Revenue Enablement Society - Stories From The Trenches Revenue Enablement Society and Paul Butterfield

In this episode, Alex Berry, co-founder of 42AI an AI-powered company that revolutionizes customer insight discovery, joins me in discussing the transformation of go-to-market strategies. We discuss why Sales Development Reps (SDRs) must break out from the current hyper-specialization to succeed in the competitive sales environment.

Alex shares his insights on how diverse backgrounds can help SDRs connect with customers on a personal level. He maps out a path to gaining a wider business acumen lens, which is critical to sales success. This episode provides ideas  for enabling and developing the essential traits that can set SDRs apart from the rest.

Alexander Berry is the cofounder & COO of 42ai, the AI Analyst for Revenue Operations and the teams they serve. Alex founded 42ai last year with Hugh Hopkins, with the aim of reducing the significant burden on teams like Revenue Operations by using AI to perform a growing number of analytical tasks on their behalf. 

He has worked in Saas & Paas businesses for more than a decade, running sales, partnerships, enablement and operations teams in EMEA and the Americas.



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How do you balance the potential of AI to impact revenue generation, sort through the hype and be strategic in your deployment of AI? Join me as I sit down with Dayna Williams, and we peel back the layers of AI's role in the future of sales and delve into the intricate dance between leveraging cutting-edge tools and staying true to the timeless principles of sound business practices. 

We tackle the challenges faced by sales teams and explore how they can navigate the pressures of consistent performance while adopting a disciplined approach to innovation. 

Dayna shares her seasoned perspective on avoiding the pitfalls of jumping onto the latest tech trends without a game plan.

Some of the actionable insights she shares in this episode:
What's missing from the hype and the headlines?Elements of a readiness plan or blueprintWhere and how to beginDayna Williams is the author of "The Diligence Fix" which explores what happens when we strive for revenue growth. Her ideas come from advising sales leaders in the areas of internal communication, integrated training, change methodology and making customer feedback actionable. Dayna is also an experienced content and conference producer who lives in the Philadelphia area with her husband and five rescue dogs.


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Get ready to accelerate your revenue enablement success with insights from Forrester VP and Principal Analyst, Peter Ostrow. 

Recently Peter joined me to unpack the potential of AI to transform Revenue Enablement efficiencies and results. If your Sales Enablement budget is like most the team is understaffed and underfunded while juggling competing priorities.

Listen now to hear how you can use AI tools you already own to maximize their impact on every facet of your enablement programs, from RFP analysis to tailoring pitch-perfect emails.

Peter Ostrow is currently VP, Principal Analyst at Forrester B2B Sales. Peter capitalizes on 20+ years of revenue growth leadership in sales enablement, sales talent management, and operational expertise. Prior to joining SiriusDecisions and Forrester, Peter was a VP/Research Group Director for the Aberdeen Group, where he founded and was Principal Analyst for the Sales Effectiveness Practice, as well as overseeing research in marketing, customer success, field service and human capital management disciplines.  Prior to his analyst work, he was a long-time B2B sales rep, manager, and enabler.Since 2020, Peter has served on the board of directors of the Sales Enablement Society, the largest and only nonprofit organization dedicated to the sales enablement profession.


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In this episode with I discuss the critical partnership between Rev Ops and Rev Enablement with Sandy Robinson,  SVP of Revenue Operations and Enablement at Patra Corporation. Sandy shares her experiences and ways to unlock  the synergies between these two teams regardless of where they report. Some of the topics we covered:
How Rev Ops and Enablement ideally partnerSuccessful change managementSystems selection and deploymentMetrics and reportingSandy brings over 20 years of experience in sales, leadership, training, enablement, and revenue operations to the industry. She has a proven track record of driving revenue growth and optimizing operations through data-driven insights and innovative solutions. She has led sales teams to exceed targets, developed go-to-market strategies, and implemented scalable processes to drive growth. 

Sandy's mission is to enable teams through intense focus on the complete customer buying journey related to systems, tools, training, and processes. Sandy enjoys mentoring younger women, helping them to navigate their careers, and setting an example for other women in her field.
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This episode I have the opportunity to sit down the new RES Executive Board President Gail Behun. She opens up and shares her thoughts and observations about:
The current state of the revenue enablement professionHer 4 key revenue drivers for measuring the success of enablementObservations from the 2023 RES Experience and what's to comeHer priorities and vision for RES in 2024 and beyondGail Behun is a seasoned Sales Enablement leader, currently serving as the Director of Revenue Enablement at LivePerson, a global industry leader in AI-powered solutions. 

With an extensive career spanning high-growth SaaS companies, Gail has honed her expertise in sales and marketing roles, processes, methodologies, and business practices. Her approach to enablement is centered on building high-performing teams and ensuring comprehensive employee learning and development.  She thrives on connecting the dots innovatively and pioneering new initiatives in enablement, learning, sales, and operations.  

Gail is not only committed to advancing her organization's goals but also to the broader enablement community's growth and success.
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Have you heard of the "Tiger Seller Profile"? It's a concept and framework developed and used by Rodney Umrah during his years in sales, account management and enablement at IBM, Microsoft, NetSuite and in his current role as Head of Global Revenue, Partner and Customer Enablement.
In this episode Rodney explains how to elevate your sales team's performance as we dissect the elements that transform good sellers into great ones, and how tailored enablement programs can act as a catalyst for widespread excellence. For example:
Identifying the skills, tactics and techniques of a Tiger SellerWorking with HR and recruiting teams to elevate the hiring processIdentifying skills gaps and enablement priorities based on Tiger SellersAligning sales process stages to the strengths of Tiger SellersRodney Umrah has 26 years’ experience working in the global technology industry (software / cloud) at IBM, Microsoft, Oracle NetSuite, Xactly and Forcepoint. He has a wealth of experience in technical, sales, revenue, partner and customer enablement leadership roles. 

Rodney’s vision is to deliver enablement services globally that accelerate revenue growth and improve customer retention and satisfaction. 


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