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 April Terry from Planview join us. April, I would love for you to introduce yourself, your role, and your organization to our audience. April Terry: Hi. Hello everyone. Thank you so much for having me here today. I’m really excited to talk about my learnings at Planview. I am currently in Music City, USA, Nashville, Tennessee, and am the learning and development manager at Planview. Planview is the leading portfolio and resource management company and we help companies deliver on their strategies through empowering their teams, no matter how they work. So, like I said before, I’m running learning and development and really focusing on revenue enablement and supporting our revenue enabl

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 Mark from Bizzabo join us. Mark, I would love for you to introduce yourself, your role, and your organization to our audience. Mark Eckstein: Hey Shawnna, thanks so much for having me. So, as you said, my name is Mark Eckstein and I lead revenue enablement at Bizzabo. Bizzabo is an event management software company. We enable companies to execute virtual in-person or hybrid events to provide rewarding and impactful experiences for their attendees. SS: Well Mark, I’m very excited to have you join us today. You and I have connected before, and during that time, you had talked about the robust onboarding program that you’ve built at Bizzabo. I would love for you to explain to our audience what 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 Petek Hawkins from Fivetran join us. Petek, I would love for you to introduce yourself, your role, and your organization to our audience. Petek Hawkins: Yeah. Hi Shawnna. Thank you so much for having me here on this podcast. I’m really excited to share some best practices and hope everybody finds benefit in them. My name’s Petek and I am the head of global learning enablement and development, and I oversee the entire revenue teams, engineering teams, and product teams’ enablement as well as our learning and development initiatives in the company globally. SS: Fantastic. Well, I’m very excited to have you join us Petek, because I noticed on LinkedIn, you had said that sales enabl

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 Jen for joining us. Jennifer, I’d love for you to introduce yourself, your role within your industry to our audience. Jen Scandariato: Sure. Thanks for having me. I’m excited to be here. And, so call me Jen. Jennifer, sometimes I feel like it’s my father yelling at me because I’m in trouble. I am a female in tech, or women in tech. I’ve been doing this for about 25 years. Out of school, I wanted to be an accountant. I went to go work for a CPA firm, and after about six months, I was like, yeah, this isn’t for me. So, I went back to school and studied and started in IT and I’ve been in IT for over 25 years. SS: Well, Jen, we’re really excited to have y

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 Michelle Dotson from Zoom join us. Michelle, I would love for you to introduce yourself, your role, and your organization to our audience. Michelle Dotson: Perfect. Thank you, Shawnna, for having me. I’m so excited. My name is Michelle Dotson. I am the senior manager of Zoom sales enablement team, and we have a global team right now running enablement for all of our revenue organization within Zoom. SS: I’m extremely excited to have you here with us, Michelle. You and I were just talking about this, but you have recently hosted a completely virtual sales kickoff, and you also had written an article on it about the sales kickoff where you talked about how important it is to acknowledge t

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. A rather hot topic in sales enablement lately is that of sales coaching. And that’s because organizations are realizing that when it comes to behavior change, coaching can really move the needle and unlock the potential of reps at all levels. But in order for coaching to be effective, sales managers need to know what good coaching looks like. Today, I’m so excited to have Dave Brock, the author of “Sales Manager Survival Guide”, join us to talk about some of the strategies that he lays out in his book. Dave, I’d love it if you could just take a moment and introduce yourself to our audience. Dave Brock: Well, first of all, thanks so much for inviting me to participate, Olivia. I’m really looking fo

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 Jamin from Addepar join us. Jamin, I would love for you to introduce yourself, your role, and your organization to our audience. Jamin Fochtman: Sure. Thanks for having me on today Shawnna. I’m happy to be here. As you mentioned, I’m Jamin Fochtman with Addepar. I am the head of our sales enablement team and we specialize in performance of reporting and analytics for folks who manage money. So, happy to join and share some insights as to what we’ve been doing this year. SS: Absolutely. I’m very excited because you and I were just chatting, and you recently executed your sales kickoff. And I think right now that is top of mind for sales enablement professionals across the board. 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 that they can be more effective in their jobs. Today, I’m excited to have Avner from WalkMe join us. Avner, I would love for you to introduce yourself, your role, and your organization to our audience. Avner Baruch: Hi, thanks Shawnna for the introduction. First, I’d like to start by thanking you all for putting this together and for having me here. I think it’s a great honor and opportunity to be able to help and contribute to the entire enablement community, especially coming from a non-traditional approach, which I’ll happily share more of as we go. So, a little bit about myself, I’m actually an electrical engineer and I feel it’s important to share that. And you know, that brings me to the next point. Unlike the traditional journey, I d

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 Evangeline Earl from Granite Telecommunications join us. Evangeline, I’d love for you to introduce yourself, your role, and your organization to our audience. Evangeline Earl: Yeah, thank you so much for inviting me to participate today, Shawnna. It’s a real pleasure to meet you and I’m looking forward to further discussions this morning. So, my name is Evangeline Earl and I am a senior corporate sales trainer for Granite Telecommunications. So, I have been with Granite for almost four and a half years now, and I actually started out in a sales role in business development, where I was bringing in new business logos for the company, before transitioning over to my sales training

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 Nicole join us. Nicole, I’d love for you to introduce yourself, your role, and your organization to our audience. Nicole O’Brien: Hi, my name is Nicole O’Brien. I am the head of marketing at a services firm in the legal space called Tycko & Zavareei. And we’ve got offices in DC and Silicon Valley, and I handle all of their sales enablement areas and I’ve set up all of demand generation for the firm and all of the digital marketing and everything from soup to nuts for them. SS: Fantastic. Well, we’re excited to have you, Nicole. You have an extensive background in the sales enablement industry and in marketing. So how has your background in marketing contributed to your

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 Jonas and Maria Belen from Algolia join us. I’d love for you to each introduce yourself, your role, and your organization to our audience. Belen, can we start with you? Maria Belen Eglez: Yes. Thanks, Shawnna. It’s a pleasure to be a guest on the podcast again. For the audience, my name is Belen Eglez. I’m the revenue enablement manager for the EMEA region here at Algolia. And this means that I’m responsible for representing the EMEA team in the enablement initiatives we deploy and develop. And I’m also responsible for creating relationships with the managers on this side of the world. A little bit about my background, I started as a BDR for a company called Unbabel th

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 Jonas and Maria Belen from Algolia join us. I’d love for you to each introduce yourself, your role, and your organization to our audience. Belin, can we start with you? Maria Belen Eglez: Yes. Thanks, Shawnna. It’s a pleasure to be a guest on the podcast again. For the audience, my name is Belen Eglez. I’m the revenue enablement manager for the EMEA region here at Algolia. And this means that I’m responsible for representing the EMEA team in the enablement initiatives we deploy and develop. And I’m also responsible for creating relationships with the managers on this side of the world. A little bit about my background, I started as a BDR for a company called Unbabel th

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. When someone claims that they’re the best at something chances are it triggers some skepticism. Think about your own buying tendencies as a consumer, without solid proof or clear differences between competitors it’s likely that you’d have a hard time believing that one is better than the other while both claim to be the best. That’s why differentiation in sales is so critical. As buying decisions are becoming increasingly complex with more stakeholders involved, more information available online, and more market saturation, organizations need to devise a strategy to not only stand out to buyers, but to motivate them to take action. Sales enablement can play a core role in helping sellers develop the skills an

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 Renee Tily join us from TechTarget. Renee, I would love for you to introduce yourself, your role, and your organization to our audience. Renee Tily: Sure. So, I work for a company called TechTarget and we provide purchase intent data solutions for B2B tech marketing and sales teams. We publish 150 or so tech websites for IT and line of business professionals to help them make tech buying decisions for their organization. So, we observe their behavior on our sites, and we aggregate that information into purchase intent data that our clients can leverage. In addition, we also supply more traditional media offerings like content syndication or brand advertising for our clients to engage and influence

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 Cassandra Hitchcock from ChowNow join us. Cassandra, I would love for you to introduce yourself, your role, and your organization to our audience. Cassie Hitchcock: Hello. Thank you so much for having me. As you said, my name is Cassandra Hitchcock. I work for ChowNow. I am our senior manager of sales enablement. I work remotely from Chicago. And for those of you that are unfamiliar with ChowNow, we’re a SaaS platform within restaurant tech. What’s really great is we’re a mission-driven organization that helps restaurants thrive by providing them with commission-free online ordering, which has been very crucial, especially this year. SS: Absolutely, Cassandra. I’m so e

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 a returning guest speaker join us, Chris Kingman, the director of international enablement for TransUnion. Chris, I would love for you to introduce yourself, your role, and your organization to our audience. Chris Kingman: Sure. So as Shawnna said, my name’s Chris Kingman. The director of international enablement at TransUnion. My role is where I hold responsibility and helping drive and support all of the typical enablement activities or functions that we see that help drive operational strategic growth goals aligned to revenue achievement. It’s just a really fancy way to say I try to make sure that our sellers have all the tools, technology, knowledge, skills, and abilities they need

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 Steve from Cloudera join us. Steve, I would love for you to introduce yourself, your role, and your organization to our audience. Steve Maxwell: Yeah, thanks Shawnna, I’m glad to be here. I’m Steve Maxwell and I lead the sales enablement function at Cloudera, which, for any of you listening to the podcast who might have come across me before as a rejoining of Cloudera, I was involved with a startup recently called Datrium, and we’ve been recently acquired by VMware, so I had the opportunity to move back to an old organization that I led in the past, which is an exciting opportunity for me today. I’ve been in sales enablement for longer than it’s been called sale

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. 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, we’re thrilled to bring you our 100th episode. Over the past year and a half, we’ve had the pleasure of learning from sales enablement leaders across the globe as they’ve shared expert insights for our listeners to put into action. To mark the occasion, we’re going to take a look back at where sales enablement has been, where it is today, and what the future holds with highlights from some of our experts. Let’s start at the beginning, with observations about the early days of sales enablement as a formal discipline. Paul Butterfield: If you go back to the early days of sales enablement, or maybe even pre-sales enablement, in my experience and having led sales teams for some time, it was really on the managers to figure it out. And I think that as 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 that they can be more effective in their jobs. Today, I’m excited to have Susan from Monster join us. Susan, I’d love for you to introduce yourself, your role, and your organization to our audience. Susan Savona: Fantastic. Thank you so much Shawnna for the invite. My name is Susan Savona, I am currently the VP of global sales enablement at Monster Worldwide. Currently, I am managing a team of people across the globe who support our sales organizations and all things related to their knowledge, to systems, tools, coaching, things of that nature. With over 25 years of experience within enablement, development, operations, leadership, and coaching, this role really allows me to use all of that great information in order to help our sales organization be most 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 that they can be more effective in their jobs. Today, I’m excited to have Steve from TD Ameritrade join us. Steve, I would love for you to introduce yourself, your role, and your organization to our audience. Steve Goas: Hi everyone, Steve Goas here. I am with the sales enablement strategy group here at TD Ameritrade in the institutional business. I’ve been in the job around three years and I’m hoping that this is a treat for your listeners because unlike most of the folks that I’ve met in enablement along the way, we do not do L&D. So, when we think about enablement, we’ve got content, coaching, and training all coming together. We are over on the content side, so we don’t really get into building learning curriculums or gap anal