Conversations that delve into the inner workings of revenue enablement and the role it plays in fueling the revenue engine. Listen in as enablement professionals provide road-tested insights and strategies that produce results.
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Chapter 20 of Accelerating Revenue concludes our deep dive series by addressing ever present “tech stack” questions. In this episode, our Notebook LM hosts “Lucas & Maren” cover how to think about the GTM tech stack and Enablement’s role in guiding the curation of it. We touch on everything from thinking strategically, assessing tech and tool needs, where to focus, what to invest in, how to ensure…
Chapter 19 of Accelerating Revenue covers an essential component of Enablement: Resource Development. The real hero in the GTM resource library is often a playbook, but revenue generating teams also need things like call outlines, objection handling, competitive positioning, email templates, use cases, customer stories, and case studies. In this episode, our Notebook LM hosts “Lucas & Maren” cover…
Chapter 18 of Accelerating Revenue covers one of our favorite topics: GTM Kickoff. This event is one of the highest-profile initiatives Enablement leads each year, and typically the biggest investment the company makes in their GTM teams. In this episode, our Notebook LM hosts “Lucas & Maren” discuss important considerations that go into producing an impactful event. They cover a range of things…
Chapter 17 of Accelerating Revenue takes us into the realms of coaching and mentoring. In this episode, our Notebook LM hosts “Lucas & Maren” pose a lot of questions and explore different things to consider related to coaching and mentoring programs that underpin GTM performance. They define coaching vs mentoring, the importance of each one, who the right candidates are for them, and also look at…
Chapter 16 of Accelerating Revenue focuses squarely on revenue generating skills. In this episode, our Notebook LM hosts “Lucas & Maren” discuss Enablement’s role in designing programs that support continuous GTM skill improvement and provide the repetition and reinforcement that builds skillsets over time. On a more granular level, we look at not only what skills drive revenue, but how to…
Chapter 15 of Accelerating Revenue explores a critical element of revenue generation: Competitive Intelligence. In this episode, our Notebook LM hosts “Lucas & Maren” cover how to best plan for and deliver competitive intelligence training to your GTM teams, including the importance of using data to inform priorities, topics to cover, information to include, depth of training, the importance of…
Chapter 14 of Accelerating Revenue is all about Product Training & Resources. In this episode, our Notebook LM hosts “Lucas & Maren” delve into designing and delivering GTM product training based on release tiers, timing of the releases, the critical importance value, and (of course!) the learning objectives for each selling role within the GTM team.
Chapter 13 of Accelerating Revenue, is all about Sales and Success processes, why they matter and how to structure them effectively. Process is the foundation and objective framework that every other Enablement initiative is housed within, making it even more critical to approach strategically. In this episode, our Notebook LM hosts “Lucas & Maren” delve into how to approach effective Sales and…
As we progress through the chapters of Accelerating Revenue, this episode focuses on Chapters 11 and 12, where we focus on how to tackle one of the biggest Enablement programs for any company: GTM New Hire Onboarding! Our Notebook LM hosts “Lucas & Maren” delve into using agile Enablement to plan, build, and deliver effective GTM onboarding. They also cover the importance of metrics and 30-60-90…
As we work our way through the chapters of Accelerating Revenue, this week’s Notebook LM deep dive focuses on Chapters 9 and 10 where we cover the strategy and mechanics behind designing, building, and delivering GTM Enablement programs. “Lucas & Maren” look through the lens of our LEVEL+ Framework, highlight actionable ways to work with SMEs, as well as guidelines for content design and session…
