Trust Enablement's Podcast - Coffee, Collaboration, and Enablement

Ken Millard, former lead of Partner Enablement at Automation Anywhere joined The Collaborator to talk about the state of enablement in Germany, enablement metrics, partner enablement and more.
Specifically, they dove into:
1️⃣ The formality of selling in Germany.
2️⃣ Tips on how to improve partner enablement and the importance of streamlining the regular updates to the channel.
3️⃣ The importance of partnership between enablement and operations and thoughts on how to streamline the lives of sellers, giving their more time to sell.

Tim Hughes is the CEO and Co-Founder of DLA Ignite as well as Executive Director of HighChloeCloud. In both cases, these businesses are focused on the social transformation taking place in the business world as a result of social media.
In this session, Tim shared:
1️⃣How to replace your recruiting spend with a smart use of social to find the right talent.

2️⃣How to differentiate yourself from the noise on social to truly stand out and find the right business opportunities.
3️⃣The important three areas you must focus on to succeed on social, especially on LinkedIn:

• Make your profile work for you. It's not a resume, it's a story that helps prospects find you and want to have a conversation.
• Build your network while remembering it's not about the number of followers, it's about the relationships you build with these followers.
• Create content, don't simply share what others are creating.

Stacey Justice joined The Collaborator to share how her enablement team is remaining focused on business metrics to create a truly transformational enablement program.
During their session, Stacey shared information such as:
1️⃣ How projects and ad hoc requests are prioritized against business metrics to ensure they do the right work.
2️⃣ How she has structured her team of 8 enablement practitioners. Each practitioners is a lead to a specific sales team as well as has expertise, and shared responsibilities, in specific areas. For example, one is an onboarding expert, another has expertise in instructional design. These experts partner to get projects done across all teams.

And, then you'll have to give a listen to learn more.

Ed Jaffe is the Founder of Demo Solutions. In this session we spent time exploring the top reasons for demo failures and how to avoid them.
For those of you that want to read the original blog post on topic of demo fails, check it out on Ed's site, but we did spend time discussing:
1️⃣ Slow your roll. Stop spending time talking about how great you are. Seek to understand your customer and their needs. Remember, it's about them.
2️⃣Narrating the demo. Stop reading the slides and stop counting on a text heavy slide deck. If they are reviewing your slides, they are not listening to you.
3️⃣ I've made a huge mistake. Put time into planning the demo, how you will communicate, and every other aspect of your demo. Get it right.
We spent time exploring changes important for demos in our virtual-first world and other areas as well, stop in and give a listen.

The Collaborator sat with Sean Gentry, who works as a Sales Manager at Outreach, to discuss what it's like partnering with enablement while working on a rocket ship business that has already leapt past the Unicorn status.
Sean shared his thoughts on:
1️⃣ How Outreach sales leadership partners with enablement to deliver better training, messaging, and so forth.
2️⃣ The reporting structure at Outreach has enablement reporting into RevOps. RevOps and Enablement collaborate with the sales leadership. Ops shares data and insights, leaders share observations, and this collaboration drives better messaging.
3️⃣ Sales leadership is heavily involved with vetting enablement and other hires.
4️⃣ Thoughts on what sales managers need from, and how they want to partner with, enablement teams.
Much, much, more.