Season 3, Episode 5: Forrester’s B2B Marketing Forum

Co-Host Peter O'Neill - Forrester

 

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Peter O’Neill is the VP & Research Director for B2B Marketing (previously called Sales Enablement) at Forrester. Peter manages a group of analysts focused on B2B marketing.

In this week’s podcast, Peter will give an update on Forrester’s B2B Marketing Forum which took place in October in Miami.

Peter shares the highlights of the conference and provides an update on the ‘Dead of the B2B Sales Rep’ research which we covered earlier in the podcast during season 1, episode 9 (Tom Pisello, Alinean) and season 1, episode 11 (Peter O’Neill, Forrester). Also, we discuss Account Based Marketing (ABM), the alignment of Sales and Marketing and the rapidly evolving technology space around Sales Enablement. All topics which were focus areas during the conference.

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Let me know your thoughts and feedback by using the comments section below!

Season 3, Episode 4: Part #2 – The Sales Manager Survival Guide

Co-Host David Brock - Partners in EXCELLENCE

 

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This week we continue our conversation with David Brock. David recently released a new book called the Sales Manager Survival Guide.

This week we are focussed on attracting and retaining the right sales talent to your team. Every person we recruit is a multi-million dollar decision. We need to hire the right talent

We discuss topics like: How do you find the right talent using sales competency models and less on chemistry? How should the interview process look like? Who in addition to the hiring manager should interview the potential candidates? Once hired, how should the onboarding process look like? How do you construct an effective performance review? How do you create the right sales cadence with weekly, monthly and quarterly objectives?

Don’t miss David’s book! Order it now!

Did you enjoy listening to this podcast and don’t want to miss another episode? Subscribe to my podcast on iTunes!

Let me know your thought and feedback by using the comments section on my blog below.

Season 3, Episode 3: Part #1 – The Sales Manager Survival Guide

Co-Host David Brock - Partners in EXCELLENCE

 

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This week we welcome back David Brock to the Sales Enablement Lab podcast. David is the founder and president of Partners In EXCELLENCE, a boutique consultancy company focussed on the customer facing side of organizations. David recently released a new book called the Sales Manager Survival Guide.

The Sales Manager Survival guide is focussed on the front line sales manager and the day to day challenges they have to overcome. They are responsible for translating the companies sales strategy to day to day execution. Millions and millions are spent on training sales people but often we forget the front line sales managers.

In this two-part podcast series, we will focus on addressing some of the biggest challenges front line sales managers face on a daily basis.

We will cover topics like: How to create your 30-60-90 day plan when you start as a frontline sales manager? What are the organization expectations from front line sales managers? How do you transition from sales to sales management without losing your friends in the organization? How do create a ‘coaching’ environment in your organization? How do you coach a high performing sales team?

Don’t miss David’s book! Order it now!

Did you enjoy listening to this podcast and don’t want to miss another episode? Subscribe to my podcast on iTunes!

Let me know your thought and feedback by using the comments section on my blog below.

Season 3, Episode 2: CSO Insights – Part #2 – 2016 Sales Enablement Optimization Study

Co-Host Tamara Schenk - CSO Insights

 

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In this week’s podcast, we continue our conversation with Tamara Schenk, Research Director CSO Insights, from last week and discuss the findings from her latest research on Sales Enablement.

This week we will focus on questions like: ‘How do you create a culture of collaboration to maximize the outcome of your Sales Enablement initiatives’, ‘What is the latest thinking around sales onboarding’.

If you are interested reading the full report you can find it here (scroll down and download the CSO Insights 2016 Sales Enablement Optimization Study). If you would like to read more from Tamara I highly recommend her blog posts.

Season 3, Episode 1: CSO Insights – Part #1 – 2016 Sales Enablement Optimization Study

Co-Host Tamara Schenk - CSO Insights

 

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Welcome to Season Three, Episode 1. We kick off the latest season of the Sales Enablement Lab podcast with a conversation with Tamara Schenk. Tamara is Research Director at CSO Insights focussed on Sales Enablement. Tamara joined us earlier in season one for a conversation on ‘Why a Systems Approach to Sales Enablement is Crucial.’

In this episode, we will discuss the latest research from CSO Insights on Sales Enablement, based on a study and survey conducted earlier this year. Because of the wealth of information Tamara has to share this will be a two-part podcast.

This week we will answer questions like: ‘What is according to CSO Insights the latest definition of Sales Enablement?’, ‘How mature is Sales Enablement currently?’ or ‘What is the scope of Sales Enablement?’

If you are interested reading the full report you can find it here (scroll down and download the CSO Insights 2016 Sales Enablement Optimization Study). If you would like to read more from Tamara I highly recommend her blog posts.

Season 2, Episode 1: A Sales Enablement Journey; View From the Field

Co-Host Daniel West - Infoblox

 

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Welcome to Season Two, Episode 1! After our break we are back with an exciting second season of the Sales Enablement Lab podcast. Similar to season one we have a great line-up of co-hosts!

This week we kick off with Daniel West who is the VP of Sales Strategy & Operations at Infoblox. Daniel is one of the key thought leaders in the area of Sales Enablement and Sales Operations and it is a pleasure to have him as a co-host this week.

During this week’s episode Daniel shares his personal views on Sales Enablement and how he influenced this space as a thought leader. Daniel will touch on how he has seen the role mature in the last few years and how he sees the strategic importance of the role of Sales Enablement in the new Digital Economy.

Daniel will share some of the key initiatives he is working on, how he aligns his strategy with the business and some of the Sales Enablement challenges he faces and what he is doing to overcome them.

At the end Daniel will share how he measures his impact and will we will discuss some of the important learning he had in the recent years and how you can get started with your own Sales Enablement initiatives!

Connect with Daniel on LinkedIn or follow him on Twitter!

We would love to hear your feedback! What kind of Sales Enablement programs are you working on? How are you measuring your impact? Leave your comments, feedback and suggestions in the comments below.

 

Season 1, Episode 15: Building the Business Case for Sales Enablement

Co-Host Jim Ninivaggi - SiriusDecisions

 

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Jim Ninivaggi is the Service Director, Sales Enablement Strategies at SiriusDecisions. SiriusDecisions is an advisory firm focussed on B2B companies providing data, advice, research and industry events for practitioners in the field of marketing, sales and product development.

This week’s podcast is focussed on ‘Building the business case for Sales Enablement’. Almost everyone who wants to start a Sales Enablement function or expand an existing function will have to go through the same justification challenge: Why invest in Sales Enablement? What will be our return for the company? Why not invest in something else?

The answer this question we need to start at the beginning. Jim will share his views and definition of Sales Enablement. According to SiriusDecisions Sales Enablement is the orchestrating function between sales, product marketing, sales training & sales operations and should be focussed on three different key areas:

  • Sales Talent Management – How do we attract the right sales talent to the organisation, retain and give them the right skills?
  • Sales Asset Management – Which sales assets do we need to develop?
  • Sales Communication Management – When do we communicate what to the sales teams to make sure we don’t overwhelm them?

When done right these three key areas will enable the sales teams to have the right conversation with the right customers at the right time according to SiriusDecisions.

After discussing Jim’s view on Sales Enablement we focus on how to create the business case. Jim shares some practical advice on how you can make some simple calculations to show your leadership the impact you will deliver over time. How do you calculate sales rep productivity? What will be the impact if they can find content within 10 minutes vs 1 hour? How can you leverage data points like this to create your personal business case. Jim explains it all.

As always we end with 3 practical tips you can start using today in your sales enablement programs.

We would love to hear your feedback! How did you create your business case for Sales Enablement? Did you have to prove the value? How are you measuring your impact? Leave your comments, feedback and suggestions in the comments below.

Season 1, Episode 14: Death by powerpoint! The cost of not communicating clearly

Co-Host Simon Morton - Eyeful Presentations

 

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Simon Morton is the founder and managing director of Eyeful Presentations. Eyeful Presentations helps companies with their last mile communication, translating a product or an idea into an easy to understand value proposition and presentation. Simon is also the author of a great book called “The Presentation Lab” focussed on the same topic. Interested in his book? Read till the end.

You work extremely hard for months, sometimes years on your product and now you have reached the point you are ready to launch it to the market. How do you communicate the value your product brings in the most effective and efficient way so people start to buy? You can have the best idea or product in the world but if you can’t articulate the value in an easy to understand way your efforts will go to waste.

In this week’s podcast Simon and myself will talk about how to create a great message and how to translate that message into a great presentation. How do you avoid the “Death by PowerPoint” syndrome which we have all experienced?

Together we explore what communication tools work best for which audience. We discuss what other tools are available in addition to powerpoint like press and white boarding? What works best with a technical buyer vs a business buyer? What tool do you use when you want to connect with the C-Suite? Why is it important to have a clear call to action? Simon explains it all.

Like in every podcast we wrap up with three key suggestions you can start using tomorrow!

Did you enjoy listening to this podcast and don’t want to miss another episode? Subscribe to my podcast on iTunes!

Interested in Simon’s book The Presentation Lab? Good news! the first 3 people who post a question or leave their feedback on this blog post will get a free copy from Simon! Big thank you to Simon and Eyeful Presentations for making this possible! Looking forward to see everyone’s feedback and questions!

Season 1, Episode 13: Why a systems approach to Sales Enablement is crucial

Co-Host Tamara Schenk - CSO Insights, a division of MHI Global

 

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Tamara Schenk is a Research Director at CSO Insights, a division of MHI Global, focussed on Sales Enablement. She is one of the key thought leaders and influencers in this rapidly evolving space.

During this week’s podcast Tamara shares her perspectives on Sales Enablement. She shares how she has seen Sales Enablement evolve from a highly fragmented function with disconnected programs to a much more integrated selling systems approach in the recent years.

Tamara shares how you can create your own selling system based on her four key principles:

  • Map your sales execution to your business strategy
  • Define which Sales Enablement Services you want to offer
  • Measure your impact through Sales Enablement Operations
  • Focus on reinforcement, adoption and change management

We also touch on the million dollar question, to who should Sales Enablement report in the organisation? Sales,  Marketing or … ?

At the end Tamara will give you her top 3 tips you can use to start building your own selling system today!

Are you interested to participate in the Sales Enablement survey from MHI Research Institute? Visit Tamara’s blog and complete the survey. Upon completing the survey you will be able to download the CSO Insights’ 2015 Sales Management Optimization Key Trends Analysis and you will receive the 2015 Sales Enablement Study Key Trends Report in October.

Did you enjoy listening to this podcast and don’t want to miss another episode? Subscribe to my podcast on iTunes!

What are your thoughts on building a selling system for Sales Enablement? Participate in the discussion and leave your feedback, thoughts and questions below.

Season 1, Episode 12: How to make sure your sales reps tell a consistent story

Co-Host Jonathan Palay - CommercialTribe

 

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Jonathan Palay is one of the founders of CommercialTribe and VP of Sales. CommercialTribe solves one of the toughest problems in sales: how do you make sure your sales reps tell a consistent sales story?

We have all seen it. You research a company on the web, look at their products and decide to reach out to get more information. However when you talk with one of the sales reps the story is different compared what you read on the web. You quickly lose trust.

Creating a good sales messages is tough and we explored this earlier in the sales enablement lab with the team from Corporate Visions, so once you have the perfect sales message for your product or service you want to maximise the value and the return.

Together with Jonathan we explore how you can achieve consistency across your entire sales organisation and how you can setup a certification program in your company to make sure your teams all articulate the same value.

At the end of this podcast Jonathan will share 3 practical tips to get you started today with your own program!

Did you enjoy listening to this podcast and don’t want to miss an episode? Subscribe to my podcast on iTunes by clicking here.

Let me know your thought and feedback by using the comments section below? How do you make sure your sales reps tell the same story?