Jacco vanderKooij is the founder of Winning By Design a global consultancy firm focussed on helping businesses to drive aggressive growth by designing and optimizing their sales processes. Together with Jacco, we discuss how you enable a sales force which is tasked to break into a new market and achieve rapid growth. Jacco recently blogged on this topic on LinkedIn. We talk about why 80% of today's startups typically miss their growth targets and why this will increase next year. Jacco shares hi...
Apr 02, 2017•32 min•Transcript available on Metacast Roderick Jefferson is the global head of Sales Enablement for Oracle Marketing Cloud. This week we continue to build on a topic we discussed before in the Sales Enablement Lab podcast, the role of the front line Sales Manager. Like Dave Brock, Roderick is passionate about this important topic. Roderick shares why the role of the front-line sales manager is critical. According to Roderick, this is where the rubber hits the road. We discuss what makes a great front line sales manager, the importan...
Apr 02, 2017•25 min•Transcript available on Metacast I am thrilled to have Scott Santucci join us again on the Sales Enablement Lab podcast. We both just returned from Florida for the first global Sales Enablement Society meeting ever!. Scott and a handful of other passionate Sales Enablement practitioners launched the Society as a local initiative in Washington DC earlier this year. Since then the Sales Enablement Society has expanded exponentially and currently has 750+ members representing Sales Enablement practitioners, analysts, educators, an...
Nov 29, 2016•42 min•Transcript available on Metacast This week Jim Ninivaggi joins the Sales Enablement Lab podcast. Jim is responsible for strategic partnerships and alliances at Brainshark. Before Jim joined Brainshark, he was with Sirius Decisions where he launched the Sales Enablement practice working closely with hundreds of clients providing them with strategic advice. In Season 1, episode 15 we talked with Jim on how to create the business case for Sales Enablement. This week we are focussed on sales onboarding, a key area for most Sales En...
Nov 22, 2016•35 min•Transcript available on Metacast Peter O’Neill is the VP & Research Director for B2B Marketing (previously called Sales Enablement) at Forrester. Peter manages a group of analysts focused on B2B marketing. In this week's podcast, Peter will give an update on Forrester's B2B Marketing Forum which took place in October in Miami. Peter shares the highlights of the conference and provides an update on the 'Dead of the B2B Sales Rep' research which we covered earlier in the podcast during season 1 episode 9 (Tom Pisello, Alinean) an...
Nov 15, 2016•26 min•Transcript available on Metacast This week we continue our conversation with David Brock. David recently released a new book called the Sales Manager Survival Guide. This week we are focussed on attracting and retaining the right sales talent to your team. Every person we recruit is a multi-million dollar decision. We need to hire the right talent We discuss topics like: How do you find the right talent using sales competency models and less on chemistry? How should the interview process look like? Who in addition to the hiring...
Nov 08, 2016•30 min•Transcript available on Metacast This week we welcome back David Brock to the Sales Enablement Lab podcast. David is the founder and president of Partners In EXCELLENCE, a boutique consultancy company focussed on the customer facing side of organizations. David recently released a new book called the Sales Manager Survival Guide. The Sales Manager Survival guide is focussed on the front line sales manager and the day to day challenges they have to overcome. They are responsible for translating the companies sales strategy to da...
Nov 01, 2016•26 min•Transcript available on Metacast In this week's podcast, we continue our conversation with Tamara Schenk, Research Director CSO Insights, from l ast week and discuss the findings from her latest research on Sales Enablement. This week we will focus on questions like: 'How do you create a culture of collaboration to maximize the outcome of your Sales Enablement initiatives', 'What is the latest thinking around sales onboarding'. If you are interested reading the full report you can find it here (scroll down and download the CSO ...
Oct 25, 2016•29 min•Transcript available on Metacast Welcome to Season Three, Episode 1. We kick off the latest season of the Sales Enablement Lab podcast with a conversation with Tamara Schenk. Tamara is Research Director at CSO Insights focussed on Sales Enablement. Tamara joined us earlier in season one for a conversation on 'Why a Systems Approach to Sales Enablement is Crucial.' In this episode, we will discuss the latest research from CSO Insights on Sales Enablement, based on a study and survey conducted earlier this year. Because of the we...
Oct 18, 2016•23 min•Transcript available on Metacast Welcome to Season Two, Episode 1! After our break we are back with an exciting second season of the Sales Enablement Lab podcast. Similar to season one we have a great line-up of co-hosts! This week we kick off with Daniel West who is the VP of Sales Strategy & Operations at Infoblox. Daniel is one of the key thought leaders in the area of Sales Enablement and Sales Operations and it is a pleasure to have him as a co-host this week. During this week's episode Daniel shares his personal views on ...
Jul 12, 2016•26 min•Transcript available on Metacast Jim Ninivaggi is the Service Director, Sales Enablement Strategies at SiriusDecisions. SiriusDecisions is an advisory firm focussed on B2B companies providing data, advice, research and industry events for practitioners in the field of marketing, sales and product development. This week's podcast is focussed on 'Building the business case for Sales Enablement'. Almost everyone who wants to start a Sales Enablement function or expand an existing function will have to go through the same justifica...
Sep 01, 2015•36 min•Transcript available on Metacast Simon Morton is the founder and managing director of Eyeful Presentations . Eyeful Presentations helps companies with their last mile communication, translating a product or an idea into an easy to understand value proposition and presentation. Simon is also the author of a great book called "The Presentation Lab" focussed on the same topic. Interested in his book? Read till the end. You work extremely hard for months, sometimes years on your product and now you have reached the point you are re...
Aug 25, 2015•32 min•Transcript available on Metacast Tamara Schenk is a Research Director at the MHI Research Institute focussed on Sales Enablement. She is one of the key thought leaders and influencers in this rapidly evolving space. During this week's podcast Tamara shares her perspectives on Sales Enablement. She shares how she has seen Sales Enablement evolve from a highly fragmented function with disconnected programs to a much more integrated selling systems approach in the recent years. Tamara shares how you can create your own selling sys...
Aug 18, 2015•32 min•Transcript available on Metacast Jonathan Palay is one of the founders of CommercialTribe and VP of Sales. CommercialTribe solves one of the toughest problems in sales: how do you make sure your sales reps tell a consistent sales story? We have all seen it. You research a company on the web, look at their products and decide to reach out to get more information. However when you talk with one of the sales reps the story is different compared what you read on the web. You quickly lose trust. Creating a good sales messages is tou...
Aug 11, 2015•27 min•Transcript available on Metacast Peter O'Neill is the VP & Research Director for B2B Marketing (formally called Sales Enablement) at Forrester. Peter manages a group of analysts focused on B2B marketing understanding and navigating the complex sphere of buyer stakeholders. As we discussed a few weeks ago with Tom Pisello in Season 1, Episode 9 the role of the B2B Sales Rep is dramatically changing. Forrester forecasts that 1 million US B2B salespeople will lose their jobs to self-service eCommerce by the year 2020. This stateme...
Aug 04, 2015•26 min•Transcript available on Metacast Leslie Talbot is the vice president of content at Corporate Visions. She is a thought leader on how to create an engaging sales message which can be used by sales reps to win more deals! This week's podcast is a followup to the conversations we had with Tim Riesterer in Season 1, Episode 3 & Jim Moliski Season 1, Episode 5. If you did not listen to these podcasts yet I highly recommend you do! Leslie and myself will talk about how important it is to have a clear sales message which can be levera...
Jul 28, 2015•21 min•Transcript available on Metacast Tom Pisello is the CEO & Founder of Alinean. He is a serial entrepreneur, popular speaker and author, focused on value marketing and selling. Tom's latest book was published in April and is called the The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More. In this week's podcast Tom and myself talk about one of the very hot sales enablement topics currently being discussed on social media: the future of B2B sales reps. Forrester forecasts that 1 ...
Jul 21, 2015•37 min•Transcript available on Metacast Jeffrey Hayzlett is very well know in the world of sales and marketing. He is a thought leader, best selling author, TV/Radio/Podcast host, a public speaker, was CMO for a top fortune 100 company, worked from main street to Wall Street, bought and sold 200 companies worth billions of dollars. He is also the founder of the Hayzlett group . An incredible resume. Jeffrey's new book called ' Think Big, Act bigger - The rewards of being relentless." will be released in September. This week we have pr...
Jul 14, 2015•27 min•Transcript available on Metacast David Brock is the founder and president of Partners In EXCELLENCE, a boutique consultancy company focussed on the customer facing side of organisations. In addition Dave has his own podcast and blog. This week's podcast is focussed on coaching and especially coaching by the front line sales manger. We discuss why it is critically important to coach your sales teams, how you find the time to have regular coaching sessions and explore the most effective way to conduct a coaching session. Dave exp...
Jul 07, 2015•35 min•Transcript available on Metacast Jill Rowley is one of the leading experts on social selling globally, she is a regular presenter at conferences and a lot of companies rely on her personal advice while building their social selling strategies. In addition she is a startup advisor and an entrepreneur. In this week's podcast we jump into the world of social selling. We will explore how the world of sales has changed because of new buyer behaviour. The new buyer is digitally driven, socially connected, mobile, and fully empowered!...
Jun 30, 2015•38 min•Transcript available on Metacast Jim Moliski is the senior vice president of product marketing and Sales Enablement for Corporate Visions . This weeks podcast is a followup to the conversation we had with Tim Riesterer in Season 1, Episode 3 . If you did not listen to this podcast yet I recommend you listen to this one as well. In this weeks conversation with Jim we take the conversation to the next level. How do you build engaging sales content? Everyone who has been or is in sales knows the problem. Sales content is typically...
Jun 23, 2015•24 min•Transcript available on Metacast Melissa Madian is the vice president of Sales Enablement for Vision Critical , a marketing Nerd and also the Chief Fabulous Officer. In this week’s podcast Melissa and myself talk about storytelling, a topic we are both very passionate about. Listen to Melissa explaining how all the best books, movies and plays tell a story using a framework and how you can leverage the same effective technique in sales. Melissa unveils how every story needs a hero and how in the world of sales this needs to be ...
Jun 16, 2015•21 min•Transcript available on Metacast Tim Riesterer is the chief strategy and marketing officer at Corporate Visions , a marketing and sales messaging business that employs a science-based approach to consumer behaviour and decision-making processes. In August Tim's 3rd book will be released called 'The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale'. The most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed ...
Jun 09, 2015•26 min•Transcript available on Metacast Marci Meaux is the VP of Planning, Programs and Operations for Cisco’s 11B Services business. Marci is an amazing business leader and during my 14 years with Cisco I had the pleasure to report to her for a few years. Together we worked on Cisco’s transformation program to turn Sales Enablement into a strategic function. Listen to Marci and myself talk about the journey we went through, why Cisco decided to strategically invest into Sales Enablement and how we secured the investment for this tran...
Jun 02, 2015•16 min•Transcript available on Metacast Scott Santucci was one of the first in the industry to recognise the strategic value of Sales Enablement, first as the director of research for Forrester and more recently for the Alexander Group. But why did Scott move to the Alexander Group and how does he think Sales Enablement will evolve as a strategic function? Listen to Scott and myself talk about this and a lot more. Don’t want to miss an episode? Subscribe to my podcast on iTunes by clicking here. Let me know your thought and feedback b...
May 26, 2015•22 min•Transcript available on Metacast Why did I start the Sales Enablement Lab podcast? What is the value to you as the listener? Listen to my first podcast episode addressing these key questions and more. Don’t want to miss an episode? Subscribe to my podcast on iTunes by clicking here. I would love to hear from you. Leave your feedback, thoughts and suggestions for topics in the comments section on the website....
May 19, 2015•6 min•Transcript available on Metacast 
