Welcome to the Inside Sales Enablement Podcast, Episode 25

In this episode, we look at Sales Enablement strategically. The sales enablement profession has reached an important pivot point -- and it's likely you need to make some decisions.

While the hype of the role continues to drive more and more hires, many executive leaders are still waiting to see the transformative benefits they expect by making continued investments into enablement. 

Most enablement functions start out as the fixer of broken things. Eventually, there is only so much value that can be created that way.  You will have to expand your scope and focus on identifying core root problems.

We've been working with leading sales enablement functions for over 10 years.  In this podcast, we identify the emerging flavors of sales enablement excellence.  

TALENT - Recruit, retain, and develop the right people to help sales leaders be successful with better, more skilled salespeople

MESSAGE - Customer stakeholder specific value-based messages to help sales leaders be successful by helping their salespeople have better and more relevant sales conversations

ENGAGEMENT - Integrated programs to drive pipeline milestones to help sales leaders be successful with more targeted and focused pipeline stimulation programs

ADMINISTRATE - Simplification programs to reduce seller burden by helping sellers spend less time with data entry and more time selling

Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.

EPISODE TRANSCRIPT:

Nick Merinkers 00:02

Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions, the market? Find out here. Join the founding father of the sales enablement profession Scott Santucci and Trailblazer Brian Lambert as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

Scott Santucci 00:34

I'm Scott Santucci.

Brian Lambert 00:35

I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement. Leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

Scott Santucci 00:48

Together, Brian and I have worked on over 100 different kinds of sales enablement initiatives, ranging from analysts, consultants or even practitioners. We've learned the hard way. What works and most importantly, what doesn't.

Brian Lambert 01:03

And on today's episode, we're going to be talking about the flavors of sales enablement, not how tasty they are Scott, but how they're organized and the scope of sales enablement, as we're out and about and talking to folks. So why don't you frame this out for us.

Scott Santucci 01:21

So normally we have a framing story, but basically ever since October, you and I have been talking to lots of sales enablement, professionals, and sales leaders. And we're developing a kind of two things. One is sort of a clear pocket of where observation about where sales enablement is as a profession. And some of that is frankly very concerning to us. So, what we'd like to do is share with you an observation about sort of tensions and provide some texture about where the role is and then get into the topic of flavors after that, so that people have some context of why we're talking about that. So, Brian, you've recently been, you're just coming...