Trust Enablement's Podcast - Coffee, Collaboration, and Enablement

Devon McDermott sits down with Mia Swift to discuss her journey from a team of one Customer Success Enabler to a Revenue Enablement Professional.They discussed many great points including:- Challenges with CS metrics.- Learning how to set, collaborate, and communicate priorities using big rocks, stones, and pebbles.- The importance of taking the time to communicate clearly and concisely.And tons more insight and value throughout.Support the show

Greg Kotovos is the Chief Revenue Officer at Kwanzoo.  Greg joined The Collaborator to discuss his journey to CRO and his work in providing insights on building an open go-to-market platform.Greg shared great insights, including:Insights on Kwanzoo and why he joined the team.Kwanzoo is a smaller ABM platform that aligns all phases of the go-to-market motion across marketing, sales, and customer success.His rationale for leading GTM operations from a Customer Success first perspective.There is a lot of gold in here for small-to-mid-size business CROs, give a listen.Support the show

Amanda Yanushefski and Megan Ley joined The Collaborator to discuss their journey to stand up a brand new onboarding program.They discussed:How Amanda decided it was time to hire a new Enabler (Megan) to lead onboarding.How Amanda partnered with leadership to determine the skills and capabilities they wanted to include in onboardingHow Amanda collaborated with the entire organization to get others across the business to co-develop and deliver contentThe onboarding program covers various topics from sales skills, general employee and industry insights, and more. The goal is to help new hires succeed in their current role and beyond.Support the show

Kevin Mulrane is the CRO of Onramp Invest and Co-Host of the Addicted to Growth podcast.In our conversation, he discussed a lot of great information, like this where we were chatting about the 3 or 4 processes he considers key to staying on track with your goalsCreating goals as a unified group between sales and marketing.Talk through, if we fail, why?  If we crush, why?Review what numbers mean, not the numbers themselves, every week.Plan ahead.  In addition to the amazing lessons and tips shared by Kevin throughout this episode, we want to ask you to check out No Kid Hungry,  a charity that Kevin mentions in our episode.  Ensuring our children have food is a great cause, check it out.Support the show

Maria Paz Van Thienen, Head of Global Sales Enablement at 360Learning, joined The Collaborator to discuss the state of Sales Enablement in France, her program, and how she focuses her efforts.Maria noted that her team only works on projects that fall under these two KPIs:Time to first dealQuota AttainmentThis requirement gives her clarity when choosing what projects to work on and how to prioritize.Their team size?  3 Enablement professionals.Their tech stack?Salesforce CRM360LearningSeismicGongMojo (French equivalent to Gong)SalesLoftSupport the show

Team of One Host, Devon McDermott, sits with long-time Trust Enablement friend, Adriana Romero, to dig into the topic of growing your team.Support the show

This week, Pooja Kumar spoke with Dheeraj Prasad from Nytro.ai about the benefits of using AI in Sales coaching. Here are some highlights:- AI does not replace the Human Side of the coaching rather it helps augment the coaching with intelligence to get better results- Some benefits for using AI in sales coaching:   * The biggest ROI for AI in Sales coaching is the amount of time it saves from sales managers   * It builds confidence in a rep by allowing them to practice in a safe environment, taking away any unconscious bias the coach may have.*   Data shows it accelerates time to first meeting, revenue and a BIG one, it increases the psychological safety score in teams which leads to higher performing teamsCurious? Give it a listen here, or it is also available on Spotify/ iTunes under “Trust Enablement's Podcast - Coffee, Collaboration, and Enablement”Support the show

The Trust Enablement leadership team, plus good friend Felix Krueger, set down for a first-of-a-kind global roundtable on the state of sales enablement.Coming from the Northern and Southern hemispheres, from the East and the West, we shared our perspectives on the State of Sales Enablement from each of our regions and globally.There was a lot of great insight, anchored around insights recently shared from Felix.Give a listen to learn more from the team.John Moore - The Collaborator - The Americas and Global OverviewsBritta Lorenz - EuropeDave Nel - AfricaPooja Kumar - ASEAN and IndiaFelix Krueger - AustraliaSupport the show

In this conversation with Devon McDermott, Carissa Thomas, Director of Sales Enablement at Pendo.io, will share her insights on how to grow an enablement function from a team of one to a team of many--including how she built an enablement center of excellence and prepared her organization for the implementation of a robust enablement ecosystem!Support the show

I am growing concerned.💡 The rise of negative selling, due to too much pressure, too little education and support, negatively impacts business performance and the mental health of both buyers and sellers.Give me a listen and let me know what you think.Will you join me in making a stand against negative selling?Support the show

What do 'Baby Shark' and Enablement have in common? Nothing! But now you have the earworm too :-)Adriana Romero and Pooja Kumar had a fun conversation, full of insights on how you can make sure your onboarding programs are successful. Lots of great information from their experience and the experience of other excellent enablers here. Just a few of the highlights are- You are still dating when onboarding so make sure you are making a good impression. Consider the details you are putting forward to them.- Change should be a constant. Reflect after every cohort to see how you can make this better. Ask your reps " if you had the power to change one thing, what would it be?"- Less is more- Give them less information at the start ( hint:no boot camps), and create a space where they learn by doing.- Peer to Peer learning is king!- The most valuable advice of all time, leave your ego at the door when designing/ revamping your program.Lots more tips in this lively chat. Curious? Give it a listen here.Support the show

What do these two adorable dogs have in common with many Enablement teams?👉 They will run around non-stop trying to make everyone happy, forgetting to eat or sleep until they are too exhausted to go further.My Enablement friends and teammates, please consider the following:💡 Put yourself on your priority list with mental and health breaks. You deserve it.💡 Focus on business impact. Are you clear WHY you are doing a certain activity and HOW it will help your business? If not, don't do it until you are clear.💡 Celebrate every win to spotlight your team's efforts, to reinforce how you are helping the business (but don't be a putz about it).You have a finite amount of time each fiscal year to help your business.You need to split that time between strategic, tactical, and unplanned activities in the right mix to achieve your business goals.And your leadership team and peers need to understand how what you are doing is leading to those business outcomes.While those little puppies, Blue and Lyla, are adorable, you want to be seen as strategic and impactful. If you're not, the business may see you as no more helpful to the bottom line than these two adorable pooches.Support the show

In this episode, Africa Regional Host Dave Nel joins Trust Enablement Customer Council Member Petek Hawkins and Greg Stockton, CEO of Prosperity, a Financial Planning firm in Dubai, to explore the Sales Velocity Equation.What is the Sales Velocity Formula?The formula measures how quickly you are bringing money in the door and is calculated by taking the product of the number of opportunities, deal value, and your current win rate and dividing that value by the average deal cycle length.The discussion in this session raised exciting points for all of us to consider:This formula is very short-term focused - or, as Simon Sinek would say, playing the Finite game.  Strategic, long-term companies should use this as one metric amongst all. You cannot play the infinite game and win if you only measure using finite game metrics.To maximize sales velocity, you can see significant payback by influencing all of these values. However, most often, it's best to focus on influencing one of these metrics as that singular focus will work best for most companies.Give a listen and remain curious.Support the show

What a great conversation with Matt Compton over at Filo.co!While I don't promote any vendors I love the way Matt and the FILO team are thinking about the virtual/hybrid world that is our norm, and how to best support key enablement and sales activities like:- Sales Kickoffs- Executive Briefings- Onboarding- Deal RoomsIf you are in #salesenablement, give a listen to get your thoughts flowing. Thanks to all who attended, and especially to Bob Dozois who for the conversation in chat!Support the show

In this episode, Petek Hawkins is joined by her colleagues, Emma Rosen and Monica Murphy, to discuss onboarding from their experiences at Melio and beyond.You'll hear them discuss:What is challenging for revamping an existing onboarding?Who are your key stakeholders?What is top of mind for the revenue leaders?How do you show success to business?Keep listening and remain curious.Support the show

In today's conversation, The Collaborator puts forth a challenge around how to work with buyers to truly approach them with a servant-leader mindset.  The ideas being shared are not new, in fact, they are decades old and based upon work created by Sharon-Drew Morgen.Give a listen and remain curious.Support the show

Dave Lichtman, Founder of of Enablematch, Rockstar of Recruiting Enablers, joined us for a private event in our community, focused on sharing insights and tips for Enablement Managers looking to hire and preboard Enablers.The Collaborator shares the highlights in this recording, including:👉 Tips for managers on how to think about their hiring needs.👉 Great questions for both managers and job searchers to ask during the interview process and the use of projects/presentations.👉  Preboarding ideas that energize and excite your new hire, preparing them for success when they walk in the door.Give a listen and remain curious.Support the show

In Anlehnung an das Schwerpunktthema des Monats August sprach ich mit Benjamin Rolff über "New Work, New Performance" und dessen Auswirkungen und Bedeutung für das Onboarding. Hören Sie hinein und finden Sie antworten zu Fragen wieWas genau ist New Work und sind wir bereits in diesem Zeitalter angekommenWas verbirgt sich hinter New PerformanceWelche Herausforderungen und Chancen ergeben sich für UnternehmenWie lässt sich dies auf Enablement und Onboarding umlegenSupport the show

In this episode of Coffee, Collaboration, & Enablement Team of One - Devon McDermott talks with Katie Williams about her experience building an enablement function from the ground up with a focus on working with leaders, and internal stakeholders to build, launch and elevate the enablement function.Katie does a brilliant job of sharing:What's worked over the course of the first 8 months of her team-of-one journey.Lessons learned during her team-of-one journey.Lots of lessons learned here.Give a listen and remain curious.Support the show

African Regional Host, Dave Nel, sat with Alan Versteeg, CRO at Growth Matters, to take a broad, 360 degree view of onboarding.One of the key messages right out of the gate in this conversation is that onboarding often doesn't work because we don't define the role properly (not the job description), but the key responsibilities like these for a seller:Build the right relationshipsHave relevant conversationsCreate valueAlign outcomesTo deliver on these responsibilities, break down in each of these categories what disciplines they need to have:MindsetToolsetSkillsetHelp setIf this sound interesting to you, give a listen and remain curious.Support the show