Episodios
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In this episode of The State of Sales Enablement, Jonathan Kvarfordt, a.k.a. Coach K, sits down with Krystina Moustakis, an organizational psychologist and enablement expert, to dive into how enablement can drive performance through a unique people-centric approach.
Krystina shares her journey from teaching to organizational psychology and how her background shapes her refreshing perspective on enablement and business performance. They explore how to define and align enablement metrics to business outcomes, change organizational mindsets, and create sustainable, high-impact initiatives.
Here is what Jonathan and Krystina discussed:
Krystina's journey: from high school teacher to organizational psychologist and sales enablement consultant.Why understanding behavior change is critical to improving performance.How to align enablement programs with strategic business metrics for executive buy-in.The importance of defining outcomes versus simply delivering skills.Building enablement as a "game maker" function: how to influence systems, processes, and behaviors.How sales principles and user-experience design can transform enablement's impact.Tips for driving long-term organizational change and value through enablement.Tune in to learn how Krystina's insights can help you elevate your enablement function to become a strategic driver of business success.
Connect with Krystina Moustakis:
Website: https://krystinam.com/LinkedIn: https://www.linkedin.com/in/kmost/Connect with Jonathan Kvarfordt (Coach K):
LinkedIn: https://www.linkedin.com/in/jmkmba/
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In this episode of The State of Sales Enablement, Coach K is joined by Federico Presicci, a prominent sales enablement leader and creator of insightful practitioner-led content in the enablement space. Federico shares his unique journey from arriving in the UK without speaking English to becoming a recognized voice in sales enablement. Together, they discuss the critical components of effective enablement, the importance of strategy, and how to leverage data to drive measurable outcomes.
Here’s what Coach K and Federico discussed:
Federico’s journey from mechanical engineering to sales and eventually to sales enablement, highlighting the transformative power of embracing challenges and personal growth.Why enablement is more than just training, content, and tools—and how strategic thinking and cross-functional collaboration drive scalable impact.The role of cultural shifts and mindset changes in embedding enablement into organizational structures and leadership approaches.Federico’s blog and collaborative projects, including his focus on gathering insights from practitioners and creating practical, unbiased resources for the enablement community.How advanced tracking, conversational intelligence, and AI-driven role-playing tools can provide actionable insights and leading indicators for enablement success.The balance between short-term execution and long-term scalability in enablement strategy and program design.Connect with Federico Presicci:
LinkedIn: linkedin.com/in/federico-presicci/Blog: federicopresicci.comNewsletter: federicopresicci.com/newsletter/Connect with Coach K:
LinkedIn: linkedin.com/in/jmkmba/Tune in to hear Federico’s actionable insights and how his holistic approach to enablement can help organizations align strategy, culture, and execution for sustainable success.
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In this episode of The State of Sales Enablement, your host Dannii Mathers is joined by Lawrence Wayne O'Connor, a sales enablement leader and advocate for leveraging culture to drive sales success. Based in the UK, Lawrence shares his unique journey into sales enablement, his perspectives on cultural assets, and how these can be harnessed to empower sales teams and create lasting impact.
Here is what Dannii and Lawrence discussed:
Lawrence’s journey from basketball and business school to sales enablement, and how sociology shaped his approach to understanding people and culture in sales.What cultural assets are and how they differ from traditional sales and marketing assets.The importance of storytelling in sales and how to engineer an environment that fosters sharing and leveraging buyer-focused stories.Tactical strategies to create, deploy, and sustain cultural assets, including using deal reviews, customer success stories, and conversational intelligence tools.The IKEA effect: how involving teams in the creation of training and assets drives ownership, engagement, and better results.And more…Tune in to learn how Lawrence’s creative approach to sales enablement can help you foster a culture of learning, storytelling, and bottom-up innovation in your sales organization.
Connect with Lawrence Wayne O'Connor:
LinkedIn: linkedin.com/in/sirlawrencewayneSales Training Effectiveness Scorecard: https://storytechr.com/quizConnect with Dani Mathers:
LinkedIn: linkedin.com/in/dannii-mathers/
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In this episode of Troubleshooting Enablement, Devon McDermott, your host and EnableNerd, welcomes Sean Lane, RevOps expert, co-author of The Revenue Operations Manual, and host of The Operations Podcast. Sean is also a founding partner at Beacon GTM, where he helps early-stage companies optimize their go-to-market strategies. With over a decade of experience in RevOps and SaaS, Sean dives deep into the synergies between enablement and operations.
Here is what Devon and Sean discussed:
How to align enablement and RevOps around shared goals to eliminate silos and duplication of effort.The importance of focusing on measurable outcomes instead of solely processes or training programs.Strategies for clearly defining team charters, roles, and responsibilities to foster internal alignment and stakeholder trust.The value of leveraging operational routines and technology to streamline go-to-market strategies and foster cross-functional collaboration.Key insights into structuring RevOps and enablement teams to maximize their impact while navigating organizational complexities.And more…Tune in to hear Sean’s invaluable perspectives on how RevOps and enablement teams can work together to drive measurable business success and operational excellence.
Connect with Sean Lane:
LinkedIn: https://www.linkedin.com/in/seanlane/Learn about Beacon GTM: https://www.beacongtm.com/The Revenue Operations Manual (book): https://www.amazon.com/Revenue-Operations-Manual-High-Growth-Spiral-bound/dp/B0DJ3H3X94The Operations Podcast: https://podcasts.apple.com/us/podcast/operations-with-sean-lane/id1462659431Connect with Devon McDermott:
LinkedIn: https://www.linkedin.com/in/devonmcdermott/Connect with Sean on LinkedIn: https://www.linkedin.com/in/seanrlane/
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In this episode of The State of Sales Enablement, Coach K sits down with Samantha McKenna, founder of SamSales Consulting, to explore the evolving dynamics of sales enablement and leadership alignment. Samantha, a well-known expert in sales strategy and enablement, shares valuable insights into what makes enablement effective, how to measure its impact, and why it’s essential to tie enablement efforts to business objectives.
Samantha and Coach K dive deep into:
Samantha’s Career Journey: From her Swiss upbringing to becoming a sales enablement leader, Samantha discusses her experiences in both the C-suite and as an enabler, along with her philanthropic work supporting veterans and teachers.The Disconnect Between Leaders and Enablement: Samantha addresses the common disconnect between leadership and enablement teams, focusing on the challenges of defining enablement’s role and measuring its impact within organizations.Measuring Enablement ROI: Samantha shares how her team at SamSales Consulting tracks the success of enablement initiatives, emphasizing the importance of balancing qualitative feedback from sellers with hard metrics like response rates and conversion improvements.Personalization and Prospecting: Discussing her "Show Me You Know Me" methodology, Samantha explains how personalized, research-driven approaches to sales outreach can drastically improve engagement and conversion rates.Bringing in External Expertise: Samantha highlights the benefits of enablement teams leveraging external specialists to enhance their effectiveness, emphasizing that the role of enablement is not to know everything but to source the best resources.Practical Strategies for Enablement: From improving email outreach to redefining discovery calls, Samantha offers actionable advice on how enablers can drive success within their teams, focusing on practical steps rather than just theory.Connect with Samantha McKenna:
Website: SamSales ConsultingLinkedIn: Samantha McKennaConnect with Coach K:
LinkedIn: Coach KTune in to learn how to shift sales enablement from a cost center to a strategic driver of business success and improve sales performance across your organization!
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In this episode of The State of Sales Enablement, Coach K welcomes Tina Teodorescu, a behavioral science expert and founder of Talent Edge Advisors. Tina shares her fascinating career journey, from her background in psychology and behavioral science to becoming a fractional Chief People Officer, advising small businesses on talent strategy and organizational performance.
Tina and Coach K dive deep into:
Tina’s Career Path: How her passion for psychology and behavior science led her to organizational behavior management and performance optimization.Behavioral Science in Business: Tina's early experiences working with top sales performers to create performance improvement models and her continued use of these principles today.Enablement and Competency Models: The importance of starting with business outcomes, working backward to identify the skills and behaviors needed, and building training and enablement programs that align with top performance.AI and Performance Improvement: Tina shares her perspective on AI's role in optimizing performance and talent strategies, and why the human element remains critical in coaching and mentorship.Inside-Out vs. Outside-In Approach: Tina explains the benefits of working from the business's desired outcomes to define necessary roles and skills, rather than building enablement programs in a vacuum.Connect with Tina Tiodorescu:
LinkedIn: Tina TeodorescuWebsite: Talent Edge AdvisorsConnect with Coach K:
LinkedIn: Coach K
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In this episode of Troubleshooting Enablement, Devon McDermott, your host and EnableNerd, welcomes Mike Kunkle, Vice President of Sales Effectiveness Services at SPARXiQ, author of The Building Blocks of Sales Enablement, and the mastermind behind the Sales Effectiveness Straight Talk newsletter. With decades of experience, Mike shares his views on how to maximise the impact of the sales enablement function.
Here is what Devon and Mike discussed:
How to effectively measure the business impact of enablement initiatives.The importance of understanding top performers and differentiating them from top producers.How to effectively diagnose and resolve gaps in enablement initiatives by focusing on what really drives performance.The critical role of sales managers in enabling their teams, including the challenges they face and how to support them in coaching and development.And more...Tune in to hear Mike’s invaluable insights and strategies that can help you drive meaningful impact within your enablement function and beyond.
Connect with Mike Kunkle: https://www.linkedin.com/in/mikekunkle/
Read Mike Kunkle's Book: https://www.amazon.com/Building-Blocks-Sales-Enablement/dp/1952157625/
Subscribe to Mike’s Newsletter: https://www.linkedin.com/newsletters/6958899285706821632/
Mike Kunkle's Link Tree: https://linktr.ee/mikekunkle
Connect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/
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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 years of experience in sales and enablement, Corey offers a refreshingly direct perspective on what works and what doesn’t in the industry.
Here are some of the questions Corey and Jonathan attempted to tackle:
What is Corey’s background, and how has his experience shaped his approach to sales enablement?What is the current state of sales enablement, and why does Cory believe it has become bloated?Why does Cory challenge the idea of sales enablement being a true "community" and what are the implications of this view?How does Cory differentiate between building and operating enablement functions, and why does he see this distinction as crucial?What is Cory’s approach to solving enablement problems quickly and effectively?How does Cory view the role of sales experience in leading an enablement function, and why does he believe it’s critical?What should enablement professionals focus on to prove the value of their work within an organisation?Tune in to hear Corey’s unfiltered opinions on the enablement landscape and his practical advice on making enablement more effective and results-driven.
Connect with Coach K: https://www.linkedin.com/in/jmkmba/
Connect with Cory Bray: https://www.linkedin.com/in/buy-triangleselling/
The Sales Enablement Playbook: https://www.amazon.com/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762
The Sales Management Podcast: https://podcasts.apple.com/us/podcast/sales-management-podcast/id1631765942
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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 training.
Here are some of the questions Coach K and Christina attempted to tackle:
How can AI be effectively integrated into sales enablement without overwhelming sales teams with too many tools?What strategies can be used to ensure that AI tools support, rather than replace, essential human elements in enablement?How can enablement professionals maintain control over the tech their teams use in the face of rapidly evolving AI tools?What does "perfect practice" look like in sales enablement, and how can AI facilitate it?Tune in to hear Christina's insights on leveraging AI to enhance sales enablement and her vision for the future of learning and development in the workplace.
Connect with Coach K: https://www.linkedin.com/in/jmkmba/
Connect with Christina: https://www.linkedin.com/in/christinapbrady/
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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, offering practical strategies for managing workload, creating scalable programs, and maintaining effectiveness despite limited resources.
Here are some of the questions Eric and Devon attempted to tackle:
What has Eric's enablement journey looked like, and how has his diverse background shaped his approach?How can a one-person enablement team balance onboarding new hires and providing ongoing support to experienced reps?What strategies can be used to create scalable, customised enablement programs with limited resources?How can enablement professionals set boundaries and manage expectations with leadership regarding what can realistically be achieved by a small team?What role does an enablement charter play in setting the stage for success, and how can it be effectively used?How can enablement leaders leverage cross-functional collaboration and peer learning to scale their efforts and improve team performance?Tune in to hear Eric's insights on navigating the enablement landscape as a solo practitioner and how to drive meaningful impact within your organisation.
Connect with Eric Mingorance: https://www.linkedin.com/in/emingo
Connect with Devon McDermott: https://www.linkedin.com/in/devonmcdermott/
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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 Enablement Collective.
During their conversation, Dannii and Celine dive deep into several key topics:
What are the critical gaps in how sales enablement is approached in organizations today?Who holds the responsibility for ensuring that sales leaders are properly equipped to coach and guide their teams?How can sales enablement professionals encourage sales leaders to be more actively involved in the enablement process?What are the most effective ways to measure the impact of leadership enablement?Why is it crucial to establish a strong alignment between leadership enablement and overall sales performance?Connect with Celine Grey: https://www.linkedin.com/in/celinegreypelissier/
Connect with Dannii Mathers: https://www.linkedin.com/in/dannii-mathers/
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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 successful. They also discuss the challenges in defining the role of enablement in organizations and how leaders can better support and coach their teams.
Connect with Senait: https://www.linkedin.com/in/senaitisaac/
Connect with Coach K: https://www.linkedin.com/in/jmkmba/
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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 reports to him at every organisation he works for.
Here are some of the questions this episode tackles:
Why is there a disconnect in the industry about the role and responsibilities of sales enablement?How can sales enablement teams influence metrics they do not have full control over?What is the role of sales leaders in defining and guiding sales enablement activities?What is the importance of top performer analysis in sales enablement?What methodologies and frameworks can be used to improve sales manager performance?Connect with Kevin "KD" Dorsey: https://www.linkedin.com/in/kddorsey3/
Explore KDs Sales Leadership Accelerator: https://www.salesleadershipaccelerator.com/slamembershipoverview
Explore KDs community: https://www.patreon.com/insidesalesexcellence
Connect with Coach K: https://www.linkedin.com/in/jmkmba/
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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 tracking?What recommendations do you have for enablers working in an environment with questionable data?What are some tips for enablement folks who don't have the power and authority to drive change?What is the best enablement advice you've ever received?Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform
Connect with Nick Lawrence:
https://www.linkedin.com/in/elevatingenablement/
Connect with Devon McDermott:
https://www.linkedin.com/in/devonmcdermott/
Resources Featured in this Episode:
"Human Competence: Engineering Worthy Performance" by Thomas F. Gilbert
https://www.amazon.com/Human-Competence-Engineering-Worthy-Performance/dp/0787971580"Design for How People Learn" by Julie Dirksen
https://www.amazon.com/Design-People-Voices-Matter-DIrksen/dp/0134211286"Talk to the Elephant: Design Learning for Behavior Change" by Julie Dirksen
https://www.amazon.com/Talk-Elephant-Design-Learning-Behavior/dp/1953845013"Make It Stick: The Science of Successful Learning" by Peter C. Brown, Henry L. Roediger III, and Mark A. McDaniel
https://www.amazon.com/Make-Stick-Science-Successful-Learning/dp/0674729013"Performance-Focused Learner Surveys: Using Distinctive Questioning to Get Actionable Data and Guide Learning Programs" by Will Thalheimer
https://www.amazon.com/Performance-Focused-Learner-Surveys-Distinctive-Questioning/dp/1941577136"The Success Case Method: Find Out Quickly What's Working and What's Not" by Robert O. Brinkerhoff
https://www.amazon.com/Success-Case-Method-Working-Whats/dp/1576751856"The Building Blocks of Sales Enablement" by Mike Kunkle
https://www.amazon.com/Building-Blocks-Sales-Enablement-Transformative/dp/1645438645
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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 for comprehensive enablement strategies that extend beyond just the sales team.
Here are some of the questions Greg and Coach K explored:
What inspired Greg’s shift from traditional sales enablement to a broader revenue enablement role, and how has his journey influenced his approach?How can organizations effectively implement enablement across various departments to enhance overall customer experience?What challenges do enablement leaders face when trying to shift the focus from sales to a more holistic customer journey?Why is it essential for companies to adopt a customer-centric enablement approach, and how does this compare to traditional sales training methods?How can enablement leaders demonstrate the value of a revenue enablement strategy to executive leadership?Connect with Greg: https://www.linkedin.com/in/gregqualls/
Watch Greg's talk: https://www.youtube.com/watch?v=o_joQ1J9TfM
Connect with Jonathan: https://www.linkedin.com/in/jmkmba/
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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 help can bridge the divide between skill development, opportunity management, and forecasting.
Here are some of the questions Paul and Keenan tackled:
What are the common disconnects between the skills management layer and the opportunity management layer in sales enablement?
How can sales enablement professionals ensure their efforts are directly connected to revenue outcomes?
How can organizations effectively capture and utilize buyer input data to improve sales outcomes?
What are the key elements of a successful sales enablement strategy that aligns with both skills development and business objectives?
Connect with Keenan:
https://www.linkedin.com/in/jimkeenan/
Learn more about the S.P.E.E.D. model:
https://salesgrowth.com/revenue-speed-model/
Connect with Paul Butterfield:
https://www.linkedin.com/in/paulrbutterfield/
Connect with Felix Krueger
https://www.linkedin.com/in/hfkrueger/
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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 tech revenue teams ditch feature selling in favor of storytelling to build trust with buyers.
Here are some of the questions Ravi and Dannii tackled:
What drives Ravi’s passion for storytelling, and how has his journey shaped his approach to sales and enablement?How can storytelling be implemented effectively within sales teams to enhance trust and connection with buyers?What are the challenges sales teams face in adopting storytelling, and how can these be overcome?Why is it crucial for organizations to foster a culture of storytelling, and how does this compare to traditional learning and coaching cultures?How can leaders use storytelling not just to sell, but to inspire and drive change within their organizations?Connect with Ravi Rajani:
https://www.linkedin.com/in/ravirajani/
https://www.theravirajani.com/
Connect with Dannii Mathers:
https://www.linkedin.com/in/dannii-mathers/
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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, discusses her multi-faceted definition of enablement, and delves into the importance of behavior change in driving organizational success.
Here are some of the questions Lauren and Jonathan attempted to tackle:
What is the difference between skills and competencies, and why is this distinction important?What is the Kirkpatrick methodology, and how can it be used to measure the impact of enablement?How can organizations move from subjective to objective measures of skills and behavior change?What are the common challenges in the enablement community, and how can a clearer definition of enablement help address these?Why can enablement serve the entire organisation, not just sales?Connect with Lauren Brownstone:
https://www.linkedin.com/in/laurenbrownstone/
https://www.heartwisedev.com/
Read Lauren's book:
https://www.amazon.com/Enabling-Enablement-Executing-Strategic-Organization/dp/B0CQ17B8R3
Connect with Jonathan Kvarfordt:
https://www.linkedin.com/in/jmkmba/
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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 enablers can adapt their strategies to not only survive but thrive in an evolving job landscape.
Want to submit a confidential question? Simply fill in this form: https://docs.google.com/forms/d/e/1FAIpQLScwcrkKKiFS6vbLbgt2S4jn9bCLkIc-KZaMqXdisdPb5F3CTg/viewform
Connect with Phil Putnam:
https://www.linkedin.com/in/philputnamcoach/
https://www.philputnam.com/
Connect with Devon McDermott:
https://www.linkedin.com/in/devonmcdermott/
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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 Reimagined, and discusses common challenges and effective strategies for enablers.
Here are some of the questions Stephanie and Jonathan attempted to tackle:
What is Stephanie's approach in enabling enablers?What is Enablement Reimagined, and what does it aim to change about the support available to enablers?What are the typical obstacles that enablers encounter, and how can they address these to enhance their strategic role?How can enablers secure the development tools they need and get the right support within their businesses?Connect with Stephanie White: https://www.linkedin.com/in/stephanie-white-sales/
Learn more about Enablement Reimagined: https://www.linkedin.com/company/enablement-reimagined/
Connect with Jonathan Kvarfordt: https://www.linkedin.com/in/jmkmba/
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