In the season finale of The Enablement Edge, hosts Steve and Amber chat with Stephanie Middaugh, Founder & CEO of Phoenix GTM Consulting, about where to succeed in enablement in 2025. Together, they tackle the industry's current challenges, including burnout and exhaustion among professionals, while highlighting the need to sustain passion and empathy in these roles. Stephanie shares actionable strategies for navigating market uncertainties and organizational obstacles, emphasizing the impor...
Feb 04, 2025•37 min•Season 2Ep. 10
In this episode of The Enablement Edge , hosts Steve and Amber are joined by Sally Ladrach, Director of Enablement at SavATree, a full-service tree, shrub, and lawn care company with more than 100 locations across the US and Canada. The topic for today is how enablement teams can leverage agile methodologies found in product and marketing to enhance their own adoption and impact. Sally discusses the ways this type of framework focuses closer on the end user and iterative development to build mor...
Nov 12, 2024•38 min•Season 2Ep. 9
A Seat at the Table? A Voice at the Table? Or Build Your Own Table? In this very special episode of The Enablement Edge, join Steve & Heather as they host a live panel discussion from Seismic Shift 2024 with panelists Victoria Sanchez, Micah Jacobson, and Eric Mingorance. Throughout their discussion, our experts share insights on how to strategically navigate organizational dynamics, forge influential collaborations, communicate effectively, and recalibrate approaches to drive outcomes. Othe...
Oct 29, 2024•44 min•Season 2Ep. 8
On this episode of The Enablement Edge , Steve and Amber are joined by Ashton Williams, Director of Slack Enablement at Salesforce. Ashton shares the success story of Slack AI and how her team led a momentous kickoff amidst strenuous circumstances. Faced with tight deadlines, executive transitions, and mounting pressure, Ashton shares how her team focused their efforts, aligned leadership with consistent buy-in, and leaned into the pivots. She also goes into detail on how they decided to format ...
Oct 08, 2024•37 min•Season 2Ep. 7
In this episode of The Enablement Edge, Steve and Heather sit down with Jen Bullock, an expert in the field of enablement who has worked with industry giants like ADP, Motorola, TransUnion, and Forrester. The topic today is the art of crafting a winning enablement structure. Jen highlights the critical roles needed for success and how to strike the perfect balance between strategic foresight and tactical execution, shedding light on the evolving concepts of program management, centers of excelle...
Sep 24, 2024•43 min•Season 2Ep. 6
In today’s episode of The Enablement Edge , hosts Steve Watt and Heather Cole interview Kunal Pandya, VP of Global Revenue Enablement at Corsearch, and Founder & CEO of Sales Velocity Labs. Kunal is a seasoned expert in global revenue enablement, and he helps to explore how enablers can transform their roles and prove their strategic value within any organization. Arguing that the current perception of enablement as a cost center has made lasting impacts on the industry, Kunal emphasizes the...
Aug 20, 2024•38 min•Season 2Ep. 5
In this week’s episode of The Enablement Edge , hosts Amber Mellano and Steve Watt are joined by Seismic’s own Irina Soriano and Meganne Brezina. The conversation revolves around their must-read book, "Tomorrow’s Enablement for Today’s Leaders," which introduces the transformative Enablement Value Chain (EVC) framework. The EVC approach underscores the criticality of integrating analytics, fostering cross-functional collaboration, and distinguishing between field enablement and field activation ...
Aug 06, 2024•37 min•Season 2Ep. 4
In this episode, Steve Watt and Amber Mellano are joined by Nicole Ward, Senior Director of Revenue Enablement at OneSource Virtual (OSV), to learn why she joined the organization as their first enablement hire and how she and the team found so much success. Nicole is an industry expert and thought leader who joined OSV after a decade of managing an award-winning team of enablement innovators at Citrix. Today, you’ll hear all about her remarkable achievements with OSV. Her highlights include a s...
Jul 23, 2024•34 min•Season 2Ep. 3
In this episode of The Enablement Edge, Steve and Amber sit down with Jonathan Kvarfordt, Founder of GTM AI Academy, to explore the dynamic intersection of AI and enablement in the modern business landscape. Jonathan is an industry leader and an enablement expert. And in this episode, he reveals what originally fueled his fascination with AI and its potential to revolutionize enablement strategies. He shares the crucial skills and experiences that have been instrumental in his professional growt...
Jul 09, 2024•37 min•Season 2Ep. 2
In the debut episode of The Enablement Edge , hosts Steve and Heather chat with Nate Vogel, VP of Global Sales & Partner Enablement at Databricks, the world's first data intelligence platform powered by generative AI. Nate shares insights into his career journey, highlighting what sparked his passion for data, the skills and experiences that have propelled his success, and the innovative initiatives he’s implementing at Databricks. Throughout the interview, Nate emphasizes the importance of ...
Jun 25, 2024•44 min•Season 2Ep. 1
Traditional go-to-market motions are a thing of the past, and one key function will shape the future of revenue generation: Enablement. The Enablement Edge – powered by Seismic – is bringing you the secrets, strategies, and tactics for enablement that drive meaningful impact. You’ll get valuable insights and expertise from enablement leaders to power GTM efficiency, productivity, and transformational change across your organization. Welcome to The Enablement Edge.
Jun 18, 2024•53 sec
We’ve spent 13 episodes uncovering key insights from experts in enablement, sales, marketing, customer success, revenue operations, and more. To celebrate the growth, learning, and invaluable wisdom we’ve heard along the way, we’re gathering the best of the best all into one episode. So whether you’ve tuned into every minute or are new to the Go-to-Market Magic scene, join us as we revisit some of the most insightful guests and captivating episodes we had the joy of creating. Here are the key ta...
Apr 11, 2024•36 min•Season 1Ep. 14
Enablement is expanding beyond sales, especially as AI gains traction. But as AI integrates into the enablement landscape, how can you preserve and enhance your teams’ human strengths in customer interactions? We switched things up by inviting two guests to this roundtable episode to hear from companies both big and small. So, we’re talking with Steph White , Senior Director of Revenue Enablement at Loopio , and Rebecca Reyes , VP of Sales Enablement at IBM . Steph brings her passion for integra...
Jan 25, 2024•41 min•Season 1Ep. 13
When was the last time you involved executive leadership in your sales process? If it’s something that feels daunting, nerve-wracking, or like too much work, this episode is for you. When leveraged correctly, you set your executive team up to come into the sales process swinging (and they’ll probably knock down that sale if you get our analogy). So why aren’t more people doing it? Toby Carrington , Chief Business Officer at Seismic , brings his invaluable insight into the critical yet nuanced ar...
Jan 04, 2024•38 min•Season 1Ep. 12
What are the best and brightest minds in enablement talking about these days? In this special episode, we’re taking a pulse on the enablement industry and hearing directly from enablement professionals at Seismic’s annual Shift conference — including leaders from Loopio, Sands Capital, Bank of America, UPS, Experian, Proofpoint, and more. Along with Seismic’s Heather Cole and Steve Watt, they’ll reflect on the topics they wish more go-to-market leaders were discussing, the innovations they’re mo...
Dec 07, 2023•28 min•Season 1Ep. 11
It's time to stop focusing on pipeline growth. Yes, you read that right. In this episode, Mark Kosoglow , CRO at Catalyst Software , shares his perspective about why you should be focusing on customer success instead of inbound pipeline. It's shaking up the industry by encouraging revenue leaders to truly focus on the incremental value — and revenue growth — that customer success teams can deliver. Here are the key takeaways from our conversation with Mark Kosoglow: Deliver more "moments of impa...
Nov 16, 2023•42 min•Season 1Ep. 10
There’s a lot of talk about how AI can be utilized for content creation and productivity, but how about leveraging it to train your organization? Juliana Stancampiano , CEO of Oxygen Experience , shares her perspective and proposes new ways to harness intellectual resources from subject matter experts. You’ll also learn the importance of creating safe spaces to “fail fast” as you figure out how to use AI effectively and why human skills remain critically important. Here are the key takeaways fro...
Oct 19, 2023•40 min•Season 1Ep. 9
Sales enablement ensures your sales teams are well-prepared and efficient in their efforts. Sales evangelism taps into the power of customer advocacy and word-of-mouth marketing. Both are essential for a business's success by driving sales growth, enhancing brand reputation, and fostering customer loyalty. Paul Norford, a seasoned enablement expert from Ivanti , delves into the dynamic world of enablement and evangelism in the tech industry and how the two functions are related. In this episode,...
Oct 05, 2023•41 min•Season 1Ep. 8
What role does influencer marketing play at one of the biggest B2B software companies in the world? Find out as Ursula Ringham shares insights from her 10 years building an impactful program as Head of Global Influencer Marketing at SAP . In our conversation, she openly discusses the do’s and don'ts of working with influencers, why it's important to protect their brand and yours, and how to measure impact. Here are the key takeaways from our conversation with Ursula: How to leverage influencers ...
Sep 14, 2023•39 min•Season 1Ep. 7
Traditional training methods for sales teams just aren’t cutting it anymore. Instead, top performing teams utilize technology to level up their sales techniques. Josh Bersin , a global industry analyst and the Founder and CEO of The Josh Bersin Company , shares his insights on the evolving landscape of sales training and the impact of technology in the sales process. As an industry thought leader in HR and training, Josh also shares his personal experience of emulating successful selling techniq...
Aug 24, 2023•39 min•Season 1Ep. 6
Want to become a boss at social selling? Our guest, David (D. Fish) Fisher, has a wealth of knowledge about building successful social selling programs — and he’s here to spill the secrets that the LinkedIn experts won’t. In this episode, Global Social Selling Lead at SAS , David (D. Fish) Fisher , shares the importance of building a targeted and relevant network on LinkedIn rather than focusing on having a large number of followers. Then, we discuss the challenges of building a social selling p...
Aug 10, 2023•37 min•Season 1Ep. 5
Driving revenue growth in today's ever-evolving global market is no small task, but equipping yourself with innovative enablement strategies can make a world of difference. Georgia Watson , Sales Enablement Leader, Australia, South East Asia, New Zealand, Korea at IBM , shares her experience cultivating enablement innovation in both EMEA and APAC regions, using data and dialogue to understand the influence of local cultures. The discussion also touches on an exploration of design thinking as a p...
Jul 27, 2023•35 min•Season 1Ep. 4
Learning how to help your customers tell a good ROI story is critical to success as a go-to-market organization these days. Sangram Vajre , Co-Founder and CEO of GTM Partners , joins the show to share how to overcome today’s common GTM challenges and his vision for the future of go-to-market. The discussion touches on the importance of velocity in scaling a business, the role of customer success in delivering value, and how to align go-to-market organizations by using the right metrics. Here are...
Jul 13, 2023•24 min•Season 1Ep. 3
Traditional sales tactics just don’t cut it these days. Samantha McKenna , Founder of #samsales Consulting , shares her experience finding success with a less traditional approach to sales. We’ll learn why cold calling is a thing of the past, how to bring authenticity to prospecting, and some unconventional tactics that can lead to higher closing rates. Show notes Here are the key takeaways from our conversation with Samantha: Make a strong first impression. Learn how to use modern tools and dat...
Jun 29, 2023•45 min•Season 1Ep. 1
Contrary to popular belief, enablement professionals can’t do it all. Dave Lichtman , Founder and CEO of Enablematch , shares the advice you haven’t heard yet on how to support your enablement team when “do more with less” is the new norm. We’ll learn why hiring for gravitas and grit matters more than sales experience, why (and how) enablement teams should say “no” more often, and how to supplement your existing team’s weak spots with unconventional staffing solutions. Show notes Here are the ke...
Jun 29, 2023•35 min•Season 1Ep. 2
Ever wondered what makes great go-to-market leaders grow, even when the going gets tough? We have, too. And we’re on a mission to uncover the magic that makes that growth happen. This is Go-to-Market Magic, the show where we talk to go-to-market leaders and visionaries about the “aha!” moments they experience and the pivotal decisions they’ve made, all in the name of growth. And we’re not just talking about revenue growth that goes up and to the right — we’ll also discuss how they improve their ...
Jun 16, 2023•44 sec
