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What Sales Enablement Actually Is (And Why You're Doing It Wrong)
Your enablement team is a dumping ground.
Every department pushes change into the sales org and calls it enablement. No sequencing. No cascading. No intake. The "just send it to them, they'll figure it out" mentality does NOT work!Because they won't.
Andrew Quinn spent over a decade at HubSpot executing the playbook behind The Sales Acceleration Formula; except he was the one who actually had to make it work. He scaled HubSpot's sales enablement organization to a global team of 40 people and ran over 500 discrete enablement initiatives in a single year. All of them landed.
In this episode of the Revenue Problem Solvers Podcast, Andrew breaks down why enablement is a business discipline, not a department, how to build an intake process that protects your sales team from change fatigue, and the three things every enablement leader should do before building another piece of content.
If you lead a sales team, run enablement, or are building your GTM function for the first time, this one will change how you operate.
Sponsored by Virtual Causeway.
Stop chasing form fills and start showing up where buyers already are. Visit virtualcauseway.com and mention the show for a special rate.
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By OperationalizeYour enablement team is a dumping ground.
Every department pushes change into the sales org and calls it enablement. No sequencing. No cascading. No intake. The "just send it to them, they'll figure it out" mentality does NOT work!Because they won't.
Andrew Quinn spent over a decade at HubSpot executing the playbook behind The Sales Acceleration Formula; except he was the one who actually had to make it work. He scaled HubSpot's sales enablement organization to a global team of 40 people and ran over 500 discrete enablement initiatives in a single year. All of them landed.
In this episode of the Revenue Problem Solvers Podcast, Andrew breaks down why enablement is a business discipline, not a department, how to build an intake process that protects your sales team from change fatigue, and the three things every enablement leader should do before building another piece of content.
If you lead a sales team, run enablement, or are building your GTM function for the first time, this one will change how you operate.
Sponsored by Virtual Causeway.
Stop chasing form fills and start showing up where buyers already are. Visit virtualcauseway.com and mention the show for a special rate.