Sales Enablement Shift Podcast

Seismic's Sam Theodosopoulos and Monarch Consulting's Brian Dapelo discuss the evolution of digital transformation in management consulting.

In this episode, we chat with Jill Guardia who is the Director of Global Sales Enablement and Programs at Rapid 7 as well as the President of the Boston Chapter of the Sales Enablement Society. We recap the SE Society's first-ever national meeting, discuss the evolution of sales enablement from Jill's own experience, and get some advice about how to effectively run sales enablement on a global scale.

While there is a major difference between sales training and sales enablement, training should always remain a part of the overarching enablement strategy. But oftentimes training isn't aligned with enablement, which keeps it from reaching the executive level and meeting executive goals. Brian Lambert, a Founding Director of the Sales Enablement Society, and Managing Director of Oxygen Learning, shares with us best practices for strategically executing training programs as part of the ongoing enablement process.

What if sales enablement stopped being perceived as a cost center? What if, instead of thinking of it as training, or onboarding, or the resting place for an organization’s broken things, we thought of sales enablement as a strategic investment—a proactive function that actually enables sales to sell more, sell higher and sell faster? According to Roderick Jefferson, we may already be there.

According to the Sales Enablement Society, sales enablement must be operated as a business within a business in order to succeed. No one knows this better than Jen Marie Jacober, Co-founder of the Society and sales enablement consultant. In this episode, Jen Marie talks us through what it means to operate enablement as a business within a business, and how to measure the success of enablement with sales as your internal customer.

One of the major reasons sales enablement fails is due to misalignment among departments, especially when it comes to sales enablement ownership. In this episode, we speak with Matt Heinz, President of Heinz Marketing, to discuss Marketing's pivotal role in sales enablement.