Revenue Enablement Communications in an engaging, cross-channel manner

11/06/20 • 31 min

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

Adrian Vernon is the Director of Sales Enablement at MobileIron and Shorey Russell is the Senior Sales Enablement Program Manager at MobileIron.
In this session, they hey shared WHY, HOW, and WHAT they measure around delivering Enablement in an entertaining and unique way across a multitude of channels.

1️⃣ Webinars. All the customer-facing teams need to know in less than an hour with each segment staying under 18 minutes in length (think Ted talk).

Then they launched, based upon the request and needs of the field, two other webinars with more focus to go deeper on specific topics.

2️⃣ Office hours. Call in, lay down on the couch, and explore your challenges with the team. Coaching the team to help them overcome their challenges.

3️⃣ Slack. Only the second most popular Slack channel in the business where the teams are constantly collaborating.

4️⃣ Podcast. Insights from the head of sales on trends, sales tips, and anything else the teams can learn from.

So many good ideas to steal for your Enablement practice, give a listen.

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1️⃣ Webinars. All the customer-facing teams need to know in less than an hour with each segment staying under 18 minutes in length (think Ted talk).

Then they launched, based upon the request and needs of the field, two other webinars with more focus to go deeper on specific topics.

2️⃣ Office hours. Call in, lay down on the couch, and explore your challenges with the team. Coaching the team to help them overcome their challenges.

3️⃣ Slack. Only the second most popular Slack channel in the business where the teams are constantly collaborating.

4️⃣ Podcast. Insights from the head of sales on trends, sales tips, and anything else the teams can learn from.

So many good ideas to steal for your Enablement practice, give a listen.

Support the show

Previous Episode

Managing change to create 100% adoption of your CRM and sales enablement solutions

James Rores is the Founder and CEO of the Floriss Group, an innovative leadership and sales development company, dedicated to building sales and customer-facing team members who compete and win as servant leaders.
In this conversation with The Collaborator, James focused in on ensuring 100% adoption of your CRM and sales enablement solutions. Simply put, look at these five phases that James and his team work through to drive this level of adoption.

1️⃣ PHASE I: SELECTION – Technology, application services, systems integration, etc.

2️⃣ PHASE II: IMPLEMENTATION – Configuration, integration, customization, user testing, new role definitions, etc.

3️⃣ PHASE III: ADOPTION – User communication, goal setting, training, coaching, accountability, reporting, etc.

4️⃣ PHASE IV: CERTIFICATION – Goals delivered, deployment accepted, partners/ vendors released, full transition plan complete, etc.

5️⃣ PHASE V: OPTIMIZATION – Superuser and administrator staff maintenance, rapid response capability, ongoing change management, etc.

If you want to stop buying, and replacing, software that doesn't seem to work, invest in the change management process to ensure the changes stick. You'll be amazed at the results that become possible then.

No many being made here by me, but I believe in what James is saying here. To follow up with him, reach out at [email protected].

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Next Episode

Building BDR Enablement in Asia Pacific

What an amazing chat with Pooja Kumar who runs BDR Enablement for Oracle in the Asia Pacific region.
Tons of great insight, my key takeaways:
1️⃣ Be brave my fellow enablers and speak up. Our businesses hired us to help the business improve.
2️⃣Pooja demonstrated a major impact in business performance by having a personalized coaching practice that purely focused on the needs of the individuals, their goals, and helping them build a roadmap for their personal achievements.
The motivation, the education, and passion that resulted led to huge business gains.
3️⃣The Enablement team is bonus'ed based upon the performance of the teams they are supporting. That's right. If the BDR teams are expected to achieve business results of X,Y, and Z, the Enablement team is too.
These are not squishy metrics, these go a long way towards building alignment.
The benefits? Pooja has a seat at the leadership table, input on what KPIs are set, influence on approaches, and the ability to take a highly collaborative approach that leads to not only better business outcomes for the BDR teams she supports, but for her team and herself as well.
Give a listen.

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Trust Enablement's Podcast - Coffee, Collaboration, and Enablement - Revenue Enablement Communications in an engaging, cross-channel manner

Transcript

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two amazing and fantastic people that
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are struggling
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with technology as much as the rest of
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us our dear friend adrian
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has to reboot because he couldn't get
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video and then he couldn't get audio and
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shuri over here couldn't get her headset
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to work
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