Sales enablement is a crucial function for any B2B organization, but on today’s show, we’re going to talk about something a little uncomfortable: The elephant in the room.  

The reality is, many people who work in sales enablement have never experienced front-line, quota-carrying selling!  

If you want to eliminate disconnect and align your enablement strategy to make more impact for your reps, you must first understand their world. We’ve heard the frustrations from sales enablement teams: “My reps don’t use the enablement I provide them!”. But we also hear the frustrations from sellers: “How can enablement tell me what to do when they’ve never even sold a deal?”. These are difficult waters to navigate.  

So today, we’re going to address this massive elephant that might be hanging out on your sales floor.  

Episodes and more: https://www.primary-intel.com/podcast/

Episode 66: Key Learnings from Sales to Sales Enablement

Episode 68: Using Customer Feedback to Develop your Messaging Strategy

In this insightful episode of the B2B Sales Trends podcast, Oliver, Head of Growth Enablement at Dentsu, sheds light on the dynamic realm of revenue enablement and sales transformation. As the sales landscape evolves, Oliver explores the imperative of embracing a holistic revenue enablement approach, transcending traditional silos. He underscores the pivotal role of technology, skill development, and collaborative efforts between sales and marketing in fostering a comprehensive understanding of the end-to-end revenue process. 

Oliver shares his journey from computer science to psychology and leadership coaching, emphasizing the transformative power of coaching in sales. The episode concludes with a deep dive into effective behavior change interventions, the crucial support of executive management, and the top skills that set elite salespeople apart.

24. Holistic Revenue Enablement:  An Integration of Tech and Psychology

EVENT DESCRIPTION: Ever wondered how some managers consistently lead their teams to achieve unprecedented success? Keith Rosen, CEO of Profit Builders, joins us to share the secret: mastering the language of coaching. You'll learn how coaching transcends traditional problem-solving, fostering new possibilities and cultivating accountability within your team. Whether you're leading a sales team or running clinical operations, this session gives you tools to aid your employees in developing critical thinking skills, enabling them to become self-reliant problem solvers.

But not all coaching is created equal. The one-size-fits-all approach is a trap that many managers fall into, leading to inefficiencies and disconnection within the team. Keith helps us navigate around this pitfall, discussing the importance of understanding each individual’s unique coaching style, motivation, and accountability methods. Moreover, we delve into the role of confidence in leadership and its direct correlation to sales performance. If you've ever been in a sales slump, this information is a game-changer that will help you intentionally cultivate confidence.

Through this conversation, we hope to have provided insights that will guide you in transforming your leadership style and, ultimately, your team's performance. Join us on the CHAPcast for more empowering conversations like this.

CHAPcast by CHAP - Community Health Accreditation Partner

The Art of Coaching: A New Perspective on Leadership

I had a the pleasure of being a guest on the Rural Sales Show last week. In this episode we discuss:

- Why you can't scale dependency
- Why sales managers deflect and prefer to focus on their teams instead of themselves (what I call a global epidemic)
- How to manage low performers and coach for accountability
- How to use questions to open up possibilities in coaching conversations
- The top traits of the most successful sales managers
- How to run effective sales meetings
- The importance of taking time to self-reflect to improve self-awareness

The Rural Sales Show Sales Management Masterclass

Written by AI: 

Coaching is one thing, the coaching mindset is another. 

Beliefs precede experiences and how you think is what you get. What you focus on grows. These are just some of the fundamental, and transformational mindsets leaders need to adopt so they can then align how they think with what they do. Not the other way around. 

This creates a healthy, happy, sustainable coaching culture and transforms you into the leader and coach you want to be.

The Leadership and Coaching Discussion meeting, led by Keith Rosen, emphasized the need for a transformational approach to leadership in the hybrid workplace following Covid, highlighting the alarming levels of employee disengagement and the necessity for deeper personal connections in coaching. 

Key topics included the importance of empathy, effective communication, and understanding team members' individual purposes to foster a supportive environment. 

Rosen advocated for a change in traditional performance improvement strategies, proposing a four-week turnaround plan for underperformers while encouraging managers to prioritize team member well-being amidst external pressures.

 He underscored the integral role of authenticity in leadership, drawing parallels between music and managing teams, and concluded by urging leaders to be proactive in enhancing their team's value and engaging in meaningful conversations about core values and priorities. 

Action items were established to ensure managers take concrete steps towards implementing these principles.


Notes
️ Introduction and Leadership Mindset (00:00 - 11:25)

    Keith Rosen discusses transition to hybrid workplace post-Covid
    Highest level of employee disengagement and attrition
    Importance of tapping into people's individuality in coaching
    Only 1 in 20 managers trained in coaching
    Opportunity to reconnect with people on a human level
    Need for deeper personal connection in sales and leadership
    76% of companies changed buying processes, only 17% changed selling processes
    Importance of putting people over profit


 Coaching and Connection (11:25 - 22:44)

    Challenges of managing diverse teams and high performers
    Need for empathy and skills to deal with personal issues
    Importance of setting positive intent in conversations
    Questions managers should ask to support team members
    Self-care as a crucial aspect often overlooked
    Managers need to push back against pressure from top leadership
    Importance of insulating team from excessive pressure


 Coaching as a Language (22:44 - 32:40)

    Coaching is not an event but a language
    Need for a universal coaching methodology
    Importance of uncovering people's sense of purpose
    Top intrinsic motivators: making a difference, collaboration, impact, life balance
    Need for managers to wake up thinking about making their team more valuable


 Mindset and Coaching Approach (32:41 - 41:51)

    Importance of exploring opportunities to make people more effective
    Setting positive intent in conversations with team members
    Questions to ask team members about their values and priorities
    Need for regular conversations about what's important to team members
    Importance of developing relationships and caring for team members


 Performance Improvement and Legacy (41:51 - 51:08)

    Criticism of traditional Performance Improvement Plans (PIPs)
    Proposal for a 4-week turnaround strategy for underperformers
    Importance of collecting evidence of change
    Concept of people self-selecting in or out based on their commitments
    Focus on creating a positive legacy as a leader


 Personal Interests and Leadership Lessons (51:09 - 01:00:01)

    Keith's passion for music and concerts
    Conversion of old garage into music studio
    Recent concert experiences
    Importance of authenticity and connection in both music and leadership

Developing the Attitude and Mindset of Top Sales Leaders

Your prospects and customers are human too, not just a sales quota. The most effective selling strategy that drives more sales and accelerates personal evolution is care and developing authentic, personal connections. 

Where is this step in your sales process? 🤭

When it comes to selling and coaching, who you are and how you show up is always more important than what you do. 

Here's how to make this transformation to master this "new step" in your sales process.

The Role Of Human Connection In Sales

In this episode of the GTM Innovators Podcast, host Kyle James sits down with John Marcus III, founder of Fractional Ventures, to explore the cutting-edge intersection of AI and sales. John introduces the transformative concept of AI Qualified Leads (AIQL), dives into the power of bespoke data for uncovering non-obvious customer insights, and shares why context is the cornerstone of successful AI implementations. Packed with actionable advice and forward-thinking perspectives, this conversation is a must-listen for anyone looking to elevate their sales strategy and embrace the future of go-to-market innovation.

AIQL, Bespoke Data, and the Future of Sales - A Conversation with John Marcus III

Veel B2B-bedrijven steken flink wat energie in het genereren van leads, maar zien vervolgens dat de conversie naar klant achterblijft. Herkenbaar? Je bent niet de enige. Vaak zit het probleem niet in het aantal leads, maar in de manier waarop marketing en sales samenwerken om van die leads klanten te maken.

Sales enablement biedt een strategische aanpak om die kloof te dichten. In dit artikel lees je hoe je met een slimme inzet van content, technologie en processen de conversie verhoogt, het salesproces versnelt en je marketinginspanningen écht laat renderen.

Lees hier het artikel: https://www.invalshoek.nl/blog/sales-enablement/

Lees hier het artikel

Van lead naar klant: hoe je door sales enablement meer deals sluit

Informed buyers believe they don’t need sellers - and in many cases, they’re right. In this episode, Sarah Branfman, Global VP of ISV Sales & GTM at Databricks, explains how buying behavior has fundamentally shifted, why traditional selling fails in complex B2B sales, and what elite sellers must do to create value buyers can’t get on their own.

Explore more insights: www.globalperformancegroup.com

Timestamps:
00:00 – “We don’t need a rep anymore.” The hard truth
02:45 – From ballerina to VP: Sarah’s nonlinear career path
06:18 – The rise of the informed buyer in complex B2B sales
09:40 – How modern buyers want to buy (and why sellers resist it)
12:52 – Comfort-zone selling and losing deals you could have won
18:10 – Value-based selling, decision-making psychology, and the cost of inaction
20:55 – Ruthless qualification vs. the hope-based pipeline
26:30 – Discovery never ends: re-qualifying through the buying journey
29:02 – Provocative questioning and generating unconsidered needs
33:40 – The 3 traits of elite sellers: drive, curiosity, coachability

Modern selling isn’t about pressure — it’s about enabling informed decision-making through sharper sales discovery, stronger sales enablement, and real business insight. In this episode, Harry Kendlbacher sits down with Sarah, to explore the mindsets and behaviors top sellers use to stay relevant and win in today’s complex B2B landscape.

You’ll learn:
– Why buyers feel they don’t need sellers
– How to win them back with insight-driven conversations
– How elite sellers qualify and re-qualify throughout the buying journey
– How decision-making psychology and cost of inaction shape urgency

Key Takeaways:
• Buyers aren’t distrustful — they’re independent. Sellers must add value beyond what buyers can research or ask AI.
• In complex B2B sales, discovery and qualification never end — every new stakeholder resets the process.
• The cost of inaction is often a stronger driver of urgency than ROI.
• Value-based selling works only when sellers provoke new insights buyers haven’t considered.
• Elite sellers share three traits: relentless drive, deep curiosity, and coachability.

About Guest:
Sarah Branfman is the Global VP of ISV Sales & Go-To-Market at Databricks, where she leads strategic partnerships with the world’s leading software and data companies. With deep experience in hyper-growth environments like MongoDB and Databricks, Sarah brings a modern, practical perspective on selling to the informed buyer in complex B2B environments.
Connect with Sarah on LinkedIn: https://www.linkedin.com/in/sarahbranfman/

If this episode sparked new thinking, share it with your team.
Subscribe for weekly insights on modern selling, leadership, and performance.
Explore more at www.globalperformancegroup.com

82. Why Buyers Don’t Need Sellers - And How to Win Them Back in Complex B2B Sales

Keith Rosen is the CEO of Profit Builders and founder of Profit Builders, (www.ProfitBuilders.com), named one of the Best Sales Training and Coaching Companies Worldwide. Over three decades, Keith has delivered his transformational programs to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. Keith has written several best sellers including, Sales Leadership, Own Your Day and the globally acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 best-selling sales management coaching book on Amazon since 2009. 

He’s been featured in Entrepreneur, Inc., Fortune, The New York Times and The Wall Street Journal. Keith was also featured on the award-winning television show, Mad Men. He was also named one of the 50 Best Salespeople of all time, along with Zig Ziglar, Steve Jobs, Dale Carnegie and Jeff Bezos.

Invalshoek is een baanbrekend online marketing bureau in Amsterdam. We helpen B2B bedrijven bij het oplossen van complexe problemen en het verslaan van de concurrentie. Dit doen wij door online marketing, online adverteren en CRM campagnes te ontwikkelen en uit te voeren die zorgen voor meer leads van hoge kwaliteit – leads die sneller klant worden.

Bezoek onze website: https://www.invalshoek.nl

The Sales Intelligence Weekly podcast covers topics focused on helping sales and marketing leaders improve sales experience, increase win rates, and elevate sales enablement.

The Sales Intelligence Weekly podcast is brought to you by TruVoice from Corporate Visions (formerly Primary Intelligence), the leader in win-loss-no decisions analysis.

This podcast is dedicated to sales leaders in the B2B space, where we share conversations about innovative and successful sales transformations to keep you up to date on the latest trends that will help you to effectively tackle the challenge of constructing and executing a profitable and sustainable sales process.

New tracks tagged #sales enablement