"We deserve a seat at the table with senior executive leadership" has become a battle cry of the sales enablement community. The recent downturn and associated lay-offs have shown that this seat needs to be earned and is certainly not given... Our guest in this week's episode has spent most of his career in sales and sales leadership which is why he understands the full enablement value chain.
In our conversation, he breaks down what it takes for sales enablement to develop a laser-sharp focus on strategic business value creation. Please welcome the VP of Global Revenue Enablement at Instructure and the host of the Stories from the Trenches podcast, Paul Butterfield
Here are some of the questions we attempted to tackle:
- As a former sales leader and now enabler, how do you interpret the enablement function and how does it differ from other interpretations you come across?
- How has the recent downturn impacted enablement teams in the US market and what do most enablement teams that have experienced layoffs in common?
- What are your tips for enablement leaders who want to maximise the business value they create?
- Which steps are from your experience required to navigate the transformation from an activity-focused function to a strategic function that works closely with senior executive leadership?
Here are some of the resources referenced in this episode:
Connect with Paul Butterfield on LinkedIn: https://www.linkedin.com/in/paulrbutterfield/
Listen to the SES In the Trenches podcast: https://podcasts.apple.com/us/podcast/sales-enablement-society-stories-from-the-trenches/id1510380341
Connect with Felix Krueger on LinkedIn: https://www.linkedin.com/in/hfkrueger/
Where to find The State of Sales Enablement:
Website - http://thestateofsalesenablement.com/