Sales Enablement Collective

Them: "Cold calling doesn't work" Points to THIS data 👇 h/t Kyle Coleman for the great reminder! "Cold callers get better email results. I've believed this for a long time, so it's nice to see the data that proves it. Outbound isn't about a single channel. It's about working all the channels in a systematic way to maximize the odds of a conversation. Some people will never answer their phone. Some people will never respond to a cold email. Some people prefer video content. Some people rely on LinkedIn. So yes, read this awesome book on cold calling: "Cold Calling Sucks (And That's Why It Works)" by Armand Farrokh and Nick Cegelski. But don't lose sight of the outbound system you need to run." -- 👋 P.S. Make sure to give Kyle, Armand, and Nick a follow!

📸 Snapshots over the past 2 days at Sales Enablement Summit Chicago 🇺🇸 👏 Thanks to everyone who joined us, and a special shoutout to our speakers! #salesenablementchicago

Enablement has changed. Over the last few years, there has been a steady shift. Leaders expect enablers to enable right across the GTM function. That means every revenue-focused team. Our 2024 Sales Enablement Landscape Report findings back this up. A full two thirds of enablers say “sales enablement” is a poor description of what they do. Half are now enabling more teams than sales alone. Molly Sestak, Head of Enablement at Sedna, shared her thoughts with us on the growing trend towards #revenueenablement, and why you and your org should make the shift. 👇

"Forced learning" doesn't work. You need to inspire people to love learning. Why? Because sales is a complex craft. Equal parts art and science. It is constantly evolving. That's why: 👇 Self-led learning is the future of sales. Your best competitive advantage? Inspire your GTM team to learn. Not just during trainings. But every single day. On their own time. The best sales enablement approach? ✅ When it becomes "pull" drawing people in. ❌ Not "push" forcing it on people. Easy to say. Hard to do well. 4 tips you can try to 1️⃣ Reward self-starts  Make it a habit of shouting out the early champions You start by building momentum with a few people. A few high-performers can drive a movement. So make it work on their hours: 2️⃣ Provide 1:1 self-paced training BUT you need to get people excited to use them. Which takes us to step 3: 3️⃣ Link learning to results Connect skills to specific sales outcomes If you can map these out 1:1 for your GTM team, even better. Show the specific VALUE in their sales cycle. (And what is in it for them) 4️⃣ Create a knowledge marketplace Once you have high-performers? Create peer-to-peer teaching. Crowdsource best practices. Shoutout those people. These 4 steps can become a powerful flywheel. h/t Tim Denning on X for the great quote! -- 👋 P.S. What else would you add?

Great sales leaders don’t fire teams. They fix systems. With THESE 👇 📌 First 90 day KPIs to track 📈 Revenue Signals: → Win rates below target? Check your enablement materials → Deal sizes shrinking? Look at your sales playbooks → Long sales cycles? Audit your current processes 💙 Pipeline Health: → Low meeting volumes? Review your prospecting enablement → Stuck opportunities? Time for advanced negotiation training One of the most common reasons new sales leaders miss quota? They focus on the wrong metrics. They track revenue but ignore the leading indicators that actually drive it. Pay more attention here too: 1️⃣ Track These Now → Time spent selling (vs drowning in admin) → Content adoption rates (are they even using what you give them?) → Sales confidence scores (do they actually know how to sell your product?) 2️⃣ Fix These Next  → Ramp time to first sale → Tool adoption rates → Customer engagement metrics H/t 1UP for the too accurate meme 😅 — 👋 P.S. What else would you add? Let us know below!

The tides are turning… 🌊 More and more sales enablement teams are moving to a more comprehensive approach – revenue enablement. But why the change? And how can you adapt? Molly Sestak, Business Transformation Lead at Sedna, explores how she moved from sales enablement to revenue enablement – as a solo enabler! 👏 👉 Read the full article: https://lnkd.in/ejf9X_Cu #RevenueEnablement #SalesEnablement #SoloEnablement

Lines are closed, numbers are in…and we’ve got our 2024 Sales Enablement Collective Awards finalists! 🏆 Thank you to everyone who recognized the sales enablement professionals around you, we were overwhelmed by the number of nominations we received. 🎉 Check out all our finalists for our award categories below: 🥇 Sales Enablement Leader of the Year ✨ Ivy Peacock Holt, Head of Global Revenue Enablement at PagerDuty ✨ Nicole Ward, Senior Director of Revenue Enablement at OneSource Virtual ✨ Johnny McDonald, VP, Head of Sales Enablement at Reinsurance Group of America, Incorporated ✨ Nate Vogel, VP, Global Sales & Partner Enablement at Databricks ✨ Alex Ferreyrolles , Head of Innovation & Transformation at SAP 🥇 Sales Enablement Rising Star ✨ Jack Mayes, Revenue Enablement, Business Partner at Showpad ✨ Ellie S., Commercial Enablement at FYLD ✨ Jonas Taylor, Sr. Manager, Global Sales Enablement at Sigma Computing ✨ Joana Vasconcelos Borges, Head of GTM Enablement at GoodData ✨ Kat Vincenza Murphy, Senior GTM Enablement Manager at Iterable 🥇 Sales Enablement Team of the Year ✨ Amazon Web Services (AWS) ✨ MongoDB ✨ ZoomInfo ✨ Sigma Computing ✨ Databricks Read more here: https://lnkd.in/e4TyvBW8 Thank you to all of you who nominated…don’t forget to sign up for the awards announcement where we will be announcing the winners on December 3: https://lnkd.in/eZaVyK6M #salesenablement #salesenablementcollective #salesenablementawards

1️⃣ week until Sales Enablement Summit Toronto (Nov 20 & 21) 🇨🇦 Where Canada's finest enablement leaders gather to plan for 2025 🚀 Here's a quick look at what's on the agenda for day one... 👀 Grab your pass 👉 https://lnkd.in/e2SyWv_d #salesenablementtoronto

Did you know, sales pros save up to 2.25 hours a day using AI or automation tools? That’s a lot more deals, and a lot less busywork. Imagine approvals, compliance, and even complex business transactions running smoothly across teams with zero bottlenecks and full transparency. Join our free live session to see how RevOps pros and legal leaders have transformed their workflows. You’ll gain real-world insights to drive revenue growth and customer satisfaction, all while letting your documents do the heavy lifting. https://lnkd.in/e_Fmrs4f #revenue #documentautomation #sales #salesautomation

🚨 Podcast drop! 🚨 On this week's episode, Coach Jonathan M K. returned to the podcast to bring us up to speed on AI in enablement, discussing: 👉 What you can do right now 👉 Whether there's a "wrong" way to do AI 👉 What enablers have to look forward to And more! Check it out! 🎧👇 🔗: https://lnkd.in/eXVceRzr #podcast #ai #artificialintelligence #sales #salesenablement #enablement #revenueenablement