Welcome to the State of Sales Enablement podcast. Insights and actionable advice from B2B sales and sales enablement leaders that share what it takes to achieve sales enablement excellence.
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1
Pragmatic Enablement with Cory Bray | Interview
25:53
25:53
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25:53
In this episode of the State of Sales Enablement, Jonathan Kvarfordt, aka Coach K, sits down with Cory Bray, a prominent voice in the sales enablement space and co-founder of CoachCRM. Corey shares his candid thoughts on the current state of enablement, discussing its challenges, inefficiencies, and the need for a more streamlined approach. With ye…
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Predictive Enablement with Christina Brady | Interview
28:23
28:23
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28:23
In this episode of the State of Sales Enablement, Coach K sits down with Christina Brady, CEO of Luster.ai, to explore the intersection of AI and sales enablement. Christina brings her extensive experience in sales leadership and enablement to the conversation, offering insights into the evolving role of AI in enhancing sales performance and traini…
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Troubleshooting Enablement with Eric Mingorance | Interview
44:13
44:13
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44:13
In this episode of Troubleshooting Enablement, Devon McDermott, aka EnableNerd, sits down with Eric Mingorance, Senior Director of Sales and Field Enablement at Zixi. Eric shares his vast experience, from working in media and tech to leading enablement teams in various capacities. They dive into the challenges of being a "Team of One" in enablement…
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Leadership Enablement with Celine Grey | Interview
38:03
38:03
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38:03
In this episode of the State of Sales Enablement podcast, Dannii Mathers sits down with Celine Gray, a seasoned sales enablement leader with over 25 years of experience. Currently serving as a sales enablement leader at Personio, Celine has also been recognized as one of the top leaders to watch and has delivered impactful keynotes at the Sales Ena…
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Tools and Leaders with Senait Isaac | Interview
22:41
22:41
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22:41
In this episode, Coach K interviews one of his favorite voices in the enablement community, Senait Isaac, who shares her extensive experience from customer success to tools enablement at PagerDuty. Senait delves into her strategies for effectively utilizing tools such as LinkedIn Sales Navigator and Gong to make sales teams more efficient and succe…
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CRO Expectations with Kevin "KD" Dorsey | Interview
24:25
24:25
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24:25
What do CROs expect from enablement? Well, what better way to find out than to ask one?! In this episode of the State of Sales Enablement podcast, Coach K speaks to Kevin "KD" Dorsey, a Demandbase top 25 sales leader and one of Salesforce's top 16 sales influencers to follow. KD has built teams from 0-$100M several times and insists that enablement…
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Troubleshooting Enablement with Nick Lawrence | Effective Behavior Mapping | Interview
41:13
41:13
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41:13
In this episode of Troubleshooting Enablement, host Devon McDermott dives into the complexities of behavior mapping and competency tracking with special guest Nick Lawrence from Snowflake. Here are some of the questions they attempt to tackle: What recommendations do you have for someone starting from scratch with behavior mapping and impact tracki…
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CX Enablement with Greg Qualls | Interview
34:33
34:33
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34:33
In this episode of the State of Sales Enablement, Coach K chats with Greg Qualls, a seasoned revenue enablement expert and currently the Director of Global Enablement at Platform.sh. Greg shares his extensive journey from direct sales at UPS to his global revenue enablement leadership role, emphasizing his transition into tech sales and his passion…
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Revenue S.P.E.E.D. with Keenan and Paul Butterfield | Interview
30:23
30:23
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30:23
In this episode of the State of Sales Enablement, Felix Krueger talks with Paul Butterfield and Keenan, two veterans in the sales enablement space. Paul Butterfield, known for his work at the Revenue Enablement Society, and Keenan, the author of "Gap Selling," bring their extensive experience to discuss the Revenue S.P.E.E.D. Model and how it can h…
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Business Storytelling with Ravi Rajani | Interview
32:16
32:16
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32:16
In this episode of the State of Sales Enablement, Dannii Mathers talks with Ravi Rajani, one of the most captivating storytellers in the tech revenue world and the host of The Influential Communicator podcast. Ravi shares his journey from corporate sales at Citibank to becoming a renowned keynote speaker and storytelling coach, focusing on helping …
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Effective Behavior Change with Lauren Brownstone | Interview
24:04
24:04
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24:04
In this episode of the State of Sales Enablement, Jonathan Kvarfordt aka Coach K talks with Lauren Brownstone, an enabler with a wealth of experience and author of "Enabling Enablement: Executing a Strategic Learning and Readiness Function to Launch Your Organization to New Heights." Lauren shares her journey from education to corporate enablement,…
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Troubleshooting Enablement with Phil Putnam | Navigating the Enablement Job Market | Interview
50:13
50:13
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50:13
In this thought-provoking episode of Troubleshooting Enablement, we delve into the complex world of navigating layoffs and maintaining momentum in a challenging job market. Joining host Devin McDermott is the insightful Phil Putnam, an acclaimed coach, consultant, and advocate for enablers in transition. Phil shares his wealth of knowledge on how e…
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Enabling Enablers with Stephanie White | Interview
34:12
34:12
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34:12
In this episode of the State of Sales Enablement, Jonathan Kvarfordt aka Coach K talks with Stephanie White, an enabler known for her outstanding contributions to the community and recently nominated for the 2024 SEC Ones to Watch. Stephanie shares insights from her experience in sales enablement, introduces her new initiative, Enablement Reimagine…
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Conversational Intelligence with Keiran Smith | Interview
27:19
27:19
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27:19
Conversational Intelligence is one of the rapidly emerging categories in the sales tech space. However, as with any other technology tool, the same rule applies: A fool with a tool is still a fool. To understand how to maximize the value of Conversational Intelligence platforms, navigate common pitfalls, and align all key stakeholders, Dannii has c…
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Troubleshooting Enablement with Jennifer Ryan | Interview
37:10
37:10
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37:10
Navigating the ever evolving landscape of enablement can feel like uncharted territory. That's where Troubleshooting Enablement comes in. This podcast is a safe space to tackle those nagging questions you've been hesitant to ask in public spaces like LinkedIn, social media, or enablement forums, if you've ever felt like everybody's got it all figur…
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Season 3 Kick-Off (with New Hosts!) | Panel Interview
33:11
33:11
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33:11
An Englishwoman, an Aussie, and two Americans walk into a podcast studio... This is not the beginning of a bad joke but the beginning of season 3 of The State of Sales Enablement podcast. With two new hosts, familiar faces, and a brand new episode format, this season promises to be the best one yet. Join Felix Krueger, Devon McDermott, and now also…
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Unethical Layoffs, Managing Expectations, Business Cases, and More | This Month In Sales Enablement
57:40
57:40
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57:40
Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger. Here is what we talked about this month: FLSM engagement Managing senior stakeholder expect…
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AI Interview Practice, Reducing Meeting Bloat, CS Layoffs, and More | This Month In Sales Enablement
52:40
52:40
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52:40
Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger. Here is what we talked about this month: Stakeholder management 17 key revenue enablement s…
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Enablement Recruitment with Dave Lichtman | Interview
29:41
29:41
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29:41
This episode was originally published on September 28th 2022. The Sales Enablement discipline is experiencing astronomical growth around the world. A lot of businesses want to kickstart their enablement efforts but they are missing the sales enablement talent to make things happen. Our guest in this week's episode connects enablers and businesses i…
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Enablement OGs, Skills-Based Hiring, AI at Work, and More | This Month In Sales Enablement
57:10
57:10
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57:10
Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger. Here is what we talked about this month: The top 10 most downloaded podcast episodes Skills…
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Sales Onboarding with Georgia Watson & Devon McDermott | Panel Discussion
48:19
48:19
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48:19
This episode was originally published on 10/5/2022. The old saying, “Time is money,” couldn’t be more true for ramping up your new sales hires as quickly and effectively as possible. That's why sales onboarding is always a hot topic in Enablement. In this week's episode, I'm joined by two experts who have previously designed high-performing onboard…
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Funny Women, Harmful AI, Atomic Enablement Habits, and More | This Month In Sales Enablement
53:34
53:34
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53:34
Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger. Here is what we talked about this month: How to build enablement teams Things to consider w…
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Imposter syndrome, that nagging inner voice suggesting that your success is nothing more than a fluke, can be a real hurdle to both personal and professional fulfilment. It's like a pesky shadow that no matter how much light you shine, never fully disappears. In this episode, Felix draws from personal experiences and proven strategies to provide yo…
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Enablement Charters with Aimee Roberson | Interview
18:35
18:35
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18:35
Aligning sales enablement stakeholders can feel like herding cats if you don’t make sure that everybody is on the same page. The sales enablement charter is an extremely powerful tool to overcome this challenge to achieve collaboration, transparency, and alignment. Our guest in today's episode has successfully developed and implemented multiple ena…
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Building Enablement Teams with Sheryl Buscheck | Interview
39:19
39:19
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39:19
If you are an enablement leader and you have the budget to hire a team, chances are that you have proven enablement's business value. The hiring decisions you make next will determine if you can take things to the next level and maintain momentum, or if the CFO will crash the party and start a discussion around budget cuts. Our guest in this week's…
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Scalable Coaching with Jonathan Kvarfordt | Interview
37:35
37:35
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37:35
Here's the thing: any coaching is better than no coaching at all. However, when it comes to supporting the transformation journey of an entire sales organization, a scalable coaching program is necessary to improve competencies, change behaviors, and ultimately, drive business impact. Our guest in today's episode is a sales enablement leader who ha…
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Role Plays, Pay Rises, AI Experts, and More | This Month In Sales Enablement
50:19
50:19
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50:19
Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger. Here is what we talked about this month: What enablement can learn from the US Coast Guard …
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Enablement's Role in M&As with Paul Butterfield | Interview
28:22
28:22
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28:22
In the fast-moving SaaS space, mergers and acquisitions are business as usual. Our guest in today's episode has led teams through nine acquisitions over the years and will share his insights on how enablement leaders can effectively navigate the challenges and capitalize on the opportunities that come with M&As. Please welcome the Executive Board P…
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Industry Knowledge Exchange with Bill Parry | Interview
29:24
29:24
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29:24
If you believe that the sources of information on enablement best practices are a reflection of the industries practising enablement, you would be excused for thinking that it's a discipline exclusive to SaaS. What is often neglected, however, is that enablement, even though it might be a relatively new profession, is not exactly reinventing the wh…
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1
Why Sales Process and Methodology are Still Needed | Deep-Dive
17:03
17:03
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17:03
Written by Mike Kunkle, read by Felix Krueger. Hardly a week goes by without somebody claiming on LinkedIn that B2B buying has become so convoluted and non-linear, that sales process has become irrelevant. This episode breaks down why believing this narrative can be a costly mistake for enablement leaders and which approach to sales process managem…
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4-Day Work Week, CSO Challenges, Better Product Training and More | This Month In Sales Enablement
53:34
53:34
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53:34
Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.By FFWD Revenue
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People-First Enablement with Stephanie White | Interview
33:20
33:20
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33:20
People-focused enablement has the potential to improve the employee experience, morale, retention, and ultimately growth. In today's episode, we speak to an enabler who has made the people-first mantra core of her enablement approach. She'll share how enablement can contribute to making the employee experience a priority, how this relates to busine…
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Enablement's Business Impact with Kunal Pandya | Interview
34:17
34:17
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34:17
Enablement's business impact remains a hot topic in the wake of mass layoffs in the technology sector. So who better to interview on this topic than an enablement leader that has consistently been able to collaborate with senior executive stakeholders to achieve truly strategic enablement outcomes? In our conversation we talked about common reasons…
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Jobs AI Will Replace, Enablement Salaries, Business Impact and More | This Month In Sales Enablement
53:44
53:44
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53:44
Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, reports, jobs, and more! Brought to you by Devon McDermott and Felix Krueger.By FFWD Revenue
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1
Scenario-Based Solution Training | Deep-Dive
11:48
11:48
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11:48
Written by Mike Kunkle, read by Felix Krueger. There is no doubt that sales professionals need to understand their products and services. This is a given. Product training is necessary. What troubles me about product training, despite how much has been written on this topic, is that so many companies are still not maximizing the potential of their …
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Sales Manager Enablement with Philip Stanley | Interview
16:48
16:48
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16:48
Let's face it. As Enablers, we can do anything but we can't do everything. Especially when you have to get more done with less, a challenge so many Enablement teams are dealing with right now. That's why it is extremely important to approach the discipline like a team sport. When it comes to assembling your team, front-line sales managers are key p…
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Sales Culture Transformation with Damien Lorschy | Interview
30:51
30:51
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30:51
If the culture of a sales team is bad or even toxic, enablers fight a constant uphill battle. So how do you turn the culture of a sales team around to incentivise positive behaviors and ultimately set sellers up for success? In today's episode, we're joined by a special guest who has led major culture transformation projects. He'll share with us wh…
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2023 Predictions, ChatGPT, Job Market Updates And More | This Month In Sales Enablement
52:32
52:32
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52:32
Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, events, jobs, and more! Brought to you by Devon McDermott and Felix Krueger. Subscribe to the LinkedIn newsletter Keep on scrolling for a list of this month's resources …
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Change Management with Del Nakhi | Interview
18:53
18:53
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18:53
In this episode, we have a special guest joining us to share her change management expertise. If this topic has been too dry for you to date I have good news. Our guest is going to spice things up with real-life examples and practical advice if you're looking to drive change in your organization. You'll learn about the common phases of a change man…
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Preparing For SKO Season, Fake Gurus, Finding Success In New Roles, And More | This Month In Sales Enablement
54:31
54:31
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This Month In Sales Enablement is your monthly wrap-up of the fast-evolving Sales Enablement space and its global community. Your hosts Felix Krueger and Devon McDermott will dial in LIVE from Sydney and Los Angeles to share with you analysis and opinion. Insights SKO Season Alignment is one of the biggest opportunities that come with sales kick-of…
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Sales Compensation with David Marshall | Interview
25:52
25:52
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25:52
Since sales reps are “coin-operated,” you can expect higher performance if you pay them more, right? Unfortunately, it’s not that easy... Our guest in this week's episode is an expert in sales compensation having owned this sales performance lever for one of the biggest telcos in Australia, before he moved on to found, scale, and sell a sales compe…
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The Building Blocks of Sales Enablement With Mike Kunkle | Interview from the Vault
34:13
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34:13
Our guest in this week's episode is a sales enablement pioneer. With over 30 years of experimenting with ways to increase sales effectiveness, he has paved the way for what is known as sales enablement today. He is extremely generous in the way he shares his knowledge which is reflected in his over 200,000 LinkedIn followers, his best-selling book,…
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Mental Health In Sales, Vendors at Conferences, The Games People Play And More | This Month In Sales Enablement
1:14:49
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Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, events, jobs, and more! Brought to you by Devon McDermott and Felix Krueger. Subscribe to the LinkedIn newsletter Keep on scrolling for a list of this month's resources …
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1
Driving Digital Adoption with Steffaney Zohrabyan | Interview from the Vault
27:16
27:16
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27:16
This episode was originally published in May 2022. Systems and processes are absolutely crucial for consistency in sales. Especially now that the sales tech stack is as complex as it has ever been... and probably ever will be. One can really understand how sales reps might feel overwhelmed when they're asked to navigate multiple platforms during a …
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Strategic Talent Development with Roderick Jefferson | Interview from the Vault
29:49
29:49
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29:49
This episode was originally published in July 2022. Salaries are the single biggest cost item when building a sales department. So how can revenue leaders maximise the return on investment? Our guest in this week's episode is a legend of the noble profession that is sales enablement and he shares his keys to effective talent development. Please wel…
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Hiring Enablers, Enablement's Future, Carrying Bags And More | This Month In Sales Enablement
56:05
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Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, events, jobs, and more! Brought to you by Devon McDermott and Felix Krueger. Watch the October live stream video recording Subscribe to the LinkedIn newsletter Keep on s…
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Enablement's Business Value with Paul Butterfield | Interview
25:03
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We deserve a seat at the table with senior executive leadership" has become a battle cry of the sales enablement community. The recent downturn and associated lay-offs have shown that this seat needs to be earned and is certainly not given... Our guest in this week's episode has spent most of his career in sales and sales leadership which is why he…
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Sales Onboarding with Georgia Watson & Devon McDermott | Panel Discussion
46:27
46:27
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46:27
The old saying, “Time is money,” couldn’t be more true for ramping up your new sales hires as quickly and effectively as possible. That's why sales onboarding is always a hot topic in Enablement. In this week's episode, I'm joined by two experts who have previously designed high-performing onboarding programs. They represent the two ends of the spe…
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Quietly Quitting Enablement, The Diversity Business Case, Returning To The Office And More | This Month In Sales Enablement
57:30
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Enablers! It's time for yet another edition of This Month In Sales Enablement with all the resources you need to stay up to date with the Sales Enablement space including insights, events, jobs, books, and more! Brought to you by Devon McDermott and Felix Krueger. Click here to watch the live stream recording Insights Alex Salop's thoughts on the d…
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