Sales Enablement PRO Podcast

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 they can be more effective in their jobs. Today, I’m excited to have Anna Cockell join us from Envoy. Anna, I’d love for you to just introduce yourself, your role, and your organization to our audience. Anna Cockell: Sure, thanks for having me. So, as you said, my name is Anna. I am the head of enablement over at Envoy, and I do enablement for all of our customer-facing teams, including sales, success, and support. At Envoy, what we’re doing is we are best known for our visitor management. If you have ever walked into a building and signed in on an iPad, that’s oftentimes us. We are now also kind of reimagining the way that workplaces work. SS: I love that, and that is so timely. So, I’m so glad that you’re able to join us today. You&

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 they can be more effective in their jobs. Today, I’m really excited to have Jenn Wahl from Informatica join us. Jenn, I’d love for you to just introduce yourself to our audience. Jenn Wahl: Hi, everybody. I’m Jenn Wahl. I’m the director of enablement for professional services at Informatica. SS: Jenn, as I was just telling you, I’m super excited to have you here for our audience today given your particular focus in services enablement. I would love to understand from you, what does an enablement function need to include in order to best serve the professional services department? And from your perspective, why is it important to have enablement specifically focused on professional services? JW: I think what you should bring to the role of p

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 they can be more effective in their jobs. I’m excited to have Daniel Haden from American Express join us. Daniel, I would love for you to introduce yourself, your role, and your organization to our audience. Daniel Haden: I’m the director of global sales training and enablement at American Express. I’m based in London in the UK, but I have a global team across the world. I have training representatives in every different region around the world. SS: Fantastic. Daniel, I’m really excited to have you here today on our podcast. Now, as sales teams everywhere kind of transition to remote working environments, it sounds like you’ve had reps all over the world already. What can you tell us about your experience with the transition? What has been

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 they can be more effective in their jobs. Today, I’m excited to have Julie Zhang from Russell Investments join us. Julia, I would love for you to introduce yourself, your role in your organization to our audience. Julie Zhang: Hi, Shawnna. Thank you so much for having me. I work at Russell Investments, as you mentioned, and I’m the North America sales enablement director for our retail distribution teams. And essentially the role is, I would say, akin to kind of a quarterback. I think sales has gotten so complicated, especially in a heavily regulated industry like finance. There are so many different components that salespeople need to know and understand, and so much goes into that sales process. It’s not enough to just slide a product across the desk

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 they can be more effective in their jobs. Today, I’m excited to have Mary Tafuri from IBM join us. Mary, I’d love for you to introduce yourself, your title, and your organization. Mary Tafuri: Sure. I’m the chief sales enablement officer and vice president in IBM for IBM Cloud and Cognitive. I like to translate my role to my kids in a very simple way, which is all about making our sellers the best in the market. And the best for us means more skilled, so my job and my focus every day is how we can make all the roles that we have in our sales workforce – and we really have everything that you can think of from the digital sellers, the channel, the brand sellers, the cross-portfolio sellers, the architect, the tech team, all in our audience. So really, i

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 they can be more effective in their jobs today. I’m excited to have Sam from Integrate join us. Sam, I would love for you to introduce yourself, your role, and your organization. Sam Carlile: Yeah. Thanks, Shawnna for having me on. Obviously, I’m Sam Carlile. I am the global director of sales enablement at Integrate, which is a business marketing software company that helps organizations really drive revenue and results through the top of their marketing funnel efforts. Personally, I’m a father of two boys. I still play ice hockey somehow. I’m an ice hockey goalie and I play around here. I like Formula One and fly fishing. So that’s me in summary, Shawnna. SS: Well, I’m so excited you’re able to join us today, Sam, thank you so

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 they can be more effective in their jobs. Today, I’m excited to have Jessica from HelpSystems join us. Jessica, I’d love for you to introduce yourself, your title, and your organization to our audience. Jessica Ryker: Of course. I’m Jessica Ryker. I’m the sales enablement lead at HelpSystems. We are an IT management software sales company, specifically focusing on the areas of cybersecurity and automation. SS: I’m so excited to have you join us today, Jessica. Given your unique background as an attorney, I would love for you to explain to our audience how that experience has influenced your approach to sales enablement. JR: Of course. Being an attorney is, as you can imagine, something that requires you to think of any problem or any

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 in the latest trends and best practices so they can be more effective in their jobs. Today, I’m excited to have Kunal from HighRadius join us. Kunal, I’d love for you to introduce yourself, your role, and your organization to our audience. Kunal Pandya: Sure. Firstly, thank you for inviting me to speak to you about a subject that is very close to me based on what I do and how I do it. In terms of what I do: I am the senior director for global sales enablement at HighRadius. And HighRadius provides innovative cloud AI-driven solutions that help companies to achieve their working capital and cash flow goals. And it does this through the automation of their accounts receivable processes. So, when times are tough, it’s very important for companies to be able to optimize their cash flow and wor

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 they can be more effective in their jobs. Today, I’m excited to have Caroline join us. Caroline, I’d love for you to just introduce yourself, your role, and your organization. Caroline Holt: Sure. My name is Caroline Holt. I’m the EVP of revenue enablement for EVERFI, which is a global company based in Washington, D.C. SS: And can you explain to our audience a little bit about what the revenue enablement function looks like at EVERFI? How is it structured and segmented to support all of the revenue teams across sales, account management, customer success, and others? CH: Sure. So, let me tell you a little bit about our organization because I think that helps with understanding the revenue org. We are an education company. We’ve been around for a

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 they can be more effective in their jobs. Today, I’m excited to have Sheevaun Thatcher from RingCentral join us. Sheevaun, I would love for you to introduce yourself, your role, and your organization to our audience. Sheevaun Thatcher: Sure. I’m Sheevaun Thatcher and I’m the head of global sales and growth enablement at RingCentral. I’ve been there about three years, created the enablement program from scratch, and now I have an amazing team that’s in support of all the enablement programs at RingCentral. And RingCentral is an application, a tool, if you will, that allows people to message, call, meet, engage – all in the cloud. It’s not on-premises. And it’s a wonderful application. We use it for everything we do in enablement. SS: Now, I’d love to shift gears a littl

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 they can be more effective in their jobs. Today, I’m excited to have Sheevaun Thatcher from RingCentral join us. Sheevaun, I would love for you to introduce yourself, your role, and your organization to our audience. Sheevaun Thatcher: Sure. I’m Sheevaun Thatcher and I’m the head of global sales and growth enablement at RingCentral. I’ve been there about three years, created the enablement program from scratch, and now I have an amazing team that’s in support of all the enablement programs at RingCentral. And RingCentral is an application, a tool, if you will, that allows people to message, call, meet, engage – all in the cloud. It’s not on premises. And it’s a wonderful application. We use it for everything we do in enablement. SS:

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 they can be more effective in their jobs. Today, I’m excited to have Rebecca Bell from IQVIA join us. Rebecca, I would love for you to introduce yourself, your role, and your organization to our audience. Rebecca Bell: Well, thanks for having me. It’s great to be here. I’m Rebecca Bell, and I’m an associate director of global sales enablement to IQVIA. And I’ve spent a lot of years in sales and communications and in marketing, and I bring all that together in my role at IQVIA. And some of you may never have heard of IQVIA. I certainly hadn’t before I started talking to the company with a view to moving here about eight or nine months ago. IQVIA provides data as well as a lot of technology services to pharma companies. So, in today

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 they can be more effective in their jobs. Today, I’m excited to have Rebecca Bell from IQVIA join us. Rebecca, I would love for you to introduce yourself, your role, and your organization to our audience. Rebecca Bell: Well, thanks for having me. It’s great to be here. I’m Rebecca Bell, and I’m an associate director of global sales enablement to IQVIA. And I’ve spent a lot of years in sales and communications and in marketing, and I bring all that together in my role at IQVIA. And some of you may never have heard of IQVIA. I certainly hadn’t before I started talking to the company with a view to moving here about eight or nine months ago. IQVIA provides data as well as a lot of technology services to pharma companies. So, in today

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 they can be more effective in their jobs. Today, I’m excited to have Alan Love from Cisco Systems join us. Alan, I would love for you to introduce yourself, your role, and your organization to our audience. Alan Love: Yeah. Thanks. It’s great to be here, I appreciate the invitation. My name is Alan Love. I’m the go-to-market digital platforms leader at Cisco. What that means is that I lead a team of professionals that develop the strategy through execution for all of the digital platforms that support our global sales organization. I’ve kind of operated off of a pretty simple principle from the beginning of my career – which was in sales, carrying a bag, so to speak – that nothing good happens until somebody sells something. So, we want to help

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 they can be more effective in their jobs. Today, I’m excited to have Adriana join us from Clearbanc. I would love for you to introduce yourself, your role, and your organization. Adriana Romero: Thank you, Shawnna. I appreciate the invitation to the podcast. I am Adriana Romero and I am the go-to-market enablement manager for Clearbanc. We’re a FinTech company based out of Toronto, Canada, and we provide non-dilutive capital for eCommerce businesses in currently five countries. SS: Well, I am very excited to have you join us today. I would love for you to explain to our audience a little bit about how the sales enablement function is structured at Clearbanc. AR: Yeah. So, at Clearbanc, we’re a very small team. I have a team of two people that I call the go-

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 they can be more effective in their jobs. Today, I’m excited to have Leon join us from SecurityScorecard. Leon, I’d love for you to just introduce yourself, your title, and your organization to our audience. Leon Hassid: Sure. Thanks for that, Shawnna. First of all, thank you so much for the invitation. It’s a pleasure to be here. So, my name is Leon Hassid and I’ve been working in B2B sales and business development roles for over 15 years now. For the last six months, I’ve been working at SecurityScorecard where I’ve been given the wonderful opportunity, I would say, to bring together two worlds that have been and still are a passion of mine – that’s cybersecurity and sales enablement and training. The latter obviously being the main area

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 they can be more effective in their jobs. Today, I’m excited to have Terry Mitchell from Fujifilm’s join us. Terry, I’d love for you to just introduce yourself to our audience. TM: Thanks for having me on, Shawna. I’m Terry Mitchell and I am director of sales enablement at Fujifilm. And many people know the brand name Fujifilm, Fuji today is a global company headquartered in Japan, operating in almost every country around the world. I would expect most people would know Fujifilm for its photographic film, but today, even though film is still in our name, it’s a very small part of our product portfolio. Photography has transitioned to digital, but so has medical x-ray and printing. And I’m actually in the printing group or what we call the g

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 they can be more effective in their jobs. Today, I’m excited to have Aaron Evans from GlobalData join us. Aaron, I’d love for you to introduce yourself, your title, and your organization. Aaron Evans: Sure. Well, my name is Aaron Evans. As you mentioned before, I worked for an organization called GlobalData, which is a business intelligence company, which is listed on the London stock exchange. and my role is fundamentally head of sales enablement. So, what does that mean? It means I head up the sales enablement globally for the whole organization when it comes to training, development, coaching, and bringing in best practices across the whole sales organization. SS: Fantastic. Well, I’m very excited to have you join us today, Aaron. Now, one of

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 they can be more effective in their jobs. I would love for you to tell us a little bit about yourself, your role, and your organization, Marie-Louise. Marie-Louise Dalsgaard: Absolutely. And thanks for having me. I’m a native Dane, but I’ve lived across six countries, either for work or for study. So, I feel quite vested at least in EMEA, and I also lived in Canada for a while. I kind of honed myself as a tech enthusiast. I love testing out new ways of working, new tools, all of those kinds of things. And I’ve always been quite an ambitious, people-loving kind of person, which kind of made me go into sales in the first place. I believe, regarding my role, I have completely structured it myself. It was an opportunity I saw as available to help Pleo gro

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 they can be more effective in their jobs. I’d love for you to introduce yourself, your title, and your organization. Chad Dyar: My name is Chad Dyar. I am the head of field operations and enablement and Hearsay Systems. SS: Excellent. Well, I’m so excited that you are able to join us today, Chad. Thank you. CD: So happy to be here. SS: You also recently participated in the Sales Enablement Soirée event in San Francisco, and there you actually talked about an initiative where you put together core competencies for sales managers. What are the core competencies that you identified? CD: So, I think these are going to be different for every organization based on the sales process, what type of team – inside, outside, field sales – but the ones that I was working on pr