Welcome to OrchestrateSales.com‘s Inside Sales Enablement Season 3 Enablement History. Where we hop in the Enablement Time machine and explore the past, present, and future of the elevation of a profession.
On ISEs3 Ep15 host Erich Starrett is joined in the Orchestrate Sales studios by new friend Danny Wasserman, whom he finally met F2F at Corporate Visions Emblaze #DigitalNow24 in early April. Danny has done game-changing tours of Enablement duty at top logos including Databricks, Gong! and Tableau.
Q: So how *DOES* #RevenueEnablement gain a seat at the table in "the room where it happens?
And what does THAT have to do with peanut butter, sausage, and Shake Shack?
A: (in part) "whether it's in sales. Or whether it's in CS or it's in enablement, you cannot trivialize or overstate the importance of the intersection between hospitality and the world of business."
Dive in with me and Danny to talk Strategy, Technology, Human Connection, and...
PAST:
⌛️ Danny was onboarded at Tableau at about employee 2k. The IPO had just recently happened, and his first "real" taste of enablement was onboarding with "the truly incomparable" Sarah Bedwell
⌛️ Joining Enablement at after a sales spiff started a bit of a riff. "I was fortunate enough to be within the cocoon of Mother Goose (Nate) Vogel."
⌛️ "My dirty little secret is that I'm an enablement? Dude. You couldn't have captured the essence of how I felt about being a former seller who had sort of taken a bite of the forbidden fruit."
⌛️ Frank Slootman boldly came out and said, why am I going to put all of the customer success on one person?
⌛️ Nate recruited Danny to re-join Enablement forces at DataBricks.
PRESENT:
💼 "If I'm not fighting that hard for my cabinet seat with whatever executive I'm trying to maintain my position with, there's a dozen people behind me that will absolutely eat my lunch."
💼 Per Danny Meyer - American restaurateur and a guiding voice in Danny's career: In addition to IQ, do you have what he calls HQ: hospitality quotient?
💼 "Genuinely what enablement provides is service. And I think if you feel that passionately, if you feel that authentically and genuinely, the beneficiaries of what it is that you're providing will also sense that ...you will not allow or tolerate yourself to serve a mediocre product."
FUTURE:
🤖 Kyle Healy, who's the SVP of Enablement at a insurance company "When we think about AI's place in our profession, do you want to embrace that technology like Iron Man, or do you want to attempt to resist it like Terminator?"
🤖 Potential impacts of AI and technological advancements on the enablement profession
🤖 Necessity to adapt and integrate new technologies while preserving the human element
🤖 Ongoing collaboration and learning opportunities in enablement practices
Please click 👇🏻, subscribe 📲, listen 🎧 ...and 🎙️ join the conversation!
ORCHESTRATE Sales!
Erich
#RevenueEngine #DigitalTransformation #ChangeManagement
#Orchestrate #SalesEnablement
Mentioned in this episode:
Join Orchestrate Sales' ISE Podcast Insider Nation!
https://www.OrchestrateSales.com/podcast
Visit us on the Orchestrate Sales Property
https://www.OrchestrateSales.com/
Ep38 State of SE Panel 6: Executive Sponsors
Ep37 State of SE Panel 5: Sales Academics
Ep36 State of SE Panel 4: Sales Enablement L&D Training
Ep35 State of SE Panel 3: Sales Enablement Leaders
Ep34 State of SE Panel 2: Sales Experts
Ep33 State of SE Panel 1: Sales Enablement Experts
Ep32 Leadership in a world of VUCA
Ep31 Part 5: COVID-19 Response Series: How do I lead through crisis and change?
Ep30 Part 4: COVID-19 Response Series: Questions About the Path Forward
Ep29 Part 3: COVID-19 Response Series: What can Sales Enablement leaders do?
Ep28 Part 2: COVID-19 Response Series: Anticipate how your company will react
Ep27 Part 1: COVID-19 Response Series: Making Sense of What is Happening
Ep26 From Training to Talent Enablement
Ep25 The Four Flavors / Functions of Sales Enablement
Ep24 Shift from Reactive to Proactive Sales Enablement
Ep23 Who Is the Customer of Sales Enablement & the Ford Edsel
Ep22 Operating Model Clarity to Elevate the Strategic Impact of SE with Sandra
Ep21 What’s the $%@# Problem? Moneyball and The Focus of SE
Ep20 The Purpose of Sales Enablement & The US Securities Act
Ep19 Inside the First Sales Enablement Summit
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
HCI Leadership Revolution
Human Capital Leadership
The Power of Music Thinking
BusinessWISE
Business Wars