The Enablement Brew

In this episode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about the constant feeling that you are repeating yourself!

🐟🐟The average attention span for the notoriously ill-focused goldfish is nine seconds but people now generally lose concentration after eight seconds. What does that mean for enablement? A whole lot of repetition!! 🐟🐟

“If you give a man a fish, you feed him for a day. If you teach a man to fish, you feed him for a lifetime.”

How does all this apply to the world of enablement? Tune in to our latest episode where we discuss tool adoption & repetition in the world of enablement.

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In this episode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about how to make your sales training fun! No one wants to sit through an hour long powerpoint... so what else can you do? 

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In this epsiode of #stayhuman I am sharing a recent episode I recorded with Carly Lehner where we talk about the importance of enablement in times of an economic downturn. With recent layoffs happening in the tech space... enablement is usually the first on the firing line.

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Many relationships never progress past "you're on mute." Why?  Essential qualities you may easily convey in person, like trust, empathy, and authenticity, get lost on video. Actor and virtual communications expert Julie Hansen shares eye-opening—and often counter-intuitive—techniques to adapt to the camera's constraints and communicate with greater influence, credibility, and engagement

You’ll Learn:

1. How to establish a personal connection with one person or one thousand on video
2. How to avoid Resting Business Face and other self-sabotaging virtual behaviours
3. Why sales need to rethink their infamous "powerpoint presentations" 

About Julie Hansen

Julie Hansen is an author, actor and speaker focused on using video to build relationships, foster collaboration, and drive sales. Known as a thought-leader in virtual selling and video communications, Julie has been featured in over 150 podcasts, articles, and publications, including Entrepreneur, Sales and Marketing Management, Fast Company Publications and more.
Julie is a sought-after speaker at Fortune 1000 companies for providing a unique blend of acting and improv insights with sales and business acumen to differentiate and connect in a hyper-busy world. Through her online course, The Selling on Video Master Class, Julie has taught more than 10,000 salespeople and business leaders to communicate with greater credibility, confidence, and influence in virtual meetings, calls or recordings.
In addition to a career in sales and leadership, Julie worked as a professional actor performing in over 75 plays, television shows and commercials, including HBO’s Sex & the City. For Keynotes, Workshops, and Classes, go to JulieHansen.Live

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Coaching... Let's talk about Coaching! Is it just a buzzword? Is the reality that everyone is just too busy to "coach" ? How receptive are "sales" individuals to coaching..? Do they need it? Do they want it? 

On today's episode I am joined by Caitlin Finnegan to discover the topic of "coaching" and why its certainly more than just a buzzword. How can you make "coaching" sticky, how can you build a culture of learning and why coaching doesn't always have to be an hour long 1 on 1 with your manager. 

You’ll Learn:

1. How can you make "coaching" sticky?
2. How can you build a culture of learning?
3. Why coaching doesn't always have to be an hour long 1 on 1 with your manager.
4. What role does enablement play in the delivery and reinforcement of coaching. 

About Caitlin

Caitlin Finnegan is the Senior Director of Revenue Enablement at SalesScreen.

She has formerly held head of Enablement roles at Bloomberg Industry Group & NewsCorp.

Caitlin’s previous enterprise sales experience, coupled with her PR background and a MA in Corporate Communications led her to a career in enablement.

She holds degrees from Georgetown University, Baruch College and has completed coursework at Columbia University.

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Felix Krueger joins me on the podcast to talk about enablement as a "consultancy" and why certain companies turn to him for help. What do you do if you don't have an enablement function but still need "enablement"?

You’ll Learn:

1. Who exactly needs enablement and why?
2. Where to focus your attention to see revenue backed results?
3. Common pitfalls in "enablement"

About Felix

Over the last 15 years, Felix Krueger has worked as a sales enabler, seller, and buyer with some of the most recognized names in B2B technology and online media. Today he is the host of The State of Sales Enablement podcast and the CEO of FFWD, a global sales enablement consulting firm specialized in optimizing the revenue performance of SaaS, IT, and media companies.

About FFWD

For business leaders who want to maximise their sales team’s effectiveness, FFWD offers the Sales Enablement Accelerator, a proprietary framework that equips sales teams with strategies and support services they need to increase their pipeline and win rates.

Unlike other sales enablement service providers available, FFWD’s Sales Enablement Accelerator is the only holistic sales enablement service considering all factors impacting sales performance according to industry-leading research: sales process, tech tools, buyer content, talent development.

FFWD clients without internal sales enablement resources are able to benefit from strategic advice and enablement services delivered by sales enablement veterans. Clients who already have invested in an internal sales enablement function are able to increase their capacity to realise strategic initiatives faster.

The Sales Enablement Accelerator offers business leaders the opportunity to make sales enablement their competitive advantage without the long hiring processes and financial risks involved in increasing internal sales enablement capabilities.

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Brian joins us on the podcast to talk about his incredible new book "The Influencer:Secrets to Success and Happiness" 

You’ll Learn:

1. Why it's not all about "getting people to like you"
2. The power of staying connected
3. How to become an extraordinary influencer

About Brian

Brian Ahearn is the Chief Influence Officer at Influence PEOPLE. A dynamic international keynote speaker, he specializes in applying the science of influence in everyday situations. 

Brian is one of only 20 individuals in the world who currently holds the Cialdini Method Certified Trainer designation. This specialization was earned directly from Robert B. Cialdini, Ph.D. – the most cited living social psychologist on the science of ethical influence.

Brian’s book, Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, is an Amazon best-seller and his LinkedIn courses have been viewed by more than 75,000 people.

• Bryan’s book: "The Influencer:Secrets to Success and Happiness" 
• Bryan’s LinkedIn: Brian Ahearn
• Bryan’s website: InfluencePeople.biz

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In this episode I am joined by Steffaney Zohrabyan to talk about digital transformation and adoption!

You'll Learn:

1. Digital Adoption- Why it shouldn't be an afterthought.
2. The power of learning "on the job" 70/20/10
3. Using technology to enable your front line sellers.

About Steffaney:

Steffaney Zohrabyan is an award-winning digital adoption leader with several years of experience creating engaging employee and sales enablement programs for companies such as LendingClub, Robert Half, T-Mobile for Business and Cisco. She is host of the first podcast, blog, and video series on digital adoption: The Digital Adopter.

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In this episode I am joined by Paul Butterfield  to talk about how to measure and attribute success to enablement.  

You'll Learn:

1. How to correlate enablement to revenue growth.
2. Building out your internal NPS score.
3. What specific initiatives drive enablement success forward.

About Paul:

Paul Butterfield is the Vice President of Global Revenue Enablement at Instructure, and one of the founders of the Sales Enablement Society. Leveraging  his 20 years in sales and sales enablement to help sales and customer success organizations transform into truly customer-centric organizations that differentiate through they sell rather than with price or product features. Expert in analyzing sales organizations and implementing sales process and messaging. These transformations have resulted in significant uplift such as an increase in competitive win rates from 50% to 67%-75% inContact experienced.

Paul's Specialities: Sales enablement, sales effectiveness, sales methodology, CustomerCentric Selling® and Selling Through Curiosity® customization and implantation, account management, cloud sales, SaaS sales, customer success, customer retention, software sales, direct sales, channel sales, channel management

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In this episode I am joined by Paul Ruppert to talk about the link between politics & sales. We combine his experience in the White House with the world of sales!

You'll Learn:

1. How to be a tactful negotiator
2. How to maintain control throughout the sales process.
3. What key lessons from the white house can be applied in sales.

About Paul:

Paul Ruppert has been a senior corporate executive, entrepreneur, product visionary and strategist in the global mobile industry driving immediate results that make an enduring commercial impact. He is an executive leader who jumps organizations multiple steps ahead through his success in start-ups, consultancies, rapid-growth enterprises and Fortune 50 firms.

His accomplishments span the shop floor selling stereos in college to negotiating legislation on the floor of the US Senate; building out start-ups to $1 B valuations to being a board member of a global hair care company. He's been a driver in how we all use text messages—SMS—having developed two patents providing interoperability and building a business on the ground in 80 countries—including living in the US, France and China. He applies a business philosophy of bridge-building seeing relationships, combinatorial thinking and aligning companies to common visions and objectives. 

As a strategy consultant advising on acquisitions, strategic partnerships and sales growth his clients include Facebook, MasterCard, Western Union, Liveperson, as well investment firms such as HIG Capital, Warburg Pincus and Columbia Capital. Paul’s range of experience and non-linear career provides insights and deep appreciation for the unique context, customs and motivations with which different people, institutions, nations and industries operate.

Connect with Paul:

www.globalpointview.com

LinkedIn

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