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. Creating predictable and scalable revenue is any business leader’s dream, but how can that dream actually become reality? Well, as it turns out, there’s a formula for building and sustaining a winning sales team and I’m so excited to have Mark Roberge, who is the author of the Sales Acceleration Formula here to walk us through what that looks like. With that, Mark, I’d love it if you could take a second and introduce yourself to our audience and tell us a little bit more about your background and your book. Mark Roberge: Thanks for having me. I am an engineer by training, I started my career coding and I did an MBA at MIT. I have close to a decade to start my career in more of a data science-like quant backgro

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 Devi Madhavan, a sales enablement expert join us. Devi, I would love for you to introduce yourself and your background to our audience. Devi Madhavan: Thank you, Shawnna. It’s a real pleasure to be here with you. A little bit about myself, I’ve spent the last 20 years in business development, sales leader, and enablement roles at both enterprise and startup companies, with my last role being Vice President of Oracle Sales and Partner Academy. I also spent time as an advisor to a handful of startups, focusing on how companies can increase sales productivity. It’s very key to have a solid enablement strategy in alignment with the stage of company growth, which is largely dependent

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 Amy DeBartolo from ACA group join us. Amy, I would love for you to introduce yourself, your role and your organization to our audience. Amy DeBartolo: Hi, I’m Amy DeBartolo, I work with ACA group. My job is manager of sales enablement and I’ve been working in sales enablement now for 3.5 years. I’m excited to be here today. SS: Thank you so much for joining us. Now, one of the things I wanted to make sure we got to chat about on this podcast was around driving adoption of new initiatives and it really starts with getting the right teams involved at the right time. I’d love to learn a little bit more about your experience. How have you been able to do that in your enablement

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. For many business leaders today, there’s often a huge disconnect between the experiences that they think they’re providing employees and customers and those employees and customers’ actual experiences. To bridge these gaps and deliver experiences that are truly employee and customer-centric, especially at scale, leaders need to make empathy a top priority. The book, “Empathy In Action” walks through how to do just that and I’m so excited to have one of the authors, Dr. Natalie Petouhoff, here to tell us a little bit more about the book. With that, Natalie, I’d love to hear a little bit more about you and tell us a little bit also about your book. Dr. Natalie Petouhoff: Thank you. It’s g

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 Lorenzo Hill from Vonage join us. Lorenzo, I’d love for you to introduce yourself, your role, and your organization to our audience. Lorenzo Hill: Thank you, Shawnna. As you mentioned, my name is Lorenzo Hill and I am a sales enablement professional at Vonage. If you don’t know Vonage, we are a cloud-based communication platform provider recently acquired by Ericsson, the largest 5G provider in the galaxy. My sales career started back in 2006, many, many moons ago. I worked as a publishing rep selling textbooks to college professors. I did that for about 10 years and then the company I was with launched a program called the regional rep trainer, in which reps who were top performers, co

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 Cristina Patranoiu, the partner enablement training specialist at RingCentral join us. Cristina would love for you to introduce yourself, your role, and your organization to our audience. Cristina Patranoiu: Absolutely. Hi everyone, I’m Cristina Patranoiu, a sales enablement professional activating within the cloud as we generically call it for an American company with an international expansion mindset. I am based in France and joining you all from here with my glass of wine that you cannot see, but there is no croissant this time, unfortunately. I joined RingCentral a little over 12 months ago to lead enablement for France, coming with about five years of sales enablement experience. If I w

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 Kasey Stinson from Co-Op Solutions join us. Kasey, I would love for you to introduce yourself, your role, and your organization to our audience. Kasey Stinson: Thanks so much for having me. I am Kasey Stinson, Vice President of Sales Enablement and Product Marketing at Co-Op Solutions. For those of you unfamiliar with Co-Op Solutions, we are a financial technology organization that exists to help credit unions in particular grow and compete with other financial institutions. I have about 15 years of experience in sales, sales leadership, and now in sales enablement and product marketing which I have been doing at Co-Op Solutions for the past 3.5 years. SS: I’m excited to have you here, Kasey.

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. The sales landscape is ever-changing and in many ways, that means that the knowledge and skills that salespeople need to be successful also change over time. While the specific tools or methodologies that salespeople use may evolve, the core behaviors and habits that lead to success remain timeless. Steven Schiffman is the author of over 70 books on sales best practices, including the 25 Sales Habits of Highly Successful Salespeople and Cold Calling Techniques That Really Work. I’m so excited to have Steven here to share with us so much of his knowledge and wisdom. With that, Steven, I’d love it if you could just take a second and introduce yourself to our audience. Stephan Schiffman: First, I want to thank you for inviti

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 Annelie Girard from PlayPlay join us. Annelie, I would love for you to introduce yourself, your role, and your organization to our audience. Annelie Girard: Thank you for having me today. As you mentioned, my name is Annelie Girard and I work as the Sales Enablement Manager at PlayPlay. PlayPlay is the ultimate video creation platform that empowers teams to create engaging professional-quality videos with no technical skills. About my background, I’ve been in the sales space for six years and I spent the last four years in the tech industry helping companies and sales representatives grow. SS: Fantastic. Well, I’m so excited to have you join us today. Now, as you mentioned in your intr

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 Emily Drew from Salesforce join us. Emily, I would love for you to introduce yourself, your role, and your organization to our audience. Emily Drew: Hi Shawnna, I am absolutely thrilled to be here today first and foremost. My name is Emily. My role is senior director for the world’s largest job title coming at you, the Global Sales Leader Excellence Program which I can dive into a little bit later with you. I’m originally Irish as you can hopefully tell from the accent but based just outside London and have a pretty varied background. I started off doing a little bit of teaching abroad in Asia, transitioned into sales and marketing roles, and then I found my true calling in the world 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 Jeromy Proulx from Humana join us. Jeromy, I would love for you to introduce yourself, your role, and your organization to our audience. Jeromy Proulx: Hi Shawnna, thank you for having me. I’m Jeromy Proulx and I currently serve as the head of sales technology and transformation at Humana. We’re a leading Fortune 50 healthcare organization that provides a number of different products and services to help people achieve lifelong well-being. In addition to my responsibilities at Humana, I also serve as an adjunct faculty at Northeastern University, a top 50 research institution in Boston Massachusetts. My career started in sales and marketing across several different industries including

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 Aurore Pautet from Malt join us. Aurore, I’d love for you to introduce yourself, your role, and your organization to our audience. Aurore Pautet: Thank you, Shawnna. I am Aurore, the sales enablement manager for Malt, a French marketplace specializing in freelancing. I have been in sales for six years, starting with the Expedia group and then moving to Malt. Now, I am in charge of the onboarding, training, animation, and knowledge of 150 sales teams in 5 countries. SS: Impressive. Now you mentioned that your experience is really around sales training and coaching programs. I’d love for you to walk us through your design process for creating a new program. AP: Sure. The design process is

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 Richard Giorgi from Swiss Re join us. Richard, I would love for you to introduce yourself, your role, and your organization to our audience. Richard Giorgi: Thanks for having me on today. I’ve been in sales enablement and sales ops roles for over a decade now. I started out in direct sales as an account executive but after I finished grad school I made the jump to Sales Ops and Sales Enablement with a bit of marketing sprinkled in as well. I currently lead sales enablement in the Americas for a company called Swiss Re and we’re a global reinsurer. Essentially we allow insurance companies and other risk transfer providers to insulate their own risk by seeding a portion of that risk to us

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 Rehmat Kharal from Harness join us. Rehmat, I’d love for you to introduce yourself, your role, and your organization to our audience. Rehmat Kharal: Thanks for having me, Shawnna. My name is Rehmat Kharal, a lot of you probably know me by Rem. My current title is VP of Go To Market Strategic Enablement. I’m also a mother of three originally from Toronto Canada, but now reside in the Bay Area and am working for a fantastic startup by the name of Harness. SS: I’m excited to have you here. You were recognized earlier this year as one of our women making an impact in enablement and as a very accomplished enablement leader and woman, I would love to start off by learning in your opinio

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 Sidd Hora from super.AI join us. Sidd, I would love for you to introduce yourself and your role in your organization to our audience. Sidd Hora: Thanks for welcoming me to the podcast and I’m happy to talk about sales enablement tips, tricks, and operations. About me, I work at super.AI, which is an enterprise-based company. We provide AI-based API’s to enterprises for automating day-to-day tasks and transforming their unstructured data into structured data. I work for the team as Senior Sales Operation or you can also say enablement or marketing. I’ll be helping the team put the processes in place, putting the onboarding plan in place, and onboarding the new salespeople, account execut

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 Lauren Metheney from Blend join us. Lauren, I would love to introduce yourself, your role, and your organization to our audience. Lauren Metheney: Hi Shawnna, thanks for having me, I really appreciate it. I’m Lauren Metheney and I’m located in Chicago, Illinois. My background is primarily in tech sales. I started my career as an account executive selling for about three years and then I was a sales manager for almost six years before coming over to my current company, Blend. At Blend, I’ve been here for about 4.5 years now doing sales enablement and operations. Just to give some background on Blend, we are part of the financial technology industry or a lot of folks refer to it as

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 Chris Neal from Blue Prism join us. Chris, I would love for you to introduce yourself, your role, and your organization to our audience. Chris Neal: Hi Shawnna and thank you for inviting me. I’m Chris Neal and I am the director of global sales enablement at Blue Prism. I’ve been with the company for about three and a half years. We have a team of eight people to do sales enablement for a sales force of around 500. I oversee the global programs and am excited to be here to talk about those today. SS: Fantastic. Well, we’re excited to have you here as well. Now, one of the things that I know you’ve referenced in the past is really around how to make enablement programs succes

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 Joseph Tonye from Ivalua join us. Joseph, I’d love for you to introduce yourself, your role, and your organization to our audience. Joseph Tonye: Sure. Thank you very much for the opportunity. I’m really happy to join this session with you today. My name is Joseph, I am a director of sales enablement for the EMEA region. I just joined a company called Ivalua in Paris. I have a background in sales, channel sales, partner relationship management, business development, and also sales enablement. I have had the opportunity to work with various companies in France, Ireland, and also Cameroon in Africa and across different industries, various fields going from sales, SaaS, cloud computing, r

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. What is it exactly that causes some people to feel stagnated in their careers while others flourish and quickly ascend the corporate ladder? Well, it may not all come down to the difference in skills, but instead the expectations that we have of ourselves and our sense of purpose. In his book, “The Inspired Career“, Jeff Hatchell talks about how you can become empowered and engaged to breathe new life into your career and achieve success. I’m so excited to have Jeff here to talk to us a little bit more about his book today, so with that Jeff, I’d love it if you could take a second to just introduce yourself to our audience and tell us a little bit about your background and your book. Jeffrey Hatchell: Sure, th

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 Arup Chakravarti from Equifax UK join us. Arup, I would love to introduce yourself, your role in your organization to our audience. Arup Chakravarti: Absolutely, firstly thank you so much for having me on the podcast. It’s a real pleasure to be here. A little bit about myself, I have been in sales enablement essentially for almost all of my career. I started off in maybe more of a sales operations stream and that’s again going back almost 20 years now working in financial services. I’ve always been in a B2B context, so therefore always been in that space where I’ve been very close to sales teams and account management teams and helped them become much more effective and productive