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 they can be more effective in their jobs. Today I’m really excited to have Mike, the chief revenue officer from G2, join us. Mike, I would love for you, to introduce yourself, your role, and your organization to our audience. Mike Weir: Thank you. It’s a pleasure to be on the program today. My name is Mike. I am the chief revenue officer at G2 where I’ve been for about seven months, but I’ve been a fan and a partner of G2 over the years. G2 is really where you go to research, compare and make informed decisions on the type of software you want to purchase for your organization. It’s an extremely valuable and important platform that helps people to make great decisions about what technology will empower their teams and their vision for the company

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 really excited to have Lisa Cramer from SAP join us. Lisa, I would love for you to introduce yourself, your role, and your organization to our audience. Lisa Cramer: Sure. First of all, thanks for having me, Shawnna, I’m really happy to be here. So, a little bit of me, just a bit in the software industry for my entire life all around sales and sales management, marketing, and actually as an SE, and worked my way up and became a chief revenue officer and so on, co-founded a couple of software companies. At SAP, I have a really unique position. Actually, I do a couple of things. One, I head up a global team that works on sales motions. So, we support SAP’s term mid-market is companies that are a billion dollars or

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 are 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 Keith Rosen join us. Keith is the CEO of Profit Builders named one of the best sales leadership coaching organizations worldwide. Since 1989, Keith delivered his programs to over 3 million sales leaders and practically every industry on six continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He’s been featured in Entrepreneur, Inc., Fortune, The New York Times, and The Wall Street Journal. Keith has written several bestsellers, including “Own Your Day,” “Coaching Salespeople into Sales Champions” and is the winner of five international best book awards and the number one bestselling sales management coaching book

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 Radhika Parashar join us from Figma. Radhika, I would love for you to introduce yourself, your role, and your organization to our audience. Radhika Parashar: Sure. Hey everyone. Thank you so much for having me, Shawnna and Olivia. So excited to be here. This community is so vibrant and so wonderful. My name is Radhika Parashar. I currently lead sales enablement at Figma. A little bit about myself, I come from a learning and development sort of learning operations background. I’ve spent some time doing this work now at ByteDance, at TubeMogul and in the past at Couchbase. And I think a lot of my interest in this world and my interest in sort of training generally comes from the burning question of l

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. It’s the last week of our series recapping some of the best expertise we’ve heard in 2020 and we’re diving into culture. Why does culture matter and what can sales enablement do to positively impact culture? What is the business impact of culture-based initiatives? We’ll discover answers to these questions and more in this episode. First, let’s talk about why culture matters. Radhika Parashar: I recognize that pretty early on, if we don’t create a culture of reps feeling comfortable — and I know the word vulnerable is used a lot — but truly feeling like this is a safe space, these are folks who understand them and are there for them, it’s really difficult for them to feel that unless you create those space

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 Radhika Parashar join us from Figma. Radhika, I would love for you to introduce yourself, your role, and your organization to our audience. Radhika Parashar: Sure. Hey everyone. Thank you so much for having me, Shawnna and Olivia. So excited to be here. This community is so vibrant and so wonderful. My name is Radhika Parashar. I currently lead sales enablement at Figma. A little bit about myself, I come from a learning and development sort of learning operations background. I’ve spent some time doing this work now at ByteDance, at TubeMogul and in the past at Couchbase. And I think a lot of my interest in this world and my interest in sort of training generally comes from the burning question of l

Shawnna Sumaoang: Hi, 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 Tisha Garza from Grafana Labs join us. Tisha, I would love for you to introduce yourself, your role, and your organization to our audience. Tisha Garza: Hi, so my name is Tisha Garza and I run global go-to-market enablement for Grafana Labs. So, I have been running sales enablement for quite a long time. Right now, I am head of sales enablement, but I am what I consider a strategic tactical leader. So, I come into a lot of startups and I have a strategic lens on how we’re going to build out the enablement function, but I’m also tactical in the sense that I began building some of those programs until I’m able to start hiring and scaling the organization, as the sales team and the go-to

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. It’s week two of our series recapping some of the best expertise we’ve heard in 2020 and we’re diving into coaching. What makes a good sales coach? How can you create an effective coaching program? And how do you measure the impact? We’ll discover answers to these questions and more in this episode. First, let’s talk about the importance of coaching, and specifically how it helps sales enablement ensure the desired behavior change outcomes are achieved. Carole Mahoney: Ideally, sales coaching helps to create a behavior change because you’re challenging their beliefs. You’re helping them apply the knowledge that they’ve learned in training to actually execute in their day to day on the job execution. There’s a model that’s the adu

Shawnna Sumaoang: Hi, 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 really excited to have Dagmar from Salesforce join us. Dagmar, I’d love for you to introduce yourself, your role, and your organization to our audience. Dagmar Eisenbach: Thank you, Shawnna, for the invitation. It’s great to be here. I’m Dagmar Eisenbach. I’m head of sales enablement for Salesforce. I’m responsible for the EMEA DACH central region. That’s Germany, Austria, and Switzerland. I’ve been working for Salesforce for nearly two years. I joined Salesforce because of its’ strong positioning and belief and actions around business as a platform for change. So, I’m also trying to make my contribution to that change. I’ve co-founded a bile energy cooperative in my hom

Shawnna Sumaoang: Hi, 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. As we get ready to close out the year, we want to spend some time reflecting on the top expertise that was shared with us this year. We’re kicking off a series of podcasts on lessons learned across key areas of sales enablement. This week, we’re diving into the best expertise on training from 2020. To start, we’re going to hear from some of our experts on best practices for onboarding and training frameworks. Mike Rioux: We give you your first six months to ramp to productivity. So, no quota your first six months. All we want you focusing on is getting up to speed on what we sell and how we sell it. So, the first starts day one, you figure out where the washrooms are, and we get you your pre-work. So, pre-work for o

Shawnna Sumaoang: Hi, 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 Emily Ricco from Salesforce join us. Emily, I’d love for you to introduce yourself, your role, and your organization to our audience. Emily Ricco: Sure. Hi, glad to be here. I’m Emily Ricco and I work at Salesforce. I’ve been there since May and I work on our global enablement team. Salesforce is the leading CRM company in the world. And what I do is I help to enable our sales team and other sellers to do their job the best that they can. Prior to that, I worked in learning and development at HubSpot for seven years. And we did all of our onboarding and ongoing training for all of our employees globally. SS: Well, Emily, I’m excited to have you. You’ve worked at some well-

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. As many organizations start to plan for another year with uncertainty, mindset is particularly important to overcome the innate challenges that can arise from a lot of ambiguity. Anita Nielsen, the author of Beat the Bots, is one of the leading sales enablement consultants and sales performance coaches who’s coming to us with more than 20 years of experience and B2B sales. Anita has worked with sales leaders around the globe to develop high performing sales teams. Today, Anita is going to talk to us about the tools and strategies that sales enablement can adopt for the upcoming year and beyond to plan effectively and continue to drive business impact and resiliency. Anita, could you please introduce yourself to our audience? 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 that they can be more effective in their jobs. Today I’m really excited to have Mike from MongoDB join us. Mike, I would love for you to introduce yourself, your role, and your organization to our audience. Mike Rioux: Sure. First and foremost, thanks for having me Shawnna. So, my name is Mike. I am the director of sales enablement at MongoDB. I started my career as a developer, actually, at a small iPhone Apple company, then I moved to a quite larger company at IBM continued my life as a developer, and I was quickly drawn to technical sales. So, I did a few years as a solution engineer and solutions consulting, and finally ending up at MongoDB as a solutions architect. So, I spent a lot of my time in the field. I guess it’s not really a traditional path to leading a sa

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 extremely excited to have Aimee Dunn, the director of sales enablement at TechnologyAdvice join us. Aimee, I would love for you to introduce yourself, your role, and your organization to our audience. Aimee Dunn: Thanks, Shawnna. As you mentioned, I’m Aimee Dunn and I’m the director of sales enablement at TechnologyAdvice headquartered in Nashville, Tennessee. I’m working remotely in North Carolina. We’re a full-service B2B media company. And so, what that means is we do marketing for technology companies and we help them find their ideal customers. We do it by engaging with technology buyers through our websites, through our email newsletters and through our phone conversations. SS: Aimee

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 extremely excited to have Stefan Funk, the program lead for data-driven coaching and head of communications at SAP join us. Stefan, I would love for you to introduce yourself, your role, and your organization to our audience. Stefan Funk: Fantastic. Thank you very much for inviting me. It’s a real pleasure to talk about data coaching today. So, my name is Stefan, I’m with SAP for nearly 20 years now. I started as a working student in the organization and now I’ve been in the sales enablement function for close to 10 years. So, first of all, I’m absolutely a family man and like to spend as much as possible time with my family. So, we have three kids, it’s sometimes challenging, but, i

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. So, you’ve likely heard of IQ or the intelligence quotient, which measures our logic and reasoning abilities. And you’ve also likely heard of EQ, which measures our emotional intelligence. But what about PQ? In his new book, “Selling Through Partnering Skills”, Fred Copestake explains how partnering intelligence is a critical third layer of skills that salespeople need to be successful today. When people know how to build effective partnerships, it can lead to increased trust, collaboration, and more. So, we’re so excited to have Fred join our podcast today to share some of the key insights from his book. Fred, can you please introduce yourself to our audience? Fred Copestake: Sure. Yeah. So, Fred Copestake. Congra

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 extremely excited to have Lisa, the director of sales effectiveness at Cornerstone OnDemand join us. Lisa, I would love for you to introduce yourself, your role, and your organization to our audience. Lisa Hammack: Fantastic. Thank you so much for inviting me on the podcast. So, my role is I lead global sales enablement at Cornerstone OnDemand. We are a SAS company focused on talent management. My role encompasses supporting inside sales, direct and client sales, sales consulting, and our customer success teams globally. SS: Lisa, I’m extremely excited to have you join us today. One of the reasons why I was excited to have you join us is an area of focus in your current role is to obviously improve sales pr

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 Matt from Snowflake join us. Matt, I would love for you to introduce yourself, your role, and your organization to our audience. Matt Sustaita: Yeah, my name is Matthew Sustaita. I am a senior sales and enablement content strategist at Snowflake. So, I’ve been with the company for about five or six months now. So pretty new to the team, but definitely having a lot of fun. SS: Yeah, you definitely joined Snowflake at a fun time. In your current role I know that you kind of helped to oversee a bit of the content governance for sales enablement and given that snowflake just went through an IPO from your perspective, from a sales enablement perspective, what was it like to help prepare the compa

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 Alyssa Clark, the head of curriculum and instructional design for sales enablement from ServiceNow join us. Alyssa, I would love for you to introduce yourself, your role, and your organization to our audience. Alyssa Clark: Thank you so much, Shawnna, and shout out to you and Olivia for putting this together. I’m just really a fan of the curriculum and curation that you guys do on the site. I’m such a fan, so happy to be here. As you mentioned, my name is Alyssa Clark. I have a fancy title, but essentially, I am responsible for the “what” and the “why”, as it pertains to the curriculum that my learners at ServiceNow consume. So, I call myself a nerd about all things place learning. I’m based in San Dieg

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 Alyssa Clark, the head of curriculum and instructional design for sales enablement from ServiceNow join us. Alyssa, I would love for you to introduce yourself, your role, and your organization to our audience. Alyssa Clark: Thank you so much, Shawnna, and shout out to you and Olivia for putting this together. I’m just really a fan of the curriculum and curation that you guys do on the site. I’m such a fan, so happy to be here. As you mentioned, my name is Alyssa Clark. I have a fancy title, but essentially, I am responsible for the “what” and the “why”, as it pertains to the curriculum that my learners at ServiceNow consume. So, I call myself a nerd about all things place learning. I’m