The Sales Excellence Podcast

As head of Qualtrics’ global enablement function his focus is simple, “You’ve got a group of insanely engaged, motivated, ambitious people that are smart and angry. What can we do to make this entire process more efficient and ultimately more effective?”

Listen now to hear how Besecker has created a customer centric perspective to sales enablement to Qualtrics.

Renee Capovilla, Director of Sales Enablement at ForeScout, is reflecting back on what has been critical to ramp up their new sales hires quickly. “Our goal is to really pack those first 90 days with a lot of learning and effective training and then get them out into their territory. But it’s about month six to nine that they start hitting their productivity targets". Listen now to hear how Capovilla has brought together real life practice with technology to ramp up ForeScout’s new sales hires.

As Director of Sales Enablement at ForeScout, Renee Capovilla was set an ambitious goal. “The goal was that when asked about ForeScout and what ForeScout did - a consistent message would come out. And so we have this corporate pitch program which serves as a framework to which we present our capabilities, our differentiators and our value to our customers". Listen now to hear how Capovilla introduced and implemented a company-wide corporate pitch certification program.

“The goal of a sales playbook is to capture and certify what your top performers are saying, asking and doing at every stage of the sales cycle.” Listen now to hear how Renee Capovilla has used the sales playbook to turn A Players into Forescout superstars.

Jeremy Powers is Senior Director of Sales Enablement at MongoDB and he’s kicking some big goals while the company’s sales team scales rapidly. A critical component of their sales enablement strategy is their onboarding boot camp. Listen to the this episode to know more about MongoDB's formula for sales success.

"The foundation pillar, saw sharpener and the keeper of the flame.”

That’s how Chuck Marcouiller views his role as Director of Sales Learning and Enablement at Avalara. With a salesforce of 325 people scattered across 5 countries and numerous cities, Avalara has managed to achieve scale and maintain enviable growth rates of between 40 - 60% year on year.

Listen now to hear how Marcouiller manages the challenges of scaling and enabling five leading sales teams at once.

“A good channel program is one of the fastest and most effective ways of scaling the sales motion of any company.”

Joan Morales would know, he’s responsible for Partner and Channel Marketing at Nutanix, a company that grew its revenue by 85% to $190.5 million in the first half of its fiscal 2016. Morales is an expert in identifying channel partner needs, quantifying the business opportunity and then bringing them to life through effective channel marketing and enablement strategies.

Listen now to hear how Morales and Nutanix have successfully enabled their channel partners and find out how you can apply these best practices to rapidly grow revenue from your channel partners as well.

What is the Sales Excellence Podcast? It’s our new podcast.

We have Mohit Garg, The CRO and Co-founder of MindTickle talking more about why we are doing this podcast, who this is for and what's in the podcast for the listeners. Check it out now.