Ep46 Orchestrating Cross-Functional Enablement with Cathy Rowell

Welcome to the Inside: Sales Enablement Podcast Episode 46There is a whole class of leader working in the gap between strategy and tactics, to blend together the right programs, actions, and processes to achieve outcomes -- often with people who don't report directly into them.In this episode, we're joined by Cathy - a sales enablement leader working in her company to bring together groups of people to drive outcomes.In this engaging discussion, we discuss:The value of orchestration to the sales organizationWorking with line managers who have the resourcesEnrolling people to achieve an outcomeThe difference between orchestrating teams and individualsThe blend of strategy, process, technology, and informationExamples of orchestrating people and groupsThe differences between project management and orchestrationJoin us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.EPISODE TRANSCRIPT:Intro 00:02  Welcome 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 Santucci 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 00:33  I'm Scott Santucci.Brian Lambert 00:34  I'm Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.Scott Santucci 00:48  Together, Brian and I have worked on over 100 different kinds of sales enablement, initiatives as analysts, consultants or practitioners. We've learned the hard way, what works and maybe what's most important, what doesn't.Brian Lambert 01:02  Thanks, Scott. And on this show today, what we're going to do is we're actually going to go back a couple months and we're going to talk through the state of sales, Nyland research but more importantly, the the findings presentation.Scott Santucci 01:13  Wait only a couple months last podcast, we went back to 1217. Oh, no.Brian Lambert 01:18  I know, I shouldn't say we're going back at all, because Dallas is nothing for you. That's right, it feels like forever ago in a way because we've been actually producing a lot of content podcasts panels, we had our one year anniversary celebration, we're now in season two. And but what I wanted to do Scott is actually bring a listener on we have Kathy that's going to join us here. And what I wanted to do is just talk through the findings presentation, because not all of our listeners were on that. And the reason why I want to do that is it's it's the executive summary of what's happening in the sales enablement space, and more importantly, where it's going. So we're not going to recap all the panel discussions in all that listeners can listen to that. But more importantly, how does this land from a sales enablement leader perspective, like we have on the show here today? And how is this being internalized in action? If at all, right, because the findings in and of themselves are great, but how do people process it? And what do they do with it? So I've got Kathy joiningScott Santucci 02:22  me here. Before we do that, let's just remind our listeners. So what is Brian talking about?