BLOG POSTS
Roderick’s Articles
Impacting Business Strategy Through Enablement
THIS BLOG WAS ORIGINALLY POSTED ON SALESENABLEMENTPRO.COM Enablement practitioners are called upon to be agile, creative, and adaptable when it comes to scaling their programs to help build collaboration and cohesion among siloed teams within a revenue-facing...
Turning Obstacles into Opportunities: The Art of Sales Dialogue
I discovered early on in my sales career that a real conversation with a prospect doesn’t start until you hear your first objection. It's the pivotal moment that propels the interaction from surface-level exchanges to a deeper, more engaging dialogue. In this...
5 Ways To Transform Insights into Revenue-Boosting Action
It’s no surprise that we are in the middle of B2B “conference season.” I’ve been honored to attend and/or provide the keynote for some AMAZING (Allego G2, B2B Sales & Marketing Exchange, CRO Summit, and Sales Enablement Collective Summit) conferences over the...
Beyond the Title: The Importance of the Human Side in Leadership
AI... AI... AI... Now that I have your attention, let's talk about humanity! While I am firm proponent, strong adopter, & believer in the fact that artificial intelligence has changed (better & worse) the world forever, as leaders we often forget about the...
Unlocking Growth: Transitioning From Sales Enablement to Revenue Enablement
I’m seeing two growing, trending (no, not more layoffs) conversations across my so my social media channels recently. BIG shoutout to Jonathan Kvarfordt for the incredible LinkedIn post that compelled me to share my thoughts & experience around this topic! How...
Leveraging AI To Optimize Sales Enablement
I’ve had multiple conversations lately around how & why Artificial Intelligence (AI) will replace the need for sales enablement practitioners. While I can see how it will help us to be more efficient & productive, I don’t see it replacing the need for us in...
The Buyer’s Journey Runs through Field Operations
For growth-driven businesses, the buyer journey needs to take priority over the seller journey. “We have to think about accountability to the buyer for each go-to-market team,” says Roderick Jefferson, author of Sales Enablement 3.0. “It cannot be about sales above...
Optimizing Sales Performance: The Role of a Fractional Enablement Leader
While the list is immeasurable and will continue to change based upon the maturation cycle of a company, the two most important functions of a sales enablement practitioner has, is, and will always be focused on partnering with sellers to, “Accelerate...
Enablement’s “Normal” No Longer Exists!
Unfortunately, too many times revenue enablement teams are hit immediately and deeper than other lines when a company decides to reduce their workforce. This is generally because they have not provided metrics & measurement that articulates a direct correlation...
Podcast Interviews
Roderick is frequently interviewed by some the industry’s most popular podcasts on Sales Enablement. Roderick ‘s interviews explore critical sales insights, sales perspectives, sales skills and sales technologies that enable peak sales performance.