Pragmatic Enablement with Cory Bray | Interview

The State of Sales Enablement

The State of Sales Enablement

1:14:43

Artificial intelligence is evolving at an unprecedented pace—what does that mean for the future of technology, venture capital, business, and even our understanding of ourselves? Award-winning journalist and writer Anil Ananthaswamy joins us for our latest episode to discuss his latest book Why Machines Learn: The Elegant Math Behind Modern AI . Anil helps us explore the journey and many breakthroughs that have propelled machine learning from simple perceptrons to the sophisticated algorithms shaping today’s AI revolution, powering GPT and other models. The discussion aims to demystify some of the underlying mathematical concepts that power modern machine learning, to help everyone grasp this technology impacting our lives–even if your last math class was in high school. Anil walks us through the power of scaling laws, the shift from training to inference optimization, and the debate among AI’s pioneers about the road to AGI—should we be concerned, or are we still missing key pieces of the puzzle? The conversation also delves into AI’s philosophical implications—could understanding how machines learn help us better understand ourselves? And what challenges remain before AI systems can truly operate with agency? If you enjoy this episode, please subscribe and leave us a review on your favorite podcast platform. Sign up for our newsletter at techsurgepodcast.com for exclusive insights and updates on upcoming TechSurge Live Summits. Links: Read Why Machines Learn, Anil’s latest book on the math behind AI https://www.amazon.com/Why-Machines-Learn-Elegant-Behind/dp/0593185749 Learn more about Anil Ananthaswamy’s work and writing https://anilananthaswamy.com/ Watch Anil Ananthaswamy’s TED Talk on AI and intelligence https://www.ted.com/speakers/anil_ananthaswamy Discover the MIT Knight Science Journalism Fellowship that shaped Anil’s AI research https://ksj.mit.edu/ Understand the Perceptron, the foundation of neural networks https://en.wikipedia.org/wiki/Perceptron Read about the Perceptron Convergence Theorem and its significance https://www.nature.com/articles/323533a0…

hace un año 25:53

MP3•Episodio en casa

In this episode of the State of Sales Enablement, Jonathan Kvarfordt, aka Coach K, sits down with Cory Bray, a prominent voice in the sales enablement space and co-founder of CoachCRM. Corey shares his candid thoughts on the current state of enablement, discussing its challenges, inefficiencies, and the need for a more streamlined approach. With years of experience in sales and enablement, Corey offers a refreshingly direct perspective on what works and what doesn’t in the industry.

Here are some of the questions Corey and Jonathan attempted to tackle:

What is Corey’s background, and how has his experience shaped his approach to sales enablement?
What is the current state of sales enablement, and why does Cory believe it has become bloated?
Why does Cory challenge the idea of sales enablement being a true "community" and what are the implications of this view?
How does Cory differentiate between building and operating enablement functions, and why does he see this distinction as crucial?
What is Cory’s approach to solving enablement problems quickly and effectively?
How does Cory view the role of sales experience in leading an enablement function, and why does he believe it’s critical?
What should enablement professionals focus on to prove the value of their work within an organisation?

Tune in to hear Corey’s unfiltered opinions on the enablement landscape and his practical advice on making enablement more effective and results-driven.

Connect with Coach K: https://www.linkedin.com/in/jmkmba/

Connect with Cory Bray: https://www.linkedin.com/in/buy-triangleselling/

The Sales Enablement Playbook: https://www.amazon.com/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762

The Sales Management Podcast: https://podcasts.apple.com/us/podcast/sales-management-podcast/id1631765942

152 episodios

Pragmatic Enablement with Cory Bray | Interview

published hace un año

MP3•Episodio en casa

Here are some of the questions Corey and Jonathan attempted to tackle:

What is Corey’s background, and how has his experience shaped his approach to sales enablement?
What is the current state of sales enablement, and why does Cory believe it has become bloated?
Why does Cory challenge the idea of sales enablement being a true "community" and what are the implications of this view?
How does Cory differentiate between building and operating enablement functions, and why does he see this distinction as crucial?
What is Cory’s approach to solving enablement problems quickly and effectively?
How does Cory view the role of sales experience in leading an enablement function, and why does he believe it’s critical?
What should enablement professionals focus on to prove the value of their work within an organisation?

Tune in to hear Corey’s unfiltered opinions on the enablement landscape and his practical advice on making enablement more effective and results-driven.

Connect with Coach K: https://www.linkedin.com/in/jmkmba/

Connect with Cory Bray: https://www.linkedin.com/in/buy-triangleselling/

The Sales Enablement Playbook: https://www.amazon.com/Sales-Enablement-Playbook-Cory-Bray/dp/1546744762

The Sales Management Podcast: https://podcasts.apple.com/us/podcast/sales-management-podcast/id1631765942

152 episodios

Todos los episodios

The State of Sales Enablement

1
The SPARE Method with April Petrey | Interview 38:32

hace 6 días38:32

38:32

How do you build a scalable, effective sales process—without overcomplicating it? In this episode of The State of Sales Enablement , Coach K (Jonathan Kvarfordt) sits down with April Petrey, sales enablement consultant and creator of the SPARE Method, to talk about building minimum viable sales processes and onboarding programs for fast-growing businesses. What you’ll learn in this episode: ✅ The SPARE Method – A framework for scalable, resource-light sales processes ✅ Why alignment across sales, marketing, and product is critical for growth ✅ The importance of exit criteria and why most sales processes fail without it ✅ The hidden power of enablement and why empathy is key to driving change ✅ How startups can set up a foundational sales process that attracts investors Connect with April: https://www.linkedin.com/in/aprilpetrey/ Learn more about Allonsy Innovation: linkedin.com/company/allonsy-innovation-llc/ Connect with Coach K: https://www.linkedin.com/in/jmkmba/ Mentioned in this episode: 🚀 The Ultimate Sales Enablement Learning Experience is Here! We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.…

The State of Sales Enablement

1
AI Enablement with Jonathan "Coach K" Kvarfordt | Interview 37:52

hace 14 días37:52

37:52

In this special episode of The State of Sales Enablement , Felix Krueger flips the script and welcomes the show’s own co-host, Jonathan Kvarfordt (Coach K), to the other side of the mic. Known for his deep insights into AI, sales enablement, and go-to-market strategies, Coach K shares his vision for AI in sales, the evolution of AI agents, and the intersection of human connection and automation. We dive into his latest role as Head of GTM Growth at Momentum, the launch of the AI Business Network, and how AI is reshaping everything from customer interactions to sales enablement workflows. Here's what we’ll cover: ✅ The role of AI in sales —how AI is shifting from a tool to a co-pilot for sales teams. ✅ GPTs vs. AI Agents —the key differences and why agents are the next big leap. ✅ AI automation in sales enablement —how enablers can amplify their impact using AI. ✅ The future of AI in customer interactions —can AI replace sales teams, or does human connection still reign? ✅ Momentum's approach to AI-driven sales workflows —why real-time conversation intelligence is a game-changer. ✅ The risks of AI over-reliance —how to maintain critical thinking in an AI-first world. ✅ Why authenticity will become a premium experience —how live interactions and in-person events will stand out in an AI-saturated world. Tune in to hear Coach K’s unique perspective on where AI is headed, how it’s already impacting sales and enablement, and what the future holds for human-AI collaboration. Connect with Coach K: 📍 LinkedIn : linkedin.com/in/jmkmba/ 📍 Momentum : momentum.io 📍 AI Business Network : [Coming Soon] 📍 GTM AI Academy : gtmaiacademy.com/ Mentioned in this episode: 🚀 The Ultimate Sales Enablement Learning Experience is Here! We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.…

The State of Sales Enablement

1
VC Enablement with Carolyn Breeze and Lauren Calautti | Interview 33:52

hace 21 días33:52

33:52

In this episode of The State of Sales Enablement , Felix sits down with Carolyn Breeze (CEO) and Lauren Calautti (Chief Revenue Rocketeer) from Scalare Partners, an ASX-listed investment firm operating in Australia and USA. Unlike traditional VC firms, Scolari Partners takes a hands-on approach—providing commercial services that help startup founders and scale-ups build and refine their sales motions for sustainable revenue growth. Carolyn and Lauren share their unique perspectives on sales enablement in the startup world, emphasizing why sales is just as critical as product development. Whether you're a founder, enabler, or sales leader, this episode is packed with insights on how to build scalable sales strategies from day one and how corporates can learn from startup agility. Here's what we’ll cover: ✅ The biggest sales challenges for startup founders —why sales is often an afterthought and how to correct that. ✅ Building scalable sales functions —the process VC firms use to diagnose sales issues and implement effective strategies. ✅ Sales acceleration in startups vs. enterprises —why corporate sales teams often lack the scrappy, high-impact approach of startups. ✅ Technology for sales enablement —which tools are transforming sales efficiency and effectiveness. ✅ VC firms as sales enablers —how VC firms can embed commercial success into their investment strategy. 🔊 Tune in to learn how startups can accelerate revenue growth and why even large enterprises should adopt a founder’s mindset when it comes to sales. Episode Links Scalare Partners: scalarepartners.com Carolyn Breeze on LinkedIn: linkedin.com/in/carolynbreeze Lauren Calautti on LinkedIn: linkedin.com/in/laurenmellino Felix Krueger on Linkedin: linkedin.com/in/hfkrueger/ Mentioned in this episode: 🚀 The Ultimate Sales Enablement Learning Experience is Here! We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.…

The State of Sales Enablement

1
Scaling Influence with Alex Matyushenko | Interview 32:08

hace 28 días32:08

32:08

In this episode of The State of Sales Enablement , Coach K welcomes Alex Matyushenko, a seasoned enablement leader with experience at AWS, Google, and Microsoft. From driving sales excellence to leveraging AI for scalable impact, Alex shares his expertise on influencing at scale, enabling leaders, and building high-performing teams—even when those teams don’t report directly to you. Here’s what we’ll cover: Enablement in 2025: What modern enablement really is and why it’s more critical than ever. AI as an Enablement Superpower: How AI can enhance onboarding, sales readiness, and skill-building at scale. Influencing Without Authority: How to drive meaningful change even when you don’t manage the sales team directly. The Power of Research: How Alex prepares for leadership conversations, identifies performance gaps, and builds enablement strategies that work. Execution Over Advice: Why enablement fails when it stays in “consulting mode” and how to ensure you deliver tangible business impact. The 3 Leadership Principles: Alex’s framework for inspiring and leading teams effectively. Tune in for an insightful conversation packed with practical enablement strategies, leadership lessons, and AI-driven innovations that can help any enabler increase their influence and impact in 2025 and beyond. Connect with Alexander Matyushenko : 🔗 LinkedIn: https://www.linkedin.com/in/alexmat/ Connect with Jonathan Kvarfordt (Coach K): 🔗 LinkedIn: https://www.linkedin.com/in/jmkmba/ #SalesEnablement #AIinSales #Leadership #EnablementExcellence #SalesCoaching Mentioned in this episode: 🚀 The Ultimate Sales Enablement Learning Experience is Here! We’re excited to announce the relaunch of The Building Blocks of Sales Enablement Learning Experience—now with updated content, enhanced exercises, and certification options designed to take your sales enablement career to the next level! Why You Should Join: ✅ Learn a proven framework built on 30+ years of enablement expertise. ✅ Master all building blocks of sales enablement, from Sales Manager Enablement to Analytics & Metrics. ✅ Get access to new interactive exercises, templates, quizzes, and resources. ✅ Earn a Professional or Consulting Certification to showcase your expertise. Exclusive Offers: First 10 sign-ups for the Professional Certification get it at half price. Podcast listeners get an additional 10% off with the code STATE10. How to Enroll: 🔗 Visit goffwd.com/blocks to explore the course and sign up. Use code STATE10 at checkout for your exclusive listener discount.…

The State of Sales Enablement

1
Enablement Execution with Aaron Evans | Interview 40:45

hace 5 weeks40:45

40:45

In this episode of The State of Sales Enablement , Jonathan Kvarfordt (Coach K) welcomes Aaron Evans , co-founder of Flow State , a B2B sales performance and transformation consultancy. Aaron has spent 15 years in enablement, working across multinational corporations and fast-moving startups, and today he shares his insights on sales transformation, methodology adoption, and why enablement must be laser-focused on pipeline impact . Here’s what Jonathan and Aaron discussed: 🔹 Why methodology alone doesn’t drive success – A critical look at sales methodologies (MEDDIC, SPICED, Challenger, etc.) and why execution and consistency matter more than the framework itself. 🔹 The role of enablement in driving sales effectiveness – Why companies should move away from efficiency-focused programs and prioritize effectiveness to create real revenue impact. 🔹 Fixing enablement’s identity crisis – How enablement’s broad scope leads to confusion and how teams can better define their strategic value . 🔹 Enablement’s impact on pipeline – Why the key to demonstrating enablement’s ROI is tracking measurable business outcomes , not just training participation. 🔹 The CRO’s role in enablement success – What separates a great CRO from an ineffective one and how sales leaders should think about enablement. Tune in for a no-fluff conversation about what actually moves the needle in sales enablement and how enablement professionals can step up and prove their value in today’s market. Connect with Aaron Evans: 🔗 LinkedIn: https://www.linkedin.com/in/aaronevanssalesenablement/ 🌐 Website: https://flowstatesales.co.uk/ Connect with Jonathan Kvarfordt (Coach K): 🔗 LinkedIn: https://www.linkedin.com/in/jmkmba/ #SalesEnablement #RevenueGrowth #SalesTransformation #SalesLeadership #B2BSales #AIinSales #SalesCoaching Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Maturity Models with Felix Krueger | Interview 35:11

hace 6 weeks35:11

35:11

Devin McDermott welcomes Felix Krueger , the founder of this very podcast, former enablement consultant, and seasoned enablement leader, to discuss one of the hottest topics in sales enablement today: enablement maturity models . Felix shares practical advice and expert insights into what maturity models are, why they matter, and how enablers can leverage them to evolve their functions and drive measurable impact. Tune in to learn: How to assess where your enablement function stands on the maturity curve Strategies for gaining leadership buy-in and securing resources The importance of connecting your initiatives to business goals and KPIs Tips for scaling your function, whether you're a team of one or part of a global organization Connect with Felix Krueger: LinkedIn: Felix Krueger Connect with Devin McDermott: LinkedIn: Devin McDermott Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Enablement Metrics with Kieran Smith | Interview 38:33

hace 7 weeks38:33

38:33

In this episode of The State of Sales Enablement , Jonathan Kvarfordt (Coach K) welcomes Kieran Smith, Senior Director of Enablement at TechnologyAdvice. With years of experience transitioning from sales leadership to a data-driven enablement leader, Kieran dives into the strategies that transformed his organization’s enablement approach. From streamlining SDR onboarding to launching high-impact product enablement programs, Kieran shares the insights and frameworks that every enabler can use to drive measurable outcomes. Here’s what Jonathan and Kieran discussed: Transitioning from sales leadership to enablement: How Kieran made the intentional pivot to enablement, bringing a data-driven mindset and hands-on approach to the role. Transforming SDR onboarding: The step-by-step overhaul that reduced ramp time by 63.75% and time-to-first-meeting by 80%, focusing on intentional training and skill-building. Launching a successful product enablement program: Kieran’s framework for implementing a program that increased relevant conversations by 473% and drove nearly $1M in product revenue within a quarter. Data analytics in enablement: Why data ownership is critical for identifying problems, setting realistic goals, and earning leadership buy-in. The Enablement Effectiveness Equation: Kieran’s innovative framework for measuring program impact through teaching, training, coaching, and metric improvements. Overcoming organizational challenges: Tips for gaining credibility, aligning with strategic business goals, and navigating resistance from stakeholders. Advice for enablement professionals: Where to start if you’re new to enablement or looking to optimize your impact, with a focus on curiosity, collaboration, and metrics. Tune in to hear Kieran’s proven strategies for turning enablement into a high-impact, data-driven function that drives measurable business results. Connect with Kieran Smith: LinkedIn: https://www.linkedin.com/in/kieransmithvp/ Connect with Jonathan Kvarfordt (Coach K): LinkedIn: https://www.linkedin.com/in/jmkmba/ Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Scaling Enablement with Alexander Bedford | Interview 40:38

hace 8 weeks40:38

40:38

In this episode of The State of Sales Enablement , Felix Krueger, your host, welcomes Alex Bedford, a seasoned enablement leader with extensive experience in scaling enablement functions globally. From managing regional enablement teams to leading global initiatives, Alex shares his unique insights on scaling impact, navigating organizational politics, and thriving as a team of one in a startup environment. Here’s what Felix and Alex discussed: Scaling enablement globally: How Alex approached scaling enablement across regions while balancing global consistency and local needs. Building trusted enablement teams: The importance of hiring leaders who can engage senior stakeholders and deliver tangible results. Overcoming regional challenges: Strategies for managing local resistance and aligning regional enablement with global goals. Transitioning from a large enterprise to a startup: How Alex adapted to being a team of one and leveraged agility to drive faster impact. Leveraging AI for enablement: Practical ways AI can help scale enablement efforts, including virtual role-playing with AI avatars and account planning automation. Finding your champion: Alex’s top tip for enablers—why finding and partnering with a senior champion is crucial for scaling your impact. Tune in to hear Alex’s invaluable lessons on leadership, scaling enablement, and adapting to change in dynamic organizations. Connect with Alex Bedford: LinkedIn: Alex Bedford Connect with Felix Krueger: LinkedIn: Felix Krueger Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

1
Troubleshooting Enablement with Federico Presicci | Interview 45:26

hace 9 weeks45:26

45:26

In this episode of Troubleshooting Enablement , Devon McDermott, your host and EnableNerd, welcomes Federico Presicci, enablement strategist, leader of GetAccept’s enablement team, and creator of the Enablement Insight blog. With extensive experience in building enablement functions and sharing best practices across the community, Federico dives deep into maximizing the value of enablement technology and AI-driven strategies. Here is what Devon and Federico discussed: Clarifying outcomes and aligning with GTM strategy: Why starting with clearly defined, measurable outcomes is critical for long-term success. Integrating tech into enablement strategy: How to connect sales technology, such as Gong and Seismic, to ensure scalable impact and behavior change. Prioritizing processes over tools: Before implementing any tech, understand the key processes that impact business outcomes and design your tech stack accordingly. Leveraging AI co-pilots and conversational intelligence: Insights into how AI-driven tools can automate workflows, improve data quality, and enhance GTM collaboration. Digital Sales Rooms vs. Traditional CMS: Federico shares why digital sales rooms offer a more effective, buyer-centric approach to engagement than legacy content management systems. Using generative AI as a thinking partner: Federico’s unique take on using AI tools like ChatGPT for brainstorming, performance management, and skill-building. Adapting enablement strategies based on organizational readiness: How to assess the maturity level of your organization to create realistic enablement roadmaps. Tune in to hear Federico’s invaluable insights on aligning enablement with business priorities, selecting the right tools, and building a future-ready enablement function. Connect with Federico Presicci: LinkedIn: linkedin.com/in/federico-presicci/ Blog: federicopresicci.com Newsletter: federicopresicci.com/newsletter/ Connect with Devon: LinkedIn: https://www.linkedin.com/in/devonmcdermott/ Do you have a complex enablement challenge you want to troubleshoot? Submit your questions to Devon at devon@troubleshootingenablement.com.…

The State of Sales Enablement

1
Game Maker Enablement with Krystina Moustakis | Interview 27:35

hace 12 weeks27:35

27:35

In this episode of The State of Sales Enablement , Jonathan Kvarfordt, a.k.a. Coach K, sits down with Krystina Moustakis, an organizational psychologist and enablement expert, to dive into how enablement can drive performance through a unique people-centric approach. Krystina shares her journey from teaching to organizational psychology and how her background shapes her refreshing perspective on enablement and business performance. They explore how to define and align enablement metrics to business outcomes, change organizational mindsets, and create sustainable, high-impact initiatives. Here is what Jonathan and Krystina discussed: Krystina's journey: from high school teacher to organizational psychologist and sales enablement consultant. Why understanding behavior change is critical to improving performance. How to align enablement programs with strategic business metrics for executive buy-in. The importance of defining outcomes versus simply delivering skills. Building enablement as a "game maker" function: how to influence systems, processes, and behaviors. How sales principles and user-experience design can transform enablement's impact. Tips for driving long-term organizational change and value through enablement. Tune in to learn how Krystina's insights can help you elevate your enablement function to become a strategic driver of business success. Connect with Krystina Moustakis: Website: https://krystinam.com/ LinkedIn: https://www.linkedin.com/in/kmost/ Connect with Jonathan Kvarfordt (Coach K): LinkedIn: https://www.linkedin.com/in/jmkmba/…

The State of Sales Enablement

1
Enablement Unleashed with Federico Presicci | Interview 45:07

hace 13 weeks45:07

45:07

In this episode of The State of Sales Enablement , Coach K is joined by Federico Presicci, a prominent sales enablement leader and creator of insightful practitioner-led content in the enablement space. Federico shares his unique journey from arriving in the UK without speaking English to becoming a recognized voice in sales enablement. Together, they discuss the critical components of effective enablement, the importance of strategy, and how to leverage data to drive measurable outcomes. Here’s what Coach K and Federico discussed: Federico’s journey from mechanical engineering to sales and eventually to sales enablement, highlighting the transformative power of embracing challenges and personal growth. Why enablement is more than just training, content, and tools—and how strategic thinking and cross-functional collaboration drive scalable impact. The role of cultural shifts and mindset changes in embedding enablement into organizational structures and leadership approaches. Federico’s blog and collaborative projects, including his focus on gathering insights from practitioners and creating practical, unbiased resources for the enablement community. How advanced tracking, conversational intelligence, and AI-driven role-playing tools can provide actionable insights and leading indicators for enablement success. The balance between short-term execution and long-term scalability in enablement strategy and program design. Connect with Federico Presicci: LinkedIn: linkedin.com/in/federico-presicci/ Blog: federicopresicci.com Newsletter: federicopresicci.com/newsletter/ Connect with Coach K: LinkedIn: linkedin.com/in/jmkmba/ Tune in to hear Federico’s actionable insights and how his holistic approach to enablement can help organizations align strategy, culture, and execution for sustainable success.…

The State of Sales Enablement

1
Cultural Assets with Lawrence Wayne O'Connor | Interview 54:48

hace 14 weeks54:48

54:48

In this episode of The State of Sales Enablement , your host Dannii Mathers is joined by Lawrence Wayne O'Connor, a sales enablement leader and advocate for leveraging culture to drive sales success. Based in the UK, Lawrence shares his unique journey into sales enablement, his perspectives on cultural assets, and how these can be harnessed to empower sales teams and create lasting impact. Here is what Dannii and Lawrence discussed: Lawrence’s journey from basketball and business school to sales enablement, and how sociology shaped his approach to understanding people and culture in sales. What cultural assets are and how they differ from traditional sales and marketing assets. The importance of storytelling in sales and how to engineer an environment that fosters sharing and leveraging buyer-focused stories. Tactical strategies to create, deploy, and sustain cultural assets, including using deal reviews, customer success stories, and conversational intelligence tools. The IKEA effect: how involving teams in the creation of training and assets drives ownership, engagement, and better results. And more… Tune in to learn how Lawrence’s creative approach to sales enablement can help you foster a culture of learning, storytelling, and bottom-up innovation in your sales organization. Connect with Lawrence Wayne O'Connor: LinkedIn: linkedin.com/in/sirlawrencewayne Sales Training Effectiveness Scorecard: https://storytechr.com/quiz Connect with Dani Mathers: LinkedIn: linkedin.com/in/dannii-mathers/…

The State of Sales Enablement

1
Troubleshooting Enablement with Sean Lane | Interview 38:19

hace 15 weeks38:19

38:19

In this episode of Troubleshooting Enablement , Devon McDermott, your host and EnableNerd, welcomes Sean Lane, RevOps expert, co-author of The Revenue Operations Manual , and host of The Operations Podcast . Sean is also a founding partner at Beacon GTM, where he helps early-stage companies optimize their go-to-market strategies. With over a decade of experience in RevOps and SaaS, Sean dives deep into the synergies between enablement and operations. Here is what Devon and Sean discussed: How to align enablement and RevOps around shared goals to eliminate silos and duplication of effort. The importance of focusing on measurable outcomes instead of solely processes or training programs. Strategies for clearly defining team charters, roles, and responsibilities to foster internal alignment and stakeholder trust. The value of leveraging operational routines and technology to streamline go-to-market strategies and foster cross-functional collaboration. Key insights into structuring RevOps and enablement teams to maximize their impact while navigating organizational complexities. And more… Tune in to hear Sean’s invaluable perspectives on how RevOps and enablement teams can work together to drive measurable business success and operational excellence. Connect with Sean Lane: LinkedIn: https://www.linkedin.com/in/seanlane/ Learn about Beacon GTM: https://www.beacongtm.com/ The Revenue Operations Manual (book): https://www.amazon.com/Revenue-Operations-Manual-High-Growth-Spiral-bound/dp/B0DJ3H3X94 The Operations Podcast: https://podcasts.apple.com/us/podcast/operations-with-sean-lane/id1462659431 Connect with Devon McDermott: LinkedIn: https://www.linkedin.com/in/devonmcdermott/ Connect with Sean on LinkedIn: https://www.linkedin.com/in/seanrlane/…

The State of Sales Enablement

1
Strategic Enablement Alignment with Samantha McKenna | Interview 32:43

hace 21 weeks32:43

32:43

In this episode of The State of Sales Enablement , Coach K sits down with Samantha McKenna, founder of SamSales Consulting, to explore the evolving dynamics of sales enablement and leadership alignment. Samantha, a well-known expert in sales strategy and enablement, shares valuable insights into what makes enablement effective, how to measure its impact, and why it’s essential to tie enablement efforts to business objectives. Samantha and Coach K dive deep into: Samantha’s Career Journey : From her Swiss upbringing to becoming a sales enablement leader, Samantha discusses her experiences in both the C-suite and as an enabler, along with her philanthropic work supporting veterans and teachers. The Disconnect Between Leaders and Enablement : Samantha addresses the common disconnect between leadership and enablement teams, focusing on the challenges of defining enablement’s role and measuring its impact within organizations. Measuring Enablement ROI : Samantha shares how her team at SamSales Consulting tracks the success of enablement initiatives, emphasizing the importance of balancing qualitative feedback from sellers with hard metrics like response rates and conversion improvements. Personalization and Prospecting : Discussing her "Show Me You Know Me" methodology, Samantha explains how personalized, research-driven approaches to sales outreach can drastically improve engagement and conversion rates. Bringing in External Expertise : Samantha highlights the benefits of enablement teams leveraging external specialists to enhance their effectiveness, emphasizing that the role of enablement is not to know everything but to source the best resources. Practical Strategies for Enablement : From improving email outreach to redefining discovery calls, Samantha offers actionable advice on how enablers can drive success within their teams, focusing on practical steps rather than just theory. Connect with Samantha McKenna : Website: SamSales Consulting LinkedIn: Samantha McKenna Connect with Coach K : LinkedIn: Coach K Tune in to learn how to shift sales enablement from a cost center to a strategic driver of business success and improve sales performance across your organization! Mentioned in this episode: The Building Blocks of Sales Enablement Learning Experience The Building Blocks of Sales Enablement Learning Experience is the ultimate sales enablement learning experience based on the best-selling book by Mike Kunkle. This self-paced learning experience will provide you with the knowledge and guidance required to fast-track the sales enablement maturity levels of your organization and your career. - Gain the knowledge required to fast-track your sales enablement career - Create the impact associated with advanced enablement maturity levels - Certifications showcasing your ability to create business impact To find out more and to register for exclusive relaunch offers visit goffwd.com/blocks.…

The State of Sales Enablement

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Behavioral Performance with Tina Teodorescu | Interview 34:10

hace 23 weeks34:10