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 that they can be more effective in their jobs. Today, I’m excited to have Beth Shuman join us. Beth, I would love for you to introduce yourself and your background to our audience. Beth Shuman: I am a sales enablement expert. I have been in the business for probably more years than I care to admit, but like many of us, we started out in a sales role, and found some success in those positions. Through those positions and our desire to want to help other people, we started to gravitate into roles that would allow us to help people become their better selves, at least in their professional space. I have had roles in positions such as a vice president of sales, sales operations director, as well as the vice president in sales enablement. You’ll find me in one of th

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 Jill Guardia at TriNet join us. Jill, I would love for you to introduce yourself, your role, and your organization to our audience. Jill Guardia: Thanks, Shawnna. I’m super excited to be here myself. I am a big fan, so I am happy to also get the stage if you will. Jill Guardia, I’m here in the Boston, Massachusetts area. I have been with TriNet for four-plus years and before that have had a variety of sales enablement roles, even back to the days of old sales training roles through a lot of different software companies such as Symantec, Groove Networks, Constant Contact, and Rapid7. I’ve been around the bend, if you will. TriNet is what we call a PEO, or a professional empl

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 Ashton Williams join us. Ashton, I would love for you to introduce yourself, your role, and your organization to our audience. Ashton Williams: Thanks, Shawnna, I’m so happy to be here. My name is Ashton Williams, I’m currently the Revenue Enablement Manager at Ada. Ada helps companies scale their CX using AI-powered automation. I was their first enablement hire, so I’ve been building from the ground up. SS: Extremely excited to have you joining us, and that sounds like a really exciting initiative over there at ADA. As you said, you were the first enablement hire and have been responsible for building the function from the ground up. I would love to get your perspective on

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 world of sales is becoming increasingly complex with more stakeholders involved in buying decisions, intensifying competition, and rapidly changing expectations of the skills and knowledge that sellers need to be successful. In navigating this complexity, the MEDDICC methodology can help provide a common language for everyone in the sales organization to more efficiently and effectively qualify deals and generate a clear path to success. Andy Whyte’s book, “MEDDICC,” lays out strategies and best practices to successfully implement the MEDDICC methodology, and I’m so excited to have him on the podcast today to share some of the key insights from his book. With that, Andy, could you please introduce yourself to

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 Michelle from Star2Star join us. Michelle, I would love for you to introduce yourself, your role, and your organization to our audience. Michelle Accardi: Great. Hi everyone, I’m Michelle Accardi. I’m the president and chief revenue officer of Start2Star, a Sangoma company. Star2Star is a communications company that is able to handle all of your cloud communications and collaboration needs, whether that means you need assistance with communications on-premise with an SD-WAN or directly all in the cloud, as well as any other cloud needs you might have with regards to bringing a secure workspace that has communications all baked into your organization. Thus, enabling you to get all

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 Uttam Reddy from Rackspace join us. Uttam, I would love for you to introduce yourself, your role, and your organization to our audience. Uttam Reddy: Hi, my name is Uttam Reddy. I’m the Vice President of Global Sales Enablement and Strategy at Rackspace Technology. I joined last August and previously I’ve had a wide range of roles at large and small companies, private and public. Coming on board, it’s been an exciting time at Rackspace to see it grow. SS: Absolutely. Uttam, I’m so excited that you’re joining us. Again, as you mentioned, you come with a wide breadth of experience across teams building the business, including revenue operations and sales operation

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 Malvina from Silverfin join us. Malvina, I’d love for you to introduce yourself, your role, and your organization to our audience. Malvina EL-Sayegh: Yeah, thank you so much for having me. I am really excited to join you on the podcast today. My name is Malvina and I’m the Head of Sales Enablement within Silverfin. Silverfin is a SaaS, B2B company. It’s a startup scale-up disrupting the accountancy sector and the status quo that accountants are used to for the longest time. I’m heading up sales enablement at Silverfin. SS: Fantastic. Well, I’m so excited that you’re here. In fact, I heard your podcast, which is called #stayhuman, and in it, you discuss wha

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 Terry from Hyperscience join us. Terri, I would love for you to introduce yourself, your role, and your organization to our audience. Terri Petion: Hey, everybody. Thanks so much for having me. My name is Terri, and I work at Hyperscience. I currently lead our Sales Enablement function, which is part of our Revenue Operations department. I’m a team of one, supporting around 90 in total in the sales org. A little bit about myself, I got into enablement through training roles where I did internal and external product training and onboarding. It’s not something I imagined doing growing up, although for a while I thought I would become a teacher, but it is something I truly enjoy. Eve

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 today’s business world, customers are inundated with noise, and this means that the risks of pushing generic content loom large, but the power of an innovative content strategy can mean more engaged and trusting customers. In his book, “Content Mapping,” Henry Adaso shares a blueprint for mapping content to the buyer’s journey and I’m so excited to have Henry here with us today to share some of the key insights from his book. With that, Henry I’d love if you could introduce yourself to our audience and tell us a little bit more about your book. Henry Adaso: Hey Olivia, thanks for having me. I’m Henry Adaso. I’m a storyteller, a recovering journalist, and an accidental marketer. I w

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 Bryan Suit from Siemens Healthineers join us. Bryan, I would love for you to introduce yourself, your role, and your organization to our audience. Bryan Suit: I’m Bryan Suit from Siemens Healthineers. If you’re unfamiliar with Siemens Healthineers, we actually are a global leader in health technology. We focus on enabling healthcare providers to increase their value really by focusing on four elements: providing precision care, transforming care delivery, improving the patient experience, and number four, all the while trying to digitalize healthcare. As we look at our comprehensive portfolio, we focus on products, solutions, and services that focus on clinical imaging, clinical

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 Kathryn Frankson from Informa join us. Kathryn, I’d love for you to introduce yourself, your role, and your organization to our audience. Kathryn Frankson: Yeah. Hi Shawnna, thanks so much for having me on. I am the Director of Event Marketing at Informa, and Informa is a global events and intelligence company. We produce conferences, trade shows, user conferences, sales events all around the world in a variety of markets. We’ve also got content that we sell, white papers that we produce. It’s a very interesting time to be in this industry. I oversee all of our event marketing, but my background is actually in sales. SS: Well, thank you so much for joining us today. Now, yo

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. Teaching reps new knowledge or skills is often easier said than done. The training process can be tedious, and often learning programs fail to bring about the behavior change necessary to help organizations meet their strategic goals. This is where design thinking can really make a difference. The book, “Design Thinking for Training and Development,” walks through how to apply the human-centered design thinking methodology to learning programs to improve outcomes and make learning stick. Here to talk to us about this concept today is one of the coauthors of the book, Laura Fletcher. Laura, I’d love it if you could introduce yourself to our audience and tell us a little bit more about the book. Laura Fletcher: Sure

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 Lewis from MuleSoft join us. Lewis, I would love for you to introduce yourself, your role, and your organization to our audience. Lewis Baird: Well, firstly, thank you very much for having me. I’m very excited to share what we’re doing over here at MuleSoft and to share a little bit more about what I do specifically. My name is Lewis Baird, I’m originally from Scotland, now living in Australia, and I’m currently heading up the partner enablement for MuleSoft, which is now part of Salesforce. I’m responsible for our go-to-market strategy, responsible for what industries we’re going to be looking at, and also responsible for spearheading the overhauling of our enablement prac

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 have Jacqueline from Splunk join us. Jacqueline, I’d love for you to introduce yourself, your role, and your organization to our audience. Jacqueline Menzel: Great, thank you for having me. Yes, I am Jacqueline Menzel, and I make a living as a Regional Sales Enablement Manager at Splunk. I live in Munich, near the beautiful mountains, and I work from home like most of us have been for over a year now. Initially, I was born in Eastern Germany and I was once a refugee from East to West Germany. I can tell you that this background has basically influenced my personality significantly. As for me as a person, I think the biggest part of my DNA is natural curiosity and the desire to support people.

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 Eline from Sana Commerce join us. Eline, I would love for you to introduce yourself, your role, and your organization to our audience. Eline van den Brink: Thank you, Shawnna. Hi, my name is Eline van den Brink, and I lead a global team in sales enablement and operations at Sana Commerce, a software company in the e-commerce space. We basically make e-commerce and ERP systems work as one for B2B organizations. I’m from the Netherlands, as you might’ve heard by my accent. I’m from a beautiful city called Rotterdam and I have a background in supply chain management and operations. I’ve been in the sales enablement space for about five years now. When I started at

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 JD Miller, the Chief Revenue Officer at Motus, join us. JD, I would love for you to introduce yourself, your role, and your organization to our audience. JD Miller: Thanks, I’m JD Miller. I’m a Chicagoan, and I went to school at the University of Illinois in Champaign-Urbana originally thinking that I’d be an attorney. The summer before law school I did an internship in the Clinton White House and realized that the lawyers really weren’t having a lot of fun, so I needed a new career goal. I had an undergraduate degree that was a double major in philosophy and communication with a minor in literature, which is a really great pre-law curriculum that doesn’t lend

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 Depa from Gainsight join us. Jeff, I would love for you to introduce yourself, your role, and your organization to our audience. Jeff Depa: Thank you, it’s great to be here. I can give you just a 50,000-foot overview on me. I began my professional career as a developer and moved through professional services to a number of different go-to-market functions at both large organizations and startups. I have been a CRO for the past six years now, and the past six months have been at Gainsight. That means I’m accountable for our overall go-to-market and our revenue performance as a whole. For those not familiar, Gainsight really is the customer success market leader and category c

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 Michelle join us. Michelle, I would love for you to introduce yourself, your role, and your organization to our audience. Michelle Anthony: Hi, thanks so much for having me, it’s great to be with you today. I’m Michelle Anthony, the chief revenue officer here at Lee Hecht Harrison, known as LHH, and we’re part of the Adecco group. What we do is we help organizations transform their workforces. Historically, LHH has been known as a career transition or outplacement business, but what we have found more and more is that organizations are looking to transform their workforces to be future-proof or ready for the workforce that they need for the future. We’ve been doing a

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. Sales enablement as a function has undergone massive transformation in recent years, and as it’s continued to be elevated more and more as a strategic business function to empower revenue growth, practitioners and business leaders want to know what good looks like. But in sales enablement, there’s no silver bullet or secret sauce that will lead to success for everyone. However, there are some core components of successful sales enablement that professionals can apply to their own organizations to drive meaningful outcomes. Roderick Jefferson’s new book, “Sales Enablement 3.0”, covers just that, and I’m so excited to have him join us to talk a bit more about his book. Roderick, can you tell us 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 Eilidh from Relative Insight join us. Eilidh, I would love for you to introduce yourself, your role, and your organization to our audience. Eilidh Reynolds: My name is pronounced Eilidh, and I’m obviously never offended if people get that wrong. I work for a company called Relative Insight as the VP of sales enablement. To cut a very long story short, Relative Insight is what we call a comparative linguistics platform. We’ve actually been around for 14 years, but the first 10 years of that, the software was used to catch bad guys online. So, what I mean by that is the software would overlay on huge amounts of text, be that from chat rooms or forums or high school internets and w