Ep57 Message Enablement in a Post-COVID World with Louis Jonckheere

Are you embracing real-world reality? What is the impact of change on your customer’s conversations right now?Think about it: Are best practices really going to help you move forward when those practices were built and defined before COVID? Who really KNOWS the customer today and what are you going to do about it?Join Louis Jonckheere - President and Co-Founder of Showpad, a leading sales enablement messaging platform - as he talks about the ingredients of successful message enablement initiatives, the buy-in required to get results, and what it takes to gain a broader perspective – to elevate and improve messaging. He also talks about what it means to be customer-centric in a COVID-impacted world.Topics include:Why perspective mattersThe evolution of the sales enablement marketUsing technology to improve the quality of sales conversationsBeing a leader with the courage to act and engageThe impact of COVID on “Best practice”What it means to be customer-centricAdditional Resources:The Commercial RatioWatch the Sales Enablement Is at a Cross Road Webinar ON DEMANDJoin us at Showpad's Transform2020 Virtual Conference Oct. 1-2 to learn more about the future framework of sales enablement EPISODE TRANSCRIPTIntro 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 00:34  I'm Scott Santucci,Brian Lambert 00:36  I'm Brian Lambert, we're 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've worked on over 100 different kinds of sales enablement, issues as analysts, consultants or practitioners. We've learned the hard way, what works and maybe what's more important, what doesn'tBrian Lambert 01:00  Right now our focus is on you as a sales enablement leader and orchestrator who operates in the in the gap between strategy and tactics and was blend those together to drive outcomes. Our goal is to help you clarify what works and also clarify the measures of success so you can engage up down and across your organization. As always, we start with a centering story, Scott, what do you have for us?Scott Santucci 01:24  Okay, well, here's our centering story. Have you ever heard of Gregor Johann Mendel?Brian Lambert 01:31  No.Scott Santucci 01:33  Well, if you were in the genetics business, you would definitely would know who this is. Gregor Johann Mendel was actually a friar, a church friar,Brian Lambert 01:45  Like Robin Hood,Scott Santucci 01:47  from the Augustinian sect. And between 1856 and 1863. He did a lot of experiments with pea plants, pea plants and what he would do is he would observe these pea plants,