From call center worker, to coach & trainer, to channel enabler - and now heading up the sales enablement team at Invicti, Spenser says his current role is the best he’s ever had.

His team motto is ‘we build roads to success’, and that extends beyond the sales function.

Spenser says: “I very intentionally try to call the department that I run the enablement department rather than sales enablement, because we're here to help the entire revenue organisation and anyone that interacts with customers.”

Hear more about this  - and his predictions for enablement over the coming year, and more - in this episode of Sales Enablement Innovation.

Engaging customers virtually has been a challenge for many organizations over the past year, and Jaclyn D'Arcy, Director of Revenue Enablement at SaaS healthcare company GHX, tells us how she's been focused on hybrid relationship building with both internal and external customers.

She also shares how she fell in love with sales enablement, creating a source of truth for content and trainings, and breaking silos to help align best practices across the organization.

In particular, as enablement is immersed in understanding both technical and soft skillsets, Jaclyn says widening its scope across the business makes for better hiring decisions:

“You start building better connections to your talent acquisition team, so as they are trying to fill these roles, enablement can really guide the hiring decision, so that we're bringing team members into the organization that fit our culture - that’s what makes us successful at the end of the day.”

Hear Jaclyn tell her story in the full podcast.

“Sales operations is just one piece of the puzzle; revenue ops gives you the full picture.”

Syte’s Head of Revenue Operations, Leore Spira, sees organizations shifting their focus from just the traditional ‘sales’ function, to recognize every customer-facing role as a generator of revenue. And that means enablement needs to support every team that influences the customer journey, from pre-sales, to retention and renewal. 

In this Sales Enablement Innovation podcast, she talks to us about this, how the pandemic has provided an opportunity for rev ops to shine - and how she almost became a lawyer and a marketer before arriving at her current role.

Five years ago, if you’d asked Andela's Head of Revenue Enablement, Carly Lehner, what her ideal job would be, she’d have said one that involves training, strategy and working with sales and process design. And, lo and behold, that is that is pretty much what enablement is. So she absolutely loves it.

Carly talked to me about why planning and executing sales kickoffs (SKOs) is where she’s in her element, being prepared to share her opinion (even if it goes against the consensus), and how revenue enablement is the next natural step in the evolution of sales enablement.

Developing your leadership skills isn't just about what they teach you in business school. Brandon Jones' top tip is to immerse yourself in biographies of effective leaders (think George Washington, Steve Jobs and Winston Churchill) to dig into how they've motivated their teams and navigated their way to success.

As VP of Revenue at PAAY, success means breaking down barriers between sales, marketing, account management and customer success to create a smooth customer journey. Find out how he goes about taking full-funnel responsibility - and why it's so important for him to replicate those organic, 'water-cooler' conversations at the start of Zoom calls.

As Director of Global Sales Enablement at UserZoom, Kunal is responsible for the enablement of the global revenue team, including a full spectrum of roles: SDRs, account executives, account managers, and strategic account executives. He talked to us about maintaining a culture of engagement and collaboration, how onboarding himself created a roadmap for onboarding new hires, and his commitment to unlocking the potential in every individual to be the best that they can possibly be. 

Sales enablement can mean so many different things to different people. For IBM's sales enablement specialist, Georgia Watson, it boils down to helping sellers to be their best in the market, so they can deliver value to their clients.

In this episode of Sales Enablement Innovation, she talks to us about how the pandemic has created a blank canvas for innovation, and how you need to have the right culture to bring those ideas to fruition aligned with core business strategy.

Find out what sales enablement looks like at IBM - and steal some of Georgia's tips.

How do you get the most value from your content?

For Litmus’ Head of Sales Enablement, Bill Peterson, it’s all about creating consistent, evergreen learning content that's kept fresh with regular product and competitor updates. He’s shifted to weekly, just-in-time learning paths that everyone can plan ahead for, which has improved completion rates and allows sales reps and leaders to make suggestions about what they’d like to be included in future sessions.

Learn more about this and Bill’s take on all things enablement (including his DJ sets at Litmus’ latest SKO event).