Best Scott Santucci, Brian Lambert Podcasts (2024)

1
ISEs3 Ep12: Dr. Shawn Fowler - RevenueReady 34:09

2d ago34:09

34:09

Welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On ISEs3 Episode 12, Erich Starrett is joined by Dr. Shawn Fowler, whom he originally met when Shawn was VP, Sales Enablement (a true cross-fun…

1
ISEs3 Ep11: Bob Perkins, Founder - AAISP (now Emblaze) 40:24

17d ago40:24

40:24

Welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 11, Erich Starrett hosts Bob Perkins, the Founder AAISP, the American Association of Inside Sales Professionals (now Emblaze) in the…

1
ISEs3 Ep10: Dr. Brian Lambert Pt 2 – Co-Founder, Orchestrator, and Value Architect 29:44

21d ago29:44

29:44

In Episode 10 Dr. Brian Lambert is back in the Orchestrate Sales Studios with Erich Starrett, for part two of a two-part interview. Dr. Lambert is a Digital Value Architect at Elastic, co-founder of OSC, SES, and co-host of Inside Sales Enablement seasons one and two. In this segment we pivot from past to present and future, with an emphasis on the…

1
ISEs3 Ep9: Dr. Brian Lambert Pt 1 - Co-Founder, Orchestrator, and Value Architect 29:50

1M ago29:50

29:50

Erich Starrett hosts Dr. Brian Lambert - co-founder of OSC, SES, and co-host of Inside Sales Enablement seasons one and two, back in the Orchestrate Sales Studios, for part one of two. A treat to have the epitome of past, present, and future enablement back on the property. And yes, of course he was there at the original founding and one of the ~hu…

1
ISEs3 Ep8: Bob Kelly - Sales Management Association 24:36

1M ago24:36

24:36

On the eve of the Sales Management Association's annual Sales Force Productivity Summit right here in the ATL at Emory University (NEXT week! March 12-13th ...use promo code TAGFAM for nearly half off at salesmanagement.org) SMA founder and commander-in-chief @Bob Kelly joins me to discuss the past, present and future of enablement through the lens…

1
ISEs3 Ep7: Tim Riesterer - Chief Strategy Officer, Corporate Visions + Chief Visionary, Emblaze 23:45

2M ago23:45

23:45

Tim Riesterer - From Sales Enablement Origins to Orchestrating the Future of Revenue: On Episode 7, host Erich Starrett hops in the OSC Studios time machine with Tim Riesterer - Chief Strategy Officer, Corporate Visions + Chief Visionary, Emblaze. Tim shares his wealth of experience in sales enablement, spanning from the early days of automated RFP…

1
ISEs3 Ep6: Christopher Kingman - SES Fore-founder, RES + Emblaze Exec Board Member 36:03

2M ago36:03

36:03

Hello and welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 6, Erich Starrett hosts Christopher Kingman M.S., Global Head of Digital Sales Enablement at TransUnion, in the OSC Studio…

1
ISEs3 Ep5: Craig Nelson - SES Fore-founder and Entrepreneur 41:37

3M ago41:37

41:37

Hello and welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 5 Sales Enablement Society Fore-founder and Entrepreneur Craig Nelson joins Erich Starrett in the OSC Studios to go in the…

1
ISEs3 Ep4: Gail Behun – President, Revenue Enablement Society (2024) 31:00

3M ago31:00

31:00

Hello and welcome to OrchestrateSales.com's Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession. On Episode 5 we begin in the present as Erich Starrett is joined in the OSC Studios with Gail Behun who was announced just last week …

1
ISEs3 Ep3: Paul Butterfield - President, Revenue Enablement Society (2023) 43:34

3M ago43:34

43:34

ISE Season 3 is focused on the past, present and future of Enablement History. And timed perfectly as we just celebrated the seventh anniversary of the official signing of the Sales Enablement Society into reality by the ~100 SES Fore-founders in Palm Beach, November of 2016. For Episode 3, Paul Butterfield, President of the Executive Board of the …

1
ISEs3 Ep2: Scott Santucci Pt2 - The Birth of the Sales Enablement Society 43:19

4M ago43:19

43:19

Welcome to Inside Sales Enablement, Season three, where we take a leap into the enablement time machine and... > Take a look back with those who played a part in enablement history. > Pause in the present and hit on a few modern themes > And then shift our focus to the future and what it may bring for enablement teams. Hello and welcome! I'm Erich …

1
ISEs3 Ep1: Scott Santucci Pt1 - Before the Sales Enablement Society 41:45

5M ago41:45

41:45

Episode 64: ISE Season 3#1: BSES Welcome to "season three" of Inside Sales Enablement ...ISE - focused on Enablement History. I'm Erich Starrett. I started out in the ISE audience listening to SES Founding Father Scott Santucci and Trailblazer Dr. Brian Lambert', and then collaborated with them to build OrchestrateSales.com to be the global home fo…

1
Ep63 Helping Salespeople Communicate Value with Jen Burns 1:07:48

3+ y ago1:07:48

1:07:48

Welcome to Inside: Sales Enablement Episode 63 How do we make sales today and one of the things that we need to concentrate on is selling the value of what is actually value mean in the first place? No human being on the planet can live without water. But water is cheap, and prevalent, and inexpensive in most places. Whereas none of us need diamond…

1
Ep62 Leading the SE Function To Achieve Impact with Brian King 56:45

3+ y ago56:45

56:45

In this episode , we're joined by Brian King. Sales Enablement leader who brought a cross-functional team together to develop and clarify the value of his team at Intercontinental Hotels. In this podcast, we talk through bringing together cross-functional leaders (all who have a myopic lens of "value") as well as understanding the commercial ratio …

1
Ep61 Quantifying SE Contribution with Erik Host-Steen 55:46

3+ y ago55:46

55:46

Welcome to Inside: Sales Enablement Episode 61 In this episode we're joined by long-time listener Erik Host-Steen who appreciates getting into the meat of some issues. Since we like introducing ideas and inviting people to participate and push back, Erik reached out to discuss business outcomes and business impact of Sales Enablement. Erik finds th…

1
Ep60 Creating Shared Experience for the SES with Bill Ball 47:51

3+ y ago47:51

47:51

Welcome to Inside: Sales Enablement Episode 60 We're in the experience economy and Sales Enablement Orchestrators are working to bring together the valuable contributions of multiple departments in their organization to improve the customer experience. How are they doing that? By pulling together people, processes, technology, and information to be…

1
EP59 Gaining Executive Buy-in to your SE Charter with Tamara Schenk 1:02:00

3+ y ago1:02:00

1:02:00

Laying the foundation is critical to Sales Enablement Orchestrators. Laying the foundation is a foundational step to create the survival kit for an enablement leader. It's absolutely mandatory for the enablement leader. In this episode, we're joined by Tamara Schenk. Tamara talks with us about the blueprint Sales Enablement Orchestrators need to cr…

1
Ep58 Orchestrating Message Enablement to Co-Create Value with Steve Goas 1:02:20

3+ y ago1:02:20

1:02:20

One thing that we like to do on our podcast is to make this very conversational. And the reason that we want to make it conversational, as we go through a structured format, it can get overwhelming. The things that we're all talking about are very, very complex. In this episode, the guys are joined by Steve Goas who is passionate about co-creating …

1
Ep57 Message Enablement in a Post-COVID World with Louis Jonckheere 49:47

3+ y ago49:47

49:47

Are you embracing real-world reality? What is the impact of change on your customer’s conversations right now? Think about it: Are best practices really going to help you move forward when those practices were built and defined before COVID? Who really KNOWS the customer today and what are you going to do about it? Join Louis Jonckheere - President…

1
Ep56 Embracing the Complex Conditions that Lead to Breakthrough Results with Amy Benoit 55:27

3+ y ago55:27

55:27

Welcome to the Inside: Sales Enablement Podcast Episode 56 The close of the 19th century found Samuel Pierpoint Langley and Orville and Wilbur Wright in a competition to create a powered and controllable flight. Langley worked with a lot of government support and enormous public exposure, while the Wright brothers worked quietly using their own res…

1
Ep55 Unpacking Social Media Interactions To Find Insight with Greg Smith 1:03:30

3+ y ago1:03:30

1:03:30

Welcome to the Inside: Sales Enablement Podcast Episode 55 Our focus is on you a sales enablement leader and orchestrator. In your role, you've got to be mission and goal-focused to drive results by design, not effort, unlocking energy, and creating momentum and catalyzing change through collaboration. In this episode, the guys are talking about ut…

1
Ep54 Applying Systems Thinking to Solve Complex Problems with Dr. Jerry Brightman 41:59

3+ y ago41:59

41:59

Welcome to the Inside: Sales Enablement Podcast Episode 54 System thinking is a disciplined way of understanding dynamic relationships. It's an approach that enables you to make better choices and avoid unintended consequences. In this episode, we talk with Dr. Jerry Brightman, who teaches courses on systems thinking at Harvard University. The guys…

1
Ep53 Overcoming the "Go Sell Value" Challenge with Chad Quinn and Jason Cunliffe 56:49

3+ y ago56:49

56:49

Welcome to the Inside: Sales Enablement Podcast Episode 53 Nine 4x2 Lego blocks have over 9 Billion unique combinations. How many "legos" does your product, solution, or service have? No matter how you define a "lego" at your company, the permutations are astounding, and yet this is the challenge salespeople navigate daily. On top of this, your com…

1
Ep52 Orchestrating Relevant Sales Conversations with Imogen McCourt and Doug Clower 57:09

3+ y ago57:09

57:09

Welcome to the Inside: Sales Enablement Podcast Episode 52 What happens when you get people together remotely or in-person to build something to "help sales sell?". Take an Insider's look at what it takes to navigate internal perspectives, challenges, and vision to co-create value together. Imogen and Doug join the guys to discuss their work. They …

1
Ep51 A Sales Leader’s View of Selling Business Outcomes with Bob Apollo 1:00:43

3+ y ago1:00:43

1:00:43

Welcome to the Inside: Sales Enablement Podcast Episode 51 Our focus on this podcast is for you sales enablement leaders and orchestrators. As an orchestrator. You need to develop skills to be mission and goal focused. prioritize the right goals and the right moments, guide the narrative by confronting reality, drive results by design, not effort a…

1
Ep50 Synthesis vs. Analysis and the Power of Improv with Brooke Spatz 49:58

3+ y ago49:58

49:58

Welcome to the Inside: Sales Enablement Podcast Episode 50 Theres a huge difference between analysis and synthesis. Analysis requires you to break things down, measure them, and understand what happened. The very nature of "analysis" is rooted in the past, and the assumption that understanding what happened helps you figure out what to do. But, wha…

1
Ep49 The Commercial Ratio: Declaring War on Inefficiency with Kunal Mehta 42:34

3+ y ago42:34

42:34

Welcome to the Inside: Sales Enablement Podcast Episode 49 It's a given that the sales and marketing engine is full of waste and inefficiency. Despite the best intentions of very smart people, something is still not quite right. How do we know? The Commercial Ratio tells us that most companies get .15 cents of growth for every dollar they spend on …

1
Ep48 Strategy, Execution, Orchestration with Joe 1:03:21

3+ y ago1:03:21

1:03:21

The value of Sales Enablement continues to elevate for those who orchestrate across the company to bring together the right solutions at the right time while addressing seller burden. In this packed episode, Scott and Brian are joined by Joe, a VP of Sales for a Mid-Sized services company that works with some of the largest media companies on the p…

1
Ep47 Commercial Ratio to Unlock Value with ROI Guy Tom Pisello 55:36

3+ y ago55:36

55:36

Welcome to the Inside: Sales Enablement Podcast Episode 47 In this episode, the guys are joined by Tom Pisello, the ROI Guy who shares his thoughts on the commercial ratio. To calculate the commercial ratio of your organization (www.commercialratio.com): Take your current annual revenue Subtract it from the annual revenue of the previous year Divid…

1
Ep46 Orchestrating Cross-Functional Enablement with Cathy Rowell 51:56

3+ y ago51:56

51:56

Welcome to the Inside: Sales Enablement Podcast Episode 46 There is a whole class of leader working in the gap between strategy and tactics, to blend together the right programs, actions, and processes to achieve outcomes -- often with people who don't report directly into them. In this episode, we're joined by Cathy - a sales enablement leader wor…

1
Ep45 Blending Strategy & Tactics with Doug Clower 1:03:04

4y ago1:03:04

1:03:04

Welcome to the Inside: Sales Enablement Podcast Episode 45 A Sales Enablement Orchestrator and Sales Enablement Insider joins our show to talk about blending strategy and tactics. Doug Clower is a 20 year Sales Enablement veteran with orchestration experience in companies like MicroFocus. Doug joins the podcast to talk about the changing sales land…

1
Ep44 Women In Sales Enablement with An All Star Panel 1:06:01

4y ago1:06:01

1:06:01

Welcome to the Inside: Sales Enablement Podcast Episode 44 At the end of our anniversary show the guys talked with Sarah Fricke who is passionate about laying a path for other women to join us in the enablement field while also while promoting the fact that there are many paths into enablement. Sarah joins the show to host a panel with: Amy Benoit …

1
Ep43 ISE Season Finalé Anniversary Show with 5 Listeners 1:01:10

4y ago1:01:10

1:01:10

Welcome to the Inside: Sales Enablement Podcast Episode 43. Let's Celebrate! Join 5 Sales Enablement Insiders and to talk through the past 12 months. In the last 12 months, 14,600 listens from 46 countries. instead of going back and reviewing all our shows again and creating some sort of review, we crowd sourced it. And you're invited to the party!…

1
Ep42 The Five Flavors of Enablement #Orchestrator with Erich Starrett 1:10:02

4y ago1:10:02

1:10:02

Welcome to the Inside Sales Enablement Podcast, Episode 42 In this episode, we're joined by Erich Starrett, President of the Atlanta Chapter of the Sales Enablement Society. We engage in a lively, candid discussion introducing "the five flavors" of Enablement #Orchestrator: Talent Enablement, Message Enablement, Pipeline Enablement, Organizational …

1
Ep41 Engineering Valuable Sales Conversations with Scott King 1:13:31

4y ago1:13:31

1:13:31

Welcome to the Inside: Sales Enablement Podcast, Episode 41 In this episode Scott King joins the show to help "dissect" the revenue engine and discuss the wins he's accomplished in partnership with product, marketing and sales teams to drive profitable growth at his company. We tap into their shared experiences to discuss the revenue and profitable…

1
Ep40 What Being HEROIC Looks Like with Hang Black 42:01

4y ago42:01

42:01

Welcome to the Inside Sales Enablement Podcast, Episode 40 In this episode, the guys interview Hang Black, Head of Global Sales Enablement at Juniper Networks and Insider Nation Member. Her mantra Earn It. Own It. Evolve It. As applied during COVID: Embrace the hard of this ....” She talks about her application and use of the HEROIC Leadership Fram…

1
Ep39 Santucci on TRIAL re: the Definition of Sales Enablement with John Thackston 59:20

4y ago59:20

59:20

Welcome to the Inside Sales Enablement Podcast, Episode 39 In this episode, the definition goes on trial and so does Scott Santucci. Scott gets temporarily removed from the co-host seat by John Thackston, VP of SOAR performance group. Perhaps no case in Sales Enablement history deserves the oft-used description "Trial of the Century" more than the …

1
Ep38 State of SE Panel 6: Executive Sponsors 1:11:48

4y ago1:11:48

1:11:48

Welcome to the Inside: Sales Enablement Podcast, Episode 38 Ever wonder what executive sponsors talk to about to Senior Leaders? Wonder why Sales Enablement gets funding in some organizations and doesn't in others? What about the skills and competencies of sales enablement leaders? In this last panel of our State of Sales Enablement Research, Scott…

1
Ep37 State of SE Panel 5: Sales Academics 1:30:23

4y ago1:30:23

1:30:23

Welcome to the Inside Sales Enablement Podcast, Episode 37 Hello insider nation we're excited to bring you yet another star-studded panel. This time it's a dedicated panel of academics covering the Sales Enablement space from Universities such as Johns Hopkins, University of Texas - Dallas, and Northern Illinois. For many, the COVID Crisis of 2020 …

1
Ep36 State of SE Panel 4: Sales Enablement L&D Training 1:18:44

4y ago1:18:44

1:18:44

Welcome to the Inside Sales Enablement Podcast, Episode 36 We here at inside sales enablement are dedicated to making sure listeners are successful overcoming the complexities in their own companies so that they can keep more effective in the market. there are many names used to describe what that, and we've been calling it sales enablement for the…

1
Ep35 State of SE Panel 3: Sales Enablement Leaders 1:05:36

4y ago1:05:36

1:05:36

Welcome to the Inside Sales Enablement Podcast, Episode 35 Continuing the ground-breaking series on the State of Sales Enablement, the guys bring industry trailblazers together to discuss the survey data and open-ended responses from over 100+ respondents. This is the 3rd panel discussion, and it's incredibly insightful. The panel discusses three c…

1
Ep34 State of SE Panel 2: Sales Experts 1:07:47

4y ago1:07:47

1:07:47

Welcome to the Inside Sales Enablement Podcast, Episode 34 This is the second panel discussion where leaders dissect the research data points from the State of Sales Enablement study being led by Scott Santucci. Fielded in March 2020, the study data-set ended up with over 100 responses! There were so many open-ended responses that a "guest analyst"…

1
Ep33 State of SE Panel 1: Sales Enablement Experts 1:02:33

4y ago1:02:33

1:02:33

Welcome to the Inside Sales Enablement Podcast, Episode 33 In March 2020, the guys fielded a groundbreaking study on the Future of Sales Enablement. We wanted it to have more open ended answers to reduce the sampling error bias and to take different lenses and different tools that we could use as researchers to do our analysis. Our goal was to get …

1
Ep32 Leadership in a world of VUCA 56:00

4y ago56:00

56:00

Welcome to the Inside Sales Enablement Podcast, Episode 32 Fresh off the COVID-19 Series, the guys take a deeper dive on Leadership in a world of VUCA. Volitility - Lack of consistency Uncertainty - Impossible to know fully. Complexity - A large number of interdependent factors. Ambiguity - Haziness of reality - impact of many interpretations. A ne…

1
Ep31 Part 5: COVID-19 Response Series: How do I lead through crisis and change? 1:05:54

4y ago1:05:54

1:05:54

Welcome to the Inside Sales Enablement Podcast, Episode 31 This is part 5 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. As sales enablement leaders, we have a huge role to play in helping sellers navigate these trying times. In our first four parts we covered a lot of critically important topics such a…

1
Ep30 Part 4: COVID-19 Response Series: Questions About the Path Forward 56:38

4y ago56:38

56:38

Welcome to the Inside Sales Enablement Podcast, Episode 30 This is part 4 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. As sales enablement leaders, we have a huge role to play in helping sellers navigate these trying times. If you listened to our first three episodes (episodes 27, 28 & 29) we talked a…

1
Ep29 Part 3: COVID-19 Response Series: What can Sales Enablement leaders do? 13:18

4y ago13:18

13:18

Welcome to the Inside Sales Enablement Podcast, Episode 29 This is part 3 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. In our first two parts (episode 27 & episode 28) we talked about what is going on, and how companies are likely to respond. In this episode, we're synthesizing the information so you …

1
Ep28 Part 2: COVID-19 Response Series: Anticipate how your company will react 27:26

4y ago27:26

27:26

Welcome to the Inside Sales Enablement Podcast, Episode 28 This is part 2 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. In words of Wayne Gretzky "Don't go to where the puck was, skate to where it will be" Our COVID response plan is designed to help you prepare for where the puck will be -- when the ec…

1
Ep27 Part 1: COVID-19 Response Series: Making Sense of What is Happening 39:02

4y ago39:02

39:02

Welcome to the Inside Sales Enablement Podcast, Episode 27 This is part 1 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. We're bringing together a diverse set of perspectives to provide you actionable insights in response to the COVID-19 Virus gripping the global economy. Scott Santucci and Brian Lamber…

1
Ep26 From Training to Talent Enablement 51:25

4y ago51:25

51:25

Welcome to the Inside Sales Enablement Podcast, Episode 26 What type of sales talent does your leadership team need, and what's your role in helping them acquire, develop, and improve those people? Respond to demand Generate demand What do customers think? In this podcast, Scott Santucci and Brian Lambert provide a foundation helps you answer quest…

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Scott Santucci, Brian Lambert Podcasts

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