Spekit 🐙’s Post

Name: Spekit 🐙 on LinkedIn: #iamenablement #salesenablement #beyondenablement
Uploaded: 2024-11-13T19:33:42.319Z
Duration: 4 min 26 s
Channel: Spekit 🐙

Spekit 🐙

22,469 followers

1mo

Jeff White at RevenueWell knows change sucks. But, confidence can overcome that pain. How do you instill confidence as an enablement leader? 1) Your enablement can't just be about the product, it needs to include core sales competencies. 2) Make enablement everyones job. When everyone is invested in sharing knowledge and best practices, the whole organization wins. Lead with enablement as part of your culture. 3) Educate reps on the broader application of the skills they're learning to get buy-in. Beyond their role today, how can they apply this to their professional development and future opportunities? What doors does it open for them? Check out Jeff's full story below 🐙 💕 #IAmEnablement #SalesEnablement #BeyondEnablement

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Transcript

Hey, my name is Jeff White, Director of Business Development here at Revenue. Well, and this is my enablement story. Really just gonna go off the cuff here, so forgive me for rambling on. And I guess here we go. I got into sales enablement. Really as a seller, I realized that there were gaps in my sales process and the information that was providing to somebody and that the information that I was receiving from marketing. That it just wasn't enough. And for me, sales enablement is just being resourceful in figuring out what those gaps are and creating effective content or strategies around how to engage with somebody so that they can make a more informed buying decision. And having been in the shoes of a seller when I was, when I formally transitioned over to a salesman enablement role, I was actually met from my leadership team with not a lot of confidence, believe it or not. Actually felt more like a pity promotion, if we're being honest and happy to talk about that story. But essentially I was told, you know, we know you're not qualified, but we think you're gonna do well and excited to see what you can produce and. For me, I, I took that as a challenge and I accepted it and I embraced the hell out of it. And having been in the shoes of a seller, I was able to to really understand what does it take to close a deal today? What does it take for a buyer to make a more informed decision so that they can one, trust the seller and trust the information that's being provided to them, but in a way that. In a way that it gives them the confidence they need to to actually make that decision right. We kind of meet them on their side of the table, so to speak. Understanding that blocking off 30 minutes might be important for the seller. It might sound like it's important for the buyer to make that decision, but let's be honest here. Change sucks. And that's right now. That's our biggest competitors. How do we convince somebody of change? And it's through a variety of different content and techniques. It's yes, it's processes, of course, right? Making sure they know what to do and where to click and go from there. But it's. It's being able to deliver resources to someone so that they can make that decision and as a seller, knowing that they can lean on somebody else. Um. For those best practices to close that deal so that they can make what they need to make to provide for themselves and their family and that's. Really what it comes down to is enablement in terms of what I wish everybody knew about it. Enablement starts with everybody, right? It's communication, it's techniques, it's called breakdowns. It's figuring out what those best practices are and what type of and being able to communicate that to everybody, right? And I think it should be. Part of the culture is that we can all enable each other to have more effective conversations for the best results. In my, in my personal belief, enablement shouldn't just be about product, should be about sales competencies. How can I make somebody that is entering a sales role from scratch from not knowing anything about your product or services or the market and giving them that confidence that they need to go into a conversation and to close the deal and. I think that's what it really comes down to is if, if you can do that, if you can help that part of the process, then the rest will solve for itself. The buyer will have the confidence because they can feel that passion. They can. They can trust the information that's being given to them. In a way that they can consume it at their own time, right? And that will lead to better, longer lifetime customers. It's going to improve employee retention. It's gonna help that employee that's going to learn something today and hopefully apply it in a future role. And I think that's what enablement is. And those are just my thoughts. Thank you for allowing me to submit something for this contest. Really excited for it. I think that's really all I have. Well, thanks again, Alright. I love spec by the way. One hell of a product. Definitely made my job a lot easier. We can talk about adoption all day. I definitely got my head about launching adoption. Jen will tell you that 300 plus pages of written content, but that's another story for another time. So thank you. I hope you guys have a great day.

Hannah McKelvey

Enablement @ Medallion | Team Builder | People-First Leader | Enablement Program Builder

1mo

So well said, Jeff White! I love that you noted that enablement starts with everyone. As we know, it takes a village. I feel so lucky to have worked with you and learn from you along the way! 🤩

6 Reactions

Stephanie Yamnitz

Account Executive | Henry Schein One

1mo

Jeff White still one of the best enablement leaders and you made a high impact in my career early on! Thanks for all the coaching 🙌🏻

5 Reactions

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