Ep2 Selling the Impact of Sales Enablement & World War 1

Welcome to the Inside Sales Enablement Podcast, Episode 2Are you using new tactics, but everyone around is "do it as usual"?  You're not alone in the desire to change from within. In this episode, Scott Santucci & Brian Lambert discuss the challenges they've encountered in positioning and selling sales enablement in organizations. While this may seem easy, the value is the eye of your internal customers. Therefore, translating the impact and promise of the function is critical not only to their buy-in but also to the successful pursuit of the business impact your company expects from your role. Much of what we have encountered in explaining the "features and benefits" of the role come down to how our communications are received by those around us. We use a highly disruptive and somewhat somber analog for what it feels like to share the future path forward. The analog? WWI warfighting tactics and how "hard-wired" everyone was to continue to pursue them, even to their own detriment. The generals, the people, the communication, the processes, and yes, even the measures all called for a new approach to warfare, but they just weren't embraced. Why? Because human muscle memory is hard to overcome. Even if drastic and disruptive times, where NEW is required. Luckily for us, we're not in a life-or-death situation, but we are in a time of drastic change where muscle memory is required to change by confronting reality.Join us athttps://www.OrchestrateSales.com/podcast/to let us know what you think, collaborate with peers and sign up to be notified of new releases, updates, and news.EPISODE TRANSCRIPT:Intro 00:02Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Sam Tucci and Trailblazer Brian Lambert as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.Scott Santucci 00:33Hello, I'm Scott Tucci.Brian Lambert 00:34Hey, it's Brian Lambert here and we're the sales enablement insiders. Our podcast is dedicated to asking those big questions you should be asking if you want to be successful with sales enablement. Do you have an idea of the value of sales enablement for your company? And are you frustrated that others might not see it? Oh, man, holy cow, am I live in that right now? I was actually listening to our last podcast, Scott and I thought Before he plays on to the next one, or to another one, I think we should pause and reflect a little bit around. What happened. One of the things that he said, in that discussion on our first podcast was, Oh, you know, I went around, and I got buy in from everybody. And then we, you know, we did it. And I said, that's easier said than done. I've found in my own role, that's incredibly difficult. And I think that's the topic of this podcast, you know, how do you go about getting others to buy in to a more strategic view sales enablement? And I want to explore that here in the podcast today. What do you think?Scott Santucci 01:38I think it's great. And Brian, as as you know, we like to try to have a leveling story. To really frame this issue out and to me the leveling story here goes back to World War One if you can kind of picture in your head and your mind, a whole bunch of say British or French troops down They're in the trenches with the rifle and the bayonets armed, just waiting for that dreaded whistle to blow to go over the top. And when they go over the top, they have to cut through a whole...