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’m excited to have Sharif Wilson from Forter here join us. Sharif, I would love for you to introduce yourself, your role, and your organization to our audience. Sharif Wilson: Hi, how are you doing? It’s really a pleasure to be here with you, Shawnna, and the audience. As you’ve said, my name is Sharif, I currently work at Forter as a global sales enablement manager. Currently, our company works on creating trust within the e-commerce space, working to fight growing complexities and abuse and fraud within the e-commerce space, and creating a more seamless customer journey on the web. That’s currently what I am doing at Forter, helping the go-to-market team strategize and build out ongoing educ

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. As the sales economy has shifted, so have the ways that buyers engage with salespeople and this means that the skills and tools that salespeople need to be successful today are constantly evolving and sales enablement can be the key to equip teams for high performance. Amy Franko explores this evolving landscape and best practices to enable success in her book, “The Modern Seller”. I’m so excited to have Amy with us today to talk a little bit more about some of these best practices. With that, Amy, 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 Amy Franko: Olivia, it’s great to be here. Thank you for having me and just 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 Kathryn Schoeberlein at Twitch at Amazon Advertising join us. Kathryn, I would love for you to introduce yourself, your role, and your organization to our audience. Kathryn Schoeberlein: Hi, my name is Kathryn Schoeberlein. I am in global enablement for Twitch at Amazon Advertising. I started at Twitch two years ago. Prior to that, I worked for a variety of different startups in the San Francisco Bay Area. Before I got into enablement I was, very involved in education. I started as a K-12 educator and worked my way up into administrative roles within middle school and high schools, and then pivoted to the enablement space when I was living in the San Francisco Bay Area. Enablement was a grea

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 Roderick Jefferson from Netskope join us. Roderick, I would love for you to introduce yourself, your role, and your organization to our audience. Roderick Jefferson: Absolutely. First of all, Shawnna, I’m absolutely honored to be here with you again and looking forward to diving in on this. From an intro perspective, my name is Roderick Jefferson, I’m the VP of field enablement at Netskope, a cybersecurity company. I am responsible for field enablement – that includes everything other than customer education. So, I’ve got SDR, BDR, sales, technical, alliances, and channels as well as customer experience, so the full gamut. SS: Very excited to have you here RJ. Now, we’ve kn

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 Crystal Thompson from AmerisourceBergen join us. Crystal, I would love for you to introduce yourself, your role, and your organization to our audience. Crystal Thompson: Hi, Shawnna, thank you for having me. I’m very excited to be here and have this discussion. As you said, I’m Crystal Thompson. I’m Senior Vice President of Business Enablement for AmerisourceBergen. AB is a leading global health care company with a foundation and pharmaceutical distribution and solutions for manufacturers, pharmacies and providers, and we have over 42,000 team members around the globe. In my role as SVP of Business Enablement, the functions have varied since I have been in the role in 2018 t

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 April Logan from the Reuters News Agency join us. April, I would love for you to introduce yourself your role, and your organization to our audience. April Logan: Hi there, and thank you so much for inviting me to participate. It’s great being here. I’m originally from Scotland, but I have been living in London or around London since 2010. I currently live on a small farm just outside London with my husband James, son Edward, and we have a Rhodesian Ridgeback, Zula. In terms of my character, I would say I am a driven individual and I think lots of people in enablement are, and I always have been. I think I started working for a pound an hour since I was 11 years old, and I’ve tha

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 Kevin Morrell from R3 join us. Kevin, I would love for you to introduce yourself, your role, and your organization to our audience. Kevin Morrell: Wonderful. Thank you so much Shawnna for having me, I’m really excited to be a part of this. For me, my name is Kevin Morrell and I’m the senior manager of global sales enablement at R3. R3 really is a software company that builds blockchain solutions in the financial space. So in other words, it really builds the future of transactions on a very large scale. As for me, my background is that I’ve held a number of different jobs in my past, anywhere from being a cowboy for two years, a theater and circus coach, before transitioning into initially an SDR role a

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 Alex Zikakis at Sales Assembly join us. Alex, I would love for you to introduce yourself, your role, and your organization to our audience. Alex Zikakis: Perfect. Thank you for having me, I’m excited to be here. Who am I? I am just a Midwest dad trying to raise my kids right, I’m trying to enjoy some sports, fix some things around the house, make my wife proud, and have a fun job. What is that job? I am a VP of Enablement at a company called a Sales Assembly. It is a membership company for scaling businesses. We leverage the power of community to help support businesses as they scale through programming, through resources, and connection. That’s Sales Assembly in a nu

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. As calls for diversity, equity, and inclusion are being listened to more and more in businesses today, it’s also become clear that many workplaces still have a long way to go to create real change. Michelle Silverthorn, who’s an expert on culture change discusses how business leaders can transform diversity and inclusion from lip service to authentic and people-centered allyship. And she’s here to talk to us about this topic a little bit more from her book, “Authentic Diversity”. So with that, Michelle, I would love it if you could introduce yourself to our audience. Michelle Silverthorn: There is my book, “Authentic Diversity”, right behind me, I know you can’t see that if

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 Jasmine Coffee from ServiceNow join us. Jasmine, I would love for you to introduce yourself, your role, and your organization to our audience. Jasmine Coffee: Hi, I’m so excited to be here today. As you mentioned, my name is Jasmine. I’ve been in the instructional design space for almost six years. I’ve worked in the financial industry, the telecommunications industry, and now I work at ServiceNow, which provides a cloud platform that helps companies manage digital workflows. I started at ServiceNow a little over a year ago in the global sales enablement organization, and recently I started a new role as a learning experience designer on an innovation team within the traini

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 Wes Ulysse from Red Points join us. Wes, I would love for you to introduce yourself, your role, and your organization to our audience. Wesley Ulysse: Yeah, great to be here. Obviously, my name is Wes, I’m the VP of Sales over at Red Points. Our software allows brands to protect their online revenue against counterfeits, piracy, and impersonation, so it’s pretty cool, pretty relevant in these times. SS: Fantastic. Well, we’re really excited to have you here. Now, you caught my eye because on LinkedIn, you emphasized that sales is a challenging career that requires a lot of perseverance. I’d love to just kick off this conversation by understanding, in your opinion what are some of the biggest challenges t

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 Rachel Chambers from Marketplacer join us. Rachel, I would love for you to introduce yourself, your role, and your organization to our audience. Rachel Chambers: Hi Shawnna, thanks for the invitation to be on the program. As you mentioned, my name is Rachel. I am based in Melbourne, and I’d like to start by acknowledging the Wurundjeri people, the traditional custodians of this land. I’m the Head of Enablement at Marketplacer. We are a global leader in providing SaaS platforms to retailers and businesses to enable them to bring their marketplace strategies to life. We offer more than technology; we’ve got deep expertise and experience and have successfully partnered with many prominent brands across the

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. AI and automation are no longer merely buzz words or subjects of a science fiction movie. From chatbots to virtual assistants, you’ve actually likely interacted with these tools more than you might realize. But what do the tools look like in the world of sales and marketing and how can businesses really use them to their advantage? This is a topic that Tim Cortinovis explores in depth in his book “This is Marketing Automation! This is Sales Automation!“, and I’m so excited to have Tim here, to tell us a little bit more about his book today. Tim, with that, I’d love it if you could introduce yourselves to our audience and tell us a little bit about your background and your book? Tim Cortinovis: Yeah, thank you Olivia for having me o

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 Chris Wrenn from Adobe join us. Chris, I would love for you to introduce yourself, your role, and your organization to our audience. Chris Wrenn: Sure, thanks for having me. I’m Chris Wrenn. I’m a Senior Manager of Experience Delivery Management at Adobe, and I’ve been at Adobe, boy, going on almost 25 years now doing different roles throughout, but the last five years or so I’ve been in the sales operations organization. The focus of my team had really been primarily, when I started, around content delivery whether it’s training or sales collateral. It’s really shifting in this last year or so for us to become much more of a user experience type of organi

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 Ella Pebbles join us. Ella, I would love for you to introduce yourself, your role, and your organization to our audience. Ella Pebbles: Hi, my name is Ella Pebbles and I am the director of operations at Indeed. At Indeed, we help people get jobs. We connect job seekers with the best-fit companies and roles based on their skillsets and career goals. It’s matchmaking professionally. SS: Well, we’re excited to have you join us today. Now, in your LinkedIn bio you mentioned that you specialize in the utilization of enablement to improve business performance. From your perspective, how can enablement and revenue operations complement each other and work together to impact business per

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 Céline Laffargue from Salesforce join us. Celine, I would love for you to introduce yourself, your role, and your organization to our audience. Céline Laffargue: Thank you Shawnna, I’m very happy to be with you today. I’m Céline Laffargue, I’m a sales enablement leader for all the delivery in Europe, EMEA to be exactly precise, for all the content for our own sales leaders at Salesforce. I joined the company more than four years ago. I started after 20 years in tech as a seller myself, I was a sales leader and a global account manager. I started at Salesforce as an account executive, so a salesperson at Salesforce, and I had the chance and the opportunity to move to enablement, i

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 Gerald Alston at Varonis join us. Gerald, I’d love for you to introduce yourself, your role, and your organization to our audience. Gerald Alston: My pleasure. My name is Gerald Alston. My role is Platform Enablement Manager at Varonis, and Varonis is a pioneer in the data security and analytics space, specializing in software for really three core use cases: data protection, threat detection and response, and compliance. SS: We’re excited to have you join us today. One thing on your LinkedIn bio that caught my eyes is that you like to challenge sales professionals to do better. I’d love to hear, from your opinion, what are some of the biggest obstacles that salespeople face toda

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 Josh Penzell from Zillow join us. Josh, I would love for you to introduce yourself and your background to our audience. Josh Penzell: Hi everyone. First of all, thanks for having me, Shawnna. I’m Josh, I came into sales enablement by way of theater 15 years ago. I ended up working my way through the theater into corporate America and most recently have been running sales enablement for the Zillow rentals team for the last little over two and a half years. I’m actually going to be moving to another challenge pretty soon, so stay tuned on LinkedIn. Thanks for having me, Shawnna. SS: Absolutely, we’re excited to have you with us. Now, you wrote an article on LinkedIn and it was titled “Tr

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 relationships and memorable experiences for customers in a virtual environment is fundamentally different than how we connect in person. To truly communicate with credibility and influence, salespeople need to build their on-camera confidence. In her latest book, “Look Me In The Eye”, Julie Hanson shares best practices for engaging with an audience on screen. I’m so excited to have Julie, who is also a returning guest of the show, back to talk to us a little bit about her new book. With that, Julie, I would love if you could introduce yourself to our audience and tell us a little bit about the book. Julie Hansen: Absolutely. It is great to be back, Olivia. We’ve kind of come full circle here. I am a sales

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 that they can be more effective in their jobs. Today, I’m excited to have Monty Fowler from Lob join us. Monty, I would love for you to introduce yourself, your role, and your organization to our audience. Monty Fowler: Thanks, Shawnna. Well, my name is Monty, I lead our revenue enablement team at Lob. I’ve been there about three years and honestly, this is the first time I’m ever leading or working in an enablement organization. I’ve been a sales leader and a sales contributor for nearly 30 years, so it’s a new journey for me and I’m loving it. SS: Well, we’re excited to have you here on our podcast today. I noticed on LinkedIn that you mentioned your passion is coaching and mentoring sales professionals, and really to focus that