Devon McDermott sits down with Mia Swift to discuss her journey from a team of one Customer Success Enabler to a Revenue Enablement Professional.They discussed many great points including:- Challenges with CS metrics.- Learning how to set, coll

Greg Kotovos shares his on Kwanzoo and being a small business CRO

Jan 5th, 2022 27m 31s

Greg Kotovos is the Chief Revenue Officer at Kwanzoo. Greg joined The Collaborator to discuss his journey to CRO and his work in providing insights on building an open go-to-market platform.Greg shared great insights, including:Insights on Kwa

Rebuilding the onboarding program at 15Five

Jan 3rd, 2022 28m 23s

Amanda Yanushefski and Megan Ley joined The Collaborator to discuss their journey to stand up a brand new onboarding program.They discussed:How Amanda decided it was time to hire a new Enabler (Megan) to lead onboarding.How Amanda partnered wit

Kevin Mulrane shares his insights on the role of the Chief Revenue Officer

Dec 16th, 2021 26m 11s

Kevin Mulrane is the CRO of Onramp Invest and Co-Host of the Addicted to Growth podcast.In our conversation, he discussed a lot of great information, like this where we were chatting about the 3 or 4 processes he considers key to staying on tra

A chat with Maria Paz Van Thienen - taking a data-driven approach to Enablement

Dec 13th, 2021 16m 44s

Maria Paz Van Thienen, Head of Global Sales Enablement at 360Learning, joined The Collaborator to discuss the state of Sales Enablement in France, her program, and how she focuses her efforts.Maria noted that her team only works on projects tha

Theme: Growing Your Team & Delegating

Nov 12th, 2021 37m 4s

Team of One Host, Devon McDermott, sits with long-time Trust Enablement friend, Adriana Romero, to dig into the topic of growing your team.Support the show

The use of AI in sales coaching

Oct 14th, 2021 25m 19s

This week, Pooja Kumar spoke with Dheeraj Prasad from Nytro.ai about the benefits of using AI in Sales coaching. Here are some highlights:- AI does not replace the Human Side of the coaching rather it helps augment the coaching with intelligenc

The Global State of Sales Enablement

Oct 7th, 2021 50m 37s

The Trust Enablement leadership team, plus good friend Felix Krueger, set down for a first-of-a-kind global roundtable on the state of sales enablement.Coming from the Northern and Southern hemispheres, from the East and the West, we shared our

Team of One - Building a Business Case for Headcount

Sep 29th, 2021 28m 41s

In this conversation with Devon McDermott, Carissa Thomas, Director of Sales Enablement at Pendo.io, will share her insights on how to grow an enablement function from a team of one to a team of many--including how she built an enablement cente

It's time to put an end to negative selling tactics

Sep 15th, 2021 15m 14s

I am growing concerned.💡 The rise of negative selling, due to too much pressure, too little education and support, negatively impacts business performance and the mental health of both buyers and sellers.Give me a listen and let me know what y

The biggest failure of onboarding programs

Sep 13th, 2021 31m 33s

What do 'Baby Shark' and Enablement have in common? Nothing! But now you have the earworm too :-)Adriana Romero and Pooja Kumar had a fun conversation, full of insights on how you can make sure your onboarding programs are successful. Lots of g

Enablement - focus on yourself, your teams, and the jobs that matter

Sep 11th, 2021 12m 36s

What do these two adorable dogs have in common with many Enablement teams?👉 They will run around non-stop trying to make everyone happy, forgetting to eat or sleep until they are too exhausted to go further.My Enablement friends and teammates,

The Sales Velocity Equation - A tool for good and evil

Sep 8th, 2021 25m 16s

In this episode, Africa Regional Host Dave Nel joins Trust Enablement Customer Council Member Petek Hawkins and Greg Stockton, CEO of Prosperity, a Financial Planning firm in Dubai, to explore the Sales Velocity Equation.What is the Sales Veloc

Matt Compton discusses FILO, SKO, onboarding, deal rooms, and a bit more.

Sep 8th, 2021 27m 19s

What a great conversation with Matt Compton over at Filo.co!While I don't promote any vendors I love the way Matt and the FILO team are thinking about the virtual/hybrid world that is our norm, and how to best support key enablement and sales a

Smart onboarding tips from the enablement team at Melio

Sep 2nd, 2021 10m 14s

In this episode, Petek Hawkins is joined by her colleagues, Emma Rosen and Monica Murphy, to discuss onboarding from their experiences at Melio and beyond.You'll hear them discuss:What is challenging for revamping an existing onboarding?Who are

Are you taking your buyers seriously?

Sep 1st, 2021 9m 16s

In today's conversation, The Collaborator puts forth a challenge around how to work with buyers to truly approach them with a servant-leader mindset. The ideas being shared are not new, in fact, they are decades old and based upon work created

Hiring and preboarding Enablement teams

Aug 26th, 2021 12m 12s

Dave Lichtman, Founder of of Enablematch, Rockstar of Recruiting Enablers, joined us for a private event in our community, focused on sharing insights and tips for Enablement Managers looking to hire and preboard Enablers.The Collaborator share

German/Deutsch - New Work, New Performance, Enablement und Onboarding

Aug 20th, 2021 33m

In Anlehnung an das Schwerpunktthema des Monats August sprach ich mit Benjamin Rolff über "New Work, New Performance" und dessen Auswirkungen und Bedeutung für das Onboarding. Hören Sie hinein und finden Sie antworten zu Fragen wieWas genau ist

Team of One: "Building an Enablement Function" w/ Katie Williams

Aug 19th, 2021 21m

In this episode of Coffee, Collaboration, & Enablement Team of One - Devon McDermott talks with Katie Williams about her experience building an enablement function from the ground up with a focus on working with leaders, and internal stakeholde

A 360 degree approach to onboarding sellers as humans

Aug 17th, 2021 18m 28s

African Regional Host, Dave Nel, sat with Alan Versteeg, CRO at Growth Matters, to take a broad, 360 degree view of onboarding.One of the key messages right out of the gate in this conversation is that onboarding often doesn't work because we d

Tips to onboard your Millennial Sales teams. Starting them off right!

Aug 16th, 2021 30m 17s

Michael Teoh is the Founder of Thriving Talents, a company that consults and trains youth talents in organizations and universities to succeed in life and work. Last week, Michael shared his insights on how to engage and onboard a Millennial sa

Establishing and building Trust in Enablement

Jul 23rd, 2021 24m 7s

Dave Nel, Petek Hawkins, and John Moore (The Collaborator) explore the Trust Equation and how it impacts the approaches Enablement teams take in establishing trust internally with their stakeholders.Support the show

Balancing Client and Seller focus in Enablement

Jul 22nd, 2021 24m 8s

Sapna Sulaya, Partner Middle East & India at Global Performance Group, joins Africa Host, Dave Nel, to discuss the the WHY and HOW for Enablements focus on both internal (sellers) and external (clients).Sapna notes that she is seeing more and m

Sales Coaching Insights from Jenna Jefferies

Jul 9th, 2021 31m 25s

Jenna Jeffries sat with Africa Regional Host, Dave Nel, to go deep into the world of sales coaching.They covered a lot of ground including:The 70/20/10 development model70% of knowledge comes from experiential learning (doing it)20% from social

Using MEDDIC for sales success

Jul 7th, 2021 30m 20s

Thorsten Stiller, EMEA Senior Sales Consultant, Sales Planning & Strategy Dell Technologies | Field Sales Enablement, joined DACH Regional Host, Britta Lorenz, to discuss the power of MEDDIC.What is MEDDIC? It is a framework for discovery wher