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 that they can be more effective in their jobs. Today I am excited to have Maria Willait from Salesforce join us. Maria, I would love for you to introduce yourself, your role, and your organization to our audience. Maria Willait: Thank you very much, Shawnna. Hello everyone, my name is Maria Willait. I am the director of sales enablement for Salesforce in France. I am based and located in France. I’ve been in tech for 25 years now, 18 years in sales, and seven years in enablement, so getting used to all the sales, marketing, and enablement practices. SS: Well, we are very excited to have you join us today. Now, you actually recently spoke at our Sales Enablement Soirée we hosted in Paris, France on sales and marketing alignment. In a rapidly growing business environment,

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 Don Schmidt, who’s an enablement expert from a wide range of tech companies join us today on our podcast. Don, I would love for you to introduce yourself to our audience. Don Schmidt: Absolutely. Thanks for having me, Shawnna. I really appreciate it. My background has really been specialized in business-to-business and SaaS model industries and I’ve been within enablement and training for more than 15 years. I’ve built five startup enablement teams series A through D with up to about 30 employees in some of those cases and I’ve led enablement programs that have served and supported more than 700 fields and sales reps and then about 20,000 clients. So really the area of my s

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. At some point in your life, you’ve likely been told that you can achieve anything you want if you put your mind to it, but the real key here is knowing how to use your mind to achieve your goals. This is exactly what the book Think Your Way To Success: How to Develop a Winning Mindset and Achieve Amazing Results by Mark Rhodes digs into. As Mark explains in the book, you can achieve success by developing a winning mindset. I’m so excited to have Mark here with us today to tell us a little bit more about this concept and his book. So with that, Mark, I’d love it if you could just tell us a little bit about yourself, your background, and your book. Mark Rhodes: Hi, thanks, Olivia. It’s quite interesting actually becau

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 Simon Gilks from Ometria join us. Simon, I would love for you to introduce yourself, your role, and your organization to our audience. Simon Gilks: Thank you very much for having me today. As you said, my name is Simon Gilks and I work at Ometria. I come from a background in sales. I spent about 12 years in sales before doing a short stint in product marketing and then have spent the last best part of 10 years in that sort of sales, revenue operations, and enablement world. Currently, I lead our global revenue operations and enablement function. We support primarily sales marketing and our customer world, but in reality, I’m a service provider to the whole business. At Ometria we have a sing

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 Anthony Tripyear from StarTech.com join us. Anthony, I would love for you to introduce yourself, your role, and your organization to our audience. Anthony Tripyear: Thank you. My name is Anthony, I’m 42 years old, I live in the UK with my wife and three-year-old daughter. I have worked in the IT industry pretty much my whole career but my background is actually modern languages. I did a degree in French and German and my first role was working as a translator basically for a large IT reseller in Germany. I used to translate their product catalog into English, did other translation work for them, and then from there I moved into a role in project management and procurement which started to tak

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 Andy Conduit-Turner from Cartus join us. Andy, I would love for you to introduce yourself, your role, and your organization to our audience. Andy Conduit-Turner: Thank you very much for having me. As you said, my name is Andy Conduit-Turner, I work for Cartus, a global relocation company supporting corporate clients moving their employees and their families around the world. I work as Director of Sales and Technology Enablement. It is a little bit of a hybrid role. We work very closely with the sales team as part of the sales organization but we’re also linked to marketing. We work with our operational teams as well, and also our technology partners internally. It’s a very exciting hybr

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 Gerry Hurley from Tripadvisor join us. Gerry, I’d love for you to introduce yourself, your role, and your organization to our audience. Gerry Hurley: Thank you, Shawnna, I’m delighted to be here with you today and to share my story. My name as you said is Gerry Hurley and I’m the Senior Director of Sales Enablement for Tripadvisor’s B2B business. So for those that are not familiar with Tripadvisor, we are the world’s largest travel platform, helping close to half a billion travelers each month plan, book, and share their experiences of their trips. I’m based in Ireland, just north of Dublin, and have worked in training, enablement, and sales roles for 20-plus yea

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 Robert Bosch from ExxE Energy join us. Robert, I would love for you to introduce yourself, your role, and your organization to our audience. Robert Bosch: Thanks for having me. To tell a bit about myself I was born in Central America, raised in West Africa, and now in Western Germany where I live my life with my family and my four kids. I have been in Munich and the sales industry for nearly 20 years, where I have been in different branches of the sales business. I have a load of experience with which I gathered in this time from different sectors. Today I’m in a new environment for me which is in the area of energy efficiency and renewable energies, virus and bacteria control systems, all 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. I’m excited to have Rebecca Reyes from IBM join us. Rebecca, I would love for you to introduce yourself, your role, and your organization to our audience. Rebecca Reyes: Thank you so much for the opportunity. My name is Rebecca Reyes. I come from a diverse background of different skills, which I think represents many in the sales enablement space. I started with a background in finance, international marketing, and computers, which led me eventually to IBM where I spent time in the marketing organization, in our software group, and today in our sales enablement organization. IBM, as many of you know, has been around for more than 100 years. We are working with our clients to solve tremendous problems of digital business and

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 that truly makes a salesperson great? This is an age-old question that sales organizations have been trying to answer for years and the good news is that there might now actually be an answer. The book, “The Salesperson’s Secret Code” details some extensive research outlining the beliefs, attitudes, and behaviors that lead to high performance. I’m so excited to welcome one of the authors, Ian Mills, to the podcast today to tell us a little bit more about the findings. With that, Ian, I would love it if you could just introduce yourself to our audience and tell us a little bit more about the book. Ian Mills: As you say, I’m Ian. I live just outside London. I’ve been lucky enough in my career to have

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 Terry Bird from Vonage join us. Terry, I would love for you to introduce yourself, your role, and your organization to our audience. Terry Bird: I’m Terry Bird, I am the vice president of enablement at Vonage. I’ve been here just under a year now. Prior to that, I was with IBM for around 13 years in various roles, many of them in and around the sales enablement space, and actually came to IBM through the acquisition of Cognos. So my background is in financial performance management and analytics. SS: I’m very excited to have you here, Terry. Now, part of your background and your expertise is around leading teams across very diverse geography and cultures. I’d love to get a s

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 Catherine Young from Worldline Global join us. Catherine, I’d love for you to introduce yourself, your role and your organization to our audience. Catherine Young: Thank you, Shawnna, I’m so excited to be here. So my name is Catherine Young as introduced already and I am the director of sales enablement at Worldline. I work for a particular go-to-market division so I’m very close to the front line and I’m helping the salespeople sell by the usual sales enablement tricks of sorting out the contents, the data, the training, the communications, the CRM, the whole gamut. It’s a really fun place to be. I’ve been in sales enablement since 2014 when I joined Xerox and 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 that they can be more effective in their jobs. Today I’m excited to have Daniel West from MYOB join us. Daniel, I would love for you to introduce yourself, your role and your organization to our audience. Daniel West: Hello, it’s great to be here with you today. I am the chief sales and support officer for MYOB and we’re a SAAS provider of business management solutions to almost a million small and medium-sized businesses across Australia and New Zealand. We are an organization of about 2000 people and I have the pleasure of leading our teams across marketing, sales, solution consulting, partners, customer success services, and support along with the operations and enablement teams who support those functions. I actually returned to Australia about 18 months

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 think back on the things that you’ve learned throughout your life, chances are that the things that might stand out the most are when those learning moments were rooted in an experience, when we engage in experiential learning, we’re able to retain that knowledge better over time, but in today’s fast-moving sales environment, how can enablement really guide those meaningful learning experiences? In the book, “Open To Outcome“, Micah Jacobson shares a five-question model to help guide that experiential learning through thoughtful questioning and reflection. I’m so excited to have Micah here with us to tell us a little bit more about this book. So Micah, with that, I would love it

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 David Seugling from monday.com join us. Dave, I would love for you to introduce yourself, your role, and your organization to our audience. David Seugling: Thank you so much for having me, I really, really appreciate it. I work for Monday.com as the senior director of sales enablement. Essentially I oversee pretty much anything having to do with sales enablement and sales success, so onboarding, training, continued education, cross-departmental collaboration, pretty much anything that falls under the guise of ensuring our sales reps are successful and continuing to learn is my forte. I have a background in sales in tech and I started at monday.com a little over four years ago and ultimately saw 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 Sonia Pupaza from Camunda join us. Sonia, I would love for you to introduce yourself, your role, and your organization to our audience. Sonia Pupaza: Hi Shawnna, thank you for having me here. I feel honored and excited to be here today. As you mentioned, my name is Sonia and I work in field enablement at Camunda. My professional experience expands across multiple fields and multiple industries. I started in marketing in the public sector, moved to project management in banking, then marketing and exports in a manufacturing company, like a tableware producer, and then, amazing, I moved to Japan where I graduated from an executive training program, worked in an embassy supporting some events, market

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 Daniel Haden from Google join us. Daniel, I would love for you to introduce yourself, your role, and your organization to our audience. Daniel Haden: Sure, thank you. My name is Daniel Haden, I’m currently the lead of the Sales Skills Curriculum at Google, based in Chicago in the US. We’re part of the sales organization in which we support a lot of sellers and managers across our organization. Prior to Google, I spent ten years at American Express in a range of roles from sales enablement to marketing to training, analytics – a range of different roles at American Express. SS: Absolutely, and you are a returning guest to our podcast. We actually had you with us back in 2020 and during that 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 an increasingly complex business environment, it can be difficult to know what to pay attention to, how to prioritize business initiatives, and ultimately improve performance. In this modern landscape, our guest today, Karen Mangia, explains that one voice rises above the rest and that is the voice of the customer. Karen details this idea in her book, “Listen Up: How To Tune Into Customers and Turn Down the Noise”, and I’m so excited to have Karen with us today to dive into this even further. So with that Karen, I’d love it if you could just take a second and introduce yourself to our audience and tell us a little bit more about your book. Karen Mangia: Thanks so much for the opportunity to be here. When I think about

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. Over the past 199 episodes, we’ve spoken to enablement leaders spanning geos, industries, and organization sizes about how they are upleveling their own programs to drive business impact and solidify enablement as a must-have function in the business. Across all pillars of enablement, from onboarding to training, coaching, content, and engagement, one theme remains a throughline to effective enablement: proving business impact. To celebrate the 200th episode, we want to highlight 20 powerful sales enablement statistics that reinforce the value of effective enablement, along with insights from some of our past guests and enablement leaders that help shed light on what good looks like in enablement today. Let’s start with the progr

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 Numa Sales from Hedera Dx join us. Numa, I would love for you to introduce yourself, your role and your organization to our audience. Numa Sales: Thank you very much for having me today. I’m Numa, I’m 27 years old, and I come from a lovely city in the south of France called Aix-en-Provence. I am French, but I am in Switzerland. What I would say about me, I’m strongly passionate about entrepreneurship, sales negotiation and I want to state right away that I didn’t change my last name because of my occupation. It was much more the other way around, I was born with it. Kind of like destiny. I’m actually really enjoying it. Nothing to do with a curse actually, becaus