Ep17 Set and Manage Executive Expectations: A Case Study

Welcome to the Inside Sales Enablement Podcast, Episode 17

In an earlier episode (#13), Brian and Scott discussed the very important concept of Stakeholder Management. When we published that episode, we received a lot of feedback from the Insider Nation. One of those feedback items was a person asking us for a more in-depth discussion on stakeholder management moving beyond the Chicken Hawk concept and asking us to breathe life into the idea.

In this episode #17, Scott interviews Brian and his recent work internally at a large company. As a Sales Enablement leader, Brian shares his learning and experiences in managing across the organization and managing up the organization. The guys walk through this important concept and dive into the operational challenges. They also talk about expectation setting approaches, and they explore the importance of managing the message to multiple altitude levels.  

Listen to the episode, and you'll hear what Brian and his team did to work up, down, and across the organization to: 

• Communicate
• Manage the message
• Declare victories 
• Handle push back and feedback from sales

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 00:02

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 00:35

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, I've 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 more importantly, what doesn't.

Brian Lambert 01:04

Our podcast is different. We use a conversational format to help share the experiences that only people who've been there and done that can provide, as we have been pushing the envelope in the profession for over a decade. In this show, we're going to hear from one of our listeners and pick a topic and talk about it. What did you get Scott?

Scott Santucci 01:24

So, one of the things that's fantastic is that our listeners are becoming more and more engaged, and we're getting some, some emails and this one's particularly great. So hopefully you can tell that we're trying to include you all as as, as our audiences inside our nation. And I love this topic because what he did is share and I'm always protecting the names to protect the innocent, some points of view about what's important to him. Great. What he says is lastly my big my big big challenges as enablement practitioner are number one. stakeholder management and a pas and parental you started this and if you know what we're talking about, that's Episode 13. Or better yet our chicken Hawk chicken Hawk episode, but I think it's much bigger than any practitioner realizes we couldn't agree with you more. Number two prioritization process. I think it's different than stakeholder management. And this is often and...