Sales Enablement PRO Podcast

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. In any career, there’s a big difference between being good at your job and being one of the best. In sales, this difference can have profound effects on the success of the company and your own career trajectory, but especially for demographics that are more underrepresented in the sales profession, such as women, bridging the gap to go from good to great can seem daunting. That’s why I’m so excited to have Cynthia Barnes, author of Reach the Top 1% here to tell us some of her advice to become a top-performing salesperson and how enablement can help. With that, Cynthia, I’d love for you to just tell our audience a little bit more about yourself, your background, and your book. Cynthia Barnes: Thank

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO Podcast. I’m Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today I’m excited to have Marina Jeanbart at Ankorstore join us. Marina, I would love for you to introduce yourself, your role, and your organization to our audience. Marina Jeanbart: Thank you very much for having me. My name is Marina Jeanbart, as you said, perfectly. I am based in Paris, France. I studied hospitality management back then and worked in a couple of hotels before moving to business operations five years ago, and this is where I got close to sales and account managers and started to understand their pain points. I then got the chance to join Ankorstore as a sales enable manager two years ago and this is when the company actually grew massively and we had to hire 200 sales reps across six different markets. W

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement Pro podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. In the post-pandemic business landscape with volatile economies, meeting customer expectations is increasingly complex and difficult for businesses to get right. This means that it’s more important than ever for business leaders to collaborate and operate with a growth mindset across the entire customer journey to achieve sustainable success. In her book Marketing For Dummies, Jeanette McMurtry talks about the critical role that marketing strategy plays in ensuring long-term success and how marketing, sales, and enablement can partner together to move businesses forward. I’m so excited to have Jeanette here to tell us a little bit more about her book. With that, Jeanette, I’d love for you to introduce y

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO Podcast. I’m Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today I’m excited to have Jess Rodriguez from Beyond join us. Jess, I would love for you to introduce yourself, your role, and your organization to our audience. Jess Rodriguez: Thanks so much. My name is Jess Rodriguez. I am the senior sales enablement manager at Beyond, and what we do is we work in the short-term vacation rental space and we help property managers and hosts grow and keep their revenue. SS: We’re excited to have you here, Jess. Now, in addition to your sales enablement experience, one of the things that I thought was really cool about your background is that you’re also a professionally trained actor and have coined yourself as The Improv Girl. How does your experience in improv influence your

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO Podcast. I’m Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today, I’m excited to have Kristin Klinkner from Zumper join us. Kristin, I would love for you to introduce yourself, your role, and your organization to our audience. Kristin Klinkner: Hi Shawnna. I am the sales enablement manager at Zumper, which is a platform you can use to find your next rental property, whether long-term, short-term, or vacation rentals, we have them all in one place. We’ve got a fantastic user experience and because of that, we attract our audience organically, and then we’re able to provide our clients with high-quality leads for renters to their properties. I’ve been at Zumper for a bit over two years. I’m a team of one, and this is the first job I’ve had with the offic

Olivia Fuller: Hi and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. If you’ve ever worked in B2C industries, you’ve likely heard some variation of the mantra that the customer is always right, and really the core meaning behind this phrase is that the needs of the customer should be the top priority for the employee. Really setting that expectation that the customer is at the center of the business model. In today’s economic landscape, these expectations continue to trickle even more so into the B2B world. Having this customer-centric mentality is a place where sales enablement can really play a crucial role in helping revenue teams understand the importance of customer-centricity to drive loyalty. I’m so excited to have Jim Tincher, the author of Do B2B Better, here to tell u

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO Podcast. I’m Shawnna Sumaoang. Sales enablement is a constantly evolving space, and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today I’m excited to have Denise Hannon from Tray.io join us. Denise, I’d love for you to introduce yourself, your role, and your organization to our audience. Denyse Hannon: Thank you so much for having me. It’s great to be here and hello to everyone out there. My name is Denyse Hannon and I work at Tray.io. Tray.io is really driven by the hope to create a world where really anyone can solve business problems without the constraint of technology, but in doing so through automation. We essentially help companies transform fragmented processes into very powerful business outcomes. For example, our customers are able to automate business processes or even help accelerate a company’s integration r

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today, I’m excited to have Rick Kickert from Zscaler join us. Rick, I would love for you to introduce yourself, your role, and your organization to our audience. Rick Kickert: Thanks, Shawnna. I am the global vice president of what we call REV, which is revenue enablement and velocity. Zscaler is a cloud security company, and I’ve had the opportunity to be here for almost four years now. I have also been in the pre-IPO space, mostly with tech, doing a similar rollover at Rubrik and then over AppDynamics doing enablement, sales emerging technologies, and also had the opportunity of working on the business value consulting team there. Before that, I actually spent about 10 years over at Blue Cross Blue Shield and I alwa

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today, I’m excited to have Eric Lindroos from Culture Amp join us. Eric, I would love for you to introduce yourself, your role, and your organization to our audience. Eric Lindroos: Absolutely, thank you so much for having me, I am so excited to be on the Sales Enablement PRO podcast. My name is Eric Lindroos, and a little bit about me is that I love traveling, I am a proud uncle, I am a wine enthusiast, and I just moved to Portland, Oregon after living in Ireland for the last year. I am also on an active surrogacy journey to fatherhood, so fingers crossed, I should also be a new papa by the end of the year. I love all things enablement, of course. Recently, I joined Culture Amp as their revenue enablement partner with a fo

Olivia Fuller: Hi and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Sales can be a tough job and it’s not one that everyone is naturally inclined to do. With uncertain economic conditions like we’re experiencing today, this job can be even more difficult. The Snowball System is designed to help people sell effectively in a way that they’re comfortable with without feeling like a sleazy salesperson. I’m so excited to have the author of “The Snowball System”, Mo Bunnell, here to tell us a little bit more about this concept and his book. With that, Mo, I’d love it if you could tell our audience a little bit about yourself, your background, and your book. Mo Bunnell: Yes, let me say this out of the gate. All of you listeners and watchers out there, I am so much a fan o

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today I’m excited to have Brooke Eklund from Vonage join us. Brooke, I’d love for you to introduce yourself, your role, and your organization to our audience. Brooke Eklund: Hi Shawnna, thank you so much for having me. I’m Brooke Eklund and I’m a sales enablement manager at Vonage. I’ve been with the organization for just over a year now. I was previously with IBM for 13 years in many different roles, so my background is in sales actually. I’ve held roles as a seller, and a front-line sales manager leading early career sales professionals, as well as then moving into global sales transformation and this has really led me on my sales enablement journey. I’m also a member of a community cal

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today I’m excited to have Jessica Hoffman from AlertMedia join us. Jessica, I’d love you to introduce yourself, your role, and your organization to our audience. Jessica Hoffman: Thank you so much for having me. As you mentioned, my name is Jessica Hoffman, I go by Jess, and I am the sales enablement manager at AlertMedia. I support our enterprise and mid-market amazing alert-es which are our sales reps. AlertMedia is an amazing company that helps organizations respond to critical events faster with emergency communication software. In short, we help people save lives which is pretty cool. I very much enjoy working for AlertMedia. I like to say my background is a beautiful winding road that led me to enablement. I alw

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today I’m excited to have Dianne Kleber from Paradox join us. Dianne, I would love for you to introduce yourself, and your role in your organization to our audience. Dianne Kleber: Thank you for having me here today. As you said, I’m Dianne Kleber and I am the VP of sales enablement at Paradox. If you’re not familiar with Paradox, we help companies with their talent acquisition. We do this through our text and conversational ai chat tool and we have so much fun doing this. I’m having so much fun in this role in sales enablement. It’s actually my first official sales enablement role, but I say it all the time, and this is part of my background. I have been a seller, a sales leader, and passionate abou

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today I am excited to have Lisa Contini from Redis join us. Lisa, I would love for you to introduce yourself, your role, and your organization to our audience. Lisa Contini: Thank you so much for inviting me to share my experience. I am the Vice President of sales enablement and go-to-market strategy for Redis. I started my career in sales many years ago out of college and I would say in the nineties I found a niche as an independent contractor and then built a business with my sisters where we worked with very large technology companies like HP, Oracle, and Cisco, helping them drive adoption around their sales methodology because many companies had methodologies that just sat in a binder on a bookshelf. What I did not realize at

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today I’m excited to have Shawn Fowler from RevenueReady join us. Shawn, I would love it if you would introduce yourself, your role, and your organization to our audience. Shawn Fowler: Thank you for having me today. My name is Shawn Fowler and last year started a company called RevenueReady with a couple of partners. Before that, I really had three careers. My undergrad degree is in philosophy which got me a great job waiting tables, so I went back and got a degree in computer programming and did IT and programming for a while and then ended up doing academic research before I went to grad school. After that, I ended up doing training at a startup and it was mostly the technical training part of the startup. People kept te

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today I’m excited to have Chuck Marcouiller from Freightwaves join us. Chuck, I would love for you to introduce yourself, your role, and your organization to our audience. Chuck Marcouiller: My name is Chuck Marcouiller and I’m the Vice President of revenue enablement for Freightwaves. Freightwaves is an interesting space. We are sort of like the Bloomberg of the supply chain in that we’re a media company as well as a technology company, software as a service company, that supports the shippers, carriers, and brokers on anything that moves by ship, road, and rail. We’re sort of like the database that says what it cost to move anything, where you go for business, and the analytics on anything within the sup

Olivia Fuller: Hi and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. While enablement has recently emerged as a formal business function over the last several years, the idea of enabling sellers to succeed has existed in businesses for a long time. As the function of enablement has become more solidified in recent years, selling as a profession has also undergone a lot of change. Inevitably this means that enablement will continue to evolve alongside those changes. Pam Didner, the author of Effective Sales Enablement is here to talk to us a little bit about some of those core concepts from her book about where enablement has historically been and how organizations can lean on enablement to overcome some of those challenges that they may face in the future. So with that, Pam, I’d love to hear a l

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today I’m excited to have Kelley Jarrett from Gainsight join us. Kelley, I would love for you to introduce yourself, your role, and your organization to our audience. Kelley Jarrett: Hi Shawnna, it’s nice to be here. My name is Kelley Jarrett. I head up kind of a three-part team here at Gainsight. It’s sales strategy, enablement, and operations. I have been with Gainsight for just under two years now and was actually brought in to build the enablement function here at Gainsight. We had one individual who was leading that effort and as Gainsight was heading into a growth period and fast growth and scale it was important to the company to bring in a leader to build this team so that we could help the sales organization

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today I’m excited to have Elena Beletsioti from Yokoy join us. Elena, I would love for you to introduce yourself, your role, and your organization to our audience. Jonah, thank you very much for having me today. Elena Beletsioti: Hi Shawnna, thank you very much for having me today. As you said I am Elena Beletsioti and I’m responsible for sales enablement at Yokoy. Yokoy is a spend management solution for midsize and enterprise companies. What we do is bring together expense management, invoice processing, and smart corporate cards in one platform and we really aim to transform the way companies do spending from the ground up. If you look at my background it is somewhat atypical for a sales leader or sales enablement

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast. I am Shawnna Sumaoang. Sales enablement is a constantly evolving space and we’re here to help professionals stay up to date on the latest trends and best practices so that they can be more effective in their jobs. Today I’m excited to have Julie Cecilio from Collibra join us. Julie, I would love for you to introduce yourself, your role, and your organization to our audience. Julie Cecilio: Great, thank you so much, Shawnna. Thanks for having me. As you said, my name is Julie Cecilio and I am the vice president of go-to-market revenue enablement here at Collibra. I am coming up for two years, and have been in high-tech for quite some time. I was previously at VMware and before that at Cisco all in various roles supporting the sales organization’s effectiveness. SS: I’m excited to chat with you because, in addition to organizational effectiveness, one of your areas of expertise for you is also around change management. So I