Joseph Bazbaz sits with The Collaborator and explores:

- Sales Enablement strategies in financial services
- Lessons enablement teams can learn from applications like Gong.io and Bigtincan
- Reverse role-playing
- And other concepts teams should check out.

Adriana Romero is the GTM Enablement Manager at Clearbanc.

We covered a lot of ground:

1️⃣When starting Enablement, learn about the sales process and the buyer journey so as to best understand where, and how, you can help the business, it's personnel, and it's customers.

2️⃣Her Enablement framework is a written document that covers all things Enablement at Clearbanc.  It covers the employees journey from new hire through their lifetime at the business.

3️⃣The importance of peer learning to a sellers success.

4️⃣The importance of the partnership with sales leadership

In this episode, Matt Shachter, Founder of StrategiCMO, shares his experiences getting members of the business to understand the value of sales enablement, as well as how to start slow and iterate, to improve overall business outcomes.

The Collaborator set down with Katja Kapustina to discuss the human side of enablement as well as how Katja built an effective sales on-boarding program that cut ramp time by half, giving the business more time for revenue per sales person.

Katja calls herself a Sales Amplifier, amplifying the impact sales teams can have without her support.  A much better name than Enablement!

Why do we struggle with onboarding? 

1️⃣ Not every company has an Enablement or Training department responsible for sales.

2️⃣ Not every team takes the time to gather the feedback and improve the program.

What does good onboarding look like?  Give a listen and also check out her Sales Onboarding Blueprint.

Todd Caponi, well known and highly respected author of the Transparency Sale and a master of Sales Negotiation, took time out of his busy schedule to catch up with The Collaborator.  During this session they explored:

- The history of sales
- Snake oil salespeople
- The importance of transparency in sales
- Phrenology
- Sales Enablement
- Negotiation Tips that can transform the way you sell.

The Collaborator and Benny KP Tan spend time discussing sales enablement in Singapore, differences between sales coaching in the region versus in the US, and the role of sales enablement in supporting and growing both professional, and personal skills.

The Collaborator sat down with David Brock to chat about how we create a more successful culture and winning environment for sellers, sales managers, and businesses, by focusing on enabling and supporting our sales managers.

How do we help sales managers be successful?

1️⃣Define what the job of a successful sales manager looks like.  It's not necessarily your top seller.

2️⃣Identify and hire or promote the right people for these jobs.

3️⃣Help them understand their job: maximizing the performance of each seller on their teams.  From there, what's expected and how to do it well.

4️⃣Train these managers with the skills they are expected to use.  As an example, train them on how to effectively coach.

There is so much gold in here from a true expert; give a listen.

In this follow-up session, Tiffani sits with The Collaborator as they explore the future of work, channel enablement, and the importance of employee and customer experience.

Paul shares some amazing insights around the onboarding of sellers, sales managers, as well as on important areas of professional development for all enablement pros.

Jack Martin, Enablement Specialist at Bigtincan, joins with The Collaborator to discuss the partnership with sales managers that goes into creating effective sales enablement, from hiring through pre-boarding, onboarding, and beyond.