0:01

Welcome to the Revenue Enablement Society

0:03

Stories from the Trenches , where

0:06

enablement practitioners share their real-world

0:08

experiences . Get the scoop

0:10

on what's happening inside revenue enablement

0:13

teams across the global RES

0:15

community . Each segment of stories

0:17

from the trenches shares the good

0:19

, the bad and the ugly

0:21

practices of corporate revenue enablement

0:23

initiatives . Learn what worked , what

0:26

didn't work and how obstacles

0:28

were eliminated by enablement teams and go-to-market

0:30

leadership . Sit back , grab

0:32

a cold one and join host Paul Butterfield

0:35

, founder of Revenue Flywheel Group , for

0:37

casual conversations about the wide

0:39

and varied profession of revenue enablement

0:41

, where there's never a one-size-fits-all

0:45

solution .

0:49

Hello and welcome to another episode

0:51

of the Revenue Enablement Society Podcast

0:53

, stories from the Trenches , the podcast where

0:55

we bring together practitioners from

0:57

all over the world . We talk about what they're working

0:59

on , the innovative ways they're doing

1:02

things , and we also talk about things that aren't

1:04

going so well , because there's a lot to be learned from that

1:06

also . Today

1:08

we have a special guest . A

1:10

couple of reasons . Number one she's a repeat guest

1:13

. She's the only person

1:15

that's been on the podcast three times . I guess you're

1:17

a three-peat guest , a

1:20

three-peat guest , please

1:23

welcome Gail Bann . Gail

1:25

, welcome to Stories from the Trenches again

1:27

.

1:27

Thanks , this is so much fun . Let's

1:29

do it every week .

1:31

Every week . All right , we've

1:33

had Gail on previously , but in different

1:35

capacities . She's joining us for this

1:37

episode as the new president

1:40

of the executive board of the Revenue Enablement

1:42

Society . Congratulations on that , gail . Before

1:46

we get into some of that , you got

1:48

to take the Jimmy Kimmel challenge , because nobody

1:50

gets to skip it . You ready ? Yep

1:53

, I'm ready . All right , jimmy

1:56

Kimmel announces his retirement through

1:58

some unknown connection . You are

2:00

offered his show . You can

2:02

have anybody as a guest on your first

2:05

episode . Who will you invite and

2:07

why ?

2:08

This is such a tough question . I think my original

2:10

go-to and I think I actually said the first time I was

2:12

on the podcast was Barack Obama , so

2:15

would love to meet him . But

2:18

I've also just always been a really big fan

2:20

of movies and the entertainment

2:22

world in general , and so

2:24

I would probably have to look in

2:27

the cinema world and bring in a

2:29

director or a storyteller that would move

2:31

me , and I think

2:34

partially because we are so moved

2:36

in our society by the world

2:38

as it's depicted in

2:40

film and television and I think those

2:43

storytellers are powerful , so I

2:45

would probably have a whole lot of filmmakers

2:47

on and enjoy working

2:49

with them and learning from them as well .

2:51

That would be an interesting show , especially if you had , like you said , a couple

2:54

on at the same time , so you

2:56

could also get some exchange going between

2:58

them .

2:59

So all right , yeah exactly Exactly .

3:01

Well , let's get into it . As I said

3:03

a few minutes ago , you are

3:05

getting your feet planted

3:08

as the new president of RES and

3:11

you've been in the enablement

3:13

game for a little while . So just your

3:15

collective perspective what are

3:17

the biggest challenges facing

3:19

the enablement profession right now ?

3:22

Such a great question . I have been in for a little while

3:24

. I came from a

3:27

background of trade shows , events and conferences

3:29

and I got involved with the society honestly

3:31

just to volunteer on the conference because I kind

3:33

of missed working on conferences . So

3:36

I really never anticipated that I

3:38

would be invited to the board at large

3:40

and then have the opportunity to take over as president

3:43

. And I think it's a really critical

3:45

time because the challenges facing

3:47

enablement right now are big

3:49

existential challenges . We

3:52

saw historic layoffs last year . I

3:55

don't think anybody in the profession didn't know

3:57

someone directly that had been laid off . We

4:00

had whole teams , you know nine

4:02

, 10 , 15 person teams that were all laid

4:04

off at the same time and a lot

4:06

of that was due to the lack of buy-in

4:08

from the C-suite on what

4:10

that revenue enablement can do

4:12

for an organization . Part

4:14

of that , I think , is that revenue enablement professionals

4:17

aren't always great at speaking

4:19

CRO , at being able to

4:21

land the landing

4:23

around outcomes rather than talking

4:26

about program goals or number

4:28

of people who have been certified in a program

4:30

. Ultimately , our value is moving

4:32

the bottom line needle in outcomes

4:34

, and so my big focus

4:36

is on this challenge of empowering

4:39

our members to showcase

4:42

more value internally , to have

4:44

these really tough , powerful conversations

4:46

with their executives around the power

4:48

of enablement and to show ROI

4:50

not just on a programmatic level but

4:53

truly as a revenue professional

4:55

on the bottom line revenue for the entire org

4:57

.

4:57

Yeah , I don't think I could agree any

4:59

more strongly that the critical

5:02

nature of that and I

5:04

mean the good news is there's a

5:06

lot of people talking

5:08

about it and have been for a while now

5:10

, and in the time that I've been in

5:13

enablement that's a relatively recent thing

5:15

. The challenge that I've seen

5:17

and would love to get your reaction

5:19

to is you

5:21

have a lot of people talking about it , but

5:24

not a lot of people have had the chance

5:26

or there hasn't

5:28

been enough time . That's passed . They've had the chance to

5:30

really do it for any length of time and

5:34

so there's still challenges in navigating

5:36

and figuring that out . Agree , disagree

5:38

.

5:39

Yeah , absolutely . And I think if

5:41

we looked at a maturity model for enablement

5:43

because we use maturity models every day in our

5:45

work there is such

5:47

a wide span of maturity , from

5:50

programs that are very immature

5:52

, that are very task

5:54

driven , to programs that are incredibly

5:57

mature and show the value in those outcomes

5:59

. And RAS is

6:01

a peer to peer community . That's what we're built

6:03

on . We're built on taking people who

6:06

are on one end of that maturity spectrum

6:08

and taking people who are on the other and

6:10

helping them connect and build that

6:12

bridge to their skills together

6:14

. We are not here to be

6:18

the teachers , we're here to be the bridge between that

6:20

community and that's why I've said it's

6:22

never been more important . When we had

6:24

our conference last year and it was a tough year

6:26

for a conference , if you can imagine we

6:29

still had a great attendance and

6:31

amazing conversations about this . These

6:33

were topics that were talked about in sessions

6:35

, in hallways , over breakfast . We

6:38

know our chapters are talking about it . We

6:40

know that , as we partner with the

6:42

enablement squad , these are discussions in

6:44

hackathons . These are the conversations

6:47

we want to be able to continue to bridge .

6:49

So you said an interesting phrase

6:51

learn to speak CRO

6:55

and there's got to be a

6:57

few listeners , if not more , that

6:59

are wondering what does she mean

7:01

? How do you speak CRO

7:03

? So I'm not no time

7:06

here to teach someone how to do that

7:08

, but maybe just go a little deeper on that

7:10

and help people understand what

7:12

that is .

7:13

Yeah , thank you . I think we've

7:15

talked a lot in enablement over the last couple of

7:17

years about metrics , metrics , metrics . I

7:20

always quote this ill-fated article

7:22

that's called the 36 metrics

7:25

you should be measuring right now , and I hate

7:28

it . I truly hate it . I

7:31

think we as a profession got

7:33

into the weeds on metrics for the sake of

7:35

metrics and how much information we can

7:37

share and show without really understanding

7:39

how those metrics moved the bottom

7:41

line number . So I look at the

7:44

four key drivers for revenue

7:46

as the drivers that I want

7:48

to make sure that we're mapping to . So I look

7:50

at the sales velocity equation . I

7:52

say number of opportunities . Now revenue

7:55

enablement . We're not top of funnel . We can't

7:57

change what comes in the top of funnel , but

7:59

we can change how those leads are qualified

8:01

or disqualified , how they're engaged , how

8:04

we can teach our outbound sellers social selling

8:06

. Those are all tools in our toolbox to

8:08

affect the number of opportunities . I

8:11

look at deal value right , and this is where

8:13

we are teaching multithreading

8:15

, where we're teaching bundling , where

8:17

we're teaching lack

8:19

of discounting , how to produce the amount of discounting

8:21

right .

8:22

That is what I'm saying . One of my favorites to measure

8:24

, yeah . So let's baseline our average discount

8:26

percentage and then watch it go down .

8:28

Yeah , yeah . I look at overall

8:30

win rate and for me overall win rate is

8:32

overall sales skills . Do

8:35

our sellers have the right skills ? Do we have the

8:37

right frameworks ? Do we have the right methodology

8:40

and the sales stages

8:42

that they can move things through effectively

8:44

to get to win rate ? And

8:46

then the length of sales cycle . A lot of that is

8:48

about teaching urgency and teaching

8:51

efficiency . Are our systems efficient

8:53

for our sellers ? All of that adds

8:55

up to sales velocity . So when I talk

8:58

to a CRO about

9:00

a program , I say this program

9:02

will affect our deal value because

9:05

we are doing X , y and Z . I'm

9:07

not going to tell them that we're certifying on

9:09

this part of the product suite . I'm not going to

9:11

tell them that 80% of our

9:13

attendees finish the

9:15

program . He doesn't care . They only

9:18

care that CRO only cares that we can say

9:20

hey , here's how we've increased deal value

9:22

To your point , here's how we've reduced discounting

9:25

. So that's speaking CRO . It's

9:27

nailing only the numbers and

9:29

getting rid of the fluff .

9:31

Couldn't agree more . I don't know

9:33

who first came up with that phrase smiley

9:36

sheets , butts in seats and smiley

9:38

sheets , because I've

9:40

heard it a few different places

9:42

. But yeah

9:44

, they don't care , that's not what they're interested

9:46

in .

9:47

Yeah , and really we discredit ourselves

9:50

by using vanity metrics

9:52

. When we report up

9:54

that we had 80% completion

9:56

on a certification , that doesn't

9:59

move the needle and it actually disqualifies

10:02

the value of what we're doing . Because

10:04

it's a vanity metric , they don't care .

10:06

As a former sales leader myself

10:09

, the other part of it that

10:11

I would have thought of is it didn't move

10:13

the needle and there was an

10:15

opportunity cost because my

10:17

sellers were not selling

10:19

while you had them doing this

10:22

thing . That didn't move the needle . So

10:24

it's yeah , and so , like you say , it does

10:26

erode at credibility

10:28

over time . Let's

10:32

talk about the conference for a few minutes . As

10:35

you said , it was a rough year . It

10:37

was an interesting year

10:39

for the conference . Maybe

10:42

right now is a great time to do another shout out to our

10:44

sponsors , because that

10:47

difficult year you just described

10:49

for the folks in enablement impacted

10:52

our sponsors in the same way , with enablement

10:54

leaders getting laid off guess what they're not buying

10:57

, fill in the blank and

10:59

yet they still showed up

11:01

in numbers and supported us . So thank you

11:03

. Thank you for that everyone , but

11:05

otherwise , with the conference

11:07

, in fact , there was an individual there

11:09

. You probably met them too . I

11:11

won't share names because I don't have permission , but

11:14

they were the leader and their whole

11:16

team were let go even as we

11:18

were there in San Diego

11:20

.

11:21

Yeah , yeah , it was

11:23

, it was , it was rough .

11:25

It was a tough year . We had .

11:26

We had made a commitment to the community that

11:28

we would support the community . We provided discounted

11:31

attendance for a lot of people

11:33

. We were able to get folks

11:35

who needed the connection point

11:37

, needed the community , at

11:40

a significantly lower dollar value and we want

11:42

to continue to do that this . You know we're still

11:44

riding out the storm . It is getting better . I

11:47

will say a second to thank you to the sponsors

11:50

and I think our sponsors got a lot out of it

11:52

, even though it

11:54

wasn't direct buying power . They were hearing

11:56

from our members , they

11:58

were hearing the difficulty that we were having

12:01

and they were giving us suggestions

12:03

on how do I get move

12:05

forward this initiative to get a

12:07

piece of tech stack , to get training when

12:10

it's harder to get budget . I think

12:12

our partners have absolutely risen to

12:14

the ROI challenge . They have given us

12:16

great reasons to continue to

12:18

build forward . I know personally

12:21

, working with a couple of the partners from the conference

12:23

, how they've been able to help me move the

12:25

needle and get adoption on programs where

12:28

the budget was limited . But the ROI

12:30

is huge and so we've

12:32

never been handed budget like it's

12:35

free money . We've had to fight for

12:37

every dollar always . Now we have to fight

12:39

a little harder , but those partners

12:41

are helping us be really good warriors and

12:43

I think for the attendees of the conference

12:45

, just being together

12:47

, being in a room of people who are fighting the

12:49

same fight , who are fighting

12:52

the same challenges , hearing from people

12:54

whose programs have not been

12:56

cut or his programs are growing

12:58

, and understanding what they are doing

13:00

to make that possible

13:02

, was also really powerful . I mean , it

13:05

was a rough year but it was also a

13:07

great year for a lot of people . We got

13:09

back in person after COVID . We had

13:11

more in-person scows , we had

13:13

more in-person trainings , we had more in-person

13:16

onboarding . So it was moving

13:18

us in the right direction and

13:20

it was important foundationally . And I know that

13:23

by the time we roll the conference around

13:25

later this year and

13:27

I'll give you a little preview it's going to be real close

13:29

to Halloween , so bring your Halloween costumes

13:32

by the time

13:34

we roll it out this year . I'm very confident

13:36

we're going to have a very different energy . We're going

13:38

to be back in a rebuilding phase but

13:40

, more importantly , we're building more as strategy

13:44

leaders , as really respected

13:47

members of the teams rather than just

13:49

doers , as we say

13:52

in

13:54

the profession . We don't want to be the fixer of broken

13:56

things , and I'm hearing from more

13:58

and more leaders in enablement

14:00

that they're having more of a voice

14:02

, more of a seat at the table , more opportunity

14:05

to move the needle strategically and

14:07

ultimately , that's the best thing for our profession

14:10

.

14:10

Would you say that was the biggest takeaway

14:12

from the conference for you , or was it something else

14:14

?

14:14

I think the key learning for me from

14:17

the conference was people really

14:19

wanted to workshop and get

14:21

their hands dirty Right , and so

14:23

we're going to move to doing even more

14:25

hands-on demos , hands-on workshops

14:27

. At the conference , we

14:30

have the opportunity to attend virtual

14:32

webinars and read white papers all

14:34

day long . We don't have an opportunity

14:36

to be in a room with each other and

14:38

really workshop stuff . And the sessions

14:41

that where people took out a piece of paper

14:43

and a pen and wrote things down and scribbled

14:45

on sticky notes and were doing a hackathon

14:48

those were the most powerful sessions

14:50

at the conference . So we want to double

14:52

down on that , because we know you

14:54

can get content anywhere . You can read blogs

14:56

all day long , but it's nowhere

14:59

more powerful than when you take that and bring

15:01

it to life together .

15:04

And apply it . You just heard something

15:07

, you had thought about it that way

15:09

before and then you get to , you

15:11

know , apply it with another , with a group rather

15:13

of folks , and at least speaking for me

15:15

, my style of learning , that really makes

15:17

a difference if I can go and actually do

15:20

something with it instead of just hearing

15:22

about it . That's exciting

15:24

to hear . It be be interesting to see the

15:26

nature of some of these . You know new interactive

15:29

ways of For conference attendees

15:31

to spend time together . As

15:33

you , as conference chair

15:35

, you had a front row seat to

15:38

the Topics and the themes

15:40

that were were presented in the conferences

15:42

. Did you see

15:44

any , any sort of themes , I

15:46

know ? I mean I know that we don't duplicate topics

15:49

per se , but just in general

15:51

, as you're working the speakers , any , any

15:53

themes or anything . Interesting observations

15:55

I will laugh .

15:57

So Two years ago we

16:00

had probably 12 to 15

16:02

submissions around metrics

16:05

and measurement . Last

16:07

year we had two and

16:09

we had over 10 submissions

16:11

on building your career , polishing

16:13

your resume , interview skills

16:16

, how to be , how to get

16:18

the land , the job . So big shift

16:20

, obviously Again

16:22

. I anticipate this year will come back towards the center

16:24

a little bit more . Measurement is always

16:27

a topic that we're talking about , but

16:29

I think people , especially this

16:31

last year and I think will as well this year

16:33

, are really looking more about

16:35

their own contributions to their career

16:37

, not just to their job . And

16:40

you know if , if the mass

16:42

layoffs were a wake-up call , it's a good wake-up

16:44

call . It's a reminder that we

16:47

have to do the best work of our lives for

16:49

ourselves . It's never gonna be

16:51

for a company , it's never gonna be even

16:53

for me . It's not just doing it for our . Yes , I

16:56

get so much value out of this my

16:59

own personal value , and I think it's it's

17:01

allowed us to refocus and remind about

17:03

that and I Anticipate seeing more content

17:06

around that as we move forward .

17:08

So let's talk about our yes in 2024

17:10

. With so much

17:12

going on in the enablement space

17:15

, with All the priorities

17:17

that the job already throws

17:19

at you , why is it relevant

17:22

to make the effort to be involved

17:24

with our res in 2024

17:27

? What's what's what's

17:29

in it for for our members from

17:31

your perspective ?

17:32

What's in it for our members and what we

17:34

you will see us kind of blow out of

17:36

the water this year is the peer-to-peer

17:39

component . While

17:41

the conference has been that natural

17:43

touch point , we've worked really hard

17:45

over the last year to massively rebuild

17:47

our chapter strategy to give you

17:49

a local network to go and hang out

17:51

with and have a drink and

17:54

do some local activities with that

17:56

chapter strategies really important . You

17:58

need to be able to see people on the regular

18:00

that are doing your job in your area

18:02

, that are fighting the same fights , and

18:04

so we've got some great chapters around the country

18:07

that are doing amazing work and we have

18:09

a board member that's committed to just Working

18:11

on building out those chapters and getting them

18:13

stood up in the strongest way . You're

18:16

gonna see us bringing webinars out on a much

18:18

more frequent basis , like once a month

18:20

, and once a month in America and once

18:22

a month in a Mia . Why ? Because

18:24

it may , as a really great growing market and needs

18:27

a lot of Support and directive

18:29

, and in America we want more touch

18:31

points . I want more opportunities to

18:33

hear from this community . I want to do fireside

18:35

chats where we bring in people and hear

18:38

what they're fighting . I want to do webinar

18:40

workshops where we , you know , send a survey

18:42

ahead of time , and work shop workshop through

18:44

things Once a year at the conference

18:46

. It's not enough , you know , and not

18:48

everyone has the the time

18:51

or the budget to come to the conference , so we need to bring

18:53

that content out to our man and out to our

18:55

community . You're gonna see us supporting

18:57

and co-opping , co-working

18:59

excuse me with the enablement squad on

19:02

the hackathons . We're evolving those for next

19:04

year . So more cities

19:06

, more content , more takeaways from

19:08

the hackathons . And the

19:10

other thing is , in fact , my point of speaking

19:12

CRO , the enablement

19:14

society , is partnering with

19:16

an organization called in blaze , starting

19:19

this year . You'll see a press release coming out shortly

19:21

about it and in blaze is

19:23

a leading association for sales leaders

19:25

. We need to bring our communities closer

19:27

together and in blaze offers

19:29

us the opportunity to collaborate with

19:31

them on what are our sales leaders

19:34

seeing and looking for from

19:36

us and what can we do to make

19:38

sure that we're bridging that gap . So

19:40

those are huge moves that we're making this

19:42

year . We've got additional touch points

19:44

going out with our enablement events

19:47

that'll go out this year and

19:49

then , above all , it'll come together at

19:51

the experience . So it's

19:54

a collaborative project . It's a lot of work

19:56

. It's bringing together different communities and different

19:58

people , but every

20:00

time I talk to members , every time I talk in

20:02

our community , there is so much excitement , there's

20:05

so much need . People are calling

20:07

up saying , okay , what's the next thing

20:09

? I got to talk to my peers , I got to get

20:11

contacts , I got to get content and

20:13

we're looking to fill that

20:15

with the chapters .

20:18

I've always felt like the chapters are

20:20

the heartbeat of

20:22

RES and

20:24

I mean , that's how I originally

20:26

even know . I take that back . Jill

20:29

came back from Palm Beach and told

20:31

me about this , but I

20:33

joined and it didn't really

20:36

mean a whole lot until a

20:38

Salt Lake City chapter fired up . Then

20:41

all of a sudden it became real and it's

20:43

like oh , this is right . And so

20:45

here we are several years later

20:47

. So yeah , I can't remember offhand

20:49

the name of the individual who actually

20:51

took the initiative to launch our chapter

20:53

here locally , but always

20:56

been grateful for that . That's

20:58

talking about the chapter , probably a good segue

21:00

into how do people get involved

21:03

. It might be worth mentioning reminding

21:05

everybody that we are nonprofit

21:07

. Everybody , with one

21:10

exception , is a volunteer , and

21:12

so we need

21:15

people to get involved , but

21:17

also there are some great reasons for

21:19

them to get involved . You want to talk

21:21

about that for a few minutes .

21:22

Yeah , we love that . We are 100%

21:24

member driven and every time I go

21:26

out in the community and I say , hey , can I find

21:28

a volunteer who might be able to help us ? I get

21:30

tons of hands up . So I love

21:32

that . To get involved with your

21:35

chapters , you can come into the RES

21:37

website and you'll find your chapter information

21:39

. You can email us at any time and

21:41

if you find out there isn't an active chapter

21:44

in your area , let's talk about launching

21:46

one . As I said , we've got a board member that's

21:48

committed to doing this , to creating chapter

21:52

leader packets of information and

21:54

content that our chapter leaders can use on a

21:56

regular basis . We know it's hard

21:59

to spin up a chapter we all

22:01

have day jobs but it's incredibly

22:03

rewarding . So we want to be part of building

22:05

those chapters out . We'd

22:07

love for people not only to come to the conference

22:10

but apply to speak Again . 100%

22:13

of the speakers at the conference are in

22:15

this community . They are practitioners . They're

22:17

doing this all day long . So

22:20

please take a chance and apply to

22:22

speak at the conference . We had 91

22:24

applications last year . I'd love to see

22:26

double that and we commit

22:28

that at least 10% , and usually closer to 15%

22:31

, of our speakers are first-time speakers

22:34

. They've never spoken with us before . We

22:36

want to hear emerging voices . We want

22:38

to hear new ideas and the conference

22:40

is a great place to bring those forward . As

22:43

I said , we're going to be doing webinars . If you have

22:45

an idea for a webinar that you'd like to do , reach

22:48

out . We'd love to hear it and

22:50

be that voice . And the last thing

22:52

is participate in our social

22:54

media campaigns on LinkedIn . Linkedin

22:56

is our only vehicle for communication . It's

22:58

where we talk to the community . You'll

23:01

start to see more regular social media posts

23:03

from LinkedIn . Participate in those

23:05

discussions . It's an easy way

23:07

to get contact with the community and

23:09

then from those discussion points , very

23:11

often I will comment on

23:13

something on LinkedIn and someone else will comment and

23:16

I'll reach out to that person and say , hey , I really like

23:19

your ideas . If you have a minute , let's get

23:21

on a call . I made

23:23

a joke a few months ago on LinkedIn

23:25

that I talked to two strangers a month . It's

23:27

actually not a joke . I probably talked to more than that

23:30

. I share my calendar like people used

23:32

to share business cards , but

23:34

those short interactions with literally

23:36

total strangers are the most powerful

23:38

way of building my personal network , of

23:40

finding people to be involved in RES

23:42

. I'm a big fan of the ABC

23:45

. They always be connecting Jill

23:47

Rowley quote that I say all the time and

23:49

I'm always looking to connect you to

23:52

somebody that's going to further your career goals or

23:54

have a good conversation with you . I

23:56

had somebody reach out to me yesterday and say , hey

23:58

, you like working on Skow

24:00

, right ? And I said , yes , skow's my jam . And

24:03

we brainstormed for half an hour on

24:05

some sessions that she was looking to do and

24:08

it was great . I'm so excited for her and for

24:10

her conference . And if I wasn't available

24:12

, I have 10 people I could send her to to say

24:14

, hey , I don't have bandwidth right now . Reach

24:16

out to and blank . And so that's

24:18

how this community continues to grow .

24:20

I love that you've invited people to share

24:23

feedback with you directly . Is LinkedIn

24:26

your preferred way for

24:28

people to connect with you , or OK ?

24:30

Yeah , tag me on LinkedIn anytime .

24:33

And I know from experience , you're easy to find . You're

24:35

very active there . So yes . All

24:37

right . Well , before we

24:40

let you go , I

24:42

want to give you a chance to drop . It might

24:44

be enabling , related , we'll find out in 30 seconds

24:46

, but drop some life knowledge

24:48

on us so long time . Listeners

24:50

of the podcast know what's coming next . You've

24:53

been given this gift of time travel

24:55

, but you're only allowed to

24:57

go back and talk to some younger version

24:59

of Gail and you're only

25:01

allowed to teach or coach yourself

25:03

in one area . What

25:06

is that the biggest thing you wish

25:08

you'd understood or knew earlier

25:11

in life ?

25:13

Ah , that's such a great question

25:15

. I think when I was on the pod the first time

25:18

I said I would tell myself to slow

25:20

down because I'm always in a hurry and I'm still

25:22

always in a hurry . But

25:25

I think I would go back and remind

25:27

myself , especially in college , just

25:29

to have faith in myself . It

25:32

really took me until I was in my 30s

25:34

, when I got my first job selling

25:36

, that I gained a lot of self confidence

25:39

that I'll figure it out . There's

25:41

nothing this world has said , has sent at

25:43

me in the 52 years I've been here

25:45

that I haven't been able to figure out . And

25:47

it was a good reminder of the community last

25:50

year when there were so many layoffs that you

25:52

know what you got to have faith in yourself , your abilities

25:54

to rise , your community and

25:57

just take a deep breath . There's a lot of drama

25:59

out there , and most of it is

26:02

what I call , say , almost fire . It's short term

26:04

drama , it's a big burst and then it fades

26:07

away , and so just have a little

26:09

more faith that things are happening

26:11

the way they're supposed to and you'll come

26:13

through the other side .

26:16

That's great advice , thank you . Thank

26:18

you for sharing that . Thank you for

26:20

again I know there's a

26:22

thousand things RES

26:25

related and started a new

26:27

job . What ? Six months ago , maybe

26:29

, not even that , quite yet three months ago

26:31

, right , yeah , so you got a few things

26:33

going on right now . So thank you for

26:36

taking the time and bringing

26:38

your energy and your thoughts

26:40

.

26:41

I will be excited to get

26:43

this out for our listeners and

26:45

for them to enjoy it , appreciate that , and

26:47

I look forward to meeting with more of them

26:49

and seeing them in local events and at

26:52

national events and bring your voice in

26:54

. Res is incredibly open

26:56

to ideas and we have plenty here from you .

26:59

And I also want to thank all

27:01

of you who have invested half hour

27:03

with us . Again , we do this for

27:05

you . We wouldn't be here doing it without

27:08

you , so we appreciate that . If

27:10

you are listening for the first time , you can

27:12

subscribe to us on Apple , Google or

27:14

Spotify . We encourage you to do that

27:16

and watch for episodes the

27:19

other barring holidays the first

27:21

and third Tuesdays of every month . So stay

27:23

safe out there . We'll see you in another two weeks

27:26

.

27:26

Thanks for joining this episode of Stories

27:29

from the Trenches . For more revenue

27:31

enablement resources , be sure to

27:33

join the Revenue Enablement Society

27:35

at resocietyglobal

27:39

. That's resocietyglobal

27:42

.