The Enablement Brew

The Enablement Enthusiast herself joins The Enablement Brew to share how teams can prioritize their initiatives using a framework that will help all parties involved speak the same language.

Framework can be found here: https://www.linkedin.com/posts/whitneysieck_i-got-sick-and-tired-of-hearing-i-just-got-activity-7032406321672974336-7njb?utm_source=share&utm_medium=member_desktop

Check out Whitney on
LinkedIn: https://www.linkedin.com/in/whitneysieck/
Instagram: @enablemententhusiast 
Website: https://www.enablemententhusiast.com/

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Join us as we speak to Ben Purton, Director of International Sales Enablement at RingCentral, on our latest episode of The Enablement Brew.

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2023 definitely didn't start as we expected, with mass layoffs in the tech space continuing. So what is the enablement community doing to help and support those that have been affected? Carly and Malvina are joined by Matt (Scheitle) Schalsey to talk about the brand new initiative of "Bounce Back Enablement" and how to fully leverage the power of communities in the search for your new role. 

About Matt Schalsey:

Over a decade of direct sales/customer success experience, continuing to master all areas of the customer buying process. From sales education, change management, philosophy building experience. I’ve designed, managed, and procured dozens of processes from role to role handoff processes, cross-functional initiatives, manager enablement and playbook creation.

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Carly and Malvina are joined by Udi Ledergor  , Chief Evangelist @Gong,  to talk buyer enablement, existing trends in market, forecasting capabilities and the importance of social presence!

Some of the key themes from the episode:

• We’re seeing a lot of discussion around 2023 being the year of Buyer Enablement. How does Gong help its customers focus on the Buyer? 
• Gong is a leader in sharing trends, what are some existing trends we are seeing in the market?
• What are Gong's forecasting capabilities ?
• Why buyer loyalty isn't everything, especially in 2023

About Udi:

Udi is a five-time Marketing leader at B2B start-ups and currently the Chief Evangelist at Gong, the Revenue Intelligence category leader unlocking reality to help people and companies achieve their full potential.

He's also an author, speaker, angel investor, and advisor.

Outside of work, Udi is a lifelong lover of theater, performing arts, music, magic, wine and whisky (no 'e!'). He's a passionate social activist, having founded and served at multiple non-profit organizations working for causes like LGBT rights and education.
He holds an MBA and a B. Bus. from the College of Management in Israel. Udi lives in the San Francisco Bay Area with his husband and three children.


About Gong:

Years ago, while CEO at another company, Amit Bendov had an idea. His teams were consistently losing deals and no one understood why. After reviewing a number of recent sales calls in search of a solution, Amit realized that team members were hearing only part of the customer conversation. Lacking an efficient process for accessing and synthesizing customer communications, executives and their teams would spend hours reviewing CRM notes. Yet in spite of this laborious effort, most still resorted to guesswork rather than fact when making crucial business decisions. The results he observed were lost deals and misaligned efforts across functions, teams, and divisions.

A discussion with his engineer friend Eilon Reshef revealed that AI could help solve the problem. What ensued was a software product that not only recorded customer conversations, but also processed them, understanding exactly what was being said: the good, the bad —the reality. This new product could actually coach teams to close, offering warning signs and recommendations for how to control any interaction. It wasn’t long before the two friends teamed up to ignite a “Reality Revolution” in business. The Gong platform was born.

Gong brings an experience to users, teams, and companies that is reality-based, autonomous, and aligned amongst employees. Now, not only individuals, but entire teams, functions, and companies are empowered to reach their full potential. This Reality Revolution has Gong working in ways we had never imagined. And we’ve rallied the entire company around it.

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Carly and Malvina are joined by Hendrik Isebaert , CEO @Showpad,  to talk the concept of Enablement OS, enablement effectiveness ( yup, effectiveness over efficiency),  thoughts on the economic downturn and what tech companies should consider when evaluating their effectiveness & efficiency. 

Some of the key themes from the episode:

• How Showpad is pivoting & adapting in 2023
• Enablement Operating System (Enablement OS)
• Trends in Enablement
• What other CEO's should consider when they are looking at Enablement as a function to remove when cost cutting exercises are necessary
• A glimpse into Enablement at Showpad 

About Showpad:

Showpad is the world’s leading Enablement Operating System (eOS™), with over 1,200 customers in over 50 countries. Content lives at the core of our platform and creates a single source of truth that aligns sales and marketing throughout the course of the sales cycle, while putting customers at the heart of the sales motion.

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Carly and Malvina are joined by Stephanie White to talk about flipping the script in enablement. Get processes and tools working for people, rather than people working for them.

About Stephanie White:

B2B Revenue Enablement and Operations leader with 15+ years in technology helping clients grow and better their business!

For me, revenue enablement is people enablement. I love connecting with people and driving change in a way that truly moves business and people - and wake up excited to make a difference.

The choices we make every day in business to business sales impact the lives of many, connecting people to products, services to businesses and building better solutions for us all. Coming up on 20 years experience in all kinds of client facing sales and marketing roles, it’s not about a product or widget. It’s about what it can do for someone else’s day.

Biggest motivator? Finding out what drives someone. Really listen. Connect with what matters most. Do everything you can to help them succeed. Remove obstacles. Innovate. Scale.

Clifton Strengths - Strategic, Learner, Achiever, Relator, Maximizer.

When I'm not working, I love to explore, travel, cook and run.

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Carly and Malvina are joined by Tom Cheriyan to talk about the topic of "Laid Off Enablement".

As inflation, supply-chain problems, and geopolitical turmoil curb revenue growth for tech companies, they have resorted to reducing headcount—some with massive layoffs—to bolster their balance sheets.

Tech companies as big as Netflix have slashed jobs this year, with some citing the effects of the COVID-19 pandemic and others pointing to overhiring during periods of rapid growth.

Silicon Valley giants who’d spent the last decade growing accustomed to progressively prosperous quarterly results have been forced to take a butcher knife to their headcount. For some, this was the first time they’ve ever had to cut staff. 

Enablement can also be on the chopping block... and on this episode we talk specifically around "laid off enablement" with Tom.

About Tom Cheriyan:

Thomas K. Cheriyan (also known as 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. 

During his downtime, Tom is an Adjunct Professor at The City College of New York within The Grove School of Engineering teaching several graduate courses including Project Management, Engineering & Business Law, and Engineering Economics. With time remaining or from a multi-tasking perspective, he's also a full-time dad to two amazing daughters.

To reach out directly to Tom, you can best reach him on LinkedIn. Tom's content/posts are of his own only.

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Carly and Malvina are joined by Aaron Evans to talk about the hot topic of "coaching" and why it's so under-utilised.

Scaling sales coaching was the number one priority among sales teams, according to 2021 research from Revenue.io. In a separate 2021 survey, 96% of respondents either agreed or strongly agreed that effective sales coaching positively impacted their salespeople’s performance.

A recent survey of 250 companies found that 87% of salespeople want more coaching. Demand for more coaching is especially true among younger sellers, those in their first ten years of selling.

While salespeople of all levels desire more coaching, sales leaders and coaches say they are already stretched too thin and do a lot of coaching as it is.

Why the disconnect between the coaching salespeople want and the coaching they receive?

In this episode we look at coaching as a "language" and how the biggest reframe to make coaching successful has to come from self awareness and the ability to turn any conversation into a coaching opportunity.

About Aaron Evans:

I have 14 years of sales enablement, coaching and hands-on training experience in both multinational, corporate and start-up business environments across EMEA, US, LATAM and APAC and successfully led sales transformations in several verticals including taking an HR tech business to IPO in 2014.

I am a qualified coach and practitioner of NLP and Neuro-Semantics, and a passionate SaaS sales enablement leader, guest speaker and mentor who has proudly developed thousands of sales managers and professionals globally.

I specialise in highly-immersive, bespoke B2B sales training and coaching experiences, which not only teaches advanced skills and techniques, but help participants better challenge their own beliefs and assumptions to create new self-learning pathways.

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Carly and Malvina dive into Sales Enablement's Pro recent report and hone in on two key findings: gender pay gap & burnout!

The disparity between men’s and women’s salaries in enablement is $70k! Shocking!

For male managers and senior managers of enablement, the median salary is $70,000
higher than women in the same positions. It is important to note that the majority (61%) of the respondents are female, while less than half (38%) are male. 

We talk burnout: The research uncovered that practitioners work an average of 45
hours per week. Indeed, over half (51%) reportedly have experienced a high level of burnout this year.

Key reasons for burnout: 

• Unclear roles and success metrics
• Understaffing and insufficient resources
• Lack of leadership buy-in
• Balancing too many projects at once
• Changing priorities
• Lack of recognition

Check out Sales Enablement's Pro Recent November 2022 Report here 

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Tune in to enablement horror stories from our guests. We talk about all the things that go wrong in enablement!

Adriana Romero: Senior Manager Productivity at Salesforce

Laura Wheeler: VP Revenue Enablement & Operations at Spekit

Stephanie Middaugh: Director of Enablement at Workramp

Jesse Potter: Director Field Enablement at Docusign

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