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:
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Ep18 Manage Up & Across: Deploying SE Technology with Amy Benoit
Ep17 Set and Manage Executive Expectations: A Case Study
Ep16 Elevate Your Sales Management Role & Dimitri Mendelev
Ep15 Simplify the Sales Eco-System: A Story of PIP to Performance
Ep14 Improve Sales Coaching Adoption & Joe Gibbs
Ep13 Get Stakeholder Management Under Control & the Chicken Hawk
Ep12 The Case for Sales Coaching & The Hubble Telescope
Ep11 Sales Kickoffs - What’s the Return?
Ep10 Accelerate the Sales Process & The NYPD
Ep9 Infuse Customer Empathy Across Sales & the Movie Beaches
Ep8 Sales Team Productivity Strategies & Building the Brooklyn Bridge
Ep7 Establish & Startup a Sales Enablement Function with a Listener
Ep6 Inside the Conference Board Sales Enablement Council Meeting
Ep5 The Evolution of Sales Training & The USA School System
Ep4 Inside the Boston Sales Enablement Soiree
Ep3 Setting Up a Strategic Sales Enablement Function & Charles Dickens
Ep2 Selling the Impact of Sales Enablement & World War 1
Ep1 Selling the Sales Enablement Role Internally & Galileo
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