Episode Library

Special guest ⁠ Meagan Davis and I discuss the essence of sales enablement and how it’s similar to long distance running — you have to prepare, set a project plan, to train, be ready for speed bumps, broken shoe laces, SMEs that don’t show up or other anticipated/surprising events that may impede your ability to succeed. Meagan recently published How to Start a Sales Enablement Program , available on Amazon . Her goal in writing the book was to capture and share her own learnings in launching a ...

Special guest Tammi Warfield and I discuss the full customer buying relationship versus the much more limited traditional selling approach. Tammi has held senior leadership roles at Microsoft, BMC, Delphix and more, where she owned the customer relationship process and business practices across the entire lifecycle. She's carried a bag and, generously, she has many lessons to share. She also happens to be a long time friend and former coworker. We explore Tammi's Value Realization model of Engag...

Stefanie Boyer, Ph.D is an author, TEDx and keynote speaker, sales trainer and named Forbes Next 1,000. Stefanie speaks and writes about how businesses can create growth while keeping their teams happy and loyal. Cited by AMA as the Sales Professor of the Year and recognized as a sales innovation expert, Dr. Boyer runs the sales program at Bryant University and is co-founder of RNMKRS, a technology company using AI to bring unbiased sales training to students around the world. Stefanie has carri...

Lisa Skillern brings a special blend of process expertise in sales enablement and domain expertise in security. Her stakeholders love her; her sales teams count on her. She has carried a bag and run marketing. She has driven revenue and sales productivity in both large and small organizations. When we needed an enablement pro to drive global sales enablement for the security portfolio at Google, she was the obvious choice and we worked together to design and deliver enablement for our related po...

Liz Pulice brings a special blend of hands-on experience and executive leadership skills. She has many years of go-to-market strategy, operations and revenue and sales enablement activities. She's carried a bag and run operations. She is a fellow founding member of the ⁠⁠ Sales Enablement Society ⁠⁠, and a sought after industry speaker Liz focuses on operational excellence, aligning with strategy and managing stakeholders. At the same time, her background in psychology and the sciences gives her...

Roderick Jefferson brings a special blend of hands-on experience, including carrying a bag early in his career, and managing training, sales productivity and global sales enablement over the past 20+ years. He is a fellow founding member of the Sales Enablement Society . He is a frequent keynote speaker and published author ⁠ . Join our conversation on sales enablement -- how we define it, how the focus has gone from the "right content at the right time at the right place..." to changing seller ...

Heather Margolis brings a special, deep knowledge of channel marketing, channel management and channel enablement. We first met more than fifteen years ago to discuss the sales enablement market and emerging technology vendors. Along with indirect sales channels, we share a love of cars, the outdoors, and New England. In this episode Heather and I share a small slice of our ongoing conversation about sales and channel enablement best practices and lessons learned. Join our conversation on channe...

Marina Devalia, founder of Playbook Lab , has a passion for marketing...and not just marketing, but the key issue of marketing and sales alignment. She is a member of the ⁠ Sales Enablement Society ⁠ and has spent many years in senior marketing management roles. Check her LinkedIn ⁠ profile ⁠ for all the highlights and details! In this episode Marina and I dive into the issue of marketing and sales alignment -- why marketing and sales don't always work towards a common goal, how to create useful...

Matt Cohen is one of those special people who have a strategic perspective, strong implementation experience and an ability to get things done. He recently joined Dotmatics to build out the sales enablement function. He is a current board member of the Boston Chapter of the Sales Enablement Society and spent three years at Seismic in enablement (isn't that redundant? ). Check his LinkedIn profile for his StrengthsFinder results (quite accurate, I'd say!) In this episode Matt and I share a small ...

Kevin Onarecker has been in sales and sales management for the past thirty years and brings many lessons learned to the conversation. In this episode Kevin and I talk about the most important attributes for a sales person and how to instill and develop those attributes. Curious about the attributes? Okay...curiosity is the first. Business acumen is the second. Can these be learned? Sure! Do they need to be practiced? Absolutely! ...and they need to be coached. The single most important activity ...