Co-Host Scott Santucci - Founder Sales Enablement Society
I am thrilled to have Scott Santucci join us again on the Sales Enablement Lab podcast. We both just returned from Florida for the first global Sales Enablement Society meeting ever!. Scott and a handful of other passionate Sales Enablement practitioners launched the Society as a local initiative in Washington DC earlier this year. Since then the Sales Enablement Society has expanded exponentially and currently has 750+ members representing Sales Enablement practitioners, analysts, educators, and vendors!
In Florida 100+ Sales Enablement enthusiasts got together under Scott’s leadership to discuss topics like: What will be the strategic value of Sales Enablement in the future? How do we want to develop the role? What is the charter of the Sales Enablement Society? What questions would we like to answer as a community?
Scott describes openly the roller coaster he went through in the last few months trying to pull this off the ground together with his team of volunteers.
This week Jim Ninivaggi joins the Sales Enablement Lab podcast. Jim is responsible for strategic partnerships and alliances at Brainshark. Before Jim joined Brainshark, he was with Sirius Decisions where he launched the Sales Enablement practice working closely with hundreds of clients providing them with strategic advice. In Season 1, episode 15we talked with Jim on how to create the business case for Sales Enablement.
This week we are focussed on sales onboarding, a key area for most Sales Enablement practitioners.
Monster.com reports 30% of external new hires turn over within the first two years of employment. According to the Bureau of Labor Statistics, the cost of replacing an employee is over 25% of their annual salary (some say 50%), so it is very costly when you don’t get it right.
Together with Jim, we answer questions like: What is the definition of sales onboarding and how does it compare to traditional training? Where does onboarding start and where does it stop? How do you create an onboarding organization and strategy? How do you measure success?
Let us know what you think of this week’s topic! How do you define sales onboarding and what program have you developed? How do you measure the impact of your onboarding program?
Peter O’Neill is the VP & Research Director for B2B Marketing (previously called Sales Enablement) at Forrester. Peter manages a group of analysts focused on B2B marketing.
In this week’s podcast, Peter will give an update on Forrester’s B2B Marketing Forum which took place in October in Miami.
Peter shares the highlights of the conference and provides an update on the ‘Dead of the B2B Sales Rep’ research which we covered earlier in the podcast during season 1, episode 9 (Tom Pisello, Alinean) and season 1, episode 11 (Peter O’Neill, Forrester). Also, we discuss Account Based Marketing (ABM), the alignment of Sales and Marketing and the rapidly evolving technology space around Sales Enablement. All topics which were focus areas during the conference.
This week we are focussed on attracting and retaining the right sales talent to your team. Every person we recruit is a multi-million dollar decision. We need to hire the right talent
We discuss topics like: How do you find the right talent using sales competency models and less on chemistry? How should the interview process look like? Who in addition to the hiring manager should interview the potential candidates? Once hired, how should the onboarding process look like? How do you construct an effective performance review? How do you create the right sales cadence with weekly, monthly and quarterly objectives?
This week we welcome back David Brock to the Sales Enablement Lab podcast. David is the founder and president of Partners In EXCELLENCE, a boutique consultancy company focussed on the customer facing side of organizations. David recently released a new book called the Sales Manager Survival Guide.
The Sales Manager Survival guide is focussed on the front line sales manager and the day to day challenges they have to overcome. They are responsible for translating the companies sales strategy to day to day execution. Millions and millions are spent on training sales people but often we forget the front line sales managers.
In this two-part podcast series, we will focus on addressing some of the biggest challenges front line sales managers face on a daily basis.
We will cover topics like: How to create your 30-60-90 day plan when you start as a frontline sales manager? What are the organization expectations from front line sales managers? How do you transition from sales to sales management without losing your friends in the organization? How do create a ‘coaching’ environment in your organization? How do you coach a high performing sales team?
In this week’s podcast, we continue our conversation with Tamara Schenk, Research Director CSO Insights, from last week and discuss the findings from her latest research on Sales Enablement.
This week we will focus on questions like: ‘How do you create a culture of collaboration to maximize the outcome of your Sales Enablement initiatives’, ‘What is the latest thinking around sales onboarding’.
If you are interested reading the full report you can find it here (scroll down and download the CSO Insights 2016 Sales Enablement Optimization Study). If you would like to read more from Tamara I highly recommend her blog posts.
Welcome to Season Three, Episode 1. We kick off the latest season of the Sales Enablement Lab podcast with a conversation with Tamara Schenk. Tamara is Research Director at CSO Insights focussed on Sales Enablement. Tamara joined us earlier in season one for a conversation on ‘Why a Systems Approach to Sales Enablement is Crucial.’
In this episode, we will discuss the latest research from CSO Insights on Sales Enablement, based on a study and survey conducted earlier this year. Because of the wealth of information Tamara has to share this will be a two-part podcast.
This week we will answer questions like: ‘What is according to CSO Insights the latest definition of Sales Enablement?’, ‘How mature is Sales Enablement currently?’ or ‘What is the scope of Sales Enablement?’
If you are interested reading the full report you can find it here(scroll down and download the CSO Insights 2016 Sales Enablement Optimization Study). If you would like to read more from Tamara I highly recommend her blog posts.
Welcome to Season Two, Episode 1! After our break we are back with an exciting second season of the Sales Enablement Lab podcast. Similar to season one we have a great line-up of co-hosts!
This week we kick off with Daniel West who is the VP of Sales Strategy & Operations at Infoblox. Daniel is one of the key thought leaders in the area of Sales Enablement and Sales Operations and it is a pleasure to have him as a co-host this week.
During this week’s episode Daniel shares his personal views on Sales Enablement and how he influenced this space as a thought leader. Daniel will touch on how he has seen the role mature in the last few years and how he sees the strategic importance of the role of Sales Enablement in the new Digital Economy.
Daniel will share some of the key initiatives he is working on, how he aligns his strategy with the business and some of the Sales Enablement challenges he faces and what he is doing to overcome them.
At the end Daniel will share how he measures his impact and will we will discuss some of the important learning he had in the recent years and how you can get started with your own Sales Enablement initiatives!
Jim Ninivaggi is the Service Director, Sales Enablement Strategies at SiriusDecisions. SiriusDecisions is an advisory firm focussed on B2B companies providing data, advice, research and industry events for practitioners in the field of marketing, sales and product development.
This week’s podcast is focussed on ‘Building the business case for Sales Enablement’. Almost everyone who wants to start a Sales Enablement function or expand an existing function will have to go through the same justification challenge: Why invest in Sales Enablement? What will be our return for the company? Why not invest in something else?
The answer this question we need to start at the beginning. Jim will share his views and definition of Sales Enablement. According to SiriusDecisions Sales Enablement is the orchestrating function between sales, product marketing, sales training & sales operations and should be focussed on three different key areas:
Sales Talent Management – How do we attract the right sales talent to the organisation, retain and give them the right skills?
Sales Asset Management – Which sales assets do we need to develop?
Sales Communication Management – When do we communicate what to the sales teams to make sure we don’t overwhelm them?
When done right these three key areas will enable the sales teams to have the right conversation with the right customers at the right time according to SiriusDecisions.
After discussing Jim’s view on Sales Enablement we focus on how to create the business case. Jim shares some practical advice on how you can make some simple calculations to show your leadership the impact you will deliver over time. How do you calculate sales rep productivity? What will be the impact if they can find content within 10 minutes vs 1 hour? How can you leverage data points like this to create your personal business case. Jim explains it all.
As always we end with 3 practical tips you can start using today in your sales enablement programs.
We would love to hear your feedback! How did you create your business case for Sales Enablement? Did you have to prove the value? How are you measuring your impact? Leave your comments, feedback and suggestions in the comments below.
Simon Morton is the founder and managing director of Eyeful Presentations. Eyeful Presentations helps companies with their last mile communication, translating a product or an idea into an easy to understand value proposition and presentation. Simon is also the author of a great book called “The Presentation Lab” focussed on the same topic. Interested in his book? Read till the end.
You work extremely hard for months, sometimes years on your product and now you have reached the point you are ready to launch it to the market. How do you communicate the value your product brings in the most effective and efficient way so people start to buy? You can have the best idea or product in the world but if you can’t articulate the value in an easy to understand way your efforts will go to waste.
In this week’s podcast Simon and myself will talk about how to create a great message and how to translate that message into a great presentation. How do you avoid the “Death by PowerPoint” syndrome which we have all experienced?
Together we explore what communication tools work best for which audience. We discuss what other tools are available in addition to powerpoint like press and white boarding? What works best with a technical buyer vs a business buyer? What tool do you use when you want to connect with the C-Suite? Why is it important to have a clear call to action? Simon explains it all.
Like in every podcast we wrap up with three key suggestions you can start using tomorrow!
Interested in Simon’s book The Presentation Lab? Good news! the first 3 people who post a question or leave their feedback on this blog post will get a free copy from Simon! Big thank you to Simon and Eyeful Presentations for making this possible! Looking forward to see everyone’s feedback and questions!