Claim OwnershipFueling the Revenue Engine
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Description
Conversations that delve into the inner workings of revenue enablement and the role it plays in fueling the revenue engine. Listen in as enablement professionals provide road-tested insights and strategies that produce results.
30 Episodes
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Chapter 20 of Accelerating Revenue concludes our deep dive series by addressing ever present “tech stack” questions. In this episode, our Notebook LM hosts “Lucas & Maren” cover how to think about the GTM tech stack and Enablement’s role in guiding the curation of it. We touch on everything from thinking strategically, assessing tech and tool needs, where to focus, what to invest in, how to ensure the tools are utilized, and the potential drawbacks of over-investment. We close out by addressing tech stack audits and fit assessments to ensure the tech stack is maintained over time.
Chapter 19 of Accelerating Revenue covers an essential component of Enablement: Resource Development. The real hero in the GTM resource library is often a playbook, but revenue generating teams also need things like call outlines, objection handling, competitive positioning, email templates, use cases, customer stories, and case studies. In this episode, our Notebook LM hosts “Lucas & Maren” cover how Enablement gets the right resources to the revenue teams at the right time, plus strategies to keep resources and knowledge up to date, ensure they are actionable, and stay on top of new resource development.
Chapter 18 of Accelerating Revenue covers one of our favorite topics: GTM Kickoff. This event is one of the highest-profile initiatives Enablement leads each year, and typically the biggest investment the company makes in their GTM teams. In this episode, our Notebook LM hosts “Lucas & Maren” discuss important considerations that go into producing an impactful event. They cover a range of things such as planning for in person or remote, focus and alignment, balance of education, celebration, fun, and team building, incorporating the customer perspective, the importance of rehearsals, and more.
Chapter 17 of Accelerating Revenue takes us into the realms of coaching and mentoring. In this episode, our Notebook LM hosts “Lucas & Maren” pose a lot of questions and explore different things to consider related to coaching and mentoring programs that underpin GTM performance. They define coaching vs mentoring, the importance of each one, who the right candidates are for them, and also look at tools and resources to structure and support them. Another critical element to consider is who is doing the actual coaching and mentoring? How have they been trained in these roles? We cover those considerations and options to round out this episode.
Chapter 16 of Accelerating Revenue focuses squarely on revenue generating skills. In this episode, our Notebook LM hosts “Lucas & Maren” discuss Enablement’s role in designing programs that support continuous GTM skill improvement and provide the repetition and reinforcement that builds skillsets over time. On a more granular level, we look at not only what skills drive revenue, but how to determine which ones your specific teams need to focus on, as well as how the training for them gets delivered. Finally, we touch on the importance of building and maintaining training content libraries.
Chapter 15 of Accelerating Revenue explores a critical element of revenue generation: Competitive Intelligence. In this episode, our Notebook LM hosts “Lucas & Maren” cover how to best plan for and deliver competitive intelligence training to your GTM teams, including the importance of using data to inform priorities, topics to cover, information to include, depth of training, the importance of confidentiality, and creating a regular cadence for review and delivery that ensures your program stays current. We even include step by step guidance to start implementing your strategy!
Chapter 14 of Accelerating Revenue is all about Product Training & Resources. In this episode, our Notebook LM hosts “Lucas & Maren” delve into designing and delivering GTM product training based on release tiers, timing of the releases, the critical importance value, and (of course!) the learning objectives for each selling role within the GTM team.
Chapter 13 of Accelerating Revenue, is all about Sales and Success processes, why they matter and how to structure them effectively. Process is the foundation and objective framework that every other Enablement initiative is housed within, making it even more critical to approach strategically. In this episode, our Notebook LM hosts “Lucas & Maren” delve into how to approach effective Sales and Success processes and how they are tied to the customer journey. They also touch on data, reporting, and Enablement’s cross-functional leadership role in building, rolling out, and integrating a new process.
As we progress through the chapters of Accelerating Revenue, this episode focuses on Chapters 11 and 12, where we focus on how to tackle one of the biggest Enablement programs for any company: GTM New Hire Onboarding! Our Notebook LM hosts “Lucas & Maren” delve into using agile Enablement to plan, build, and deliver effective GTM onboarding. They also cover the importance of metrics and 30-60-90 plans as the basis for any onboarding program. In just 15 minutes, this quick hit will give you actionable insights that will improve your onboarding program.
As we work our way through the chapters of Accelerating Revenue, this week’s Notebook LM deep dive focuses on Chapters 9 and 10 where we cover the strategy and mechanics behind designing, building, and delivering GTM Enablement programs. “Lucas & Maren” look through the lens of our LEVEL+ Framework, highlight actionable ways to work with SMEs, as well as guidelines for content design and session facilitation. This quick hit will empower you to immediately make shifts that will result in more effective Enablement programs.
This episode is the second installment of our new series using Notebook LM and our AI “co-hosts” we have named Lucas & Maren to bring you bite-sized portions of our Accelerating Revenue book. Same disclaimer that they might butcher a few acronyms along the way, but they do a great job of delving into Chapters 5 - 8, pulling out all the key points related to why adults learn differently and how to leverage Instructional Design principles to create effective training for revenue generating professionals. We hope you enjoy the continued conversation!
Welcome to Season 2 of Fueling the Revenue Engine! This episode covers the first 4 chapters of our book, Accelerating Revenue. We’re using Notebook LM, aka our new co-hosts we have named Lucas & Maren, to bring these to you in bite-sized portions. Fair warning: they might butcher a few acronyms along the way (turns out AI isn’t up to speed on all the corporate buzzwords!), but you can expect a lively and conversational walk through of how we define modern revenue Enablement, the impact it has on the GTM org, the first 90 days in an Enablement role, and how to think about objectives and metrics for Enablement.
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.
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.
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.
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.
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.
Enablement exists to accelerate performance, but an effective enablement team has an even greater impact. We welcome Joel Anfuso, Director of People Enablement at Staffbase, to discuss the evolution of Enablement, how it shines in complex sales environments, and the impact it has on moving the company’s GTM culture forward.
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. SKOs are typically the largest internal investment that a company makes every year. However, SKOs are going to look very different this year and we want to help provide a playbook for you to navigate uncharted territory.
Using metrics and data to guide enablement strategy ensures company alignment, executive support, and program impact. Join us for this episode as we welcome Jen Scopo of WorkRamp and delve into how enablement professionals should execute using metrics and data as our guiding principles.
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