ISE Season 3 is focused on the past, present and future of Enablement History. And timed perfectly as we just celebrated the seventh anniversary of the official signing of the Sales Enablement Society into reality by the ~100 SES Fore-founders in Palm Beach, November of 2016.
For Episode 3, Paul Butterfield, President of the Executive Board of the (as of recently) Revenue Enablement Society joins us on the Orchestrate Sales Property and shares his take on Enablement History:
⏪ BEFORE the Sales Enablement Society:
❇️ Building out the enablement function for multiple companies including Vonage, Instructure, and General Electric's CoE.
❇️ Googling "Sales Enablement" and being introduced to the research of Scott Santucci
⏯️ Paul's introduction to the SES via Jill Rowley and ultimately getting involved locally.
❇️ A review of the three founding positions and how they, in part, solidified Paul's findings from having built Enablement programs organically
❇️ A peek "behind the scenes" at the catalysts, current events, and decision making process that informed the executive board's transition from the SES to the RES
⏩️ Paul's take on the present and future of Enablement and his personal mission to empower enablement through the lens of Customer Journey
❇️ Enablement has yet to fully embrace and apply "business within a business"
❇️ The impact and opportunity of A.I.
❇️ A challenge for all to embrace becoming Enablement Challengers vs. Waiters
❇️ Drop the "ROI calculator" and rather focus on reasonable correlation to results
ISEs3 Ep15: Danny Wasserman - Gong! Tableau and Databricks
ISEs3 Ep14: Todd Caponi - Sales History Nerd + Transparency Evangelist @ Sales Melon
ISEs3 Ep13: Meganne Brezina CCMP™ - Seismic
ISEs3 Ep12: Dr. Shawn Fowler - RevenueReady
ISEs3 Ep11: Bob Perkins, Founder - AAISP (now Emblaze)
ISEs3 Ep10: Dr. Brian Lambert Pt 2 – Co-Founder, Orchestrator, and Value Architect
ISEs3 Ep9: Dr. Brian Lambert Pt 1 - Co-Founder, Orchestrator, and Value Architect
ISEs3 Ep8: Bob Kelly - Sales Management Association
ISEs3 Ep7: Tim Riesterer - Chief Strategy Officer, Corporate Visions + Chief Visionary, Emblaze
ISEs3 Ep6: Christopher Kingman - SES Fore-founder, RES + Emblaze Exec Board Member
ISEs3 Ep5: Craig Nelson - SES Fore-founder and Entrepreneur
ISEs3 Ep4: Gail Behun – President, Revenue Enablement Society (2024)
ISEs3 Ep2: Scott Santucci Pt2 - The Birth of the Sales Enablement Society
ISEs3 Ep1: Scott Santucci Pt1 - Before the Sales Enablement Society
Ep63 Helping Salespeople Communicate Value with Jen Burns
Ep62 Leading the SE Function To Achieve Impact with Brian King
Ep61 Quantifying SE Contribution with Erik Host-Steen
Ep60 Creating Shared Experience for the SES with Bill Ball
EP59 Gaining Executive Buy-in to your SE Charter with Tamara Schenk
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