In Episode 10 Dr. Brian Lambert is back in the Orchestrate Sales Studios with Erich Starrett, for part two of a two-part interview. Dr. Lambert is a Digital Value Architect at Elastic, co-founder of OSC, SES, and co-host of Inside Sales Enablement seasons one and two.
In this segment we pivot from past to present and future, with an emphasis on the impact of AI and the new data = fuel paradigm. Highlights from the second part of our interview:
PAST
⌛️ What is Brian's take on the recent move by primary research companies to shift from "Sales" to "Revenue" and the Sales Enablement Society following suit to Revenue Enablement Society?
PRESENT
⌛️ Now that Brian has moved into the Marketing organization, what is his experience like compared to the Sales or Ops or Talent Enablement functions?
⌛️ How does data collection compare among the functions?
⌛️ What would it mean to truly be Revenue Enablement?
⌛️ In line with recent interactions with @Hilary Headlee, Erich suggests the best first step towards true Revenue Enablement may be for Enablement leaders to engage with #RevOps and Brian reacts to the suggestion.
FUTURE
⌛️ Brian talks about the shift in focus from company to employee to customer ...and now we are shifting towards a data focus. A data centric view. One for which individuals, functions, and entire companies are ill prepared to pivot towards and fully embrace and benefit.
⌛️ A potential new paradigm of looking at data less as a byproduct of doing work and more as a fuel for the digital economy.
⌛️ The promise and potential hurdles of AI for Enablement.
>>> Understanding, embracing, and tapping into a hybrid human + artificial "collective intelligence."
>>> Using AI to generate structured inputs that we as humans synthesize vs. outputs that leave the creativity to an unknown artificial third party.
⌛️ A "future of work" vision where we understand how data becomes information, how that information becomes knowledge, how that knowledge becomes insight, how that insight gets leveraged to make decisions and then how to effectively put AI on top of that to fully leverage what makes the company unique.
⌛️ There are a series of continuums:
>>> Data awareness: From data aware to data led.
>>> Organizational: From data "laying everywhere" to organized digital mastery.
>>> Enablement: From being an Analyzer to an Orchestrator removing silos and creating the organizational structure of tomorrow
"You have to be a synthesizer of all this information and AI can help you, but if you cannot synthesize this stuff across marketing operations, training, sales, customers, let's not forget, then you're not going to be an Orchestrator."
Please click 👇🏻, subscribe 📲, listen 🎧 ...and 🎙️ join the conversation!
ORCHESTRATE Sales!
Erich
#RevenueEngine #DigitalTransformation
#AICuriousHumanEnthusiast
#RevenueEnablement
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ISEs3 PROMO CODE for Emblaze DigitalNow Revenue Summit 2024 in Chicago
Hit salesenablement.captivate.fm/diginow24 and it will plug in promo code OSCISE automatically -- for $745 off of the Emblaze DigitalNow Revenue Summit 2024 registration fee! Hope to see many Enablement Insider Nation smiling faces soon in Chicago. Or, more specifically, *just* outside of the Second City ...on April 2nd!
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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
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