Inside: Sales Enablement

We’re thrilled to announce the release of the grand finale of Inside Sales Enablement Season 3, featuring none other than Sheevaun Thatcher, the Godmother of the global Enablement community, whose fun-lovin fancy shoes, servant's heart, and ear-to-ear smile have brightened every Enablement Society Experience from the very beginning.
🎙️ In This Episode:
True Enablement Identity: Discover Sheevaun’s take on the evolution from Sales to Revenue Enablement and why she believes in redefining enablement as a holistic go-to-market growth strategy.
AI’s Role in Enablement: Uncover the transformative potential of AI tools in enablement processes, and why prompt engineering is the future every enabler should embrace.
Breaking Down Silos: Learn the art of fostering cross-functional collaboration from a seasoned executive who’s mastered bringing marketing and sales together.
Walking with Gravitas: Find out how Sheevaun’s concept of gravitas can empower you to walk into any room with confidence and impact ...once you earn it.
Becoming the Hub: Get insights into positioning enablement as the indispensable hub of any organization, ensuring every department aligns with strategic goals.

🌟 Fun Fact from the Episode: Sheevaun once stood up in a roomful of peers and boldly declared herself the “Chief Productivity Officer," reminding everyone that it’s not about what HR labels you – it’s about how you see yourself - and inspiring them to walk in similar confidence and pride.
Thank you for being part of our journey through Season 3! We are immensely grateful for your engagement and support. This episode with Sheevaun is a treasure trove of wisdom, and it’s the perfect way to wrap up this series.
Tune in now to Episode 20 and let Sheevaun inspire you! Don’t forget to visit sheevaunthatcher.com and keep an eye out for her insightful articles. Share your thoughts in the comments and let’s discuss how we can all walk with a little more gravitas!
Until next season, keep enabling excellence!
Love, Erich
P.S. Don’t miss the chance to network and learn more at the next Revenue Enablement Society conference – maybe you’ll catch Sheevaun and her iconic shoes! Just leave her alone in the bathroom. 😉
Mentioned in this episode:
Join Orchestrate Sales' ISE Podcast Insider Nation!
https://www.OrchestrateSales.com/podcast
ISE Listeners Get 30% Off of GTM AI Academy!
GTM AI Academy. The only AI curriculum curated by Enablement for Enablement ...and the entire cross-functional GTM team.
Don't get tangled up in all of the random vendor driven offerings in your feed.
Learn AI from a globally trusted source - Coach K - Jonathan Kvarfordt
Their bundle "Enablement AI Mastery" includes BOTH the core "Generative AI Foundations" course AND "Enablement AI Mastery" specifically.
Each course has a value of $599 individually, but Coach K is offering them as a bundle with reduced pricing. AND as a listener of the Inside Sales Enablement podcast, if you "ACT NOW" you can use code "ISE30" to get an ADDITIONAL 30% off of the entire thing.
You will also receive FREE access to the GTM AI Tools Demo Library. Coach K has done the demos so you don't have to and offers his straight shooting opinion through an Enablement lens.
Go to www.gtmaiacademy.com and enter code ISE30 TODAY and elevate your AI Enablement game!
Brought To You By GTM AI Academy - 30% Off for ISE!
Visit us on the Orchestrate Sales Property
https://www.OrchestrateSales.com/

We're thrilled to bring you episode 19 of Inside Sales Enablement, Season 3 - Enablement History, featuring the one and only SES O.G. Jen Marie Jacober, or as some of you might know her, Bacon. Join us as we dive deep into the origins and growth of the Sales Enablement Society with someone who was right there from the start!
🧠 5 Keys You'll Learn in This Episode:
Origins of a Movement - How Jen Marie stumbled upon sales enablement and played a pivotal role in launching the Sales Enablement Society.
The Power of Networking - Discover how the community fostered invaluable professional relationships and connections.
The Birth of Chapters - Learn about the formation of local chapters and how they contributed to the society's mission.
Evolution to Revenue Enablement - Explore the transition from sales to revenue enablement and what it signifies for the industry.
AI and the Future - Jen Marie shares her thoughts on AI's role in the future of enablement and the importance of being an orchestrator in a digital world.

🥓 Fun Fact From the Episode:
Did you know Brian Lambert gave Jen Marie the nickname "Bacon" because he said she makes everything better, just like the breakfast staple? Now that's a compliment worth savoring!
Mentioned in this episode:
Visit us on the Orchestrate Sales Property
https://www.OrchestrateSales.com/
ISE Listeners Get 30% Off of GTM AI Academy!
GTM AI Academy. The only AI curriculum curated by Enablement for Enablement ...and the entire cross-functional GTM team.
Don't get tangled up in all of the random vendor driven offerings in your feed.
Learn AI from a globally trusted source - Coach K - Jonathan Kvarfordt
Their bundle "Enablement AI Mastery" includes BOTH the core "Generative AI Foundations" course AND "Enablement AI Mastery" specifically.
Each course has a value of $599 individually, but Coach K is offering them as a bundle with reduced pricing. AND as a listener of the Inside Sales Enablement podcast, if you "ACT NOW" you can use code "ISE30" to get an ADDITIONAL 30% off of the entire thing.
You will also receive FREE access to the GTM AI Tools Demo Library. Coach K has done the demos so you don't have to and offers his straight shooting opinion through an Enablement lens.
Go to www.gtmaiacademy.com and enter code ISE30 TODAY and elevate your AI Enablement game!
Brought To You By GTM AI Academy - 30% Off for ISE!
Join Orchestrate Sales' ISE Podcast Insider Nation!
https://www.OrchestrateSales.com/podcast

WELCOME to ISEs3 Episode 18 where The Leader of The Rebellion Dale Dupree joins Erich Starrett in the OrchestrateSales.com studios in anticipation of the first ever face-to-face event of The Sales Rebellion - Totality.
Dive into the world of sales, art, and rebellion as Dale shares his insights on disrupting the status quo to choose legendary and crosses the 300 mark of hosting or attending podcasts as he guides the Enablement world off the beaten path to the Rebellious road less traveled.
Explore the intriguing origins of the Sales Rebellion and the influence of Dale's father on his journey.
Understand how to transition from status quo to legendary in sales with Dale's unique perspective.
Learn about Dale's groundbreaking outreach methods that create curiosity and impact.
Discover the rebel sales process with a twist and what being a warrior in sales truly means.
Get a sneak peek into Dale's global event, "Totality," and what makes it radically different from typical sales conferences.
Mentioned in this episode:
Join Orchestrate Sales' ISE Podcast Insider Nation!
https://www.OrchestrateSales.com/podcast
Visit us on the Orchestrate Sales Property
https://www.OrchestrateSales.com/
ISE Listeners Get 30% Off of GTM AI Academy!
GTM AI Academy. The only AI curriculum curated by Enablement for Enablement ...and the entire cross-functional GTM team.
Don't get tangled up in all of the random vendor driven offerings in your feed.
Learn AI from a globally trusted source - Coach K - Jonathan Kvarfordt
Their bundle "Enablement AI Mastery" includes BOTH the core "Generative AI Foundations" course AND "Enablement AI Mastery" specifically.
Each course has a value of $599 individually, but Coach K is offering them as a bundle with reduced pricing. AND as a listener of the Inside Sales Enablement podcast, if you "ACT NOW" you can use code "ISE30" to get an ADDITIONAL 30% off of the entire thing.
You will also receive FREE access to the GTM AI Tools Demo Library. Coach K has done the demos so you don't have to and offers his straight shooting opinion through an Enablement lens.
Go to www.gtmaiacademy.com and enter code ISE30 TODAY and elevate your AI Enablement game!
Brought To You By GTM AI Academy - 30% Off for ISE!

JOIN us for Episode 17 where, in anticipation of finally meeting each other face to face at The Sales Rebellion / Dale Dupree's inaugural Totality the following week, ISE Season 3 host Erich Starrett gets WAY into the W.E.E.D.S. with THE Irrepressibly Optimistic Stu Heinecke. Dive into the world of competitive advantages and growth strategies with THE "father of contact marketing." From the importance of adaptability to leveraging internal and external collaboration, this episode is a must-listen for those looking to enable business success.
The concept of "unfair" advantages and how to create them.
The role of CWOs - Chief Weed (Growth!) Officers - in focusing on growth and revenue.
Using weed strategies for business resilience and opportunistic growth.
Real-life examples of innovative disruption techniques with contact marketing.
Marketing success stories and upcoming insights from Stu Heinecke's upcoming (early 2025) re-release of "How To Get A Meeting With Anyone."

Don't miss out on these invaluable insights that can transform your business approach! Duck your head into the Orchestrate Sales Studios and take a listen.
JOIN US at Totality! Only a handful (literally!) tickets remainin... https://www.thesalesrebellion.com/totality/
5 Keys You'll Learn:
Competitive Advantages:
Discover how to create those "unfair" advantages that your competitors just can't match (legally, of course! 😉).

Surviving and Thriving Amidst Chaos:
Learn how to not only survive disruptions but turn them into your biggest growth opportunities, following lessons learned from weeds.

Teamwork Makes the Dream Work:
Understand why collaboration, both internal and external, is the secret sauce behind thriving businesses.

Self-Disruption Tactics:
Get inspired by Amazon's disruptive mindset and see how self-cannibalization can lead to innovation.

Weeds Strategy for Business:
Explore Stu's unique analogy comparing business strategy to the relentless growth of weeds – resilience, collaboration, and adaptability. And that is JUST the beginning!

Fun Fact from the Episode:
Did you know Leonardo da Vinci was one of the O.G.s of contact marketing? That he was commissioned to craft a horse head lute to be used as a gift to secure an essential royal meeting? Talk about using art (and your (horse's) head) to get ahead in business!
ABOUT STU:
Stu is a bestselling business author, marketer, and Wall Street Journal cartoonist.
His first book, How to Get a Meeting with Anyone, introduced the concept of Contact Marketing and was named one of the top 64 sales books of all time.
His latest release, How to Grow Your Business Like a Weed, lays out a complete model for explosive business growth, based on the strategies, attributes, and tools weeds use to grow, expand, dominate and defend their turf.
He is a twice-nominated hall of fame marketer,
Nasdaq Entrepreneurial Center author-in-residence,
and was named the “Father of Contact Marketing” by the American Marketing Association.
He lives on the beautiful Bainbridge Island in Puget Sound, Washington. (A favorite destination from Erich's childhood!)
Mentioned in this episode:
Visit us on the Orchestrate Sales Property
https://www.OrchestrateSales.com/
ISE Listeners Get 30% Off of GTM AI Academy!
GTM AI Academy. The only AI curriculum curated by Enablement for Enablement ...and the entire cross-functional GTM team.
Don't get tangled up in all of the...

Join Erich Starrett in the Orchestrate Sales Studios as he interviews Jonathan "Coach K" Kvarfordt on the transformative power of AI in Enablement. Delve into Jonathan's insights on evolving the role of enablement professionals and the strategic impact of AI.
Jonathan's journey from survival-focused to strategic thought leadership in sales enablement
Active involvement in opportunities to improve Enablement
The formation and goals of the RISE initiative for research-based enablement insights
The role of AI in feedback, coaching, and automating administrivia
Future of enablement with AI and the necessity for adaptation and innovation

We can't wait for you to listen to this episode and harness the power of AI to elevate your enablement game. Jonathan's insights are not just enlightening but will truly redefine how we look at sales enablement’s role in the future.
Don’t miss this in-depth discussion on the future of Enablement!
5 Keys You'll Learn in This Episode 🎓
Jonathan’s Journey: Discover how Jonathan transitioned from a survival mode to becoming a pioneering figure in sales enablement, learning from industry leaders and engaging with professional organizations.
AI in Feedback & Coaching: Learn how AI tools like Momentum are transforming feedback processes, making coaching multilingual teams more efficient and strategic.
Philosophical Shifts in Enablement: Jonathan challenges the traditional reactive role of enablement, advocating for a shift towards being proactive strategic partners within organizations.
Strategic Use of AI: Get insights on how AI can automate routine tasks, freeing up time for more creative and impactful enablement activities.
Future Vision: Jonathan introduces the RISE Initiative, which aims to clarify enablement roles and responsibilities using data-driven insights. This initiative involves thorough research and academic collaboration to define what good enablement looks like.

Fun Fact of the Episode 🌟
Did you know Jonathan discovered AI’s immense potential even before ChatGPT became a household name? His early adoption of generative AI tools has paved the way for groundbreaking applications in enablement, from crafting precise feedback to creating competency models that require minimal tweaks!
Mentioned in this episode:
Join Orchestrate Sales' ISE Podcast Insider Nation!
https://www.OrchestrateSales.com/podcast
ISE Listeners Get 30% Off of GTM AI Academy!
GTM AI Academy. The only AI curriculum curated by Enablement for Enablement ...and the entire cross-functional GTM team.
Don't get tangled up in all of the random vendor driven offerings in your feed.
Learn AI from a globally trusted source - Coach K - Jonathan Kvarfordt
Their bundle "Enablement AI Mastery" includes BOTH the core "Generative AI Foundations" course AND "Enablement AI Mastery" specifically.
Each course has a value of $599 individually, but Coach K is offering them as a bundle with reduced pricing. AND as a listener of the Inside Sales Enablement podcast, if you "ACT NOW" you can use code "ISE30" to get an ADDITIONAL 30% off of the entire thing.
You will also receive FREE access to the GTM AI Tools Demo Library. Coach K has done the demos so you don't have to and offers his straight shooting opinion through an Enablement lens.
Go to www.gtmaiacademy.com and enter code ISE30 TODAY and elevate your AI Enablement game!
Brought To You By GTM AI Academy - 30% Off for ISE!
Visit us on the Orchestrate Sales Property
https://www.OrchestrateSales.com/