🤗 Kindness is sales is something that will always earn you trust if you put that to the front. You'll always get someone to work with you rather than against you. So kindness is vitally important in sales, both internally and externally. Empathy and authenticity are key to bringing human connection into automated sales workflows.

My guest this week is Thomas Crelier, Sales Enablement Manager at Xero.

Thomas helps sales professionals overachieve their targets while becoming confident in themselves. He uses impactful, meaningful and engaging sales training and supportive sales enablement strategies.

He believes the future of sales teams are effective, efficient, engaged, and driven by kindness.

Tune in today and you'll learn the following, plus MUCH MORE:

❤️ How to use kindness to build your relationships

❤️ Why you need to balance revenue focus with relationship building through kindness

❤️ The evolution of enablement in organizations from training to driving revenue

As Thomas says: “You cannot be human and kind to a person if you aren't challenging them to grow."

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If you are only focusing on the buying journey and not looking at the value journey, you are leaving vast amounts of money on the table. The data is clear, if you invest time in the revenue enablement model you are 80% more likely to hit their revenue targets and 70% more likely to impact your cross sell and upsell targets.

My guest this week is Meganne Brezina, Senior Director of Enablement at Seismic.

Meganne has over a decade of experience serving global B2B SaaS teams, known for empowering individuals and organizations to reach their full potential.

She is an active participant in the Enablement community and is a member of the Revenue Enablement Society and its Indianapolis chapter, as well as a frequent contributor to The Enablement Squad.

Meganne founded and currently leads the Indianapolis chapter of Women in Sales Enablement and serves on the WiSE global board of directors as a global lead, to help make a lasting impact on the professional growth of women in the industry.

In her current role at Seismic she brings together her extensive Enablement knowledge and leadership skills to drive success for internal and external stakeholders alike.

Tune in today and you'll learn the following, plus MUCH MORE:

• What is required before moving into a revenue model.
• Why competencies, processes, and methodology should be viewed through the lens of “field” and not “sales".
• The importance of setting up enablement team structure and skillsets to support a field model.

As Meganne says: “You need to really understand the revenue engine in your company only then are you going to be able to have conversations with senior leadership that they will respect." ‼️

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💬 There’s a lot of talk about enablement “getting a seat at the leadership table”. What does this really mean and how can it be achieved?

My guest this week is Paul Butterfield, CEO of Revenue Flywheel Group and Executive Board President of the Sales Enablement Society

Paul Butterfield has designed, built and led high impact revenue enablement strategies and teams for Vonage, G.E., NICE InContact, and Instructure. As a consultant he’s coached Go-to-Market leaders from Expedia, ABB. Aspen Media, Orbitz, and Red Wing Shoes in change management and sales methodology adoption.

Paul's passion lies in leading revenue teams through transformation into truly customer-centric organizations that differentiate through how they sell rather than with price or product.

Tune in today and you'll learn the following, plus MUCH MORE:

💥 The importance of revenue centric global enablement programmes

💥 What has changed beyond the name for enablement professionals

💥 What tools you need in order to change your mindset from Enablement to Revenue

As Paul says: “You need to really understand the revenue engine in your company only then are you going to be able to have conversations with senior leadership that they will respect.” ‼️

Tune in to the full episode today and subscribe to get more episodes like this! 🎧