Trust Enablement's Podcast - Coffee, Collaboration, and Enablement

Devon McDermott sits down with Mia Swift to discuss her journey from a team of one Customer Success Enabler to a Revenue Enablement Professional.

They discussed many great points including:

- Challenges with CS metrics.
- Learning how to set, collaborate, and communicate priorities using big rocks, stones, and pebbles.
- The importance of taking the time to communicate clearly and concisely.

And tons more insight and value throughout.

Greg Kotovos is the Chief Revenue Officer at Kwanzoo.  Greg joined The Collaborator to discuss his journey to CRO and his work in providing insights on building an open go-to-market platform.

Greg shared great insights, including:

• Insights on Kwanzoo and why he joined the team.

Kwanzoo is a smaller ABM platform that aligns all phases of the go-to-market motion across marketing, sales, and customer success.

• His rationale for leading GTM operations from a Customer Success first perspective.

There is a lot of gold in here for small-to-mid-size business CROs, give a listen.

Amanda Yanushefski and Megan Ley joined The Collaborator to discuss their journey to stand up a brand new onboarding program.

They discussed:

• How Amanda decided it was time to hire a new Enabler (Megan) to lead onboarding.
• How Amanda partnered with leadership to determine the skills and capabilities they wanted to include in onboarding
• How Amanda collaborated with the entire organization to get others across the business to co-develop and deliver content

The onboarding program covers various topics from sales skills, general employee and industry insights, and more. The goal is to help new hires succeed in their current role and beyond.

Kevin Mulrane is the CRO of Onramp Invest and Co-Host of the Addicted to Growth podcast.

In our conversation, he discussed a lot of great information, like this where we were chatting about the 3 or 4 processes he considers key to staying on track with your goals

• Creating goals as a unified group between sales and marketing.
• Talk through, if we fail, why?  If we crush, why?
• Review what numbers mean, not the numbers themselves, every week.
• Plan ahead.  
  
  

In addition to the amazing lessons and tips shared by Kevin throughout this episode, we want to ask you to check out No Kid Hungry,  a charity that Kevin mentions in our episode.  Ensuring our children have food is a great cause, check it out.

Maria Paz Van Thienen, Head of Global Sales Enablement at 360Learning, joined The Collaborator to discuss the state of Sales Enablement in France, her program, and how she focuses her efforts.

Maria noted that her team only works on projects that fall under these two KPIs:

• Time to first deal
• Quota Attainment

This requirement gives her clarity when choosing what projects to work on and how to prioritize.

Their team size?  

3 Enablement professionals.

Their tech stack?

• Salesforce CRM
• 360Learning
• Seismic
• Gong
• Mojo (French equivalent to Gong)
• SalesLoft

Team of One Host, Devon McDermott, sits with long-time Trust Enablement friend, Adriana Romero, to dig into the topic of growing your team.

This week, Pooja Kumar spoke with Dheeraj Prasad from Nytro.ai about the benefits of using AI in Sales coaching. Here are some highlights:

- AI does not replace the Human Side of the coaching rather it helps augment the coaching with intelligence to get better results
- Some benefits for using AI in sales coaching:
   * The biggest ROI for AI in Sales coaching is the amount of time it saves from sales managers
   * It builds confidence in a rep by allowing them to practice in a safe environment, taking away any unconscious bias the coach may have.
*   Data shows it accelerates time to first meeting, revenue and a BIG one, it increases the psychological safety score in teams which leads to higher performing teams

Curious? Give it a listen here, or it is also available on Spotify/ iTunes under “Trust Enablement's Podcast - Coffee, Collaboration, and Enablement”

The Trust Enablement leadership team, plus good friend Felix Krueger, set down for a first-of-a-kind global roundtable on the state of sales enablement.

Coming from the Northern and Southern hemispheres, from the East and the West, we shared our perspectives on the State of Sales Enablement from each of our regions and globally.

There was a lot of great insight, anchored around insights recently shared from Felix.

Give a listen to learn more from the team.

John Moore - The Collaborator - The Americas and Global Overviews
Britta Lorenz - Europe
Dave Nel - Africa
Pooja Kumar - ASEAN and India
Felix Krueger - Australia

In this conversation with Devon McDermott, Carissa Thomas, Director of Sales Enablement at Pendo.io, will share her insights on how to grow an enablement function from a team of one to a team of many--including how she built an enablement center of excellence and prepared her organization for the implementation of a robust enablement ecosystem!

I am growing concerned.

💡 The rise of negative selling, due to too much pressure, too little education and support, negatively impacts business performance and the mental health of both buyers and sellers.

Give me a listen and let me know what you think.

Will you join me in making a stand against negative selling?