Ep7 Establish & Startup a Sales Enablement Function with a Listener

Welcome to the Inside Sales Enablement Podcast, Episode 7Want to learn from others in the Sales Enablement Space? One of our listeners, "Elizabeth" connected with Scott via LinkedIn. A few messages over LinkedIn later and we decided to do a special podcast to see to us (Scott and Brian) on the spot.  This is a live, unrehearsed conversation reviewing Elizabeth's situation and talking through some ideas for how to address it.  We summarize action items, define the next steps, and get Elizabeth's feedback.  Some of the topics discussed include: How Elizabeth got into sales enablement in the first place working with sales managers determining the difference between sales managers and sales enablement how to use the 'business within a business" framework to help bring clarity how to bring marketing into the conversations how to move from a reactive to a proactive state Join 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:Nick Merinkers 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 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 00:33Hello, I'm Scott Santucci.Elizabeth Connor 00:35Hey, I'm Elizabeth Connor.Brian Lambert 00:37And I'm Brian Lambert. And we are the sales enablement insiders. Our podcast is dedicated to helping leaders ask the big questions they should consider in order to be successful with sales enablement. In this podcast, we're going to rethink, reframe, and revisit the sales enablement function and role to clarify so you can take action, lead others and ensure success. And today, we actually have a special format. We're calling it tackling reality. And I'm super excited about it. Scott, why don't you frame it out for us?Scott Santucci 01:07Sure thing, Brian. Remember the episode that we had when we were doing the debrief of the Conference Board meeting? When I was in Atlanta?Brian Lambert 01:17Yeah, Yes, I do. And I remember I called you and you didn't answer.Scott Santucci 01:21Yes. I didn't answer not because I was ignoring you're being a jerk. I think that you implied a little bit in the last. I didn't answer because I actually was engaged in a LinkedIn discussion, a God's honest truth, who links a LinkedIn back and forth with Elizabeth at the time, and I just didn't pick up because I was really engrossed by it. So, Elizabeth, who's joining us today, had reached out and connected to me on LinkedIn and said, Hey, listen to your podcast, I wanted to connect. I shot back. Thanks. You know, what do you like about it? Baba, bah, we got to talking. And the idea came up, why don't we confront reality, and address her issues live on the show? So, we've changed her name, her name isn't really Elizabeth. Her company will, you know will change we're going to protect the innocent. So, she's going to be able to talk to us and we've never met before. So, we're doing this live for the first time. Isn't that right, Elizabeth?Elizabeth...