Stacey Justice, Adriana Romero, and Matt Scheitle bring their expertise and experiences to the round table to discuss the topic of planning for, and executing your next SKO, virtually.

Don't miss their expert insights and tips on:

1️⃣How we have to think differently about the SKO now that it is virtual.

2️⃣Some of the key tools and platforms being used to deliver, and measure the effectiveness of, the SKO and it's content.

3️⃣ Concepts and tools they are using to drive engagement during SKO.

4️⃣ The importance of reinforcement of SKO concepts throughout the year. 

Reinforcement is not unique to SKO, you need to build it into all aspects of your Enablement program.

Enjoy!

In our inaugural episode of Coffee, Collaboration, and Enablement in the DACH region, hosted by Britta Lorenz of the PDAgroup, we speak Benjamin Strathmann.

Benjamin share his  journey into enablement, his view on the status of it in DACH, his love of German wine, and a few tips and tips for a deploying Enablement successfully into your organization.

1️⃣ Enablement must be supported from the top levels of management down.

2️⃣Have a clear roadmap for what must be implemented and when.  Benjamin recommends beginning with training and coaching services before moving onto content services.

3️⃣ Have strong and transparent communication between sales, leadership, and enablement.

4️⃣Work with OKRs (Objective and Key Results) as a framework to stay focused on key priorities.

5️⃣Maintain a holistic view of how to best help the business and assist with prioritizing work.

Eddy Morris is the Sales Enablement Program Manager at Pluralsight.  In his first session, back on October 1st, Eddy provided an excellent overview of SDR/BDR/ADM Enablement (building programs, onboarding, skilling towards sales roles, culture, partnering with Stakeholders, etc.).

In this episode, Eddy is back to go deeper on all of these topics.

Give a listen to Eddy Morris as he walks us through the approach he followed, in collaboration with a brilliant head of business development and great partners across the sales leadership team.

Eddy walks through:

1️⃣ The WHY for the program and the goals  it was meant to deliver upon.

2️⃣ The capabilities that were being taught and how success was measured.

3️⃣ How they used real accounts to train reps on research, messaging, and so forth.

And tons more. Great conversation, Eddy, thanks for the great conversation and wonderful collaboration!

The Collaborator here.    I wanted to share with you the presentation I am delivering at the Sales Enablement Society Annual Conference this year.  

Is it finalized?  No.

Was it perfect?  No.

Guess what, neither are most of our Enablement efforts. :-)

I hope you'll find value in my practice session, however, and feel free to weigh in to share your thoughts.

Chris White is the Owner and Managing Director of DemoDoctor, a consultancy focused on helping sales/pre-sales engineers give great demos.  He wrote the book, The Six Habits of Highly Effective Sales Engineers.

In this conversation with The Collaborator he shared his insights on providing great demos.  The key points include:

1️⃣ Building a deep understanding of the customers needs and delivering the minimal viable demo (MVD) necessary to help them clearly understand how your business can help them win.

2️⃣ The importance of a great partnership between presales and sales teams, a collaboration that ensures both parties fully understand the business pains and deliver the information required for the prospect to understand that you can help them solve these challenges.

3️⃣  A reminder that presales engineers are in sales.  While the role is technical in nature, the need to understand sales, business, and people is as important as it is to understand the technologies and solutions you sell.

Give a listen.

Siew Hoon Goh is the Senior Director, Sales Excellence and Operations at Microsoft.  She comes to Enablement from a Finance background which provides her with a fantastic perspective of how to evaluate and articulate business value.

In this session, Siew Hoon, Josie Marshburn, and The Collaborator will explore her effort and how they have led to an increase in the amount of time spent by sellers actually selling.

Consider:

1️⃣ Consolidating tools and information so that your customer facing teams can find what they need when they need it, and spend less time away from customers.

2️⃣ Manage your calendars/schedules with intention to ensure you are focused on the highest priorities (time with customers, time for yourself too).

And as always, so much more. Give a listen.

The Collaborator was joined in this Roundtable by Mary Tafuri (Chief Sales Enablement Officer at IBM) and  Dr. Jeremy Noad (Global Director Sales Effectiveness at Linde) to discuss strategic and tactical changes they are looking to make as we head into 2021.

Mary and Jeremy discussed:

👉 Simplify cross-selling for your teams by focusing on teaching them about use cases you support. Your customers think about their challenges, not your products, align how you work and think with how your buyers do so.

👉 60-70% of the buyer journey takes place without talking to you, help your SMEs and sellers be a part of the education system taking place where the buyers are looking. It's not just about advertising, it's about the high quality education systems you must be a part of.

👉 In looking ahead, focus on maintaining and building the excitement and education level in your teams. Find ways to lift them up and they will lift up themselves, and your business, in the process.

Thank you so much everyone, together we can accomplish so very much!

Tino Ho is the Chief Commercial Officer at The Social Revolution.  In this chat with The Collaborator, Tino explored  '"content activation, how to Mobilise/distribute content inline with the customer journey”.  He shared insights around what he is seeing in the market and some tips around how to do it effectively.'

Tino broke down a great approach to the strategy, creation, and delivery of impactful content along the buyer journey in an ever more complex world.

Give a listen, worth your time!

Emily Garza is the AVP of Customer Success at Fastly.  She sat down with The Collaborator to explore her experiences in sales, enablement, and customer success and how Enablement can best support customer success, and therefore your customers, in their journey.

Key tips include:

1️⃣The importance of partnering with, and leveraging the support of leaders in the customer facing teams.

2️⃣How to leverage your current efforts to provide training and content to sales, to repurpose it for customer success.

3️⃣How Enablement at Fastly is structuring to not simply enable the internal teams at Fastly, but also Partners and Customers directly.

And, as always, much more.

Rebecca Bell is the Assoc. Director, Global Sales Enablement at IQVIA.  In this session with The Collaborator, Rebecca explored how an understanding of comms can transform your revenue enablement efforts.

In addition, we explored:

1️⃣ The importance of audience mapping, both internally within the business but also externally as you consider various members of the buying committee.

2️⃣ The importance of measurement, the ease of leading indicators and the challenges with, and importance of lagging indicators.

Stop by and give a listen.