The Enablement Brew

What is the most scary thing that can happen to an Enablement practitioner? Tune in to find out this year's scariest stories!

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On this episode we are joined by Richard Smith: EMEA Sales Leader of Sales Enablement platform Allego and former Co-Founder of Refract (acquired by Allego in 2020)

Get ready to dive deep into the world of building champions and identifying them to ensure you're working on real deals that drive success.

Join us as Richard shares his invaluable insights on the strategies and techniques that can elevate your sales game to new heights. Discover the secret sauce behind Backstage selling and how it can transform your approach to closing deals. Richard will unveil the key components of a successful champion-building process, offering practical tips and real-life examples to guide you along the way.

So, whether you're a seasoned sales professional or just starting your journey in the world of sales, this episode promises to equip you with the knowledge and skills needed to navigate the intricacies of Backstage selling.

Get ready to revolutionize your sales approach and build a winning team of champions.

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Ryan Staley joins us to discuss how AI will impact sales organizations.

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Ever spent a long time putting together a training only to find that not long after your sellers hardly remember a single thing? Yup! W've all been there! So how do we change behaviour and get sellers to do the things that we know work and are effective?

Meyah Rose and Jonathan Mahan from The Practice Lab join us to share their best practices for effective and impactful training. The Practice Lab is the first sales training company that's taken the most powerful approach known for developing skills — something called deliberate practice — for sales.

There is also a special surprise in store for our lucky listeners... so be sure to tune in!

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Subscribe to the podcast and please leave a review!

Kunal Pandya, Founder and CEO of Sales Velocity Labs, joins us to share his thoughts on why Enablement should be thinking about attribution of their programs by leveraging the Sales Velocity Equation.

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The down times won't last forever, so we spoke with Morgan J Ingram about what sellers can do to prepare for the when the good times make a comeback.

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Ted McKenna joins us to discuss the book "The Jolt Effect" co-authored by Matt Dixon and Ted McKenna! We dive into why jolt and why now? How do we deal with customer indecision and the fear of messing up in the current economic environment.

From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales.

In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing....

Hear why JOLT Effect is the number one book you should read this year.

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Jaren Krchnavi from Siemens joined us to share his approach to sales kick offs and why it's definitely way more than just a "two day event".

Hear his approach to organising an off site event for more than 200 people!

Check out this post too!

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Subscribe to the podcast and please leave a review!

Andrew Sykes from Habits at Work joined us to share how Sales can be one of the most trusted professions in the world, if only we thoughtfully seek to build trust from the onset of every conversation we have, and also avoid Trust Destroyers.

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Del Nakhi joins us on the podcast to talk about change management frameworks that have helped her in her enablement journey! 

• Why is change management important?
• What is the preferred framework?
• How to drive change effectively in your organisation?
• ADKAR: a model for change in business

Check out Del on
LinkedIn: https://www.linkedin.com/in/del-nakhi/

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