A recipe for building partner and internal sales enablement

Explicit content warning

06/30/20 • 40 min

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

The Collaborator sits down with Cathy Rowell, SVP of Channel and Sales Enablement at Nectar, to discuss how her enablement team supports internal teams, the channel, and customers.
Joining the show today is Bill Kantor, advisor to many companies of various sizes, who brings some of his own questions for Cathy.
In this episode you will learn:

How to structure your enablement team if in a business where most revenue is coming from channel partners.
Key KPIs to consider.
Other tips and recipes for success.

Support the show

How to structure your enablement team if in a business where most revenue is coming from channel partners.
Key KPIs to consider.
Other tips and recipes for success.

Support the show

Previous Episode

Building a Sales Enablement practice from the ground up

Whether you are starting a new enablement function or running one that has been in place for some time, now is a great time to step back, review and update your strategy, and find ways to impact your business positively.
Imogen McCourt, Co-Founder & Chief Executive at AndGrow.io, has a lot of experience building enablement from the ground up. This experience has never been more critical.
In this session, The Collaborator sits with Imogen to explore her experiences building enablement teams from scratch and explore how those lessons learned can be applied now. Here are a few concepts to consider when building a new program:
1️⃣ Understand the pain points. Why did the business decide that investing in Enablement made sense now?
2️⃣ Who are the key stakeholders, who is funding the department, and how can you make them successful?
3️⃣Evangelize and educate the teams about Enablement and about where the Enablement journey is headed.

Support the show

Next Episode

Learn how one business is reaching a 3% churn rate by remembering the humans

The Collaborator set down with Lauren Turow, Head of Growth at Lately, to discuss their approach to customer success.
Unlike many businesses, Lately has very little automation, choosing instead to invest the resources into maintaining a high-touch, high-quality, customer experience at every touch point. Sounds a bit like revenue enablement, doesn't it?
Give a listen as Lauren shares some of their best practices while also sharing a passion for baking and tie-dye. It sounds like an odd combination, I know, but it really works.

Support the show