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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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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