Ep50 Synthesis vs. Analysis and the Power of Improv with Brooke Spatz

Welcome to the Inside: Sales Enablement Podcast Episode 50Theres a huge difference between analysis and synthesis. Analysis requires you to break things down, measure them, and understand what happened. The very nature of "analysis" is rooted in the past, and the assumption that understanding what happened helps you figure out what to do. But, what happens when a pandemic hits, your company is going through digital transformation, and what worked in the past is no longer working?That's where synthesis becomes critically important. Why? Synthesis provides you the interconnection of seemingly unrelated components and the ability to project what to do to help "skate to the puck" and add immense value as an orchestrator.In this episode, we're joined by Brooke Spatz, a Sales Enablement Orchestrator in the middle of a transformation to help her company move from selling products to selling a platform. Tapping into her background as an actor, the guys explore the difference between success in the past vs. success today by exploring what it means to analyze vs. synthesize to create value for the organization. Improvisation seems like it's free-flowing and the like, but really to make that art form, there is a whole slew of rules that you need to learn. Brooke helps us explore so you can Orchestrate in the flow of business.EPISODE TRANSCRIPT:Intro 00:36  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 Behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.Scott Santucci 01:07  I'm Scott Santucci.Brian Lambert 01:09  I'm Brian Lambert and we are the sales enablement insiders.Scott Santucci 01:12  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. Together, Brian and I have worked on over 100 different kinds of sales enable initiatives as analysts, consultants, or practitioners. We've learned the hard way we just did in our pre free work here. Because this is a recording of a previous one. We've learned the hard way what works and what doesn't.Brian Lambert 01:43  Yeah, ask us about it sometime. I it was interesting, warm up to this call. And I think you guys are in for a real treat, because we're gonna be talking about analysis versus synthesis. As a sales enablement leader, you're an orchestrator and perspectives matter. And one of the things we're focused on here in season two is Understanding different perspectives, and more importantly, bringing people together to move forward to help clarify measures of success, provide examples of what it means to blend strategy and execution together to drive results and really gain the confidence to have more meaningful conversations in and among those people responsible for helping sales be successful. And as you guys know, we usually start with a centering story to Scott, take it away. What kind of story do you have for us today?Scott Santucci 02:27  What we're gonna have to do is go way back normally we start our stories in the 1800s or something like that. So we're going to go way back and we're going to go way back to his early as 391 BC. That's 391 BC. That's where we're starting our story fromBrian Lambert 02:45  All right, great. Well,Scott Santucci 02:47  and what we're talking about is something called the attilan farce. The...