Sales Enablement PRO Podcast

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today, I’m excited to have Aisha from Diligent join us. Aisha, I would love for you to introduce yourself, your role, and your organization to our audience. Aisha Wallace-Wyche: Great. I’m so happy to be here, Shawnna. My name is Aisha Wallace-Wyche, and I am the VP of global training and enablement at Diligent Corporation. Diligent is a software company, we’re the pioneer of modern governance, so we look to empower leaders to turn effective governance into a competitive advantage by allowing them to leverage unparalleled insights from a team of industry innovators, as well as highly secure integrated SaaS technologies that streamline the day to day work of board management committees and support collaboration a

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m so excited to welcome Colleen Stanley. Colleen, could you just take a minute and introduce yourself to our audience? Colleen Stanley: Well, first of all, Olivia, thank you for having me, I’m really happy to be here today. I’m president of Sales Leadership, and we are a sales development firm. We specialize primarily in sales leadership training, sales training, and then obviously work with a lot of companies on virtual keynotes these days in the environment of COVID, and consulting work. So that’s kind of the big umbrella. OF: In your book, “Emotional Intelligence for Sales Leadership”, you explain how sales managers often approach the development of their teams by coaching training on the ha

Olivia Fuller: Hi, and welcome to Book Club, a podcast from Sales Enablement PRO. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m so excited to have Jim Kirkpatrick, the co-owner and senior consultant at Kirkpatrick partners join us. Jim, I’d love if you could just take a moment and introduce yourself to our audience. Jim Kirkpatrick: Alright, it’s really my pleasure to be here and thanks for inviting me. Jim Kirkpatrick, Kirkpatrick Partners. I am a chip off the old block, the oldest son of my dad, Don Kirkpatrick, who invented the four levels back in the 1950s, and over the last 20, 25 years I’ve been carrying the torch and worked for the company as a co-owner of Kirkpatrick Partners. We are doing our best to help learning providers and talent management people to become business partners and not just train

Olivia Fuller: Hi, and welcome to Book Club: a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices, so they can be more effective in their jobs. Today, I’m so excited to welcome Lisa Goldman. She is the author of The Moonshot Effect. Lisa, thanks so much for joining us. Could you please take a minute and introduce yourself to our audience? Lisa Goldman: Thanks, Olivia, good morning to you. Good morning or whatever time of day to anyone who’s listening to this. I’m really thrilled to be here. I’ve been a management consultant for about 30 years. I started my career at Apple and I’ve since worked with about 350 companies, probably over 4,000 executives in business of all kinds and it’s really allowed me — the reason I’m telling you that is to illustrate how well it’s allowed me to really steal best practices fr

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices, so they can be more effective in their jobs. Today, I’m so excited to have Julie Dirksen, author of “Design for How People Learn”, join us. Julie, I’d love If you could just take a minute and introduce yourself to our audience. Julie Dirksen: Yeah, so, my book is “Design for How People Learn” and I identify primarily as an instructional designer. So, how do we design good learning experiences that are effective at helping people basically be better at their jobs? Almost all of what I do is geared towards kind of adult or workplace learning. “Design for How People Learn” came about because it seemed like we were sort of missing a first book in the field that explained some of the underlying principles to people in terms of how do you think about designing goo

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices, so they can be more effective in their jobs. Today, I’m so excited to have Julie Hansen, author of “Act Like A Sales Pro” and “Sales Presentations for Dummies” here to talk to us. Julie, I’d love if you could just take a minute and introduce yourself and your role to our audience. Julie Hansen: Yes. So I started out in sales and, also, somewhere along the way, started doing some acting and, after a 20-year career in sales, I started my own business – Performance Sales and Training, which is really coaching salespeople to use acting techniques for those customer-focused engagements, whether that’s a presentation or demo or a pitch, because they really are applicable there. So, that evolved into a business. I work with sales teams all over the worl

Olivia Fuller: Hi, and welcome to Book Club: A Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m so excited to have Carole Mahoney join us. Carole, I’d love for you to just take a second and introduce yourself to our audience. Carole Mahoney: Yes, I am the founder of Unbound Growth. It’s funny because we were just talking before we started the call that — I’m in the country, so if you stalk me on Instagram, you probably already know that I’m a country girl, a dog mom, a wife, I’m a mother to two sons and a little bit of a nerd. I started Unbound Growth when I saw that salespeople were selling in a way that didn’t allow buyers to really want to engage with them. It was just a misalignment. And barely half of salespeople were making quota year after year, desp

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today, I’m excited to have Tyler join us from Pluralsight. Tyler, I would love for you to introduce yourself, your role, and your organization to our audience. Tyler Zeman: I’m excited to be here with you guys. So yeah, how my role works at Pluralsight– great question. Product marketing is just so different at different companies, so many different ways to organize. So for us, we have three product marketing leaders. Each is focused on three different domains: product, market, and sales, and I lead the sales focus team. I’ve been with Pluralsight for a little over three and a half years, and I was brought on to revamp the function from scratch and build the team. I was the second person of a new team and w

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I’m Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have John Paul from Icertis join us. JP, I would love for you to introduce yourself, your role, and your organization to our audience. John Paul Mantey: Sure, thank you for having me. My name’s John Paul Mantey. Most people like to shorten and say JP. I live in Southern California, originally from Philadelphia, and I head up sales enablement for Icertis, which is a SaaS, enterprise contract management company based out of Seattle. Our first customer was Microsoft, so the company is actually across the street from Microsoft. I’ve been there three years and we are an analyst-identified leader in the space of CLM or Contract Lifecycle Management, and really helping companies have the ru

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the trends and best practices so they can be more effective in their jobs. Today, I’m excited to have Murt Hussain from Celonis join us. Murt, I’d love for you introduce yourself, your role, and your organization to our audience. Murt Hussain: Yeah, thanks for having me Shawnna. So, my name is Murt. A lot of my friends and peers call me that, it’s up to you. I’ve been working at Celonis now for three years, and most recently as a sales enablement manager, training our North American sales organization with a concentration on our BDR/SDR team. A little more about me, when I’m not at Celonis, I work as an artist selling paintings and creating murals internationally. It’s been pretty cool how each job has given me insights and tremendous help on the other job, so it’s be

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have Evan Carlton from the Sales Development Coach join us. Evan, I would love for you to introduce yourself, your role, and your organization to our audience. Evan Carlton: Yeah, thanks, Shawnna. I appreciate you having me on. So, I am the founder and principal consultant at the Sales Development Coach. I provide sales development advisory and coaching services to businesses requiring more strategic advisory services. Perhaps their existing sales developing organization needs to improve its performance or efficiency, or perhaps they don’t have an internal sales development organization and they need to start generating more pipeline. I also provide tactical coaching services for sales developme

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales Enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have Jo Stewart from Micro Focus join us. Jo, I would love for you to introduce yourself, your role, and your organization to our audience. Jo Stewart: Thank you, Shawnna. So great to be here. My name’s Jo Stewart. I currently run enablement for the whole of Micro Focus. You’ve probably never heard of the Micro Focus, most people, when I say I work for Micro Focus, you get a ‘Micro-who?’ and you’re like, yeah, no, not them, the other micro. We are one of the world’s biggest, digital aggregators. We have a number of products and technologies that are purely software, and we look after lots and lots of the digital transformation of finance companies or healthcare and pharma companies around

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I’m Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have Amanda from Revenue River join us. Amanda, I would love for you to introduce yourself, your role, and your organization to our audience. Amanda Daume: Great, thanks Shawnna. I’m Amanda Daume, I head up the sales enablement team here at Revenue River. As an agency, we partner with clients across all kinds of verticals and at various stages of maturity to help them compete and win in the digital space. That means we cover everything from digital marketing and websites to eCommerce stores and sales systems. My team in particular is focused on aligning our clients’ people, processes, and tools to their buyers’ journeys. SS: Fantastic. Well, Amanda, as you and I were just talking about, I’

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have Sam Griffard from Clearwater Analytics join us. Sam, I would love for you to introduce yourself, your role, and your organization, to our audience. Sam Griffard: Yeah. Thanks for having me, it’s an honor. I’m grateful to be here. So yeah, Sam Griffard with Clearwater Analytics, director of sales enablement. Clearwater Analytics is a SAS platform within the FinTech space. We work with organizations that have investment portfolios and we help them with their investment accounting, regulatory reporting, compliance monitoring, performance analytics, risk analytics, and a host of other things. SS: Well Sam, I’m excited to have you join us today, so thank you for taking the time. Now, in a

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast, I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have James join us. James, I’d love for you to introduce yourself, your title, and your organization to our audience. James Marrable: Yeah, sure. Hi, I’m James Marrable. I am the Director of Sales Enablement for Sales Platforms at Refinitiv. Refinitiv is one of the world’s largest providers of financial markets, data, and infrastructure, and essentially, we provide leading data and insights on trading platforms to financial organizations globally. SS: Thank you so much for joining us, James. Now, I was really excited to bring you onto this podcast because [with] your approach to sales enablement, you take a very customer-centric lens. So, in your opinion, why is it important for sale

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have Erin from AWS join us. Erin, I would love for you to just introduce yourself, your role, and your organization to our audience. Erin DiFazio Vittal: Sure. Thanks, Shawnna. My name is Erin DiFazio Vittal. And as you said, I sit within the AWS ecosystem of employees, on the enablement side. And my focus at AWS is partner enablement, and partner enablement, as many of you likely know, comes in so many different forms. The space where I’m focused today is on enabling our direct sellers, so our direct sales force, on partners and how to best be successful in working with partners. That’s fantastic. And Erin, I’m really excited that you were able to join us today because I think you s

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have Matt Bills from Fulton Bank join us. Matt, I would love for you to introduce yourself, your role, and your organization to our audience. Matt Bills: Good morning, Shawnna. And thank you everyone for the opportunity to chat with you today. As Shawnna mentioned, my name is Matt Bills and I live in Lancaster County, Pennsylvania and work for Fulton Bank. Fulton Bank is a regional bank that covers five states: Pennsylvania, New Jersey, Maryland, Delaware, and Virginia and has roughly $22 billion in assets. In my current role, I’m the sales enablement and CRM director, and we get the opportunity to support roughly 750 salespeople across our different business lines. I think the unique part aroun

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. I’m excited to have Helen Cummins join us again as a returning guest to our podcast. Helen, I would love for you to just briefly introduce yourself, your role, and your organization to our audience before we dive in. Helen Cummins: Sure. Thanks, Shawnna. My name is Helen Cummins and for the past 10 years, I’ve been leading global sales enablement teams within the tech industry. I also have an extensive background in product marketing, as well as many years of experience as a major accounts manager selling into financial services companies. Currently, I’m based in the SF Bay Area. SS: Again, Helen, I’m super excited to have you back on our podcast today. I know that you have been doing a lot of research around the current situation wit

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have Emily Elliott from Snowflake join us. Emily, I would love for you to introduce yourself and your role in your organization to our audience. Emily Elliott: Hi, thanks for having me on today. My name is Emily Elliott, I’m the Director of Onboarding at Snowflake. if you don’t know what Snowflake is, it is a cloud data platform — just think secure and easy access to any data with near-infinite scalability. SS: Fantastic. Emily, I’m excited that you’re here today. And as you mentioned, your main focus at Snowflake is really around new hire onboarding. In your opinion, what are the core elements needed to make an onboarding program successful? EE: Yeah, I am all things onb

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have Stacey Justice, vice president of sales strategy and enablement from Workfront join us. Stacey, I’d love for you to introduce yourself, your title, and your organization to our audience. Stacey Justice: Hi, Shawnna. Thanks for having me. And I’m excited to be here. My name is Stacy Justice and I’m the vice president of sales strategy and enablement for Workfront. Workfront is an enterprise work management company and our mission is to help people do great work, no matter the circumstances. I’m proud to say that we have more than 4,000 companies as customers, including the world’s largest and most well-known brands. We help them do their work better. A little background on