Sales Enablement PRO Podcast

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 Ruben from ifm join us. Ruben, I would love for you to introduce yourself, your role, and your organization to our audience. Ruben Boom: Thank you, Shawnna. As you mentioned, my name is Ruben Boom. I live in the Netherlands close to the German border, near headquarters for the company that I work for. I have been working for ifm for the last six years. I live in a region that’s very green with a forest nearby, and what I love to do is being involved in technology as well as in business. So, not only on the business side or only on the technology side, but really combining both. That’s also what I found within the company that I work for now. The company is located in over 42 coun

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 Nia Barnabie join us. Nia, I would love for you to introduce yourself, your role, and your background to our audience. NB: Hi, my name Nia Barnabie. I have been working within the revenue operations space for the last 12 years. My background has been working with scaling corporate businesses within the SaaS tech space. Having worked at companies like Amazon, Hootsuite, and Jumio, I’ve worked in spaces where we’ve either seen a great deal of growth within a company, or we’re looking to try and find ways to achieve and build upon that. SS: Well, thank you so much for joining us. As you mentioned, you have really been in roles that are responsible for growing and scaling the b

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 really excited to have Callie from Domo join us. Callie, I would love for you to introduce yourself, your role, and your organization to our audience. Callie Apt: Sure. Thanks, Shawnna. I really appreciate you having me. I’m Callie Apt and I’m the senior director of global sales enablement at Domo, where I am responsible for the strategy and leading the team that enables our global revenue teams, which is made up of AMs, AEs, solution consultants, customer success managers, and then also our external partners. I really spent my career building out proposal and sales enablement teams, primarily with cloud software and high-tech companies. For those who aren’t familiar with Domo, Domo is a p

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 Paul-Olivier join us. Paul-Olivier, I’d love for you to introduce yourself, your role, and your organization to our audience. Paul-Olivier Raynaud-Lacroze: Thanks, Shawnna. I’m Paul-Olivier. I’m French, like the accent probably betrays, and I am working for a Swiss company, dormakaba. We are specializing in secure access to buildings and all the hardware and software which closes or opens doors. I am the senior vice president for human resources and sales enablement for the Europe, Middle East, and Africa region. SS: Well, I’m extremely excited that you’re here to talk to us today. As you mentioned in your introduction, you have a unique position as you oversee

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 Kerry from Google join us. Kerry, I would love for you to introduce yourself, your role, and your organization to our audience. Kerry Campbell: Hi, my name is Kerry Campbell and I lead a global team supporting leadership enablement in Google Cloud Sales. I have a background in academic education as an English professor. That’s where I started, and I accidentally fell into corporate training in the area of project management in the beginning. Since then, I’ve led learning and development initiatives across the gamut, including sales enablement, technical enablement, leadership development, culture, and diversity and inclusion initiatives as well. Then on top of that, I’m al

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 Sharon from Citrix join us. Sharon, I would love for you to introduce yourself, your role, and your organization to our audience. Sharon Ehrlich: Sure. Hi, my name is Sharon, and I am the senior director of readiness and enablement for Citrix. Citrix is an American company that’s based in Florida. I’m responsible for leading the sales preparedness for our sellers and our systems engineers across Europe, Middle East, and Africa. I’m a native New Yorker and I’ve been living in Europe for over 20 years now. SS: Well, Sharon, I’m excited to have you join us. One of your areas of expertise is around promoting diversity, equity, and inclusion in the workplace. I’

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 Hannah from Red Canary join us. Hannah, I would love for you to introduce yourself, your role, and your organization to our audience. Hannah Ensler-Rivel: Sure. My name is Hannah Ensler-Rivel and I’m the director of revenue enablement over at Red Canary. Red Canary is a security company focused on the endpoint and investigating, detecting, and responding to threats there as well as being a security operations ally to our customers. I was hired as a sales enablement manager, the first enablement hire for Red Canary, in October of last year and recently was promoted to the director role, which is going to give me oversight into all of our revenue-facing folks and think about all the ena

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 Yohan from Lectra join us. Yohan, I would love for you to introduce yourself, your role, and your organization to our audience. Yohan Labesse: Hello everyone, I’m Yohan Labesse from Lectra, and I’m very happy to have the opportunity to talk to you about why I really like sales enablement. I’ve been working in sales enablement for 15 years, and my role at Lectra is to be the director of the sales enablement team within the international sales department. I’m based in Bordeaux, where we have our corporate teams. I have a team of 8 people and we have around 200 salespeople across the world. I’m very happy to have this opportunity with the Sales Enablement PRO audience to talk about

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. Whether or not you work in sales, everyone has to sell all the time. Maybe you had to sell your boss on why you deserve a promotion or your kids on why they need to eat their vegetables. Selling is a skill that most people need to hone to be successful, but although we’re all familiar with the need to sell, people are often skeptical of situations where they know they’re being sold to. This is where authenticity becomes essential. It breaks through those barriers to establish trust. To help us understand a bit more about why authenticity is so critical to sales success today, I’m so excited to welcome Jeff Kirchick, the author of the book, “Authentic Selling” to the podcast. Jeff, could you just tell u

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 practitioners stay up to date on the latest trends and best practices so that they can be more effective in their jobs. March is Women’s History Month, a time dedicated to celebrating the contributions that women have made to society throughout history. In this special episode, we dive into how women have and continue to drive impact in sales enablement by highlighting expert advice from female leaders in sales enablement. First, research shows that women are highly effective leaders. Yet, they are still significantly underrepresented in leadership positions in the business world today. So, how can women in sales enablement gain a seat at the table? Mary Shea and Alyssa Clark share their thoughts on the importance of representation in leadership and advice to support personal leadership development. Mary Shea: Women are dramatically underrepresen

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 Ashley from Reddit join us. Ashley, I would love for you to introduce yourself, your role, and your organization to our audience. Ashley Crisostomo: Sure. Hi, my name is Ashley and I’m the principal sales enablement program manager at Reddit. I’ve been at Reddit for about one year. I just passed my one-year mark on January 21st, and I was the team’s second hire. My focus has been primarily to build out our new hire program and our go-to-market efforts from the ground up with an emphasis on creating scalable programs. We are a small but mighty team that has grown over the past year to support the Reddit sales organization. We do a bit of everything from running our core

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 Jennifer Robinson join us. Jennifer, I would love for you to introduce yourself, your role, and your organization to our audience. Jennifer Robinson: Hi Shawnna. My role right now is as the director of sales enablement for Proxyclick. I’m brand new to this role. Previous to that, I was in charge of sales engagement programs at Veeam software. I have an interesting background in that I’ve been in all three sales learning, development, and marketing. So, I have an interesting viewpoint on the intersection of where all those come together and how it can enable better sales, messaging tools, and training to get them to the next level. SS: Well, Jennifer, I’m really excited to h

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 Ken Millard join us from Delphix. Ken, I would love for you to introduce yourself, your role, and your organization to our audience. Ken Millard: Yeah. Hi. Thanks, Shawnna. As you said, Ken Millard here. I am English, as you can probably tell from my accent. But I have lived outside of the UK for the last 25 years in Italy, Germany, and Poland. In that time, I’ve worked for a variety of software companies. And for most of that time, I’ve been in an enablement role. Currently, I live in Germany, married with two kids and working for, as you said, Delphix as a senior sales enablement program manager. A quick word on Delphix, principally, it’s all about data for Delphix. They take

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 Debra Flick from Cultivating Talent and Wellness join us. Debra, I would love for you to introduce yourself, your role, and your organization to our audience. Debra Flick: I’m Debra Flick and I’m a training and sales enablement leader with over 15 years of diverse experience with a B2B sales background. I managed a regional sales team covering a nine-state area, and then I moved into program and product management. I started my sales enablement journey as a training facilitator, then moved into instructional design and then leading the strategy teams and programs. I’ve spent five years contracting and consulting with several fortune 500 companies and a few startups. I’

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 they can be more effective in their jobs. In celebration of Black History Month, we wanted to lift up the voices of some of the many Black sales enablement experts in our community to share their insights into how sales enablement is helping to reshape the business world to be more diverse, equitable, and inclusive. Driving a rich and diverse culture is becoming a critical priority for a lot of organizations, and sales enablement can be a strategic lever for organizations to enhance their efforts in this arena because of its unique cross-functional nature. Let’s hear Roderick Jefferson and Simon T. Bailey share their thoughts on how sales enablement improves innovation through collaboration and communication, especially when faced with adversity. Roderick Jefferson: I believe

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 they can be more effective in their jobs. Today, I’m excited to have Kevin Casey join us from Degreed. Kevin, I would love for you to introduce yourself, your role, and your organization to our audience. Kevin Casey: Hello, Shawnna. Thank you for having me. As mentioned, I am Kevin Casey, and I am with Degreed. I direct the revenue enablement function for degreed. So, within that capacity, we’re responsible for both the sales, as well as our customer service and customer experience organization. A little bit about Degreed – exciting company, fast-paced company, but a little bit of our background is one of the things that our founder came to realize about seven, eight years ago is that when we look across an organization, we have human capital managemen

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 are 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 the execution of cross-functional initiatives, sales enablement is often the glue that pulls the efforts of multiple teams together. Responsible for landing corporate initiatives in the field, sales enablement must often connect the dots between leadership’s core objectives and how the actions of reps will support those objectives. This means that cross team collaboration is critical to the success of sales enablement. Enablement can help enhance collaboration by instilling accountable behavior within teams. To help us understand the importance of accountability in teams and how to build it, I’m so excited to welcome Eric Coryell, the author of “Revolutionize Teamwork”. Eric, could you please take a moment and intro

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 they can be more effective in their jobs. Today I’m excited to have Sheryl Floyd join us from Papaya Global. Sheryl, I would love for you to introduce yourself, your role, and your organization to our audience. Sheryl Floyd: Hi, Shawnna. Thank you. I am the sales enablement and product marketing manager for Papaya Global. We are a SaaS platform for global payroll and organizations that are expanding and hiring in other countries. The unique thing about my organization is that we are in hyper-growth mode, despite all of the pandemic going on. I’ve been a remote employee starting about eight months ago. The majority of our workforce sits in Israel where our headquarters are, so this has also been a unique experience for me not being where the headquarters are locate

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 they can be more effective in their jobs. Today I’m really excited to have Shannon join us from Personify Corp. Shannon, I would love for you to introduce yourself, your role, and your organization to our audience. Shannon Hempel: Hi, thank you so much for having me. I’m Shannon Hempel and I’m the director of revenue enablement at Personify. I have been there a year and a half and started out working with sales specifically to build up their program from onboarding continuous training, put down processes, document them as needed for everybody and it has grown to include from the business development rep all the way to the account manager and moving into the customer success side soon. SS: I am so excited to have you join us today. You are one of the founders of a group

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 they can be more effective in their jobs. Today I’m really excited to have Jenn Haskell from Everbridge back as a returning guest with us. Jenn, I would love for you to introduce yourself, your role, and your organization to our audience. Jenn Haskell: Excellent. Thank you, Shawnna. I appreciate it. My name is Jenn Haskell. I am the global director of sales training and enablement at Everbridge. Everbridge is based out of Burlington, Massachusetts, and we’re a critical event management company. So, we have been really busy in 2020, and then also going into 2021. We help companies keep their people safe and keep their businesses operating during things like pandemics. SS: Well, it must have been a busy year for you then. We are extremely excited to have you back. W