“I listen to your podcast every day now - Easily the best enablement podcast out there!”
- Stephen DiSibio, Director of Sales Enablement, Bloomreach
Podcast Episodes
Episode #18 - Enablement Guide to Sales Coaching
Coaching go-to-market teams through their customer-facing conversations is often the key to a high performing revenue team. In this episode, Level213 co-founders Roz Greenfield and Amanda Ambrose outline the key elements of successful sales coaching for managers, enablement, and reps alike.
Episode #17 - The intersection of Revenue Operations and Enablement
The synergy between Enablement, Operations, and Revenue leadership is vital to empowering GTM teams. In this episode, we welcome Adrien Del Bonta, Senior Director of Global Sales and Partner Operations at Contentful. Join us to explore the strategic role of Revenue Operations, their holistic view of the revenue organization, and how they collaborate and partner with Enablement to drive the revenue equation.
Episode #16 - Optimizing Onboarding in a Hybrid World
This episode welcomes Caroline Fox, Senior Director of Enablement at Iterable for a discussion about effective GTM onboarding programs, what to think about, and resources to use while building them, as well as the considerations we need to think through as we remain in a hybrid and/or virtual world.
Episode #15 - Responding to the Dynamic Evolution of Sales Enablement
This episode welcomes Steve Hallowell, VP Strategic Services at Highspot for a discussion about the unprecedented acceleration of demand for enablement and how the role of enablement has evolved into a strategic partner to revenue and executive leadership.
Episode #14 - Customer Needs That Drive Enablement
This episode brings a special gift to the enablement community just in time for the holidays. We speak with Melissa Madian, Founder of TMM Enablement Services and author of the new book ‘Enabler? I Hardly Know Her! How to Make the Sales Experience Not Suck’. In this episode, we break down the different themes of her book.
Episode #13 - Impact of Enablement on Performance & Culture
Enablement exists to accelerate performance, but an effective enablement team has an even greater impact. In this episode of Fueling the Revenue Engine we welcome Joel Anfuso, Director of People Enablement at Staffbase, for a conversation that will stretch your assumptions of what Enablement can be. Over the course of our conversation, we cover the evolution of Enablement, how it shines in complex sales environments, and the impact it has on moving the company’s GTM culture forward.
Episode #12 - Rethinking SKO in a Virtual World
In this timely and relevant episode, we welcome Heather Mahendran, Sr. Sales Enablement Program Manager at Pantheon to discuss the strategies and best practices for an impactful virtual SKO in a post-Covid word. Heather shares her learnings about why companies should still invest in remote SKOs and also how to overcome the obvious challenges they present. We hope this episode will help provide a playbook for you to navigate uncharted SKO territory.
Episode #11 - Metrics Driven Enablement
Using metrics and data to guide enablement strategy and decisions is something that enablement professionals often struggle with, but when done well, it ensures company alignment, executive support, and program impact. In this episode of Fueling the Revenue Engine, we welcome Jen Scopo of WorkRamp. Jen also brings a wealth of experience and perspective as an instructional designer as well as an organizational consultant and keynote speaker. Her strategic approach extends to leveraging technologies like WorkRamp to measure the success of initiatives. We invite you to listen in as we delve into applicable strategies, best practices, and pointers for using metrics and data as guiding principles for enablement.
Episode #10 - Effective Partnership Enablement
In response to listener requests, this episode is all about Partnership Enablement. We welcome expert consultant Lisa Lawson of LTL Partner Consulting to discuss this important aspect of enablement. Listen in for an exploration of everything from how to execute properly on partner enablement, to leveraging partnerships as an integral part of GTM strategy, the impact of partnerships on demand generation, and so much more. Lisa Lawson also teaches partner management courses for both individual contributors and executives. You can find out more about these classes on SaaSy Sales Management.
Episode #9 - Strong Sales Enablement & Product Marketing Partnerships
Sales Enablement and Product Marketing both play critical roles in empowering GTM teams to effectively engage prospects and customers. In this episode, we look at how a true partnership between Sales Enablement and Product Marketing provides a strong framework and resources for revenue generating teams. Join us as we talk through real examples with Robin Pam, Senior Director of Product Marketing at Optimizely and learn how creating alignment between Sales Enablement and Product Marketing serves the entire organization.
Episode #8 - In the Trenches: AE Perspective on Enablement
In this unique episode, we welcome Taylor Gilbert (Strategic AE at Contentful) to get an insider’s view of the current reality for sellers, as well as changes on the buyer side during this global pandemic and economic turmoil. Our end goal is to understand more clearly how Sales Enablement and Sales Leadership can provide appropriate enablement for revenue generating teams selling in difficult times.
Episode #7 - Agile Approaches to Sales Enablement
In this episode, we focus on the benefits of agile enablement. We welcome Katie MacDonald, Sales Enablement & Productivity Lead at AWS for a conversation to discuss the shortcomings of a waterfall approach, the need for agile enablement, and how to go about making the shift.
Episode #6 - Designing Training for Salespeople
In this episode, we discuss how to design effective training that captures the attention of salespeople. Our guest expert Jill Clark brings over 20 years of experience as a content creator, curriculum designer, personal coach, and has unique insight into building engaging learning experiences that equip salespeople to increase sales and client retention.
Episode #5 - The Path From Selling to Enabling
Some of the best enablement professionals started in sales roles. In this episode, we talk with Sophie Wicks and Rachel Ho’a about their journeys from sales reps into sales enablement roles. Covering how their companies benefited, skills needed, supporting the transition, learnings, successes, and what they would change if they had it to do over again.
Episode #4 - The Impact of Trusted Knowledge for Go To Market Teams
As Part 2 of What Should be in Your Sales Enablement Tech Stack, we’ll explore with Ceros Sales Enablement Manager Kelly Parks how to empower the Go To Market team with trusted information and confidence, so they can engage effectively in their customer-facing communications. Kelly gives us an in-depth view into how Ceros leverages Guru as their technology platform to maintain a trusted source of verified knowledge.
Episode #3 - What Should be in Your Sales Enablement Tech Stack?
In our technology driven world, there are many ways to use technology based tools in the pursuit of revenue targets, productivity, efficiency, and training. Chad Trabucco, Head of Sales Enablement at Glint, discusses his approach, wins, and challenges in building a Sales Enablement tech stack that includes Knowledge and Asset Management, Learning Management Systems, Activity Management, Prospecting tools, and Call Coaching tools.
Episode #2 - True Partnership Between Sales Leadership & Enablement
For this episode, we are joined by Andrew Hazard, Director of Go To Market Enablement at Contentful, who brings his experience in multiple roles as a VP of Revenue and an Enablement Leader. We’ll explore the importance and benefits of a strong partnership between the two roles, as well as how to establish it with both Sales leadership and Front Line Managers.
Episode #1 - What, Why & How of Enablement
In this episode we welcome guest expert Misha McPherson, Head of Global Enablement at Coursera and Head Facilitator Sales Enablement at Saasy Sales Management for a lively conversation delving into the foundation of Sales Enablement. We’ll look at defining Sales Enablement, the impact and why it’s critical during a time of pandemic and financial crisis, setting a charter and priorities, as well as how and when to respond with a “yes”, “no” or pivot.