Inside: Sales Enablement

Welcome to the Inside Sales Enablement Podcast, Episode 8 Scott Santucci and Brian Lambert tackle decision-making in times of rapid change. Unintended consequences are a common variable when some humans make decisions where other humans are a big element in the success of that plan. In hindsight, its easy to say "why didn't they just...." but human nature prevents people from asking some...

Welcome to the Inside Sales Enablement Podcast, Episode 7 Want to learn from others in the Sales Enablement Space?  One of our listeners, "Elizabeth" connected with Scott via LinkedIn. A few messages over LinkedIn later and we decided to do a special podcast to see to us (Scott and Brian) on the spot.   This is a live, unrehearsed conversation reviewing Elizabeth's situation an...

Welcome to the Inside Sales Enablement Podcast, Episode 6 What's going on in the Sales Enablement space -- specially with companies looking to evolve their sales strategy? In this special edition, Brian Lambert catches up with Scott Santucci after a two-day Council Meeting of Sales Enablement Executives. At the beginning of 2018, the Conference Board received requests from its members (large busin...

Welcome to the Inside Sales Enablement Podcast, Episode 5 Everyone agrees sales training is important, so why the friction between Sales and L&D? In this episode, Scott Santucci & Brian Lambert discuss the role of people. Sales Enablement is a people profession and sales enablement leaders are focused on human behavior and skills of sellers (or as CEOs often say "manufacture their rep...

Welcome to the Inside Sales Enablement Podcast, Episode 4 SPECIAL EDITION: Inside the Sales Enablement Soiree Boston June 2019 The Sales Enablement Soiree is a series of events, hosted by Shawnna Sumaoang and the team as Salesenablement.pro. The first event, which premiered in 2015, was held alongside SalesForce.com Dreamforce and brought together 200 attendees. The next year, the number grew to 6...

Welcome to the Inside Sales Enablement Podcast, Episode 3 Do you believe Sales Enablement is a function and profession? In this episode, Scott Santucci & Brian Lambert discuss the challenges they've encountered in living and driving transformations. In today's evolving business landscape, Sales Enablement leaders are often asked to transform from within. Whether it's new programs, ne...

Welcome to the Inside Sales Enablement Podcast, Episode 2 Are you using new tactics, but everyone around is "do it as usual"?  You're not alone in the desire to change from within. In this episode, Scott Santucci & Brian Lambert discuss the challenges they've encountered in positioning and selling sales enablement in organizations. While this may seem easy, the value is the eye of yo...

Welcome to the Inside Sales Enablement Podcast, Episode 1 Do you feel like a modern-day heretic inside your own company?  You're not alone. In this episode, Scott Santucci & Brian Lambert discuss their advice and point of view about the critical nature of selling the sales enablement role internally. Scott shares his exciting experiences in a well-known research company and what...