In this episode, we chat with Jill Guardia who is the Director of Global Sales Enablement and Programs at Rapid 7 as well as the President of the Boston Chapter of the Sales Enablement Society. We recap the SE Society's first-ever national meet

How Enablement Balances Executive Expectations and Training Goals [Brian Lambert]

Nov 16th, 2016 34m 1s

While there is a major difference between sales training and sales enablement, training should always remain a part of the overarching enablement strategy. But oftentimes training isn't aligned with enablement, which keeps it from reaching the

Driving Incremental Revenue Through Sales Enablement

Nov 1st, 2016 18m 6s

What if sales enablement stopped being perceived as a cost center? What if, instead of thinking of it as training, or onboarding, or the resting place for an organization’s broken things, we thought of sales enablement as a strategic investment

Enablement as a Business within a Business with Jen Marie Jacober

Oct 11th, 2016 21m 48s

According to the Sales Enablement Society, sales enablement must be operated as a business within a business in order to succeed. No one knows this better than Jen Marie Jacober, Co-founder of the Society and sales enablement consultant. In thi

Marketing's Pivotal Role in Sales Enablement with Matt Heinz

Sep 29th, 2016 34m 5s

One of the major reasons sales enablement fails is due to misalignment among departments, especially when it comes to sales enablement ownership. In this episode, we speak with Matt Heinz, President of Heinz Marketing, to discuss Marketing's pi

Building a Business Case for Sales Enablement with Tamara Schenk

Sep 15th, 2016 28m 48s

Practitioners that have successfully executed a strategic sales enablement function stress the necessity of executive buy-in through building an internal business case for sales enablement, and no one has more experience with this than Tamara S

Building an Unstoppable Sales Enablement Team with Daniel West

Sep 1st, 2016 28m 3s

Maybe you have a winning strategy built out. You might even have the best technology and processes available to support the strategy. But without the right individuals, roles and team in place, sales enablement success is flat out impossible. D

Jill Rowley’s Social, Strategic and Buyer-Centric Approach to Sales Enablement

Aug 18th, 2016 32m 6s

When you hear the name Jill Rowley, “social selling” probably comes to mind. But as a self-proclaimed “sales professional trapped in a marketer’s body,” Jill is someone that any sales, enablement or marketing leader should know. In this episode

Crafting a Strategic Definition for Sales Enablement with Thierry van Herwijnen

Jul 27th, 2016 19m 56s

In this episode of the Sales Enablement Shift podcast, we sit down with Thierry van Herwijnen to nail down a definition of sales enablement that reflects today’s industry standards and, most importantly, organizational needs. Thierry also share

Nicole O'Brien on the Areas of Brokenness in Sales Enablement

Jun 30th, 2016 28m 44s

In this edition of the Sales Enablement Shift podcast, Nicole O'Brien from the Tiferet Group joins Daniel Rodriguez to discuss sales enablement's four areas of brokenness, and how Marketing can help client-facing teams interact more effectively

Building a Foundation for Sales Enablement with Scott Santucci

Jun 13th, 2016 25m 13s

In the first episode of the Sales Enablement Shift podcast, Seismic VP of Marketing Daniel Rodriguez speaks with Scott Santucci, Director of the Alexander Group. Scott and Daniel discuss the major issues affecting sales enablement today, what t

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