In this episode of the State of Sales Enablement, Felix Krueger talks with Paul Butterfield and Keenan, two veterans in the sales enablement space. Paul Butterfield, known for his work at the Revenue Enablement Society, and Keenan, the author of "Gap Selling," bring their extensive experience to discuss the Revenue S.P.E.E.D. Model and how it can help can bridge the divide between skill development, opportunity management, and forecasting.

Here are some of the questions Paul and Keenan tackled:

What are the common disconnects between the skills management layer and the opportunity management layer in sales enablement?

How can sales enablement professionals ensure their efforts are directly connected to revenue outcomes?

How can organizations effectively capture and utilize buyer input data to improve sales outcomes?

What are the key elements of a successful sales enablement strategy that aligns with both skills development and business objectives?

Connect with Keenan:

https://www.linkedin.com/in/jimkeenan/

Learn more about the S.P.E.E.D. model:

https://salesgrowth.com/revenue-speed-model/

Connect with Paul Butterfield:

https://www.linkedin.com/in/paulrbutterfield/

Connect with Felix Krueger

https://www.linkedin.com/in/hfkrueger/

In this episode of the State of Sales Enablement, Dannii Mathers talks with Ravi Rajani, one of the most captivating storytellers in the tech revenue world and the host of The Influential Communicator podcast. Ravi shares his journey from corporate sales at Citibank to becoming a renowned keynote speaker and storytelling coach, focusing on helping tech revenue teams ditch feature selling in favor of storytelling to build trust with buyers.

Here are some of the questions Ravi and Dannii tackled:

• What drives Ravi’s passion for storytelling, and how has his journey shaped his approach to sales and enablement?
• How can storytelling be implemented effectively within sales teams to enhance trust and connection with buyers?
• What are the challenges sales teams face in adopting storytelling, and how can these be overcome?
• Why is it crucial for organizations to foster a culture of storytelling, and how does this compare to traditional learning and coaching cultures?
• How can leaders use storytelling not just to sell, but to inspire and drive change within their organizations?

Connect with Ravi Rajani:

https://www.linkedin.com/in/ravirajani/

https://www.theravirajani.com/

Connect with Dannii Mathers:

https://www.linkedin.com/in/dannii-mathers/

In this episode of the State of Sales Enablement, Jonathan Kvarfordt aka Coach K talks with Lauren Brownstone, an enabler with a wealth of experience and author of "Enabling Enablement: Executing a Strategic Learning and Readiness Function to Launch Your Organization to New Heights." Lauren shares her journey from education to corporate enablement, discusses her multi-faceted definition of enablement, and delves into the importance of behavior change in driving organizational success.

Here are some of the questions Lauren and Jonathan attempted to tackle:

• What is the difference between skills and competencies, and why is this distinction important?
• What is the Kirkpatrick methodology, and how can it be used to measure the impact of enablement?
• How can organizations move from subjective to objective measures of skills and behavior change?
• What are the common challenges in the enablement community, and how can a clearer definition of enablement help address these?
• Why can enablement serve the entire organisation, not just sales?

Connect with Lauren Brownstone:

https://www.linkedin.com/in/laurenbrownstone/

https://www.heartwisedev.com/

Read Lauren's book:

https://www.amazon.com/Enabling-Enablement-Executing-Strategic-Organization/dp/B0CQ17B8R3

Connect with Jonathan Kvarfordt:

https://www.linkedin.com/in/jmkmba/