Inside: Sales Enablement

Welcome to the Inside Sales Enablement Podcast, Episode 33 In March 2020, the guys fielded a groundbreaking study on the Future of Sales Enablement. We wanted it to have more open ended answers to reduce the sampling error bias and to take different lenses and different tools that we could use as researchers to do our analysis. Our goal was to get 50 responses. You (Insider Nation) gave us 70 resp...

Welcome to the Inside Sales Enablement Podcast, Episode 32 Fresh off the COVID-19 Series, the guys take a deeper dive on Leadership in a world of VUCA. V olitility - Lack of consistency U ncertainty - Impossible to know fully.  C omplexity - A large number of interdependent factors. A mbiguity - Haziness of reality - impact of many interpretations. A new way of doing business is going to...

Welcome to the Inside Sales Enablement Podcast, Episode 31 This is part 5 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. As sales enablement leaders, we have a huge role to play in helping sellers navigate these trying times. In our first four parts we covered a lot of critically important topics such as: Part 1 (Ep27): What is really happening in the...

Welcome to the Inside Sales Enablement Podcast, Episode 30 This is part 4 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. As sales enablement leaders, we have a huge role to play in helping sellers navigate these trying times. If you listened to our first three episodes (episodes 27, 28 & 29) we talked about what is going on in the global market, ho...

Welcome to the Inside Sales Enablement Podcast, Episode 29 This is part 3 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. In our first two parts (episode 27 & episode 28) we talked about what is going on, and how companies are likely to respond.  In this episode, we're synthesizing the information so you can take action. The panelists...

Welcome to the Inside Sales Enablement Podcast, Episode 28 This is part 2 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. In words of Wayne Gretzky "Don't go to where the puck was, skate to where it will be"  Our COVID response plan is designed to help you prepare for where the puck will be -- when the economy comes back. We're bringing back the pa...

Welcome to the Inside Sales Enablement Podcast, Episode 27 This is part 1 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. We're bringing together a diverse set of perspectives to provide you actionable insights in response to the COVID-19 Virus gripping the global economy. Scott Santucci and Brian Lambert are joined by a group of leading experts to prov...

Welcome to the Inside Sales Enablement Podcast, Episode 26 What type of sales talent does your leadership team need, and what's your role in helping them acquire, develop, and improve those people? Respond to demand Generate demand What do customers think? In this podcast, Scott Santucci and Brian Lambert provide a foundation helps you answer questions like: How do you on-board salespeople when th...

Welcome to the Inside Sales Enablement Podcast, Episode 25 In this episode, we look at Sales Enablement strategically. The sales enablement profession has reached an important pivot point -- and it's likely you need to make some decisions. While the hype of the role continues to drive more and more hires, many executive leaders are still waiting to see the transformative benefits they expect...

Welcome to the Inside Sales Enablement Podcast, Episode 24 Right now, growth is anyone's turf. Growth can be aligned to the sales department, the marketing department, business operations or the strategy team. Everyone "owns" the customer, and very few people have the answer when it comes to creating sustainable impact and success. Today, only a few organizations have more strategic sales ena...

Welcome to the Inside Sales Enablement Podcast, Episode 23 Sales enablement leaders work at the intersection of sales leadership, marketing, product, and operations to help engineer and elevate sales conversations.  As Sales Enablement pros work across these stakeholder groups they often experience very high expectations, leading to challenges and friction if not handled well. If you are a sa...

Welcome to the Inside Sales Enablement Podcast, Episode 22 What happens when you go through a major organizational change and need to redefine your sales enablement operating model, vision, mission? During times of change, how do you frame out your sales enablement "moon shots" in order to engage strategically and tactically to overcome the internal complexity that bogs sellers down? On this...

Welcome to the Inside Sales Enablement Podcast, Episode 21 If you are a sales enablement practitioner, you are likely pulled in a lot of different directions.  You might: Be frustrated you are called a "training" function inside your company  Struggle to get the right resources  Have a hard time balancing your inbox (and your team's workload)  Experience conflict with othe...

Welcome to the Inside Sales Enablement Podcast, Episode 20 Since starting the podcast, the guys have received a lot of feedback from listeners who've built more advanced functions. These listeners have one thing in common... they all are using the "old Forrester sales enablement" definition Scott authored in 2008 and peer-reviewed by Brian and published for Forrester clients in 2010. In 2017,...

Welcome to the Inside Sales Enablement Podcast, Episode 19 The first Sales Enablement Summit was held in September 2019 and Inside Sales Enablement was there. Held in San Francisco, it attracted Sales Enablement leaders from the world’s largest companies and exciting startups to share success stories, experiences and challenges of the people actually doing the role. Companies presenting inclu...

Welcome to the Inside Sales Enablement Podcast, Episode 18 In this episode, a listener (Amy) calls into the show to discuss managing disparate workgroups globally. The great thing about Amy is she has a marketing operations background -- and considers herself a sales enablement practitioner. Because she has a marketing operations background, she has a broad, yet practical view of what sales e...

Welcome to the Inside Sales Enablement Podcast, Episode 17 In an earlier episode (#13), Brian and Scott discussed the very important concept of Stakeholder Management. When we published that episode, we received a lot of feedback from the Insider Nation. One of those feedback items was a person asking us for a more in-depth discussion on stakeholder management moving beyond the Chicken H...

Welcome to the Inside Sales Enablement Podcast, Episode 16 The more things change, the more they stay the same. For example, there was an old classification system the early Greeks came up with to classify the basic elements. In 1869, Dimitri Mendelev evolved that concept and began to classify the elements by their atomic mass. The idea of classification is critical to how you understand...

Welcome to the Inside Sales Enablement Podcast, Episode 15 Brian and Scott bring key issues to life, through the lens of a seller: The burden on Salespeople Customer buying journey and buyer enablement What sellers must do to sell more Scott shares real-life situations of his journey (very openly and honestly — you likely will not hear this kind of stuff from your sellers unless you have deep pers...

Welcome to the Inside Sales Enablement Podcast,  Episode #14 One of our listeners, Rachel, shared her companies view about sales management and the difficulty managers have in transitioning from being a top-performing rep to sales management.  Sales managers have to live in two worlds, traditional "management skills" and also sales productivity contribution. Sales Enablement leaders...

Welcome to the Inside Sales Enablement Podcast, Episode 13 Sales enablement is a cross-functional role. You have to work positively with: salespeople, sales managers, sales leaders, sales operations, various HR functions, IT professionals, finance professionals, product marketers, field marketers, customer success professionals, sales engineers, product leaders, and manage expectations from t...

Welcome to the Inside Sales Enablement Podcast, Episode 12 Sales Coaching -- the definition matters. Especially with regard to enablement and Sales Management There is A LOT of noise in the market today about "sales coaching"  The question is, does it help sales managers become force multipliers, or is it a source of conflict?  In the episode, the guys use a role-play (Scott based on fee...

Welcome to the Inside Sales Enablement Podcast, Episode 11 Many sales enablement leaders are responsible for some (or all) of their company's sales kickoff. When it comes to adding the right value and ensuring a return on investment, it's important to view the kickoff from the lens of your customer -- the sales leadership team. In this episode, Brian and Scott revisit some research Brian did...

Welcome to the Inside Sales Enablement Podcast, Episode 10 Are you:  overloaded by your inbox? concerned with the myriad of things being asked of the salesforce?  Worried you might be contributing to the chaos?  How would you like to move from being highly reactive to how you are enabling revenue growth, to being more proactive?  In this episode, Brian Lambert & Scott Santu...

Welcome to the Inside Sales Enablement Podcast, Episode 9 What can you do to help unclog the sales funnel?  Most companies focus either at the top of the funnel (leads and prospecting) or the bottom (negotiating) but the real opportunity is to break down the sales pipeline into five (5) customer-verifiable objectives and then focus on what can be done to make it easier for sellers to accompli...