In this episode of the State of Sales Enablement, Coach K chats with Greg Qualls, a seasoned revenue enablement expert and currently the Director of Global Enablement at Platform.sh. Greg shares his extensive journey from direct sales at UPS to his global revenue enablement leadership role, emphasizing his transition into tech sales and his passion for comprehensive enablement strategies that extend beyond just the sales team.

Here are some of the questions Greg and Coach K explored:

• What inspired Greg’s shift from traditional sales enablement to a broader revenue enablement role, and how has his journey influenced his approach?
• How can organizations effectively implement enablement across various departments to enhance overall customer experience?
• What challenges do enablement leaders face when trying to shift the focus from sales to a more holistic customer journey?
• Why is it essential for companies to adopt a customer-centric enablement approach, and how does this compare to traditional sales training methods?
• How can enablement leaders demonstrate the value of a revenue enablement strategy to executive leadership?

Connect with Greg: https://www.linkedin.com/in/gregqualls/

Watch Greg's talk: https://www.youtube.com/watch?v=o_joQ1J9TfM

Connect with Jonathan: https://www.linkedin.com/in/jmkmba/

In this episode of the State of Sales Enablement, Felix Krueger talks with Paul Butterfield and Keenan, two veterans in the sales enablement space. Paul Butterfield, known for his work at the Revenue Enablement Society, and Keenan, the author of "Gap Selling," bring their extensive experience to discuss the Revenue S.P.E.E.D. Model and how it can help can bridge the divide between skill development, opportunity management, and forecasting.

Here are some of the questions Paul and Keenan tackled:

What are the common disconnects between the skills management layer and the opportunity management layer in sales enablement?

How can sales enablement professionals ensure their efforts are directly connected to revenue outcomes?

How can organizations effectively capture and utilize buyer input data to improve sales outcomes?

What are the key elements of a successful sales enablement strategy that aligns with both skills development and business objectives?

Connect with Keenan:

https://www.linkedin.com/in/jimkeenan/

Learn more about the S.P.E.E.D. model:

https://salesgrowth.com/revenue-speed-model/

Connect with Paul Butterfield:

https://www.linkedin.com/in/paulrbutterfield/

Connect with Felix Krueger

https://www.linkedin.com/in/hfkrueger/

In this episode of the State of Sales Enablement, Dannii Mathers talks with Ravi Rajani, one of the most captivating storytellers in the tech revenue world and the host of The Influential Communicator podcast. Ravi shares his journey from corporate sales at Citibank to becoming a renowned keynote speaker and storytelling coach, focusing on helping tech revenue teams ditch feature selling in favor of storytelling to build trust with buyers.

Here are some of the questions Ravi and Dannii tackled:

• What drives Ravi’s passion for storytelling, and how has his journey shaped his approach to sales and enablement?
• How can storytelling be implemented effectively within sales teams to enhance trust and connection with buyers?
• What are the challenges sales teams face in adopting storytelling, and how can these be overcome?
• Why is it crucial for organizations to foster a culture of storytelling, and how does this compare to traditional learning and coaching cultures?
• How can leaders use storytelling not just to sell, but to inspire and drive change within their organizations?

Connect with Ravi Rajani:

https://www.linkedin.com/in/ravirajani/

https://www.theravirajani.com/

Connect with Dannii Mathers:

https://www.linkedin.com/in/dannii-mathers/