Sales Enablement PRO Podcast

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 Jeff Scannella from FullStory join us. Jeff, I would love for you to introduce yourself, your role, and your organization to our audience. Jeff Scannella: Yeah, absolutely. Thank you, Shawnna. Again, my name is Jeff Scannella, the Senior Product Manager of Productivity and Enablement at FullStory. For those of you who are not familiar with FullStory, we provide digital experience intelligence to companies that allow them to know everything about their customer’s digital experience, whether that’s on mobile, whether that’s on apps. As we see a transition to that becoming steadily the norm from an experience perspective, that’s where we can support our clients. I live 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 Christie Spain from LaunchDarkly join us. Christie, I would love for you to introduce yourself, your role, and your organization to our audience. Christie Spain: Great. Hi, my name is Christie Spain, and I’m the sales enablement business partner for our field sales team at LaunchDarkly. At LaunchDarkly, we help companies release new features faster and safer by separating deployments from releases through the use of feature flags. In non-technical speak, what that means is simply a “dark launch.” It just means that you have control over your releases because you can deploy a new feature without it being live to all users. SS: Well, as someone who manages our updates to our community si

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 Amanda Romeo at DailyPay join us. Amanda, I would love for you to introduce yourself, your role, and your organization to our audience. Amanda Romeo: Thanks, Shawnna. Thank you so much for having me as well. Yes, my name is Amanda Romeo. I am the Senior Manager of Revenue Training and Enablement at DailyPay, which is a hyper-growth New York-based technology company. To put it simply, what we do is provide an industry-leading service that enables employees to access or save their pay as they earn it without having to wait for that traditional pay cycle. SS: Very excited to have you here, Amanda. You’ve been a core partner to Sales Enablement PRO over the years. In fact, you have extensive ex

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. When chasing down sales goals, it can be easy to look outward and focus on the external factors that influence success. But instead, true success really starts from within. In his book, “Selling From the Heart”, Larry Levine talks about how sales professionals can really embrace their authentic selves in the selling process to build the deep relationships that ultimately fuel success. I’m so excited to have Larry here with us today to talk a little bit more about his book. With that, Larry I’d love if you could just introduce yourself to our audience and tell us a little bit about your background and your book. Larry Levine: First of all, I’m super excited to hang out with you, Olivia. Thanks for havin

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 Jeff Fedro from FedEx Office join us. Jeff, I would love for you to introduce yourself, your role, and your organization to our audience. Jeff Fedro: Very good. Well, I’m glad to be on the call. I have been with this great company for almost 29 years. I’ve held various roles. I’ll tell you it’s gone back to my college days when I was just a part-time cashier with this organization, moving up to where I am now holding roles from operations to learning and development now in sales. I really think that the amount of experience I’ve been able to gain over the years has really allowed me to be able to connect better from a sales enablement perspective and really being able to br

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 Jasmine Jackson-Irwin from CircleCI join us. Jasmine, I would love for you to introduce yourself, your role, and your organization to our audience. Jasmine Jackson-Irwin: Awesome. Thanks so much, Shawnna. Again, my name is Jasmine, and I lead Global Enablement at CircleCI. CircleCI is a continuous integration delivery platform that automates the build, test, and deployment process of software applications, so we really want to focus on helping teams shorten the distance between idea and value delivery while ensuring that they have a quality experience for their customers and end-users. I’ve been at the organization since mid-2018 and have built the enablement team from the ground up he

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 a return guest with us, Marcela Piñeros, the Head of Sales Enablement from Stripe. Marcella, I would love for you to introduce yourself, your role, and your organization to our audience. Marcela Piñeros: Absolutely. Well first, thank you for having me. I love to be back here, and I love the conversations with you, Shawnna. I always walk away just a little bit smarter, so thank you for that. I have the honor of leading the sales enablement organization at Stripe. For those of you that are not familiar, Stripe is a platform that helps us increase the overall GDP of the internet. It’s a really exciting company, dual-based in Dublin and San Francisco, and we’ve got folks all over the

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 Sebastian from Accenture join us. Sebastian, I would love for you to introduce yourself, your role, and your organization to our audience. Sebastian Shimomichi: Definitely. Thank you for having me. I’m Sebastian Shimomichi and I am a management consultant at Accenture Singapore. I’m a consultant specialized in analytics and business development. I primarily focus on delivering marketing excellence for clients in Japan, Southeast Asia, and China, essentially as a global professional services company with leading capabilities in digital cloud. As a management consultant, I’m responsible for amplifying marketing effectiveness for our portfolio of clients in the Asia Pacific ma

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 sales becomes increasingly data-driven and digital, it also becomes more complex. As a result, buyer expectations are evolving and organizations need to adapt to a modern commercial model in order to accelerate revenue. This is a concept that Stephen Diorio and his team at the Revenue Enablement Institute explore in-depth in their research. Today, he’s here to talk to us a little bit more about some of the key findings of this research and their upcoming book. Stephen, with that, I’d love if you could tell us a little bit more about yourself and your organization. Stephen Diorio: Great. Thanks for having me. I’m an engineer, I grew up in the factory at GE, and so I’m all about the science of growth.

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 Tim Ohai from Workday join us. Tim. I would love for you to introduce yourself, your role in your organization to our audience. Tim Ohai: Hey, aloha everybody. This is Tim Ohai and I am a director at Workday. We provide cloud-based solutions in HR, and fins, and strategic sourcing, and employee engagement areas. I work specifically with our Salesforce globally around helping them figure out how to be better in the conversations and interactions they’re in. And we work heavily with not only the AEs, but the RSDs, the RVPs, and then cross-functionally with our pre-sales organization and value, etc. And I get to play in all those spaces. SS: I love that, Tim. And we’re so excited 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 Nina LaRouche from Salesforce join us. Nina, I would love for you to introduce yourself, your role, and your organization to our audience. Nina LaRouche: Thanks, Shawnna. Again, my name is Nina LaRouche, and I actually currently support our account executives in what we call our mastery enablement programs, or in other words, our continuous learning. This is for our .org sellers, so those are the ones specifically serving our education and non-profit verticals. I’ve actually been in the enablement space, I would say in a formal capacity, since 2014. I actually spent about 15 years in a selling capacity, which was after I started my career as a high school science teacher. 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 really excited to have a return guest to our podcast, one of our original podcast members, Chris Kingman from TransUnion. Chris, I would love for you to introduce yourself, your role, and your organization to our audience. Christopher Kingman: Thanks, Shawnna. My name is Chris Kingman. I’m the Global Head of Digital Enablement for TransUnion, founding member and current member of the Board of Advisors for the Sales Enablement Society, and now a member of the Board of Evangelists for Sales Enablement PRO. I’ve been at TransUnion for 10.5 years in various roles in enablement in the U.S. for seven years. Just wrapped up international support for three and a half years and now in a global role

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 Nimrah Zaid from Algo, join us. Nimrah, I would love for you to introduce yourself, your role, and your organization to our audience. Nimrah Zaid: Hello, Shawnna. First of all, I would like to thank you for having me on. I’m Nimrah and I’m based out of Munich, Germany. Since August this year, I have been part of AlgoMarketing. It’s a marketing agency that offers a unique blend of services to its clients that range from providing the right talent, marketing technology and tools for optimization, and scaling of marketing activities. A1go partners with clients, such as Google, and that is where I am assigned as a Marketing Enablement Manager for Google Cloud. I basically work

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 Jeff Everton from Absolute Software join us. Jeff, I would love for you to introduce yourself, your role, and your organization to our audience. Jeff Everton: Thanks, Shawnna. I appreciate the opportunity. As Shawnna mentioned, I’m Jeff Everton. I’ve been a worldwide sales enablement practitioner for probably the last 30 years, and now most recently with Absolute Software where we’ve recently made an acquisition from another company called NetMotion. It’s really bringing the convergence of these two organizations together to really transform the way we get out and sell and have a consultative conversation with our prospects and our customers. SS: Well, Jeff, thank you

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 Eric Andrews from Infor join us. Eric, I would love for you to introduce yourself, your role, and your organization to our audience. Eric Andrews: Hi, thanks, I’m delighted to be here. My name is Eric Andrews, I am Vice President of Sales Enablement at Infor. Infor is an enterprise SaaS provider with solutions that are built for specific industries, including ERP, human capital management, supply chain management and solutions like that. As the VP of sales enablement, I’m responsible for our sales enablement platform and the content and tools that sellers use to prepare to sell and use to engage customers within the selling process. SS: Well, Eric, thank you so much for joining u

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 role. When most people think about the act of selling, they often think that it’s all about making something seem desirable to motivate someone to buy it, but what if it was actually about the opposite? This is an idea that Todd Caponi explores in his book, “The Transparency Sale,” where he makes the case that leading with your flaws and actually embracing vulnerability is the key to building buyer engagement. As Todd puts it, effective sales today requires radical transparency, and he’s here to tell us a little bit more about why this is so essential. With that, Todd, I’d love if you can introduce yourself to our audience and tell us a little bit about your book. Todd Caponi: Cool. I’ll do it in story

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 Amy LaBree from F5 join us. Amy, I would love for you to introduce yourself, your background, and your organization to our audience. Amy Kendall LaBree: Hi Shawna, thanks so much for having me. I’m really excited to be here today. Like you mentioned, I am a Sales Enablement Specialist supporting a global team of sales specialists, which is a bit word on word. What we specialize in at F5 is application delivery, networking, application availability and performance, multi-cloud management, application security, network security, access and authorization, and online fraud prevention. I know that sounds like a lot, so sometimes it’s easier for me to just think of it as code-to-

Shawnna Sumaoang: Hi, and welcome to the Sales Enablement PRO podcast, I’m Shawnna Suamoang. 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 Teri Long at CB Insights join us. Teri, I’d love for you to introduce yourself, your role, and your organization to our audience. Teri Long: Great. Thank you so much for having me, I’m excited to be here. As you mentioned, I am the VP of our Sales Enablement at CB Insights. I’ve been in enablement now for about 15 years and am very excited that I’m able to pull together all of the previous experiences as a strategic account manager, corporate sales trainer, customer success, project manager, and incorporate those into our enablement program here. CB Insights itself is a market intelligence platform that teams use to track and identify emerging technologies. We work wi

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. Many organizations today are missing out on opportunities for revenue. Whether it be focusing on just one end of the client life cycle or focusing too much on their own department, many leaders struggle to maximize client relationships due to misalignment across the revenue engine. In order to adapt to change in the business world today, stakeholders across revenue teams need to collaborate to unify the client experience. Enablement can play a crucial role in bridging the gap between sales and marketing to help reps establish trust with clients and grow revenue. This is a topic that Darrell Amy explores in-depth in his book, “Revenue Growth Engine,” and I’m so excited to have him on the podcast today to share som

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 Dan Reinbold join us. Dan, I would love for you to introduce yourself and your background to our audience. Dan Reinbold: Sure. Thanks, Shawnna. I have been in sales my entire career ever since graduating from college, so if you met me on an airplane and asked me what I did for a living, I’d say sales and sales management. However, I had the opportunity years ago to go into sales training it was called at the time, which I did. I then through a series of promotions with the company called PAETEC at the time was able to go back into sales leadership. I ended up managing about 350 million in revenue and about 350 people. After we were purchased by a company called Windstream, I went back