Troubleshooting Enablement with Nick Lawrence | Effective Behavior Mapping | Interview

The State of Sales Enablement

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All About Change

1
Jay Ruderman - How to Find Your Fight & Drive Social Change 32:17

9 gün önce32:17

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32:17

Jay is more than just the host of All About Change podcast. He is a lawyer and international activist, who has focused his life’s work on seeking social justice by advocating for the rights of people with disabilities worldwide. On the special episode of All About Change, Mijon Zulu, the managing producer of the "All About Change" podcast, is taking over hosting duties to interview Jay Ruderman about his new book, his activist journey, and why activism is even more important today. Episode Chapters (0:00) intro (02:38) How does one choose a cause to go after? (03:33) Jay’s path to activism (07:50) Practical steps a new activist can take (09:24) Confrontation vs trolling (17:36) Learning from activists operating in different sectors (19:20) Resilience in activism (22:24) Reflections on Find Your Fight and goodbye For video episodes, watch on www.youtube.com/@therudermanfamilyfoundation Stay in touch: X: @JayRuderman | @RudermanFdn LinkedIn: Jay Ruderman | Ruderman Family Foundation Instagram: All About Change Podcast | Ruderman Family Foundation To learn more about the podcast, visit https://allaboutchangepodcast.com/ Looking for more insights into the world of activism? Be sure to check out Jay’s brand new book, Find Your Fight , in which Jay teaches the next generation of activists and advocates how to step up and bring about lasting change. You can find Find Your Fight wherever you buy your books, and you can learn more about it at www.jayruderman.com .…

1 yıl önce 42:56

MP3•Bölüm sayfası

In this episode of Troubleshooting Enablement, host Devon McDermott dives into the complexities of behavior mapping and competency tracking with special guest Nick Lawrence from Snowflake.

Here are some of the questions they attempt to tackle:

What recommendations do you have for someone starting from scratch with behavior mapping and impact tracking?
What recommendations do you have for enablers working in an environment with questionable data?
What are some tips for enablement folks who don't have the power and authority to drive change?
What is the best enablement advice you've ever received?

Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform

Connect with Nick Lawrence:

https://www.linkedin.com/in/elevatingenablement/

Connect with Devon McDermott:

https://www.linkedin.com/in/devonmcdermott/

Resources Featured in this Episode:

"Human Competence: Engineering Worthy Performance" by Thomas F. Gilbert

https://www.amazon.com/Human-Competence-Engineering-Worthy-Performance/dp/0787971580

"Design for How People Learn" by Julie Dirksen

https://www.amazon.com/Design-People-Voices-Matter-DIrksen/dp/0134211286

"Talk to the Elephant: Design Learning for Behavior Change" by Julie Dirksen

https://www.amazon.com/Talk-Elephant-Design-Learning-Behavior/dp/1953845013

"Make It Stick: The Science of Successful Learning" by Peter C. Brown, Henry L. Roediger III, and Mark A. McDaniel

https://www.amazon.com/Make-Stick-Science-Successful-Learning/dp/0674729013

"Performance-Focused Learner Surveys: Using Distinctive Questioning to Get Actionable Data and Guide Learning Programs" by Will Thalheimer

https://www.amazon.com/Performance-Focused-Learner-Surveys-Distinctive-Questioning/dp/1941577136

"The Success Case Method: Find Out Quickly What's Working and What's Not" by Robert O. Brinkerhoff

https://www.amazon.com/Success-Case-Method-Working-Whats/dp/1576751856

"The Building Blocks of Sales Enablement" by Mike Kunkle

https://www.amazon.com/Building-Blocks-Sales-Enablement-Transformative/dp/1645438645

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.

154 bölüm

Troubleshooting Enablement with Nick Lawrence | Effective Behavior Mapping | Interview

The State of Sales Enablement

published 1 yıl önce

Paylaş

MP3•Bölüm sayfası

In this episode of Troubleshooting Enablement, host Devon McDermott dives into the complexities of behavior mapping and competency tracking with special guest Nick Lawrence from Snowflake.

Here are some of the questions they attempt to tackle:

What recommendations do you have for someone starting from scratch with behavior mapping and impact tracking?
What recommendations do you have for enablers working in an environment with questionable data?
What are some tips for enablement folks who don't have the power and authority to drive change?
What is the best enablement advice you've ever received?

Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform

Connect with Nick Lawrence:

https://www.linkedin.com/in/elevatingenablement/

Connect with Devon McDermott:

https://www.linkedin.com/in/devonmcdermott/

Resources Featured in this Episode:

"Human Competence: Engineering Worthy Performance" by Thomas F. Gilbert

https://www.amazon.com/Human-Competence-Engineering-Worthy-Performance/dp/0787971580

"Design for How People Learn" by Julie Dirksen

https://www.amazon.com/Design-People-Voices-Matter-DIrksen/dp/0134211286

"Talk to the Elephant: Design Learning for Behavior Change" by Julie Dirksen

https://www.amazon.com/Talk-Elephant-Design-Learning-Behavior/dp/1953845013

"Make It Stick: The Science of Successful Learning" by Peter C. Brown, Henry L. Roediger III, and Mark A. McDaniel

https://www.amazon.com/Make-Stick-Science-Successful-Learning/dp/0674729013

"Performance-Focused Learner Surveys: Using Distinctive Questioning to Get Actionable Data and Guide Learning Programs" by Will Thalheimer

https://www.amazon.com/Performance-Focused-Learner-Surveys-Distinctive-Questioning/dp/1941577136

"The Success Case Method: Find Out Quickly What's Working and What's Not" by Robert O. Brinkerhoff

https://www.amazon.com/Success-Case-Method-Working-Whats/dp/1576751856

"The Building Blocks of Sales Enablement" by Mike Kunkle

https://www.amazon.com/Building-Blocks-Sales-Enablement-Transformative/dp/1645438645

Mentioned in this episode:

The Building Blocks of Sales Enablement Learning Experience

154 bölüm

Tüm bölümler

The State of Sales Enablement

1
Statistical Enablement with Dr. Tom Tonkin | Interview 39:26

13 gün önce39:26

39:26

In this episode of The State of Sales Enablement, Coach K sits down with Dr. Tom Tonkin—sales enablement OG, academic, and data whisperer—to explore what truly makes enablement work. From his early days as a sales leader at Oracle to earning a PhD in Organizational Leadership, Tom’s unique journey has equipped him with rare insight into what actually moves the needle in sales performance. Today, he’s on a mission to bring statistical rigor to the world of enablement—and help practitioners avoid chasing shiny objects. If you’ve ever relied on vendor reports, built programs based on industry surveys, or wondered why your initiatives aren’t getting the results you expected… this episode is for you. Here’s what we cover: ✅ Why most industry surveys are statistically useless – The difference between descriptive and predictive data—and how to spot flawed claims. ✅ Charters, methodologies, and other myths – The surprising things that don’t actually move the revenue needle. ✅ The 4 levels of insight – Descriptive, diagnostic, predictive, and prescriptive—what they are and why most enablement teams are stuck at level one. ✅ What enablers need to learn next – Why basic statistical literacy might be the most underrated skill in enablement today. Whether you're an enabler, sales leader, or data-curious professional, this episode will change the way you think about metrics, measurement, and what it truly means to be "data-driven." Episode Links Connect with Dr. Tom Tonkin on LinkedIn: https://www.linkedin.com/in/drtomtonkin/ Connect with Coach K on LinkedIn: https://www.linkedin.com/in/jmkmba/ Mentioned in this episode: 🚀 The Ultimate Sales Enablement Learning Experience is Here! We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.…

The State of Sales Enablement

1
High Impact SKOs with Kunal Pandya | Interview 34:35

27 gün önce34:35

34:35

In this episode, host Felix Krueger sits down with Kunal Pandya, VP of Global Revenue Enablement at Corsearch and Founder of Sales Velocity Labs, to break down the strategy behind running a highly effective SKO. With 17+ years in enablement, Kunal has refined an approach that aligns SKOs with business outcomes, maximizes engagement, and ensures key learnings translate into real sales impact. Here’s what we cover in this episode: The 5 golden rules of SKOs – why focusing on how teams feel can make all the difference Connecting SKO content to business strategy – how to align keynotes and training sessions with sales objectives The ‘Hit My Number’ framework – a practical SKO workshop structure that helps sales teams break down their quota into actionable steps The role of frontline sales leaders – how to ensure ongoing coaching and reinforcement post-SKO Avoiding SKO pitfalls – why too many slides, generic messaging, and a lack of interactivity kill engagement Don't miss this episode if you plan on making your next SKO the best one yet! Episode Links: Corsearch – corsearch.com Sales Velocity Labs – salesvelocitylabs.com Conect with Kunal Pandya – linkedin.com/in/kunalpandya Connect with Felix Krueger – linkedin.com/in/hfkrueger Mentioned in this episode: 🚀 The Ultimate Sales Enablement Learning Experience is Here! We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.…

The State of Sales Enablement

1
The SPARE Method with April Petrey | Interview 38:55

5 weeks önce38:55

38:55

How do you build a scalable, effective sales process—without overcomplicating it? In this episode of The State of Sales Enablement , Coach K (Jonathan Kvarfordt) sits down with April Petrey, sales enablement consultant and creator of the SPARE Method, to talk about building minimum viable sales processes and onboarding programs for fast-growing businesses. What you’ll learn in this episode: ✅ The SPARE Method – A framework for scalable, resource-light sales processes ✅ Why alignment across sales, marketing, and product is critical for growth ✅ The importance of exit criteria and why most sales processes fail without it ✅ The hidden power of enablement and why empathy is key to driving change ✅ How startups can set up a foundational sales process that attracts investors Connect with April: https://www.linkedin.com/in/aprilpetrey/ Learn more about Allonsy Innovation: linkedin.com/company/allonsy-innovation-llc/ Connect with Coach K: https://www.linkedin.com/in/jmkmba/ Mentioned in this episode: 🚀 The Ultimate Sales Enablement Learning Experience is Here! We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.…

The State of Sales Enablement

1
AI Enablement with Jonathan "Coach K" Kvarfordt | Interview 38:16

6 weeks önce38:16

38:16

In this special episode of The State of Sales Enablement , Felix Krueger flips the script and welcomes the show’s own co-host, Jonathan Kvarfordt (Coach K), to the other side of the mic. Known for his deep insights into AI, sales enablement, and go-to-market strategies, Coach K shares his vision for AI in sales, the evolution of AI agents, and the intersection of human connection and automation. We dive into his latest role as Head of GTM Growth at Momentum, the launch of the AI Business Network, and how AI is reshaping everything from customer interactions to sales enablement workflows. Here's what we’ll cover: ✅ The role of AI in sales —how AI is shifting from a tool to a co-pilot for sales teams. ✅ GPTs vs. AI Agents —the key differences and why agents are the next big leap. ✅ AI automation in sales enablement —how enablers can amplify their impact using AI. ✅ The future of AI in customer interactions —can AI replace sales teams, or does human connection still reign? ✅ Momentum's approach to AI-driven sales workflows —why real-time conversation intelligence is a game-changer. ✅ The risks of AI over-reliance —how to maintain critical thinking in an AI-first world. ✅ Why authenticity will become a premium experience —how live interactions and in-person events will stand out in an AI-saturated world. Tune in to hear Coach K’s unique perspective on where AI is headed, how it’s already impacting sales and enablement, and what the future holds for human-AI collaboration. Connect with Coach K: 📍 LinkedIn : linkedin.com/in/jmkmba/ 📍 Momentum : momentum.io 📍 AI Business Network : [Coming Soon] 📍 GTM AI Academy : gtmaiacademy.com/ Mentioned in this episode: 🚀 The Ultimate Sales Enablement Learning Experience is Here! We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.…

The State of Sales Enablement

1
VC Enablement with Carolyn Breeze and Lauren Calautti | Interview 34:16

7 weeks önce34:16

34:16

In this episode of The State of Sales Enablement , Felix sits down with Carolyn Breeze (CEO) and Lauren Calautti (Chief Revenue Rocketeer) from Scalare Partners, an ASX-listed investment firm operating in Australia and USA. Unlike traditional VC firms, Scolari Partners takes a hands-on approach—providing commercial services that help startup founders and scale-ups build and refine their sales motions for sustainable revenue growth. Carolyn and Lauren share their unique perspectives on sales enablement in the startup world, emphasizing why sales is just as critical as product development. Whether you're a founder, enabler, or sales leader, this episode is packed with insights on how to build scalable sales strategies from day one and how corporates can learn from startup agility. Here's what we’ll cover: ✅ The biggest sales challenges for startup founders —why sales is often an afterthought and how to correct that. ✅ Building scalable sales functions —the process VC firms use to diagnose sales issues and implement effective strategies. ✅ Sales acceleration in startups vs. enterprises —why corporate sales teams often lack the scrappy, high-impact approach of startups. ✅ Technology for sales enablement —which tools are transforming sales efficiency and effectiveness. ✅ VC firms as sales enablers —how VC firms can embed commercial success into their investment strategy. 🔊 Tune in to learn how startups can accelerate revenue growth and why even large enterprises should adopt a founder’s mindset when it comes to sales. Episode Links Scalare Partners: scalarepartners.com Carolyn Breeze on LinkedIn: linkedin.com/in/carolynbreeze Lauren Calautti on LinkedIn: linkedin.com/in/laurenmellino Felix Krueger on Linkedin: linkedin.com/in/hfkrueger/ Mentioned in this episode: 🚀 The Ultimate Sales Enablement Learning Experience is Here! We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.…

The State of Sales Enablement

1
Scaling Influence with Alex Matyushenko | Interview 32:32

8 weeks önce32:32

32:32

In this episode of The State of Sales Enablement , Coach K welcomes Alex Matyushenko, a seasoned enablement leader with experience at AWS, Google, and Microsoft. From driving sales excellence to leveraging AI for scalable impact, Alex shares his expertise on influencing at scale, enabling leaders, and building high-performing teams—even when those teams don’t report directly to you. Here’s what we’ll cover: Enablement in 2025: What modern enablement really is and why it’s more critical than ever. AI as an Enablement Superpower: How AI can enhance onboarding, sales readiness, and skill-building at scale. Influencing Without Authority: How to drive meaningful change even when you don’t manage the sales team directly. The Power of Research: How Alex prepares for leadership conversations, identifies performance gaps, and builds enablement strategies that work. Execution Over Advice: Why enablement fails when it stays in “consulting mode” and how to ensure you deliver tangible business impact. The 3 Leadership Principles: Alex’s framework for inspiring and leading teams effectively. Tune in for an insightful conversation packed with practical enablement strategies, leadership lessons, and AI-driven innovations that can help any enabler increase their influence and impact in 2025 and beyond. Connect with Alexander Matyushenko : 🔗 LinkedIn: https://www.linkedin.com/in/alexmat/ Connect with Jonathan Kvarfordt (Coach K): 🔗 LinkedIn: https://www.linkedin.com/in/jmkmba/ #SalesEnablement #AIinSales #Leadership #EnablementExcellence #SalesCoaching Mentioned in this episode: 🚀 The Ultimate Sales Enablement Learning Experience is Here! We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.…

The State of Sales Enablement

1
Enablement Execution with Aaron Evans | Interview 41:08

9 weeks önce41:08

41:08

In this episode of The State of Sales Enablement , Jonathan Kvarfordt (Coach K) welcomes Aaron Evans , co-founder of Flow State , a B2B sales performance and transformation consultancy. Aaron has spent 15 years in enablement, working across multinational corporations and fast-moving startups, and today he shares his insights on sales transformation, methodology adoption, and why enablement must be laser-focused on pipeline impact . Here’s what Jonathan and Aaron discussed: 🔹 Why methodology alone doesn’t drive success – A critical look at sales methodologies (MEDDIC, SPICED, Challenger, etc.) and why execution and consistency matter more than the framework itself. 🔹 The role of enablement in driving sales effectiveness – Why companies should move away from efficiency-focused programs and prioritize effectiveness to create real revenue impact. 🔹 Fixing enablement’s identity crisis – How enablement’s broad scope leads to confusion and how teams can better define their strategic value . 🔹 Enablement’s impact on pipeline – Why the key to demonstrating enablement’s ROI is tracking measurable business outcomes , not just training participation. 🔹 The CRO’s role in enablement success – What separates a great CRO from an ineffective one and how sales leaders should think about enablement. Tune in for a no-fluff conversation about what actually moves the needle in sales enablement and how enablement professionals can step up and prove their value in today’s market. Connect with Aaron Evans: 🔗 LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/ 🌐 Website: https://flowstatesales.co.uk/ Connect with Jonathan Kvarfordt (Coach K): 🔗 LinkedIn: https://www.linkedin.com/in/jmkmba/ #SalesEnablement #RevenueGrowth #SalesTransformation #SalesLeadership #B2BSales #AIinSales #SalesCoaching Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Maturity Models with Felix Krueger | Interview 35:35

10 weeks önce35:35

35:35

Devin McDermott welcomes Felix Krueger , the founder of this very podcast, former enablement consultant, and seasoned enablement leader, to discuss one of the hottest topics in sales enablement today: enablement maturity models . Felix shares practical advice and expert insights into what maturity models are, why they matter, and how enablers can leverage them to evolve their functions and drive measurable impact. Tune in to learn: How to assess where your enablement function stands on the maturity curve Strategies for gaining leadership buy-in and securing resources The importance of connecting your initiatives to business goals and KPIs Tips for scaling your function, whether you're a team of one or part of a global organization Connect with Felix Krueger: LinkedIn: Felix Krueger Connect with Devin McDermott: LinkedIn: Devin McDermott Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Enablement Metrics with Kieran Smith | Interview 38:57

11 weeks önce38:57

38:57

In this episode of The State of Sales Enablement , Jonathan Kvarfordt (Coach K) welcomes Kieran Smith, Senior Director of Enablement at TechnologyAdvice. With years of experience transitioning from sales leadership to a data-driven enablement leader, Kieran dives into the strategies that transformed his organization’s enablement approach. From streamlining SDR onboarding to launching high-impact product enablement programs, Kieran shares the insights and frameworks that every enabler can use to drive measurable outcomes. Here’s what Jonathan and Kieran discussed: Transitioning from sales leadership to enablement: How Kieran made the intentional pivot to enablement, bringing a data-driven mindset and hands-on approach to the role. Transforming SDR onboarding: The step-by-step overhaul that reduced ramp time by 63.75% and time-to-first-meeting by 80%, focusing on intentional training and skill-building. Launching a successful product enablement program: Kieran’s framework for implementing a program that increased relevant conversations by 473% and drove nearly $1M in product revenue within a quarter. Data analytics in enablement: Why data ownership is critical for identifying problems, setting realistic goals, and earning leadership buy-in. The Enablement Effectiveness Equation: Kieran’s innovative framework for measuring program impact through teaching, training, coaching, and metric improvements. Overcoming organizational challenges: Tips for gaining credibility, aligning with strategic business goals, and navigating resistance from stakeholders. Advice for enablement professionals: Where to start if you’re new to enablement or looking to optimize your impact, with a focus on curiosity, collaboration, and metrics. Tune in to hear Kieran’s proven strategies for turning enablement into a high-impact, data-driven function that drives measurable business results. Connect with Kieran Smith: LinkedIn: https://www.linkedin.com/in/kieransmithvp/ Connect with Jonathan Kvarfordt (Coach K): LinkedIn: https://www.linkedin.com/in/jmkmba/ Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Scaling Enablement with Alexander Bedford | Interview 41:01

12 weeks önce41:01

41:01

In this episode of The State of Sales Enablement , Felix Krueger, your host, welcomes Alex Bedford, a seasoned enablement leader with extensive experience in scaling enablement functions globally. From managing regional enablement teams to leading global initiatives, Alex shares his unique insights on scaling impact, navigating organizational politics, and thriving as a team of one in a startup environment. Here’s what Felix and Alex discussed: Scaling enablement globally: How Alex approached scaling enablement across regions while balancing global consistency and local needs. Building trusted enablement teams: The importance of hiring leaders who can engage senior stakeholders and deliver tangible results. Overcoming regional challenges: Strategies for managing local resistance and aligning regional enablement with global goals. Transitioning from a large enterprise to a startup: How Alex adapted to being a team of one and leveraged agility to drive faster impact. Leveraging AI for enablement: Practical ways AI can help scale enablement efforts, including virtual role-playing with AI avatars and account planning automation. Finding your champion: Alex’s top tip for enablers—why finding and partnering with a senior champion is crucial for scaling your impact. Tune in to hear Alex’s invaluable lessons on leadership, scaling enablement, and adapting to change in dynamic organizations. Connect with Alex Bedford: LinkedIn: Alex Bedford Connect with Felix Krueger: LinkedIn: Felix Krueger Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Troubleshooting Enablement with Federico Presicci | Interview 45:50

13 weeks önce45:50

45:50

In this episode of Troubleshooting Enablement , Devon McDermott, your host and EnableNerd, welcomes Federico Presicci, enablement strategist, leader of GetAccept’s enablement team, and creator of the Enablement Insight blog. With extensive experience in building enablement functions and sharing best practices across the community, Federico dives deep into maximizing the value of enablement technology and AI-driven strategies. Here is what Devon and Federico discussed: Clarifying outcomes and aligning with GTM strategy: Why starting with clearly defined, measurable outcomes is critical for long-term success. Integrating tech into enablement strategy: How to connect sales technology, such as Gong and Seismic, to ensure scalable impact and behavior change. Prioritizing processes over tools: Before implementing any tech, understand the key processes that impact business outcomes and design your tech stack accordingly. Leveraging AI co-pilots and conversational intelligence: Insights into how AI-driven tools can automate workflows, improve data quality, and enhance GTM collaboration. Digital Sales Rooms vs. Traditional CMS: Federico shares why digital sales rooms offer a more effective, buyer-centric approach to engagement than legacy content management systems. Using generative AI as a thinking partner: Federico’s unique take on using AI tools like ChatGPT for brainstorming, performance management, and skill-building. Adapting enablement strategies based on organizational readiness: How to assess the maturity level of your organization to create realistic enablement roadmaps. Tune in to hear Federico’s invaluable insights on aligning enablement with business priorities, selecting the right tools, and building a future-ready enablement function. Connect with Federico Presicci: LinkedIn: linkedin.com/in/federico-presicci/ Blog: federicopresicci.com Newsletter: federicopresicci.com/newsletter/ Connect with Devon: LinkedIn: https://www.linkedin.com/in/devonmcdermott/ Do you have a complex enablement challenge you want to troubleshoot? Submit your questions to Devon at devon@troubleshootingenablement.com.…

The State of Sales Enablement

1
Game Maker Enablement with Krystina Moustakis | Interview 27:59

16 weeks önce27:59

27:59

In this episode of The State of Sales Enablement , Jonathan Kvarfordt, a.k.a. Coach K, sits down with Krystina Moustakis, an organizational psychologist and enablement expert, to dive into how enablement can drive performance through a unique people-centric approach. Krystina shares her journey from teaching to organizational psychology and how her background shapes her refreshing perspective on enablement and business performance. They explore how to define and align enablement metrics to business outcomes, change organizational mindsets, and create sustainable, high-impact initiatives. Here is what Jonathan and Krystina discussed: Krystina's journey: from high school teacher to organizational psychologist and sales enablement consultant. Why understanding behavior change is critical to improving performance. How to align enablement programs with strategic business metrics for executive buy-in. The importance of defining outcomes versus simply delivering skills. Building enablement as a "game maker" function: how to influence systems, processes, and behaviors. How sales principles and user-experience design can transform enablement's impact. Tips for driving long-term organizational change and value through enablement. Tune in to learn how Krystina's insights can help you elevate your enablement function to become a strategic driver of business success. Connect with Krystina Moustakis: Website: https://krystinam.com/ LinkedIn: https://www.linkedin.com/in/kmost/ Connect with Jonathan Kvarfordt (Coach K): LinkedIn: https://www.linkedin.com/in/jmkmba/…

The State of Sales Enablement

1
Enablement Unleashed with Federico Presicci | Interview 45:31

17 weeks önce45:31

45:31

In this episode of The State of Sales Enablement , Coach K is joined by Federico Presicci, a prominent sales enablement leader and creator of insightful practitioner-led content in the enablement space. Federico shares his unique journey from arriving in the UK without speaking English to becoming a recognized voice in sales enablement. Together, they discuss the critical components of effective enablement, the importance of strategy, and how to leverage data to drive measurable outcomes. Here’s what Coach K and Federico discussed: Federico’s journey from mechanical engineering to sales and eventually to sales enablement, highlighting the transformative power of embracing challenges and personal growth. Why enablement is more than just training, content, and tools—and how strategic thinking and cross-functional collaboration drive scalable impact. The role of cultural shifts and mindset changes in embedding enablement into organizational structures and leadership approaches. Federico’s blog and collaborative projects, including his focus on gathering insights from practitioners and creating practical, unbiased resources for the enablement community. How advanced tracking, conversational intelligence, and AI-driven role-playing tools can provide actionable insights and leading indicators for enablement success. The balance between short-term execution and long-term scalability in enablement strategy and program design. Connect with Federico Presicci: LinkedIn: linkedin.com/in/federico-presicci/ Blog: federicopresicci.com Newsletter: federicopresicci.com/newsletter/ Connect with Coach K: LinkedIn: linkedin.com/in/jmkmba/ Tune in to hear Federico’s actionable insights and how his holistic approach to enablement can help organizations align strategy, culture, and execution for sustainable success.…

The State of Sales Enablement

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Cultural Assets with Lawrence Wayne O'Connor | Interview 55:12

18 weeks önce55:12

55:12

In this episode of The State of Sales Enablement , your host Dannii Mathers is joined by Lawrence Wayne O'Connor, a sales enablement leader and advocate for leveraging culture to drive sales success. Based in the UK, Lawrence shares his unique journey into sales enablement, his perspectives on cultural assets, and how these can be harnessed to empower sales teams and create lasting impact. Here is what Dannii and Lawrence discussed: Lawrence’s journey from basketball and business school to sales enablement, and how sociology shaped his approach to understanding people and culture in sales. What cultural assets are and how they differ from traditional sales and marketing assets. The importance of storytelling in sales and how to engineer an environment that fosters sharing and leveraging buyer-focused stories. Tactical strategies to create, deploy, and sustain cultural assets, including using deal reviews, customer success stories, and conversational intelligence tools. The IKEA effect: how involving teams in the creation of training and assets drives ownership, engagement, and better results. And more… Tune in to learn how Lawrence’s creative approach to sales enablement can help you foster a culture of learning, storytelling, and bottom-up innovation in your sales organization. Connect with Lawrence Wayne O'Connor: LinkedIn: linkedin.com/in/sirlawrencewayne Sales Training Effectiveness Scorecard: https://storytechr.com/quiz Connect with Dani Mathers: LinkedIn: linkedin.com/in/dannii-mathers/…

The State of Sales Enablement

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Troubleshooting Enablement with Sean Lane | Interview 38:43

19 weeks önce38:43

38:43

In this episode of Troubleshooting Enablement , Devon McDermott, your host and EnableNerd, welcomes Sean Lane, RevOps expert, co-author of The Revenue Operations Manual , and host of The Operations Podcast . Sean is also a founding partner at Beacon GTM, where he helps early-stage companies optimize their go-to-market strategies. With over a decade of experience in RevOps and SaaS, Sean dives deep into the synergies between enablement and operations. Here is what Devon and Sean discussed: How to align enablement and RevOps around shared goals to eliminate silos and duplication of effort. The importance of focusing on measurable outcomes instead of solely processes or training programs. Strategies for clearly defining team charters, roles, and responsibilities to foster internal alignment and stakeholder trust. The value of leveraging operational routines and technology to streamline go-to-market strategies and foster cross-functional collaboration. Key insights into structuring RevOps and enablement teams to maximize their impact while navigating organizational complexities. And more… Tune in to hear Sean’s invaluable perspectives on how RevOps and enablement teams can work together to drive measurable business success and operational excellence. Connect with Sean Lane: LinkedIn: https://www.linkedin.com/in/seanlane/ Learn about Beacon GTM: https://www.beacongtm.com/ The Revenue Operations Manual (book): https://www.amazon.com/Revenue-Operations-Manual-High-Growth-Spiral-bound/dp/B0DJ3H3X94 The Operations Podcast: https://podcasts.apple.com/us/podcast/operations-with-sean-lane/id1462659431 Connect with Devon McDermott: LinkedIn: https://www.linkedin.com/in/devonmcdermott/ Connect with Sean on LinkedIn: https://www.linkedin.com/in/seanrlane/…

The State of Sales Enablement

1
Strategic Enablement Alignment with Samantha McKenna | Interview 33:06

25 weeks önce33:06

33:06

In this episode of The State of Sales Enablement , Coach K sits down with Samantha McKenna, founder of SamSales Consulting, to explore the evolving dynamics of sales enablement and leadership alignment. Samantha, a well-known expert in sales strategy and enablement, shares valuable insights into what makes enablement effective, how to measure its impact, and why it’s essential to tie enablement efforts to business objectives. Samantha and Coach K dive deep into: Samantha’s Career Journey : From her Swiss upbringing to becoming a sales enablement leader, Samantha discusses her experiences in both the C-suite and as an enabler, along with her philanthropic work supporting veterans and teachers. The Disconnect Between Leaders and Enablement : Samantha addresses the common disconnect between leadership and enablement teams, focusing on the challenges of defining enablement’s role and measuring its impact within organizations. Measuring Enablement ROI : Samantha shares how her team at SamSales Consulting tracks the success of enablement initiatives, emphasizing the importance of balancing qualitative feedback from sellers with hard metrics like response rates and conversion improvements. Personalization and Prospecting : Discussing her "Show Me You Know Me" methodology, Samantha explains how personalized, research-driven approaches to sales outreach can drastically improve engagement and conversion rates. Bringing in External Expertise : Samantha highlights the benefits of enablement teams leveraging external specialists to enhance their effectiveness, emphasizing that the role of enablement is not to know everything but to source the best resources. Practical Strategies for Enablement : From improving email outreach to redefining discovery calls, Samantha offers actionable advice on how enablers can drive success within their teams, focusing on practical steps rather than just theory. Connect with Samantha McKenna : Website: SamSales Consulting LinkedIn: Samantha McKenna Connect with Coach K : LinkedIn: Coach K Tune in to learn how to shift sales enablement from a cost center to a strategic driver of business success and improve sales performance across your organization! Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

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Behavioral Performance with Tina Teodorescu | Interview 34:34

27 weeks önce34:34

34:34

In this episode of The State of Sales Enablement , Coach K welcomes Tina Teodorescu, a behavioral science expert and founder of Talent Edge Advisors. Tina shares her fascinating career journey, from her background in psychology and behavioral science to becoming a fractional Chief People Officer, advising small businesses on talent strategy and organizational performance. Tina and Coach K dive deep into: Tina’s Career Path : How her passion for psychology and behavior science led her to organizational behavior management and performance optimization. Behavioral Science in Business : Tina's early experiences working with top sales performers to create performance improvement models and her continued use of these principles today. Enablement and Competency Models : The importance of starting with business outcomes, working backward to identify the skills and behaviors needed, and building training and enablement programs that align with top performance. AI and Performance Improvement : Tina shares her perspective on AI's role in optimizing performance and talent strategies, and why the human element remains critical in coaching and mentorship. Inside-Out vs. Outside-In Approach : Tina explains the benefits of working from the business's desired outcomes to define necessary roles and skills, rather than building enablement programs in a vacuum. Connect with Tina Tiodorescu : LinkedIn: Tina Teodorescu Website: Talent Edge Advisors Connect with Coach K : LinkedIn: Coach K Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

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Troubleshooting Enablement with Mike Kunkle | Interview 55:12

28 weeks önce55:12

55:12

In this episode of Troubleshooting Enablement, Devon McDermott, your host and EnableNerd, welcomes Mike Kunkle, Vice President of Sales Effectiveness Services at SPARXiQ, author of The Building Blocks of Sales Enablement, and the mastermind behind the Sales Effectiveness Straight Talk newsletter. With decades of experience, Mike shares his views on how to maximise the impact of the sales enablement function. Here is what Devon and Mike discussed: How to effectively measure the business impact of enablement initiatives. The importance of understanding top performers and differentiating them from top producers. How to effectively diagnose and resolve gaps in enablement initiatives by focusing on what really drives performance. The critical role of sales managers in enabling their teams, including the challenges they face and how to support them in coaching and development. And more... Tune in to hear Mike’s invaluable insights and strategies that can help you drive meaningful impact within your enablement function and beyond. Connect with Mike Kunkle: https://www.linkedin.com/in/mikekunkle/ Read Mike Kunkle's Book: https://www.amazon.com/Building-Blocks-Sales-Enablement/dp/1952157625/ Subscribe to Mike’s Newsletter: https://www.linkedin.com/newsletters/6958899285706821632/ Mike Kunkle's Link Tree: https://linktr.ee/mikekunkle Connect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/…

The State of Sales Enablement

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Pragmatic Enablement with Cory Bray | Interview 26:17

31 weeks önce26:17

26:17

In this episode of the State of Sales Enablement, Jonathan Kvarfordt, aka Coach K, sits down with Cory Bray, a prominent voice in the sales enablement space and co-founder of CoachCRM. Corey shares his candid thoughts on the current state of enablement, discussing its challenges, inefficiencies, and the need for a more streamlined approach. With years of experience in sales and enablement, Corey offers a refreshingly direct perspective on what works and what doesn’t in the industry. Here are some of the questions Corey and Jonathan attempted to tackle: What is Corey’s background, and how has his experience shaped his approach to sales enablement? What is the current state of sales enablement, and why does Cory believe it has become bloated? Why does Cory challenge the idea of sales enablement being a true "community" and what are the implications of this view? How does Cory differentiate between building and operating enablement functions, and why does he see this distinction as crucial? What is Cory’s approach to solving enablement problems quickly and effectively? How does Cory view the role of sales experience in leading an enablement function, and why does he believe it’s critical? What should enablement professionals focus on to prove the value of their work within an organisation? Tune in to hear Corey’s unfiltered opinions on the enablement landscape and his practical advice on making enablement more effective and results-driven. Connect with Coach K: https://www.linkedin.com/in/jmkmba/ Connect with Cory Bray: https://www.linkedin.com/in/buy-triangleselling/ The Sales Enablement Playbook: https://www.amazon.com/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762 The Sales Management Podcast: https://podcasts.apple.com/us/podcast/sales-management-podcast/id1631765942…

The State of Sales Enablement

1
Predictive Enablement with Christina Brady | Interview 28:46

32 weeks önce28:46

28:46

In this episode of the State of Sales Enablement, Coach K sits down with Christina Brady, CEO of Luster.ai, to explore the intersection of AI and sales enablement. Christina brings her extensive experience in sales leadership and enablement to the conversation, offering insights into the evolving role of AI in enhancing sales performance and training. Here are some of the questions Coach K and Christina attempted to tackle: How can AI be effectively integrated into sales enablement without overwhelming sales teams with too many tools? What strategies can be used to ensure that AI tools support, rather than replace, essential human elements in enablement? How can enablement professionals maintain control over the tech their teams use in the face of rapidly evolving AI tools? What does "perfect practice" look like in sales enablement, and how can AI facilitate it? Tune in to hear Christina's insights on leveraging AI to enhance sales enablement and her vision for the future of learning and development in the workplace. Connect with Coach K: https://www.linkedin.com/in/jmkmba/ Connect with Christina: https://www.linkedin.com/in/christinapbrady/…

The State of Sales Enablement

1
Troubleshooting Enablement with Eric Mingorance | Interview 44:37

33 weeks önce44:37

44:37

In this episode of Troubleshooting Enablement, Devon McDermott, aka EnableNerd, sits down with Eric Mingorance, Senior Director of Sales and Field Enablement at Zixi. Eric shares his vast experience, from working in media and tech to leading enablement teams in various capacities. They dive into the challenges of being a "Team of One" in enablement, offering practical strategies for managing workload, creating scalable programs, and maintaining effectiveness despite limited resources. Here are some of the questions Eric and Devon attempted to tackle: What has Eric's enablement journey looked like, and how has his diverse background shaped his approach? How can a one-person enablement team balance onboarding new hires and providing ongoing support to experienced reps? What strategies can be used to create scalable, customised enablement programs with limited resources? How can enablement professionals set boundaries and manage expectations with leadership regarding what can realistically be achieved by a small team? What role does an enablement charter play in setting the stage for success, and how can it be effectively used? How can enablement leaders leverage cross-functional collaboration and peer learning to scale their efforts and improve team performance? Tune in to hear Eric's insights on navigating the enablement landscape as a solo practitioner and how to drive meaningful impact within your organisation. Connect with Eric Mingorance: https://www.linkedin.com/in/emingo Connect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/…

The State of Sales Enablement

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Leadership Enablement with Celine Grey | Interview 39:46

34 weeks önce39:46

39:46

In this episode of the State of Sales Enablement podcast, Dannii Mathers sits down with Celine Gray, a seasoned sales enablement leader with over 25 years of experience. Currently serving as a sales enablement leader at Personio, Celine has also been recognized as one of the top leaders to watch and has delivered impactful keynotes at the Sales Enablement Collective. During their conversation, Dannii and Celine dive deep into several key topics: What are the critical gaps in how sales enablement is approached in organizations today? Who holds the responsibility for ensuring that sales leaders are properly equipped to coach and guide their teams? How can sales enablement professionals encourage sales leaders to be more actively involved in the enablement process? What are the most effective ways to measure the impact of leadership enablement? Why is it crucial to establish a strong alignment between leadership enablement and overall sales performance? Connect with Celine Grey: https://www.linkedin.com/in/celinegreypelissier/ Connect with Dannii Mathers: https://www.linkedin.com/in/dannii-mathers/ Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Tools and Leaders with Senait Isaac | Interview 24:24

35 weeks önce24:24

24:24

In this episode, Coach K interviews one of his favorite voices in the enablement community, Senait Isaac, who shares her extensive experience from customer success to tools enablement at PagerDuty. Senait delves into her strategies for effectively utilizing tools such as LinkedIn Sales Navigator and Gong to make sales teams more efficient and successful. They also discuss the challenges in defining the role of enablement in organizations and how leaders can better support and coach their teams. Connect with Senait: https://www.linkedin.com/in/senaitisaac/ Connect with Coach K: https://www.linkedin.com/in/jmkmba/ Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
CRO Expectations with Kevin "KD" Dorsey | Interview 26:08

41 weeks önce26:08

26:08

What do CROs expect from enablement? Well, what better way to find out than to ask one?! In this episode of the State of Sales Enablement podcast, Coach K speaks to Kevin "KD" Dorsey, a Demandbase top 25 sales leader and one of Salesforce's top 16 sales influencers to follow. KD has built teams from 0-$100M several times and insists that enablement reports to him at every organisation he works for. Here are some of the questions this episode tackles: Why is there a disconnect in the industry about the role and responsibilities of sales enablement? How can sales enablement teams influence metrics they do not have full control over? What is the role of sales leaders in defining and guiding sales enablement activities? What is the importance of top performer analysis in sales enablement? What methodologies and frameworks can be used to improve sales manager performance? Connect with Kevin "KD" Dorsey: https://www.linkedin.com/in/kddorsey3/ Explore KDs Sales Leadership Accelerator: https://www.salesleadershipaccelerator.com/slamembershipoverview Explore KDs community: https://www.patreon.com/insidesalesexcellence Connect with Coach K: https://www.linkedin.com/in/jmkmba/ Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Troubleshooting Enablement with Nick Lawrence | Effective Behavior Mapping | Interview 42:56

42 weeks önce42:56

42:56

In this episode of Troubleshooting Enablement, host Devon McDermott dives into the complexities of behavior mapping and competency tracking with special guest Nick Lawrence from Snowflake. Here are some of the questions they attempt to tackle: What recommendations do you have for someone starting from scratch with behavior mapping and impact tracking? What recommendations do you have for enablers working in an environment with questionable data? What are some tips for enablement folks who don't have the power and authority to drive change? What is the best enablement advice you've ever received? Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform Connect with Nick Lawrence: https://www.linkedin.com/in/elevatingenablement/ Connect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/ Resources Featured in this Episode: "Human Competence: Engineering Worthy Performance" by Thomas F. Gilbert https://www.amazon.com/Human-Competence-Engineering-Worthy-Performance/dp/0787971580 "Design for How People Learn" by Julie Dirksen https://www.amazon.com/Design-People-Voices-Matter-DIrksen/dp/0134211286 "Talk to the Elephant: Design Learning for Behavior Change" by Julie Dirksen https://www.amazon.com/Talk-Elephant-Design-Learning-Behavior/dp/1953845013 "Make It Stick: The Science of Successful Learning" by Peter C. Brown, Henry L. Roediger III, and Mark A. McDaniel https://www.amazon.com/Make-Stick-Science-Successful-Learning/dp/0674729013 "Performance-Focused Learner Surveys: Using Distinctive Questioning to Get Actionable Data and Guide Learning Programs" by Will Thalheimer https://www.amazon.com/Performance-Focused-Learner-Surveys-Distinctive-Questioning/dp/1941577136 "The Success Case Method: Find Out Quickly What's Working and What's Not" by Robert O. Brinkerhoff https://www.amazon.com/Success-Case-Method-Working-Whats/dp/1576751856 "The Building Blocks of Sales Enablement" by Mike Kunkle https://www.amazon.com/Building-Blocks-Sales-Enablement-Transformative/dp/1645438645 Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
CX Enablement with Greg Qualls | Interview 36:16

43 weeks önce36:16

36:16

In this episode of the State of Sales Enablement, Coach K chats with Greg Qualls, a seasoned revenue enablement expert and currently the Director of Global Enablement at Platform.sh. Greg shares his extensive journey from direct sales at UPS to his global revenue enablement leadership role, emphasizing his transition into tech sales and his passion for comprehensive enablement strategies that extend beyond just the sales team. Here are some of the questions Greg and Coach K explored: What inspired Greg’s shift from traditional sales enablement to a broader revenue enablement role, and how has his journey influenced his approach? How can organizations effectively implement enablement across various departments to enhance overall customer experience? What challenges do enablement leaders face when trying to shift the focus from sales to a more holistic customer journey? Why is it essential for companies to adopt a customer-centric enablement approach, and how does this compare to traditional sales training methods? How can enablement leaders demonstrate the value of a revenue enablement strategy to executive leadership? Connect with Greg: https://www.linkedin.com/in/gregqualls/ Watch Greg's talk: https://www.youtube.com/watch?v=o_joQ1J9TfM Connect with Jonathan: https://www.linkedin.com/in/jmkmba/ Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Revenue S.P.E.E.D. with Keenan and Paul Butterfield | Interview 32:06

44 weeks önce32:06

32:06

In this episode of the State of Sales Enablement, Felix Krueger talks with Paul Butterfield and Keenan, two veterans in the sales enablement space. Paul Butterfield, known for his work at the Revenue Enablement Society, and Keenan, the author of "Gap Selling," bring their extensive experience to discuss the Revenue S.P.E.E.D. Model and how it can help can bridge the divide between skill development, opportunity management, and forecasting. Here are some of the questions Paul and Keenan tackled: What are the common disconnects between the skills management layer and the opportunity management layer in sales enablement? How can sales enablement professionals ensure their efforts are directly connected to revenue outcomes? How can organizations effectively capture and utilize buyer input data to improve sales outcomes? What are the key elements of a successful sales enablement strategy that aligns with both skills development and business objectives? Connect with Keenan: https://www.linkedin.com/in/jimkeenan/ Learn more about the S.P.E.E.D. model: https://salesgrowth.com/revenue-speed-model/ Connect with Paul Butterfield: https://www.linkedin.com/in/paulrbutterfield/ Connect with Felix Krueger https://www.linkedin.com/in/hfkrueger/ Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Business Storytelling with Ravi Rajani | Interview 33:58

45 weeks önce33:58

33:58

In this episode of the State of Sales Enablement, Dannii Mathers talks with Ravi Rajani, one of the most captivating storytellers in the tech revenue world and the host of The Influential Communicator podcast. Ravi shares his journey from corporate sales at Citibank to becoming a renowned keynote speaker and storytelling coach, focusing on helping tech revenue teams ditch feature selling in favor of storytelling to build trust with buyers. Here are some of the questions Ravi and Dannii tackled: What drives Ravi’s passion for storytelling, and how has his journey shaped his approach to sales and enablement? How can storytelling be implemented effectively within sales teams to enhance trust and connection with buyers? What are the challenges sales teams face in adopting storytelling, and how can these be overcome? Why is it crucial for organizations to foster a culture of storytelling, and how does this compare to traditional learning and coaching cultures? How can leaders use storytelling not just to sell, but to inspire and drive change within their organizations? Connect with Ravi Rajani: https://www.linkedin.com/in/ravirajani/ https://www.theravirajani.com/ Connect with Dannii Mathers: https://www.linkedin.com/in/dannii-mathers/ Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Effective Behavior Change with Lauren Brownstone | Interview 25:47

47 weeks önce25:47

25:47

In this episode of the State of Sales Enablement, Jonathan Kvarfordt aka Coach K talks with Lauren Brownstone, an enabler with a wealth of experience and author of "Enabling Enablement: Executing a Strategic Learning and Readiness Function to Launch Your Organization to New Heights." Lauren shares her journey from education to corporate enablement, discusses her multi-faceted definition of enablement, and delves into the importance of behavior change in driving organizational success. Here are some of the questions Lauren and Jonathan attempted to tackle: What is the difference between skills and competencies, and why is this distinction important? What is the Kirkpatrick methodology, and how can it be used to measure the impact of enablement? How can organizations move from subjective to objective measures of skills and behavior change? What are the common challenges in the enablement community, and how can a clearer definition of enablement help address these? Why can enablement serve the entire organisation, not just sales? Connect with Lauren Brownstone: https://www.linkedin.com/in/laurenbrownstone/ https://www.heartwisedev.com/ Read Lauren's book: https://www.amazon.com/Enabling-Enablement-Executing-Strategic-Organization/dp/B0CQ17B8R3 Connect with Jonathan Kvarfordt: https://www.linkedin.com/in/jmkmba/ Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Troubleshooting Enablement with Phil Putnam | Navigating the Enablement Job Market | Interview 51:56

48 weeks önce51:56

51:56

In this thought-provoking episode of Troubleshooting Enablement, we delve into the complex world of navigating layoffs and maintaining momentum in a challenging job market. Joining host Devin McDermott is the insightful Phil Putnam, an acclaimed coach, consultant, and advocate for enablers in transition. Phil shares his wealth of knowledge on how enablers can adapt their strategies to not only survive but thrive in an evolving job landscape. Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform Connect with Phil Putnam: https://www.linkedin.com/in/philputnamcoach/ https://www.philputnam.com/ Connect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/ Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

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The State of Sales Enablement « » Troubleshooting Enablement with Nick Lawrence | Effective Behavior Mapping | Interview

Troubleshooting Enablement with Nick Lawrence | Effective Behavior Mapping | Interview

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The Let Them Theory: A Life-Changing Tool That Millions of People Can't Stop Talking About

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The Let Them Theory: A Life-Changing Tool That Millions of People Can't Stop Talking About

Hızlı referans rehberi

The State of Sales Enablement « »
Troubleshooting Enablement with Nick Lawrence | Effective Behavior Mapping | Interview