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SALES ENABLEMENT INNOVATION | PODCAST

Shining a light on what really goes on backstage at some of the world’s top
startups and companies.

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Sales Enablement Innovation
“Involve yourself and raise your hand”, Christian Palmer
28:54
“Involve yourself and raise your hand”, Christian Palmer
28:54

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Featured“Involve yourself and raise your hand”, Christian Palmer

Christian Palmer, Sales Enabler at Riskified, developed a passion for learning
in school, before eventually making his way into sales training and subsequently
enablement.

28 Min


“SOLO ENABLEMENT CAN EASILY SLIDE INTO ‘WOULDN’T IT BE NICE IF…’”, DAVE SWEENEY

Dave Sweeney, Enablement Partner at Solutions Driven, leading the organization’s
enablement function on his own for almost two years.


EPISODES

28 Min


“INVOLVE YOURSELF AND RAISE YOUR HAND”, CHRISTIAN PALMER

Christian Palmer, Sales Enabler at Riskified, developed a passion for learning
in school, before eventually making his way into sales training and subsequently
enablement.

27 Min


"IT ALLOWS ME TO BE MORE ENGAGED IN THE CONVERSATION", ADAM KUCERA

Adam Kucera is Sales Director at Uniphore - whose Conversational Automation
Platform can deliver the most sophisticated, accurate, personalized, and
automated customer experiences on the planet. No frustration, just true
understanding – including emotion and intent in real-time.

26 Min


“NO, BUT…” AND WHY THAT MATTERS IN ENABLEMENT, STEPHANIE WHITE

Stephanie White is Senior Director, Revenue Enablement at Loopio, one of our
Ones to Watch in 2023, and a familiar face to those in the enablement community.

25 Min


“YOUR CLIENTS AREN’T ALWAYS US-CENTRIC AND YOU DON’T WANT TO ALIENATE THEM”,
KEITH BROOKS

Keith Brooks is CEO at B2B Whisperer. Keith is a no-nonsense, upfront, and
honest international executive with a solid technical and financial background,
specializing in marketing B2B technical solutions that increase revenue and meet
business goals.

28 Min


"WHATEVER THE BUSINESS NEEDS, WE DO IT", TJEERD VENINGA

Tjeerd Veining is currently GTM and Sales Enablement Director at EnterpriseDB,
and is a long-time sales enablement professional with extensive experience at
Microsoft, as well as at MessageBird and Optimizely.

26 Min


"SALES ENABLEMENT IS THE COMPETITIVE ADVANTAGE FOR REVENUE TEAMS", TIM HARRIS,
UNIPHORE

Tim Harris is Director of Product Marketing at Uniphore.

18 Min


“DON’T FORGET THAT SALES IS ABOUT PEOPLE”, WITH MARIE BRUNET, UNIPHORE

Marie Brunet is Global VP of Sales at Uniphore - Uniphore are evolving
conversations with the trifecta of voice AI, computer vision, and tonal emotion.

25 Min


“SHARING SUCCESS AND FAILURES WITH OTHERS TO SHORTEN THEIR LEARNING TIME”, WITH
MICHAEL WALKER, DYNATRACE

Michael Walker is Enablement Manager at Dynatrace - combining deep
observability, AIOps, and application security in one open, unified platform to
continuously deliver precise answers and intelligent automation from data.

24 Min


“LISTEN TO WHAT THE REP ISN’T SAYING TOO”, WITH GAIL BEHUN, JUNIPER SQUARE

Gail Behun is Senior Director of Revenue Enablement at Juniper Square - which is
empowering GPs and LPs to unlock the full potential of investment partnerships.
Juniper Square envisions a world with radically expanded opportunities for
investment and participation in all private markets.

24 Min


“UNDERSTANDING HOW ADULTS LEARN IS KEY”, WITH CARLA PRICE, LIFTOFF

Carla Price is Team Lead, Revenue Enablement at Liftoff - a one stop shop to
programmatic user acquisition and re-engagement. Liftoff helps find all of the
best users for your app, deliver the most engaging ad experience, and optimize
towards your user LTV goals.

22 Min


“THEIR WIN IS ALSO YOUR WIN”, WITH CAITLIN PANOPIO, ZSCALER

Caitlin Panopio is a Revenue Communications Intern at Zscaler, a global
cybersecurity organization. As a student at UC Davis, she studied communications
and tech management and that was the perfect springboard for a budding career in
enablement.

25 Min


“TRUST YOUR GUT AND DON’T SECOND GUESS YOURSELF”, WITH KIERAN SMITH, ANDELA

Kieran Smith is Senior Manager, Revenue Enablement at Andela - a global job
placement network for software developers which focuses on sustainable careers,
connecting technologists with long-term engagements.

25 Min


“EVERYBODY’S CONTRIBUTION IS IMPORTANT”, WITH OYSTER’S CELINE GREY

Celine Grey is Director of Revenue Acceleration at Oyster, a global employment
company that builds a bridge between companies and the world’s top talent.

22 Min


“TO BE EFFECTIVE, A SALES TEAM HAS TO LEVERAGE SALES TOOLS CONFIDENTLY”, WITH
TIGERLRM’S DOROTHY MICHEL

Dorothy Michel is Director of Operations at TigerLRM, a next-gen sales
enablement solution and CRM. Dorothy has a strong history in sales enablement
and through TigerLRM is committed to making sales enablement easier and more
efficient for organizations everywhere.

22 Min


“SALES ENABLEMENT, IN SIMPLISTIC TERMS, IS ALL ABOUT EFFICIENCY”, WITH EXCLUSIVE
NETWORKS’ MARK LEFF

Mark Leff is the Director of Services Sales in North America at Exclusive
Networks. With a rich history in sales enablement prior to his current role,
including positions at Cisco, Mark has wide knowledge and strong views on how to
create effective, efficient enablement programs.

27 Min


“BE BOLD AND BE A STRONG VOICE”, WITH THOMAS INTERNATIONAL'S STEPHEN PEGLER

Stephen Pegler is Head of Sales Enablement at Thomas International. Prior to
“stumbling” into enablement, he had a learning and development background before
moving to the United States to help kickstart a sales training program.

25 Min


“DIVERSE TEAMS OUTPERFORM THE COMPETITION”, WITH ETQ’S MELANIE WALTER

Melanie Walter is Director of Enablement and Learning at ETQ. She kick-started
her career by selling to some of the biggest companies in the world, before
discovering her true passion was in the sales training and coaching world.

25 Min


“WE’RE THE ONES THAT KEEP THINGS MOVING FORWARD”, WITH HOPIN’S NIKKI SCHANZER

Nikki Schanzer is the Head of Sales and GTM Enablement at Hopin. She recently
spoke at the Sales Enablement Summit in Austin during our return to Texas!

28 Min


“DRIVE DATA ON HOW ENABLEMENT IMPACTS THE BUSINESS”, WITH MELIO’S PETEK HAWKINS

Petek Hawkins is Melio’s Head of Enablement, and one of SEC’s Ones to watch for
2022! She is dedicated to building global enablement strategies and departments
that enable organizational revenue growth.

25 Min


"BE VOCAL ABOUT WHAT YOU NEED", WITH MARIADB'S DEL NAKHI

Del Nakhi is MariaDB's Director of Global Revenue Enablement. Driven by a desire
to help people and make an impact, her learning and development (L&D) background
led her to revenue enablement, where her focus now lies on supporting people
across the organization

28 Min


"FOLLOW YOUR CURIOSITY", WITH ZSCALER'S WHITNEY PERRY

Whitney Perry is Zscaler's Strategic Communications Specialist, and part of the
Revenue Enablement and Velocity team there. Her role is a unique one, as not too
many enablement teams have their own dedicated communications manager.

21 Min


"I'M GEARED TOWARDS BUILDING THE MACHINE FROM SCRATCH", WITH FORTER'S MICHAEL
GUGLIOTTI

Michael Gugliotti is the Global Head of Sales Enablement at Forter. He's built
his career from the ground up, starting in a call center. From there, he
progressed further and further up the ladder, and is now making his mark by
building Forter's enablement department.

34 Min


"GO GLOBAL, AND THINK LOCAL" WITH KORBYT'S NICHOLAS GREGORY

Nicholas Gregory is VP for Global Sales Enablement at Korbyt. He has a wealth of
experience in sales enablement, working across North and Latin America, and
EMEA.

19 Min


"THE KEY TO OUR SUCCESS IS BUY-IN FROM LEADERSHIP" WITH RACKSPACE'S JOE CARDENAS

‘It's all about presence, and it's all about confidence. I was able to see that
firsthand’, says Joe Cardenas, Global Program Manager – Onboarding, at
Rackspace.

33 Min


“IT’S ABOUT MAKING THINGS SIMPLE”, WITH SHIFT'S KEVIN RICH

"I see a coach as a coach, whether you're in sports or in the business world"
says Kevin Rich, ex-hockey coach and now Head of Enablement at Shift Technology.

22 Min


“SALES ENABLEMENT REQUIRES A BIT OF SOUL-SEARCHING”, WITH GOOGLE'S CAMILA BORDA

“It’s been an absolute wild ride”, says Camila Borda, Head of Sales Development
and Strategy at Google, about her sales and enablement career journey.

24 Min


PEOPLE BUY BECAUSE THEY LIKE YOU, WITH GOOGLE’S THEO DAVIES

People buy because they trust you and because they like the product - in that
order. This is why it’s so important for sellers to develop the skills to see
things from a customer's perspective, says Theo Davies, Head of Sales Enablement
JAPAC at Google Cloud.

22 Min


SALES ENABLEMENT INNOVATION | SPENSER MILLER-FELLOWS, INVICTI

From call center worker, to coach & trainer, to channel enabler - and now
heading up the sales enablement team at Invicti, Spenser says his current role
is the best he’s ever had.

14 Min


SALES ENABLEMENT INNOVATION | JACLYN D'ARCY, GHX

Engaging customers virtually has been a challenge for many organizations over
the past year, and Jaclyn D'Arcy, Director of Revenue Enablement at SaaS
healthcare company GHX, tells us how she's been focused on hybrid relationship
building with both internal and external customers.

21 Min


SALES ENABLEMENT INNOVATION | LEORE SPIRA, SYTE

“Sales operations is just one piece of the puzzle; revenue ops gives you the
full picture.” Syte’s Head of Revenue Operations, Leore Spira, sees
organizations shifting their focus from just the traditional ‘sales’ function,
to recognize every customer-facing role as a generator of revenue. And that
means enablement needs to support every team that influences the customer
journey, from pre-sales, to retention and renewal. In this Sales Enablement
Innovation podcast, she talks to us about this, how the pandemic has provided an
opportunity for rev ops to shine - and how she almost became a lawyer and a
marketer before arriving at her current role.

20 Min


SALES ENABLEMENT INNOVATION | CARLY LEHNER, ANDELA

Five years ago, if you’d asked Andela's Head of Revenue Enablement, Carly
Lehner, what her ideal job would be, she’d have said one that involves training,
strategy and working with sales and process design. And, lo and behold, that is
that is pretty much what enablement is. So she absolutely loves it. Carly talked
to me about why planning and executing sales kickoffs (SKOs) is where she’s in
her element, being prepared to share her opinion (even if it goes against the
consensus), and how revenue enablement is the next natural step in the evolution
of sales enablement.

24 Min


SALES ENABLEMENT INNOVATION | BRANDON JONES, PAAY

Developing your leadership skills isn't just about what they teach you in
business school. Brandon Jones' top tip is to immerse yourself in biographies of
effective leaders (think George Washington, Steve Jobs and Winston Churchill) to
dig into how they've motivated their teams and navigated their way to success.
As VP of Revenue at PAAY, success means breaking down barriers between sales,
marketing, account management and customer success to create a smooth customer
journey. Find out how he goes about taking full-funnel responsibility - and why
it's so important for him to replicate those organic, 'water-cooler'
conversations at the start of Zoom calls.

18 Min


SALES ENABLEMENT INNOVATION | KUNAL PANDYA, USERZOOM

As Director of Global Sales Enablement at UserZoom, Kunal is responsible for the
enablement of the global revenue team, including a full spectrum of roles: SDRs,
account executives, account managers, and strategic account executives. He
talked to us about maintaining a culture of engagement and collaboration, how
onboarding himself created a roadmap for onboarding new hires, and his
commitment to unlocking the potential in every individual to be the best that
they can possibly be.

22 Min


SALES ENABLEMENT INNOVATION | GEORGIA WATSON, IBM

Sales enablement can mean so many different things to different people. For
IBM's sales enablement specialist, Georgia Watson, it boils down to helping
sellers to be their best in the market, so they can deliver value to their
clients. In this episode of Sales Enablement Innovation, she talks to us about
how the pandemic has created a blank canvas for innovation, and how you need to
have the right culture to bring those ideas to fruition aligned with core
business strategy. Find out what sales enablement looks like at IBM - and steal
some of Georgia's tips.

23 Min


SALES ENABLEMENT INNOVATION | BILL PETERSEN, LITMUS

How do you get the most value from your content? For Litmus’ Head of Sales
Enablement, Bill Peterson, it’s all about creating consistent, evergreen
learning content that's kept fresh with regular product and competitor updates.
He’s shifted to weekly, just-in-time learning paths that everyone can plan ahead
for, which has improved completion rates and allows sales reps and leaders to
make suggestions about what they’d like to be included in future sessions. Learn
more about this and Bill’s take on all things enablement (including his DJ sets
at Litmus’ latest SKO event).

23 Min


SALES ENABLEMENT INNOVATION | GAIL BEHUN, PANDADOC

For PandaDoc's Senior Manager of Sales Enablement, Gail Behun, high performance
sales enablement means working in tandem with marketing (who craft the message)
and product (who provide the detail). Aligning objectives and expectations is
key - 'level-setting', as Gail puts it. She's also passionate about helping
sellers to grow, and develop their career paths - for her, enablement goes
beyond reps simply hitting quota and excelling in the short-term. In this Sales
Enablement Innovation podcast, Gail shares her philosophy for nurturing
sustainable success, and how she encourages all enablers - and aspiring enablers
- to reach out to others in the community to forge connections, share knowledge
and immerse themselves in the discussions happening online.

31 Min


SALES ENABLEMENT INNOVATION | CHRISTI WALL, CHAINALYSIS

Is the enablement function shifting to encompass every team member who steps
into the buyer cycle? Christi Wall, Revenue Director at Chainalysis, certainly
thinks so. Another big change, now we're online-only, means a greater focus on
developing intangible interpersonal skills like empathy, building trust, active
listening, and how to read a virtual room. In this episode, Christi also
navigates us through her career trajectory, sharing how she’s flipped her
opportunities during the pandemic, as well as giving us her take on making
training fun (hint: it involves a lobster costume).

19 Min


SALES ENABLEMENT INNOVATION | HANG BLACK, JUNIPER NETWORKS

“There are a lot of ways to scale a mountain. Some people have a jet to take
them up, some people have a helicopter. Some people have access to tools that
you may not have. But we need to recognize when people are throwing down ropes
for us.” Hang Black, VP of Revenue Enablement at Juniper Networks, discusses how
women and immigrants can break into the leadership ranks by sharing her own
journey: learning to identify limiting beliefs and behaviors, getting used to
operating in chaos, her strategies for excelling under adversity - and why being
‘busy and bored’ during Covid gave her the impetus to write a book that had been
in her head for 15 years.

18 Min


SALES ENABLEMENT INNOVATION | STEFFANEY ZOHRABYHAN, SPRINKLR

With so many tools in our tech stacks, most of us know the feeling of having 101
tabs open at the same time. Can sales enablement really make sales processes
seamless and friction-free for their reps through digital adoption? Steffaney
Zohrabyhan, Digital Adoption Leader at Sprinklr, thinks so and talks us through
how she does it, why you can't feed your reps a whole elephant at once - and how
the philosophy of Clippy the ‘helpful’ Microsoft paperclip lives on.

30 Min


SALES ENABLEMENT INNOVATION | RACHEL HA'O, ITERABLE

Everybody has their own superpower, says Rachel Ha'o, Global Sales Enablement at
Iterable, and your job as a sales enabler is to help execs discover and amplify
it - not simply copy what’s worked for yourself in the past. In this podcast,
Rachel talks about how she moved into sales enablement by ‘moonlighting’, the
importance of humility as a sales enabler - and shares her number one early
morning tip for keeping on top of priorities in a pandemic.

31 Min


SALES ENABLEMENT INNOVATION | CLAIRE SCULL, VERITAS TECHNOLOGIES

Can the principle of 'less is more' be applied to sales enablement? According to
Claire Scull, Director of EMEA Sales Enablement at Veritas Technologies, it's
the tenet to live by as enablement moves forward in the new normal. Her view:
offer more to sellers by focusing on the critical few elements that are relevant
and crucial for their success. In our final episode of 2020, Claire shares how
she's kept her sellers' wellbeing front of mind in a remote environment, her
success in bringing fun and gamification into an inaugural virtual SKO, and how
no two days are ever the same on the job.

31 Min


SALES ENABLEMENT INNOVATION | JAREN KRCHNAVI, SIEMENS

Got a sales training programme? Check. Sales reps have a high course completion
rate? Check. Job done, right? Not quite - and Jaren Krchnavi, Head of Sales
Enablement for Siemens Digital Grid Software, is here to tell you why. Moving
away from the 'checkbox' mentality and towards a business-oriented performance
measuring system can be tricky, but the payoff is substantial. From
understanding customer needs and pain points to deploying a global non-technical
training programme, Jaren shares the unique trappings of leading enablement
within one of the largest industrial conglomerates in the world.

37 Min


SALES ENABLEMENT INNOVATION | DANNY DE LOS SANTOS, ATLASSIAN

How do you build and maintain engagement, excitement, and a sense of community
for your sellers when it's impossible to be in a room together? Danny De Los
Santos, Curriculum , Strategy and Training Team Manager at Atlassian, may have
the answer: podcasting. Diving into the daily realities of supporting the sales
team at an organization that is continuously growing and scaling, Danny shares
some of the programmes he's recently developed to keep reps educated and
entertained.

27 Min


SALES ENABLEMENT INNOVATION | ADRIANA ROMERO

How many of us have come to appreciate the importance of flexibility and
adaptability in recent months? For Adriana Romero, being able to think on her
feet and problem solve on the fly comes as second nature. In this episode of
Sales Enablement Innovation, Adriana shares her leadership journey and how she's
come to embrace the startup mindset - as well as how to navigate cultural
differences and turn them into strengths.

37 Min


SALES ENABLEMENT INNOVATION | THOMAS CHERIYAN, OWNBACKUP

What is it like leading sales enablement at a hyper-growth company spread across
several continents? Tom Cheriyan, who heads up the function at OwnBackup, is
somewhat of an expert - he’s successfully de-siloed function-specific knowledge
and expertise with a centralized LMS and established processes to streamline
onboarding and training, from account executives all the way to sales
leadership. His ultimate goal? To have 100% of his sales force hit their
targets.

36 Min


SALES ENABLEMENT INNOVATION | TANYA JEFFERS-MCALLISTER, RBC INSURANCE

You may not need a psychology degree to succeed in sales enablement - but
according to Tanya Jeffers-McAllister, Director of Sales Practice Effectiveness
at RBC Insurance, it can certainly help! Navigating stakeholders’ key priorities
and juggling different personality types are all in a day’s work, and driving
cultural change - while overseeing the integration of two different companies -
takes a certain skillset and some creative thinking.

28 Min


SALES ENABLEMENT INNOVATION | AARON EVANS, GLOBALDATA

Building a sales enablement structure from the ground up at a global
organization is no mean feat. Aaron Evans, Director of Sales Enablement at
GlobalData, is well-versed in the ups and downs of this marathon; from being the
central link between leadership and the rest of the business and getting buy-in
from internal stakeholders to achieving company-wide cultural change, he’s ready
to share what he’s learned along the way.


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