Inside Sales Enablement

Part 4: COVID-19 Response Special Edition: Answering Your Questions About the Path Forward (Ep#30)

Welcome to the Inside Sales Enablement Podcast, Episode 30

This is the 4th and final podcast in our dedicated series in response to the global Covid-19 Pandemic. As sales enablement leaders, we have a huge role to play in helping sellers navigate these trying times.

if you listened to our first three episodes (episodes 27, 28 & 29) we talked about what is going on in the global market, how companies are likely to respond, and what you can do about it.

In this episode, the guys are fielding your questions. The questions are based on podcast feedback and also the responses we collected with a short questionnaire we sent to Insider Nation.

Based on a rapid fire format, you’re bound to take away many actionable ideas on what you can do lead from the front.

Give it a listen and let us know what you think! 



Part 3: COVID-19 Response Special Edition: Taking Action and Leading With Certainty (Ep#29)

Welcome to the Inside Sales Enablement Podcast, Episode 29

This is the 3rd podcast in response to the global Covid-19 Pandemic. In our first two episodes (episode 27 & episode 28) we talked about what is going on, and how companies are likely to respond. 

In this episode, we're synthesizing the information so you can take action. The panelists (Kunal, Lindsey, Howard) provide their thoughts and guide your decision-making by providing ideas that connect the dots and focus on what matters most.

Concepts like "stitching together growth " and helping sales teams sell have a whole new meaning against the backdrop of the global pandemic. Working together, Sales Enablement leaders can provide sellers what they need while also improving engagement, and helping teams get back to being productive. In times of crisis, great leaders synthesize the information, confront reality, and overcome the disconnects that exist.

Give it a listen, and let us know what you're putting into action!


Part 2: COVID-19 Response Special Edition: Anticipate and Act (Ep#28)

Welcome to the Inside Sales Enablement Podcast, Episode 28

This is part 2 of 4 episodes in response to the  COVID virus, specifically tailed to sales enablement professionals. 

In words of Waye Gretzky "Don't go to where the puck was, skate to where it will be" 

Our Covid response plan is designed to help you prepare for where the puck will be -- when the economy comes back.

We're bringing back the pane of experts to provide you a well rounded, thoughtful perspective so you can lead and make an ongoing impact in your organization, and with your sales team.

Panelists include:

  • Dr. Howard Dover, Professor from UT- Dallas 
  • Kunal Metha, Operations Principal at TCV private equity 
  • Lindsey Gore, Consumption Sales Executive, Microsoft 

In this episode (2 of 4), we cover:

1)  What advice are CEOs and private equity firms sharing 

2)  The economy of the past covered a lot of inefficiencies was are in a state of reconning.

3)  How important it is for someone to "stitch' together activities. 

Make sure you listen to episode 1 in this series (podcast episode #27) to help you frame out the situation.  Join our mailing list at so you can be notified of new releases, updates, and news.


Part 1: COVID-19 Response Special Edition: Making Sense of What is Happening (Ep#27)

Welcome to the Inside Sales Enablement Podcast, Episode 27

This is part one of four of a special edition of our Inside Sales Enablement podcast.  We're bringing together a diverse set of perspectives to provide you actionable insights in response to the COVID-19 Virus gripping the global economy.

Scott Santucci and Brian Lambert are joined by a group of leading experts to provide you with clarity about what's going on in a rapidly changing landscape. 

Joining us are:

  • Dr. Howard Dover, Professor from UT- Dallas 
  • Kunal Metha, Operations Principal at TCV private equity 
  • Lindsey Gore, Consumption Sales Executive, Microsoft 

Our agenda for this podcast series in response to the global pandemic has four parts:

  • Episode one:  Get clarity about what's happening in the environment 
  • Episode two:  Anticipate what actions companies will take 
  • Episode three:  Actions sales leaders and enablement professionals should take 
  • Episode four:  Answers to the questions from your peers



Understanding the Talent Flavor: Introducing the Hire-to-Retire Business Process (Ep#26)

Welcome to the Inside Sales Enablement Podcast, Episode 26

What type of sales talent does your leadership team need, and what's your role in helping them acquire, develop, and improve those people?

  1. Respond to demand
  2. Generate demand

 What do customers think?

In this podcast, Scott Santucci and Brian Lambert provide the foundation for

This foundation helps you answer questions like:

  • How do you onboard salespeople when they all come from so many different perspectives
  • How do you get agreement from sales managers on what they are supposed to do
  • What’s the turnover rate of the sales force and are you using your top talent instead of bottom performers and how would you know
  • When designing a development strategy, who do you listen to? Product, product marketing, sales leaders? Sales reps? Who gives inputs on the curriculum?
  • How would you measure the impact of onboarding programs across so many different teams?


Busy Active or Busy Productive? The Flavors of Sales Enablement (Ep#25)

Welcome to the Inside Sales Enablement Podcast, Episode 25


In this episode, we look at Sales Enablement strategically.  The sales enablement profession has reached an important pivot point -- and it's likely you need to make some decisions.

While the hype of the role continues to drive more and more hires, many executive leaders are still waiting to see the transformative benefits they expect by making continued investments into enablement. 

Most enablement functions start out as the fixer of broken things.  Eventually, there is only so much value that can be created that way.   You will have to expand your scope and focus on identifying core root problems.

We've been working with leading sales enablement functions for over 10 years.   In this podcast, we identify the emerging flavors of sales enablement excellence.  


TALENT - Recruit, retain, and develop the right people to help sales leaders be successful with better, more skilled salespeople

MESSAGE - Customer stakeholder specific value-based messages to help sales leaders be successful by helping their salespeople have better and more relevant sales conversations

ENGAGE - Integrated programs to drive pipeline milestones to help sales leaders be successful with more targeted and focused pipeline stimulation programs

ADMINISTRATE - Simplification programs to reduce seller burden by helping sellers spend less time with data entry and more time selling


Rudolph the Red Nosed Reindeer and Moving from Reactive Actions to Proactive Sales Enablement (Ep#24)

Welcome to the Inside Sales Enablement Podcast, Episode 24

Right now, growth is anyone's turf. Growth can be aligned to the sales department, the marketing department, business operations or the strategy team.  Everyone "owns" the customer, and very few people have the answer when it comes to creating sustainable impact and success.

Today, only a few organizations have more strategic sales enablement capability aligned to the growth. The ones that do fold them into commercial operations or report directly to the CEO.  While many Sales Enablement leaders aspire to become the Go-to-Market partner of the CEO, the reality on social media is quite different.  

The key question:  Why are you here?  Why does Sales Enablement even Exist?

Looking at the blogs, content, and discussions, there is certainly a big gap between the aspiration of Sales Enablement and the reality faced by many in the role.  Transformation is happening in many sales organizations, but sales enablement is often a tactical "get stuff done" aspect of tactical decision making.

In this episode, the guys as a great question: "Are You Providing Strategic Sales Enablement or Are You the Land of Misfit Toys?" 

The answer to this question will determine your impact and success including:

  • allocating resources to projects you believe are most important.
  • defining who you report into
  • balancing the completion "fast tasks" with "strategic ongoing business impact"

That current state “island” of sales enablement is chaotic... it’s reactive.  It’s where all the misfit initiatives are inherited by the VP of "broken things" end up.

In this podcast, you'll hear actionable approaches and real-world examples on how to balance the short-term with the long-term impact required to support transformations.  Using examples such as onboarding and training, the guys talk about the strategies you need to help sellers get what they need to be successful.   

They will also share the discomfort many people have in being strategic (hang in there when you're listening!). The reward: Throughout the podcast, you'll learn how to do WITH sales, and stop doing TO sales.

As Jack Welch once said; "Control your own destiny or someone else will."

Lessons From the Ford Edsel Failure & Who’s the Customer of Sales Enablement? (Ep#23)

Welcome to the Inside Sales Enablement Podcast, Episode 23

Sales enablement leaders work at the intersection of sales leadership, marketing, product, and operations to help engineer and elevate sales conversations.  As Sales Enablement pros work across these stakeholder groups they often experience very high expectations, leading to challenges and friction if not handled well. For example, on one hand, sales leaders demand a high-level service and impact with their teams. And on the other hand, groups like training and product groups view sales enablement as the most critical function they need to partner with to get their content in front of sales teams. As sales enablement leaders work in more integrated ways to achieve sales results, they need buy-in and support from not only sales leaders, but also a wide variety of department leaders.

If you are a sales enablement professional, you know there are a lot of people to serve. You also know that they aren't all your customers, and you can't treat everyone who wants something the same. So, the question is, how do you parse people out? Who do you listen to?   

These are critical questions requiring you to think through the business you're in, the function you roll up to, and the leadership team you're accountable to.  At the same time, you must ensure sales and sales leadership has a voice into what you're doing (and what others say you need to do).

To help you think this through, Scott and Brian take an inventory of who sales enablement leaders serve, and who their customer is, depending on a variety of variables including:

- Where you report into

- What your charter is

- Who your customer is 

They also provide an actionable checklist to help you document who your customer is, and who you serve, to increase clarity and traction in your role.  

Thanks for listening! And as always, send us feedback and comments!


Clarifying the Sales Enablement Operating Model to Elevate Strategic Impact (Ep#22)

Welcome to the Inside Sales Enablement Podcast, Episode 22

What happens when you go through a major organizational change and need to redefine your sales enablement operating model, vision, mission?  During times of frames, how do you frame out your sales enablement "moon shots" in order to engage strategically and tactically to overcome the internal complexity that bogs sellers down?

On this podcast, Brian and Scott talk to Sandra about her stakeholders within the business how she might re-frame the relationships she has in her company in order to get closer to the business while also elevating her role to a strategic function. 

Topics on this podcast include:

  • Sales Enablement operating model
  • Stakeholder management
  • Defining your sales enablement domain / sandbox
  • Communicating with clarity
  • Breaking through internal perceptions
  • Focusing on what matters to sellers and sales managers 

Key questions the guys talk through with Sandra include:

- How do you evolve from a department of tactical projects to a strategic function?
- What relationships does she leverage to gain more influence?
- How might she define and clarify her sales enablement operating model
- How do you become a truly cross-functional role to support sales team conversations?
- How do you devote attention to building a team that propels sales effectiveness forward

Let us know what you think, and send us ideas for a future podcast at



The Scouts Scene in Moneyball & Figuring out Focus for Sales Enablement (Ep#21)

Welcome to the Inside Sales Enablement Podcast, Episode 21

If you are a sales enablement practitioner, you are likely pulled in a lot of different directions.   You might:

  • Be frustrated you are called a "training" function inside your company 
  • Struggle to get the right resources 
  • Have a hard time balancing your inbox (and your team's workload) 
  • Experience conflict with other departments 

 Why is that the case?  

 In this episode, the guys talk about how most sales enablement functions today pop up to address problems that are really symptoms of bigger issues and challenge Insider Nation to really focus on understanding "what is the problem sales enablement exists to solve".