Sales Coach
Do you want to enable your Sales Leaders to coach? You're in the right place! I'm the author of 'Sales Coaching Essentials'. I help Sales Leaders 'install' sales coaching in their Enterprise Sales Teams using my system SalesCoach OS™. Each week, I bring you short and powerful interviews with experts to help you with your sales coaching and sales enablement challenges. We share ideas on key topics including sales coaching, sales competency, sales qualification, MEDDPICC, Deal Reviews, Deal Coaching and how to build a sales coaching culture in your organization! **SUBSCRIBE NOW** to be notified of great episodes!
info_outline
New Beginnings and Thanks For The Last 4 Years
03/28/2024
New Beginnings and Thanks For The Last 4 Years
It's the final episode of the SalesCoach podcast. This is episode 222. After 222 weeks, recording one episode a week, it's time to say goodbye and thank you! For more than 4 years, I've had the privilege of your company and that of my many guests! In April 2024, the first of my LinkedIn Learning Courses will go live. I will also be launching a newsletter. So there is still lots I can serve you with. Thanks for your listenership, love and loyalty on this journey so far! My very best to you! Mark
/episode/index/show/insidesalescoach/id/30561853
info_outline
The Critical Importance of GTM Coaching w/ Ross McLean
03/21/2024
The Critical Importance of GTM Coaching w/ Ross McLean
This week on the Sales Coach Podcast, we welcome Ross McClean. Ross is the Vice President of GTM Enablement at Aiven. With a rich background in software solutions, he's dedicated to boosting performance. Ross brings insights into stakeholder alignment, innovative training methods, and tech use in training. Today, Ross outlines how to create a dynamic enablement ecosystem. This system supports sales team growth and aligns with organizational goals. It makes sales enablement more impactful and efficient. Listen in to learn: The value of aligning stakeholders in a global program. Engaging training techniques beyond traditional methods. Enhancing training with technology. Ross believes in connecting with the audience in varied ways. "No single method works for everyone. It's about engaging people to want to learn," he says. Get set to redefine your sales strategy. Discover how to use technology for better training. Ross's tips will help create a more effective and engaging learning environment for your team.
/episode/index/show/insidesalescoach/id/30461608
info_outline
Aligning Strategy, Innovation, and Technology in Enablement w/ Gary Broadbent
03/14/2024
Aligning Strategy, Innovation, and Technology in Enablement w/ Gary Broadbent
Sales leaders and teams can adapt to changing dynamics in enablement and training by embracing a holistic approach that integrates stakeholder alignment, innovative delivery methods, and cutting-edge technology. My guest this week on the Sales Coach podcast is Gary Broadbent, VP of Global Enablement at JAGGAER. Gary has over 20 years of experience in implementing and selling software solutions for various business functions and markets. He is also passionate about driving performance improvements across employees, partners, and customers. In today's episode, Gary shares his insights into stakeholder alignment, innovative training delivery, and the utilisation of technology to provide a comprehensive blueprint for creating a dynamic and effective enablement ecosystem. This ecosystem not only supports the continuous growth and development of sales teams but also ensures that training initiatives are closely aligned with the strategic goals of the organisation, thereby maximising the impact and efficiency of sales enablement. Tune in today and you'll learn the following: plus MUCH MORE: The importance of stakeholder alignment and transitioning from tactical projects to a cohesive global enablement program Techniques for delivering engaging and impactful training sessions that go beyond traditional methods How to leverage technology to enhance the efficiency and effectiveness of sales training As Garry says: "My role as a leader is to relate to the end audience as much as possible, and that means providing different mediums and different ways to connect with them in a way tha is going to make them want to engage and help the training stick. But there's no one trick pony or silver bullet to any of this....It's about finding the right opportunities and the right way to be able to drive people to want to take training." Get ready to discover how to revolutionise your sales enablement strategy, harness the power of technology in training, and create a more engaging and effective learning environment for your team.
/episode/index/show/insidesalescoach/id/30353858
info_outline
How to Embrace Change for Success w/ Jeff Lowndes
03/07/2024
How to Embrace Change for Success w/ Jeff Lowndes
Facing another change? Let's explore how this could be your opportunity to excel in sales enablement and leadership. In this week's episode of the Sales Coach podcast I'm speaking to Jeff Lowndes, Revenue Enablement Leader at Snap. Jeff has a rich background in various enablement roles and a Master's in Organisational Development. Today, Jeff shares his invaluable insights into the dynamics of organisational change and the pivotal role of sales enablement in navigating these transformations. Tune in and you'll learn: The essence of organisational change and how it paves the way for growth and adaptation The significant difference between change management and transition management The importance of addressing the internal transition that individuals experience during change. Practical strategies for ensuring that changes not only take place but are embraced and integrated into the organisational culture By listening to this episode, you'll discover how embracing change can help to drive both your personal advancement and professional achievements. Turning each new challenge into a stepping stone towards greater success. As Jeff says: "Change management starts with the very first conversation I have with a stakeholder. When I'm scoping out a problem, or a challenge that is going to lead to a bigger project, the questions I ask and the way I frame up the issue itself really sets the stage for the trajectory of the change." Join us to explore how you can turn the inevitable changes and transitions within your organisation into opportunities for innovation and success.
/episode/index/show/insidesalescoach/id/30252853
info_outline
The Impact of Emotional Intelligence in Sales Enablement w/ Georgina Beard
02/29/2024
The Impact of Emotional Intelligence in Sales Enablement w/ Georgina Beard
Are you curious about how understanding people can boost your journey to becoming a top sales leader? In this week's episode of the Sales Coach podcast I'm speaking with Georgina Beard, Head of Sales Enablement at SEON Fraud Fighters. Her current role involves being a one-woman team supporting sales and revenue teams globally, focusing on enhancing efficiency and effectiveness across the board. Tune in today and you'll gain insights into the following, plus MUCH MORE: How improving your emotional intelligence can lead to a better understanding and management of your sales team The art of persuasive communication: essential for effectively influencing your team's dynamics and your client interactions How aligning your personal goals with your professional development can propel you forward in your career, especially when preparing for senior leadership roles. As Georgina says: "For me, little wins are the things that mean a huge amount to an individual, but not necessarily a huge amount for business. I also think that little wins help drive adoption. If someone can see that enablement, or leadership are supportive and helpful, then ultimately that drives engagement with that person moving forward." Tune in to uncover how blending empathy with strategy can help you to not only meet your sales targets, but also inspire your team to achieve their best.
/episode/index/show/insidesalescoach/id/30148163
info_outline
Transforming Teams with Coachable Talent w/ Rebecca Bell
02/22/2024
Transforming Teams with Coachable Talent w/ Rebecca Bell
Are you struggling to navigate the complex world of enablement, grappling with competencies, coaching, and performance frameworks? If so, you're not alone. And today's episode is here to help! My guest this week on the Sales Coach podcast is Rebecca Bell, Senior Director and Head of Global GTM Enablement & Business Operations at Zendesk. Rebecca prides herself on her ability to build teams and strategies that accelerate business success and create advocacy. She also holds the prestigious title of Founding UK Chapter President of the Revenue Enablement Society. Tune in and you'll learn the following: Discover the importance of defining core competencies while acknowledging the role of individualized coaching in fostering growth Uncover the pivotal role of managers in driving success within go-to-market teams Learn how to spot coachable individuals from the outset and how to foster a growth-oriented mindset from the hiring process onwards As Rebecca says: "My definition of coaching probably aligns with being a guide. Essentially, like a Sherpa going up Mount Everest. You know the route and understand the terrain, and you're helping to carry some of the burden for the person you are guiding. But the individual is still taking the steps forward themselves." Don't miss out. Tune in to gain an invaluable perspective on coaching and enablement. Stop struggling and start growing in your journey to becoming a better coach and leader.
/episode/index/show/insidesalescoach/id/30047543
info_outline
Powerful Enablement Strategies w/ Brooke Coletti
02/15/2024
Powerful Enablement Strategies w/ Brooke Coletti
What is the key to effective enablement and how can you drive maximum impact within your organization? My guest this week is Brooke Coletti, Senior Scaled Go-To-Market Enablement Manager at Amazon Web Services (AWS). In this episode, Brooke shares invaluable insights into the world of enablement. She sheds light on key strategies for garnering buy-in, understanding adoption curves, and prioritizing initiatives to drive organizational success. Tune in today and you'll learn the following, PLUS MUCH MORE: The critical role that partnerships play in enablement success How to and why you need to build effective relationships with stakeholders outside of the enablement function The importance of understanding the learning adoption curve and its impact on organizational change As Brooke says: "Knowing your stakeholder's motivations will really help you be able to tailor your message and in turn, build that relationship fast." Tune in now to gain valuable insights and strategies that will help you unlock the full potential of your team and drive maximum impact within your organization.
/episode/index/show/insidesalescoach/id/29949498
info_outline
Unlocking the Power of Sales Kickoffs w/ Lynne Santangelo
02/08/2024
Unlocking the Power of Sales Kickoffs w/ Lynne Santangelo
👢 Sales Kickoffs (SKOs) are pivotal moments in any organisation's calendar. They offer an opportunity to align teams, inspire individuals, and set the stage for a successful year ahead. But what truly makes an SKO effective? 🤷♂️ What are the hidden strategies and insights that can transform a routine event into a transformative experience? 👉 My guest this week is , a seasoned Revenue Enablement Manager at . Lynne orchestrates methodologies and programs aimed at propelling sales performance and fostering scalable growth. 👇 Tune in this week and you'll learn the following: ⚽ The importance of meticulous planning and early preparation for SKOs ⚽How effective communication can streamline event execution and foster attendee engagement ⚽The significance of allowing free time to foster networking opportunities, and mitigate attendee fatigue for an enriching experience As Lynne says 💬 : "If participants have the freedom to choose how they spend some of their time, I think that can lead to a better positive experience. They are more likely to leave with increased satisfaction for coming to the SKO." 🎧 Listen to the full episode now and equip yourself with the tools and strategies to transform your next sales kickoff into a resounding success.
/episode/index/show/insidesalescoach/id/29838933
info_outline
Analytics and Coaching Insights w/ Mike Kunkle
02/01/2024
Analytics and Coaching Insights w/ Mike Kunkle
Have you ever wondered why some sales teams soar to success while others struggle to meet their targets? The secret might lie in something that's often overlooked but crucial in the sales world: effective coaching and analytics. My guest this week, Mike Kunkle, Vice President at SPARXiQ, is a seasoned professional in the realm of sales effectiveness services. His expertise is further solidified by his authorship of the book "The Building Blocks of Sales Enablement," which reflects his deep understanding of the field. Tune in today and you'll learn the following, plus MUCH MORE: The crucial role of analysing results to improve sales skills and strategies Understanding the true essence of coaching, differentiating it from mere feedback or advice Techniques for effective sales management, including how to utilize analytics for performance improvement As Mike says: "When I talk about coaching, I always say that the rep has to own their development, and the manager becomes their guide or their sherpa." Don't miss this opportunity to elevate your sales knowledge and skills. Tune in to the full episode today and subscribe to get more episodes like this! 🎧
/episode/index/show/insidesalescoach/id/29732463
info_outline
The importance of enabling sales managers w/ Amanda Dossey
01/25/2024
The importance of enabling sales managers w/ Amanda Dossey
Enabling sales managers is critical for any sales enablement program to succeed ‼️ My guest this week is Amanda Dossey, Head of Sales Enablement at Keyfactor, based in Atlanta. Keyfactor provides certificates for machine identities to help ensure secure connections. Amanda runs enablement as a team of one currently and prides herself on being a leader who fosters teamwork. She has been called a thoughtful and empathetic leader and an outstanding enablement leader. 🤗 She believes sales managers, especially first-time managers, need guidance on managing reps instead of doing the job. Tune in today and you'll learn the following, plus MUCH MORE: 🙌🏻 Ways to support reps in both the short and long term 🙌🏻 How to build trust between enablement and sales leaders 🙌🏻 The importance of focusing on the highest value activities As Amanda says: “Creating a learning experience that guides people is essential to experiential learning" Tune in to the full episode today and subscribe to get more episodes like this! 🎧
/episode/index/show/insidesalescoach/id/29625443
info_outline
Navigating the Start-up Journey w/ Emily Isensee
01/18/2024
Navigating the Start-up Journey w/ Emily Isensee
Ever wondered what it takes to drive success in a start-up's enablement journey? My guest this week us Emily Isensee, the Senior Director of Global Enablement at Esper. With a background in leading large teams, Emily took on the challenge of being a team of one. She has since navigated the start-up landscape with resilience and adaptability. Tune in today and you'll discover the following, plus MUCH MORE: How to build a lean enablement team and create a robust strategy. The importance of making learning a connected experience The significance of working closely with leaders at different levels As Emily says: "A mindset of constant learning and experimentation is key" Gain valuable insights on building relationships, fostering experiential learning, and collaborating effectively. Tune in to the full episode today and subscribe to get more episodes like this! 🎧
/episode/index/show/insidesalescoach/id/29525428
info_outline
The importance of kindness in sales w/ Thomas Crelier
01/11/2024
The importance of kindness in sales w/ Thomas Crelier
🤗 Kindness is sales is something that will always earn you trust if you put that to the front. You'll always get someone to work with you rather than against you. So kindness is vitally important in sales, both internally and externally. Empathy and authenticity are key to bringing human connection into automated sales workflows. My guest this week is Thomas Crelier, Sales Enablement Manager at Xero. Thomas helps sales professionals overachieve their targets while becoming confident in themselves. He uses impactful, meaningful and engaging sales training and supportive sales enablement strategies. He believes the future of sales teams are effective, efficient, engaged, and driven by kindness. Tune in today and you'll learn the following, plus MUCH MORE: ❤️ How to use kindness to build your relationships ❤️ Why you need to balance revenue focus with relationship building through kindness ❤️ The evolution of enablement in organizations from training to driving revenue As Thomas says: “You cannot be human and kind to a person if you aren't challenging them to grow." Tune in to the full episode today and subscribe to get more episodes like this! 🎧
/episode/index/show/insidesalescoach/id/29424543
info_outline
Moving Sales Enablement to Field Enablement w/ Meganne Brezina
01/04/2024
Moving Sales Enablement to Field Enablement w/ Meganne Brezina
If you are only focusing on the buying journey and not looking at the value journey, you are leaving vast amounts of money on the table. The data is clear, if you invest time in the revenue enablement model you are 80% more likely to hit their revenue targets and 70% more likely to impact your cross sell and upsell targets. My guest this week is Meganne Brezina, Senior Director of Enablement at Seismic. Meganne has over a decade of experience serving global B2B SaaS teams, known for empowering individuals and organizations to reach their full potential. She is an active participant in the Enablement community and is a member of the Revenue Enablement Society and its Indianapolis chapter, as well as a frequent contributor to The Enablement Squad. Meganne founded and currently leads the Indianapolis chapter of Women in Sales Enablement and serves on the WiSE global board of directors as a global lead, to help make a lasting impact on the professional growth of women in the industry. In her current role at Seismic she brings together her extensive Enablement knowledge and leadership skills to drive success for internal and external stakeholders alike. Tune in today and you'll learn the following, plus MUCH MORE: What is required before moving into a revenue model. Why competencies, processes, and methodology should be viewed through the lens of “field” and not “sales". The importance of setting up enablement team structure and skillsets to support a field model. As Meganne says: “You need to really understand the revenue engine in your company only then are you going to be able to have conversations with senior leadership that they will respect." ‼️ Tune in to the full episode today and subscribe to get more episodes like this! 🎧
/episode/index/show/insidesalescoach/id/29321478
info_outline
The Move to Revenue Centric Enablement w/ Paul Butterfield
12/28/2023
The Move to Revenue Centric Enablement w/ Paul Butterfield
💬 There’s a lot of talk about enablement “getting a seat at the leadership table”. What does this really mean and how can it be achieved? My guest this week is Paul Butterfield, CEO of Revenue Flywheel Group and Executive Board President of the Sales Enablement Society Paul Butterfield has designed, built and led high impact revenue enablement strategies and teams for Vonage, G.E., NICE InContact, and Instructure. As a consultant he’s coached Go-to-Market leaders from Expedia, ABB. Aspen Media, Orbitz, and Red Wing Shoes in change management and sales methodology adoption. Paul's passion lies in leading revenue teams through transformation into truly customer-centric organizations that differentiate through how they sell rather than with price or product. Tune in today and you'll learn the following, plus MUCH MORE: 💥 The importance of revenue centric global enablement programmes 💥 What has changed beyond the name for enablement professionals 💥 What tools you need in order to change your mindset from Enablement to Revenue As Paul says: “You need to really understand the revenue engine in your company only then are you going to be able to have conversations with senior leadership that they will respect.” ‼️ Tune in to the full episode today and subscribe to get more episodes like this! 🎧
/episode/index/show/insidesalescoach/id/29163698
info_outline
The science in learning and sales w/ Stefanie Boyer
12/21/2023
The science in learning and sales w/ Stefanie Boyer
ℹ️ Giving people information is not going to get them anywhere. We need to coach to get transformation. My guest this week is Professor Stefanie Boyer, Professor of Marketing at Bryant University and Co-Founder and Chief Education officer of RNMKRS. Stefanie is passionate about elevating the sales profession with research, education, and technology. She teaches and coaches students on various aspects of sales, such as the conversation, social media, analytics, executive presence, and design thinking. Stefanie also co-authored "The Little Black Book of Social Media" on social media strategies for business, influencers, and personal branding, as well as "9 Ways to Develop Highly Effective Salespeople" designed for sales managers, and an Audible series called "6 Sales Skills Everyone Should Know" partnering with Wondrium, The Great Courses and Audible, an Amazon Company. 📖 In 2018, she co-founded RNMKRS, a ground-breaking platform that uses artificial intelligence and machine learning to simulate realistic sales conversations and provide instant feedback and scoring to trainees. Tune in today and you'll learn the following, plus MUCH MORE: 🔺Why you should invest in self directed learning 🔺The importance of allowing your reps to have some control over their training 🔺Why role play and practice helps close more deals As Stefanie says: “People need to apply the skills that they are learning. When it comes to practicing conversations we've found it takes about 40 conversations to really have a high level of mastery on that conversation. Think about how many opportunities your sellers get to practice conversations with feedback.. If they are having one role play a month, how many months is it going to take for that seller to ramp up their conversation skills? What ends up happening is sellers just end up churning through their leads." Tune in to the full episode today and subscribe to get more episodes like this! 🎧
/episode/index/show/insidesalescoach/id/29163198
info_outline
Attention Strategies for Enablement Distractions with Bobbi Jo Frazier
12/14/2023
Attention Strategies for Enablement Distractions with Bobbi Jo Frazier
You have so many distractions from things like your tech stack, right? 😖 Upcoming deadlines, meetings etc never end! Some in your team can multi-task. But some of your team will naturally have shorter attention spans. 🤔 So, how can you make sure your whole team can stay focused? This week I'm chatting with Bobbi Jo Frazier, Director of Revenue Enablement at ActivTrak. Bobbi Jo has a real passion for Enablement and believes in fostering a culture of learning and development among sales and revenue professionals. Tune in today and you'll learn the following, plus MUCH MORE: ❗️ How to develop Attention Strategies for your team's Enablement Distractions ❗️ How you can use Engaging Enablement Techniques to bring focus back ❗️ The importance of Retention and Reinforcement As Bobbi Jo says: “Not everyone is going to see things the same way, or will learn things the same way. As much as we like to make things to scale, there has to be some personalisation there too." Tune in to the full episode today and subscribe to get more episodes like this! 🎧
/episode/index/show/insidesalescoach/id/29054388
info_outline
How I build functions from scratch w/ Matt Cohen
12/07/2023
How I build functions from scratch w/ Matt Cohen
Many of the people I talk to in enablement land in a position where the infrastructure of a company is already in place. But what do you do if you need to build a function from the ground up? This week I'm chatting with Matt Cohen, Senior Sales Enablement Manager at Dotmatics. Matt's passion for alignment is why he is in Enablement. He focus on proactively identifying gaps in the buyer journey and prioritizing solutions that optimize people, processes, and technology. To advance the Enablement community, Matt sits on the board of the Sales Enablement Society's Boston Chapter and co-founded the San Diego Chapter. He frequently shares thought leadership in various forms, including articles, podcasts, and webinars. In 2023 Matt was recognized by SalesHood as an Enablement Leader Making It Happen. Tune in today and you'll learn the following, plus MUCH MORE: What enablement should and shouldn't be responsible for How you can build a function from scratch How you can align to existing priorities when a function already exists or enablement is being done ad hoc As Matt says: “I think it's really important to keep in mind that you have to align to the priorities of your organisation. Even if that function doesn't exist, even if you are building it from scratch. There needs to be a bit of give and take, and a willingness to expand the function to your vision of what it should and could be.” Tune in to the full episode today and subscribe to get more episodes like this!
/episode/index/show/insidesalescoach/id/28953478
info_outline
Initiatives that move the needle w/ Sheevaun Thatcher
11/30/2023
Initiatives that move the needle w/ Sheevaun Thatcher
By the very nature of your industry, you are in service. You feel a tendency to say yes to everything. But this causes burn out for you and your team. This is where ruthless prioritisation comes in. This week I'm chatting with Sheevaun Thatcher, VP of Strategic Enablement at Salesforce. Sheevaun is a people focused enablement professional and a passionate thought leader. Sheevaun's playbook includes an infrastructure of proven methods she has developed over the years. Along with tools, systems, metrics and tactics which will help you to increase sales velocity and performance. Tune in today and you'll learn the following, plus MUCH MORE: The importance of Sales Manager Coaching Why Strategic Management is a game changer How to avoid burn out with ruthless prioritisation As Sheevaun says: “It’s about recognising who you are. You are not a bartender taking orders as they come in. You are a coach, a part of the team that is in the background making sure that the team on the field are in the best shape of their lives.” Tune in to the full episode today and subscribe to get more episodes like this one.
/episode/index/show/insidesalescoach/id/28840378
info_outline
The critical role of Sales Enablement w Katie Kentner Swick
11/23/2023
The critical role of Sales Enablement w Katie Kentner Swick
It's important that as sales leaders we are providing our reps with the support they need to be successful. This week I'm chatting with Katie Kentner Swick, Global Sales Enablement Lead at Stripe. 💕 Katie is passionate about helping people and has helped the businesses she has worked for optimize their sales processes, streamline their operations, and increase revenue. She believes that investing in people is key to achieving business success, and enabling team members to achieve their professional goals. 👉 Tune in today and you'll learn the following, plus MUCH MORE: 🤔 What organisations demand of their enablement teams at different stages 🤔 The role managers can play in enablement and how you can get them involved 🤔 How you can get the most out of a small team Tune in to the full episode today for insights into coaching, leading through change, and more. 🎧
/episode/index/show/insidesalescoach/id/28754718
info_outline
Enablement insights w/ Jerry Pharr
11/16/2023
Enablement insights w/ Jerry Pharr
Revenue enablement seems to be constantly evolving. As an enablement professional you'll know how important it is to stay up-to-date with news, updates and insights from experts in enablement! 🏹 So, this week I'm chatting with Enablement expert, Jerry Pharr, a man with many strings to his bow. Jerry is the Founding Member & Former Chapter President of the Revenue Enablement Society, Advisor at , Playboox, and OneView, and Owner of Sales Excellence Advisors. 🤯 Since 2015 Jerry has been behind the scenes as a sales enablement & sales ops leader, exclusively in venture-backed, high-growth tech startups. He currently leads a team of sales enablement practitioners who are responsible for helping internal sales teams have better conversations. 👉 Tune in today and you'll learn the following, plus MUCH MORE: 🎉 Why measuring behaviour change is superior to measuring learning or business outcomes 🎉 How separate cadences for manager-led coaching can work (and why they typically don't) 🎉 What most sales leaders get wrong about sales stage exit criteria 🎧 Tune in now for industry expert views on the changing landscape of enablement and don't forget to subscribe to get more episodes like this one.
/episode/index/show/insidesalescoach/id/28650443
info_outline
Helping Enablement professionals become strategic partners w/ Laura Wheeler
11/09/2023
Helping Enablement professionals become strategic partners w/ Laura Wheeler
As an enablement professional if you can help deliver and enable to a personalised scale in a simple way the ROI of your programmes will go up! This week I'm chatting with Laura Wheeler, VP of Revenue Operations & Enablement at Spekit 🐙 🙌 Laura is really passionate about course-correcting Enablement professionals to not be order takers and helping them find their voice. She has held roles from inside to outside sales, Leadership, Sales Operations, Enablement, and is now VP of Revenue Operations and Enablement. 👉 Tune in today and you'll learn the following, plus MUCH MORE: 💥 The reasons for applying just-in-time learning to your leadership strategy 💥 Why you should use metrics before action 💥 Why challenging and pushing back isn't a bad thing Tune in now to understand how you can help your sellers learn and how you can quantify impact to your peers, plus lots more. Don't forget to subscribe to get more episodes like this one.
/episode/index/show/insidesalescoach/id/28552976
info_outline
How to leverage AI in Enablement w/ Ellie Salicetti
11/02/2023
How to leverage AI in Enablement w/ Ellie Salicetti
The world of AI is so fast, it's almost becoming an industrial revolution, so how can we keep up and use AI to our advantage in enablement?! This week I'm chatting to Ellie Salicetti, Senior Revenue Enablement Manager at Red Sift. 🙌🏻 Ellie has almost a decade of experience within the B2B SaaS hyper-growth realm. Her passion lies in designing and facilitating training programs that effectively address emerging business challenges, while implementing progressive learning strategies that empower employees and drive revenue. 👉 Tune in today and you'll learn the following, plus MUCH MORE: 🤖 How you can leverage AI to become a more profitable function 🤖 Common enablement use cases you can use in your enablement day-to-day 🤖 How to get started with AI when you feel overwhelmed Tune in now to learn to learn the real applications of AI and get some actionable advice. Don't forget to subscribe to get more episodes like this one.
/episode/index/show/insidesalescoach/id/28483487
info_outline
Enabling Team Success with Software w/ Sally Ladrach
10/26/2023
Enabling Team Success with Software w/ Sally Ladrach
Those of us in enablement should be thinking about how we design and build our programs and other deliverables the way that software teams build great products! This week I'm chatting to Sally Ladrach, Revenue Enablement Manager at ThoughtBot. 🌟 Sally is passionate about helping revenue teams grow and succeed. She has five years of experience in sales enablement and a proven track record of developing and delivering engaging and impactful learning content and coaching, 👉 Tune in today and you'll learn the following, plus MUCH MORE: 💥 How customer stories can help you uncover cross functional needs of the organization 💥 How to create programs that sales people WANT to adopt 💥 Ways to move from reactive to strategic enablement Tune in now to learn valuable insights to help you grow as a leader.
/episode/index/show/insidesalescoach/id/28419056
info_outline
The Art of Coaching, Practice, and Excellence w/ Gail Behun
10/19/2023
The Art of Coaching, Practice, and Excellence w/ Gail Behun
If we can provide our sales team with clear, real-life examples of successful strategies and approaches, it will be easier for them to replicate those practices. 🏆 This week I'm chatting to Gail Behun, Director of Revenue Enablement for LivePerson. 🌟 Gail is a results-driven Sales Enablement leader with extensive experience across strategy, planning, and program development. Her passion lies in coaching and empowering top performers, fostering positive employment cultures that drive success from onboarding to leadership. 👉 Tune in today and you'll learn the following, plus MUCH MORE: ✅ The importance of practice in the sales process ✅ The need for coaching for both for your sales teams and your managers ✅ How to inspire your sales team and help them understand the right path to success 👇 If you're looking for actionable strategies to improve your career, empower your teams, and boost your organization's bottom line this episode is for you. 💥 Tune in now and elevate your leadership and enablement skills. 🎯
/episode/index/show/insidesalescoach/id/28353584
info_outline
Strategies for Impactful Enablement w/ Malia Di Salvo
10/12/2023
Strategies for Impactful Enablement w/ Malia Di Salvo
How you can leverage coaching frameworks like GROW within qualification methodologies like MEDDPICC? 🤔 Learn how coaching can supercharge your enablement efforts in the latest episode of the Sales Coach podcast! 💥 This week I'm chatting to Malia Di Salvo M.Ed., Senior Manager of Training and Effectiveness at Upwork. Malia is passionate about building and developing revenue enablement programs and methodologies. 👉 Tune in to learn the following, plus MUCH MORE: 🪢 How coaching bridges the gap between training and real-world application 🪢 Ways to ensure your efforts drive results where they matter most 🪢 How the GROW coaching framework can enhance your qualification methodologies 🚀 Ready to transform your coaching approach? Tune in and subscribe to get more insightful episodes. 🎙️
/episode/index/show/insidesalescoach/id/28285070
info_outline
Change Management and Enablement w/Imogen McCourt
10/05/2023
Change Management and Enablement w/Imogen McCourt
👉 Imogen McCourt is Head of B2B Sales Transformation and Enablement at The Economist Group. And she is this week’s guest on the SalesCoach podcast! As you’ll hear, Imogen has been working on rolling out a significant enablement program to the business. 🔥 SalesCoachr is delighted to have played a small part in helping to embed coaching in the sales leadership team. 💥 "There was a big deal that we were trying to land that was across a couple of business units. It had been stuck for ages. After the sales coaching program, one of the sales managers thought about this completely differently and that deal landed 48 hours later..." 🌟 In today’s episode you’ll learn the following, plus MUCH MORE: 🏆 The role of enablement in implementing change management 🏆 How coaching plays a role in helping sales leaders to implement that change 🏆 What some of the outcomes have been from the CCE Sales Coaching Programme Thanks as always for supporting the SalesCoach podcast! 🙌 Listen to the full episode and subscribe for more episodes like this one.
/episode/index/show/insidesalescoach/id/28222592
info_outline
Start-up vs. Global enablement team w/ Christian Palmer
09/28/2023
Start-up vs. Global enablement team w/ Christian Palmer
🏆 In revenue enablement, scrappiness can be a potent asset. Curious to explore this perspective? Then tune in to the latest episode of the Sales Coach podcast My guest this week is Christian Palmer, Global Revenue Enablement Manager at Riskified. Chris is a enablement pro with a varied background. However, one aspect of his career path has always been consistent; developing people and building relationships. Tune in today and you'll learn the following, plus much MORE: 🌎 The advantages of start-up vs. global team experience 🌎 The importance to identify ownership and responsibilities early 🌎 Strategic questions to ask to help make impactful transitions As Christian says: "When you come into a small start-up you have the ability to come in and be a resource, particularly to middle-level management. So, you have to have an all hands on deck attitude, there is no staying in your own lane." 🎧 Don't miss out! Hit play now, and remember to subscribe for more discussions like this one!
/episode/index/show/insidesalescoach/id/28155710
info_outline
A leader's guide to using Tech Stack w/ Jenn Glabicky
09/21/2023
A leader's guide to using Tech Stack w/ Jenn Glabicky
❓How can sales leaders continue to reinforce the usage of your tech stack? How do you enhance revenue generation without losing focus on your day-to-day tasks? If you're struggling to get your teams to use the tech stack effectively and efficiently, then you'll want to check out this episode of the Sales Coach Podcast! 👉 My guest this week is Jenn Glabicky, self confessed results-focused implementer of revenue, enablement, marketing & leadership strategies. Jenn is a member of the Sales Enablement Collective and a featured speaker with the Revenue Operations Alliance 💡 Today, you'll learn about the following, plus much more: 🖥️ The key pieces of your tech stack to focus on 🖥️ How to utilize a tech stack to enhance the sales process 🖥️ Ways to support your team with the tech stack without losing focus 🎧 Check out the episode now and subscribe to get more episodes like this one!
/episode/index/show/insidesalescoach/id/28091054
info_outline
Improving productivity through coaching w/ Celine Grey
09/14/2023
Improving productivity through coaching w/ Celine Grey
Did you know that through coaching you can significantly improve your teams' productivity? Want to know how? Then you'll want to check out this episode of the Sales Coach Podcast ❗️ 💥 My guest this week is Celine Grey, Sales Enablement Director at Normative.io, and active member of the Sales Enablement Collective Celine is passionate about enabling people to be successful on their professional journey and has 25 years of sales, leadership and enablement experience. At the heart of her enablement practice is a customer-centric approach that supports value-added interactions. Today, you'll learn about the following, plus much more: 🙌 The ripple effect of building trust 🙌 Embedding a consultative mindset and best practice 🙌 Social learning and the power of enablement communities Check out the episode now and subscribe to get more episodes like this one!
/episode/index/show/insidesalescoach/id/28019046
info_outline
Making managers an enablement multiplier w/ Whitney Sieck
09/07/2023
Making managers an enablement multiplier w/ Whitney Sieck
🤔 Wouldn't you love to create an effective and efficient enablement environment? The latest Sales Coach Podcast is now LIVE ❗️ My guest this week is Whitney Sieck, Vice President of Revenue Enablement at Demandbase, Community Advisor at The Enablement Squad, and Founder and Principal Consultant of Enablement Enthusiast LLC. Whitney is a self confessed Enablement Enthusiast, aiming to elevate enablement through coaching, advice and keynote speaking. Her next speaking engagement will be at the SES Experience in San Diego in October. 👇 Today, you'll learn about the following, plus much more: Why enablement has been doing it all wrong The focus of the future of enablement How to turn managers into program champions 👉 Check out the episode now and subscribe to get more episodes like this one!
/episode/index/show/insidesalescoach/id/27954774