicon Graphics then at LinuxCare. While marketing super-computers and multi-million software solutions to some of the world’s most brilliant scientists at NASA, Shell, Boeing, Airbus, BMW, and more, he became fascinated by the human brain. Patrick then started to investigate a scientific model to explain how humans use their brain to make buying decisions. He spent 2 years researching and formalizing the first, 100% science-based PERSUASION model called NeuroMAP™. in 2002 Patrick and his business partner Dr. Christophe Morin co-authored the first book on Neuromarketing and published NeuroMAP™. This proprietary, award winning methodology has been used for the past 16 years to help over 6,000 companies worldwide SCIENTIFICALLY PERSUADE.

In September 2018 Wiley published Patrick and Christophe’s second book titled “The Persuasion Code”. Following on the steps of Daniel Kahneman (2002 Nobel prize recipient) and Richard Thaler (2017 Nobel prize recipient) this book reveals the role of the Primal Brain or the Unconscious Brain in the process of PERSUASION (Kahneman named this brain the Fast Brain or System 1).

Patrick received a Masters in Computer Science from the National Institute of Applied Sciences (Lyon, France). He is currently serving as Chief Neuromarketing Officer of SalesBrain.

About SalesBrain

SalesBrain, the world’s first neuromarketing agency, uses neuroscience discoveries to radically transform your sales and marketing performance by targeting the decision making part of your customer’s brain.  Using the proprietary NeuroMap™ persuasion model, SalesBrain customers scientifically PERSUADE with research, training and messaging services.

Founded in 2002, SalesBrain has helped over 6,000 companies worldwide and has trained over 120,000 executives of 24 different nationalities.

Awards

In 2008 Patrick received the Vistage “Above and Beyond” speaker award. Vistage is the world’s largest CEO membership organization.

In 2009 NeuroMAP™, received the “Next big thing in marketing” award from the American Marketing Association. The 2007 recipients of this award was Youtube.

In 2011, 2014 & 2015 SalesBrain received the “Innovation Research Distinction” Award from the ARF (Advertising Research Foundation).