Fueling the Revenue Engine

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 GTM 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. Ceros leverages Guru 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 and 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 - Why, What and How of Enablement

We welcome Misha McPherson, Head of Global Enablement at Coursera/Head Facilitator Sassy Sales Enablement, 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.