In this conversation, Roderick Jefferson joins the team at Membrain to unpack the evolution of sales enablement into broader revenue and go-to-market enablement. Listen as Roderick shares his invaluable insights on aligning business lines, measuring revenue impact, and enhancing talent through deeper discovery and business acumen. In this discussion, the focus is on how to effectively execute sales enablement within an organization. It starts with the necessity of delivering the right information, tools, and support to sales teams, emphasizing the importance of leadership buy-in. Roderick outlines a three-step approach: Listen, Learn, and Lead. He advocates for close collaboration with sales teams by being present in real-time sales interactions, identifying and addressing challenges, and fostering communication between departments like product management, marketing, and HR. Sales enablement is positioned as a strategic partner, not just a support function, and must be deeply integrated into the company culture from the top down to be successful.
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