AI and Enablement Unleashed with Jonathan Kvarfordt, Founder of GTM AI Academy

The Enablement Edge

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State Secrets: Inside The Making Of The Electric State

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Family Secrets: Chris Pratt & Millie Bobby Brown Share Stories From Set 22:08

23 days ago22:08

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22:08

Host Francesca Amiker sits down with directors Joe and Anthony Russo, producer Angela Russo-Otstot, stars Millie Bobby Brown and Chris Pratt, and more to uncover how family was the key to building the emotional core of The Electric State . From the Russos’ own experiences growing up in a large Italian family to the film’s central relationship between Michelle and her robot brother Kid Cosmo, family relationships both on and off of the set were the key to bringing The Electric State to life. Listen to more from Netflix Podcasts . State Secrets: Inside the Making of The Electric State is produced by Netflix and Treefort Media.…

about a year ago 36:31

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In this episode of The Enablement Edge, Steve and Amber sit down with Jonathan Kvarfordt, Founder of GTM AI Academy, to explore the dynamic intersection of AI and enablement in the modern business landscape.

Jonathan is an industry leader and an enablement expert. And in this episode, he reveals what originally fueled his fascination with AI and its potential to revolutionize enablement strategies. He shares the crucial skills and experiences that have been instrumental in his professional growth, shedding light on the innovative ways he leverages AI to optimize enablement processes.

Steve, Amber, and Jonathan strike a balance between blue-skying possibilities for AI and enablement while also offering practical advice for those wishing to implement AI in their daily work. Some of the insights Jonathan shares include ways to implement AI tools to streamline processes, make data-driven decisions, and unlock new opportunities. Additionally, you’ll hear his “GRACE” framework that he uses every day when prompting tools like ChatGPT.

Jonathan also discusses the broader implications of AI on the enablement landscape, highlighting its potential to revolutionize how teams operate and achieve their goals. He gives real-life examples of AI appliations that have led to substantial improvements in business performance, encouraging viewers to stay ahead of technological trends. Jonathan's insights offer a roadmap for those looking to advance their careers by integrating AI into their enablement strategies.

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Guest Bio

Jonathan Kvarfordt is the Founder of GTM AI Academy focusing on upskilling go-to-market teams and individuals in sales, customer success, marketing, and other functions with AI tools to do things better, faster, and easier.

As a sales and enablement executive with 15+ years of experience, Jonathan develops, delivers, and implements enablement programs for global organizations, Fortune 500 clients, and startups. He has an established history of helping companies double their revenue through sales team transformation and the creation of enablement structures. He was recognized in SEC’s 2023 Enablement Ones to Watch report.

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Guest Quote

“I look at enablement as more than just a content person. Going back to the original question of ‘what are we actually here to do? And does that equal a live group training?’ Most of the time, no. But a lot of people associate enablement with live group training. That's not what enablement is. So I think that's the larger question of really understanding what are we actually here to do and how can AI influence or impact that and just leveraging it as any other tool as you would to be more productive.” – Jonathan Kvarfordt

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Time Stamps

*(00:00) Episode Start

*(01:08) Today’s Topic

*(03:24) Introducing Jonathan Kvarfordt

*(04:53) What is GTM AI Academy?

*(08:30) AI is not just about speed

*(14:40) The scaling power of AI

*(18:43) Enabling on empathy

*(22:42) Enablement cannot be replaced

*(27:45) How to level up your enablement team immediately with AI

*(32:28) Building the perfect AI prompt using GRACE

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Links

26 episod

#Careers #Business #Marketing #Seismics

The Enablement Edge

AI and Enablement Unleashed with Jonathan Kvarfordt, Founder of GTM AI Academy

The Enablement Edge

42,522 subscribers

published about a year ago

Kongsi

MP3•Laman utama episod

—

Guest Bio

—

Guest Quote

—

Time Stamps

*(00:00) Episode Start

*(01:08) Today’s Topic

*(03:24) Introducing Jonathan Kvarfordt

*(04:53) What is GTM AI Academy?

*(08:30) AI is not just about speed

*(14:40) The scaling power of AI

*(18:43) Enabling on empathy

*(22:42) Enablement cannot be replaced

*(27:45) How to level up your enablement team immediately with AI

*(32:28) Building the perfect AI prompt using GRACE

—

Links

26 episod

#Careers #Business #Marketing #Seismics

Todos los episodios

The Enablement Edge

1
Tactics for Elevating & Optimizing Your Teams in 2025 with Stephanie Middaugh, Founder & CEO of Phoenix GTM Consulting 37:20

9 weeks ago37:20

37:20

In the season finale of The Enablement Edge, hosts Steve and Amber chat with Stephanie Middaugh, Founder & CEO of Phoenix GTM Consulting, about where to succeed in enablement in 2025. Together, they tackle the industry's current challenges, including burnout and exhaustion among professionals, while highlighting the need to sustain passion and empathy in these roles. Stephanie shares actionable strategies for navigating market uncertainties and organizational obstacles, emphasizing the importance of prioritizing skill-building over task-focused activities and looking to what is actually within your control. The discussion also explores Stephanie's book, Elevate and Optimize: Your Enablement Maturity Journey , which provides practical guidance on advancing enablement functions and setting achievable goals. Stephanie shares her insights into effective maturity models, the current and future impact of AI on enablement, and the transformative potential of a well-aligned enablement strategy. Her advice inspires listeners to stay focused on their enablement objectives and drive meaningful change within their organizations. — Guest Bio Stephanie Middaugh is a seasoned expert in revenue enablement and sales operations, known for her innovative approach to training and process improvement. She is currently a CSM with Luster, a cutting-edge AI sales practice and upskilling solution that is revolutionizing how go-to-market teams learn and practice. However, Stephanie is also the Founder & CEO of her own business, Phoenix GTM Consulting. Most recently, Stephanie was the Head of Global GTM at Pinecone. With a career spanning leadership roles at Zoom, Divvy Inc., DataStax, Alteryx, and Sage, she has consistently built scalable enablement frameworks supporting global sales teams. Passionate about fostering community and delivering impactful programs, Stephanie continues to be a thought leader in the enablement space. — Guest Quote “People are tired, exhausted, and burnt out. But that passion is still burning. We want to help. So we're still going to be there. Enablement as a profession is still going to get these initiatives, trainings, and everything [else] through. We're still going to be bought into helping our reps succeed and seeing the business move forward. Even though it kind of goes through these ups and downs and ebbs and flows, enablement is going to be here for a while, and it's the companies that know how to properly leverage it that are going to see the results at the end of the day.” — Time Stamps 00:00 Episode Start 4:45 How Stephanie defines enablement 6:38 Facing burnout in 2025 9:56 Where is all this pressure coming from? 12:50 Moving foward despite uncertainty 16:13 Focus in on what you can control 18:20 Elevate and Optimize: Your Enablement Maturity Journey 24:37 Does your enablement team have to be large to be mature? 28:11 Transformational enablement 31:40 On the Edge — Links Connect with Stephanie Middaugh on LinkedIn Read “Elevate and Optimize: Your Enablement Maturity Journey” Check out Phoenix GTM Consulting Check out Luster Connect with Steve Watt on LinkedIn Connect with Amber Mellano on LinkedIn Check out Seismic…

The Enablement Edge

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Enhancing Adoption and Impact with an Agile Approach Featuring Sally Ladrach from SavATree 37:54

21 weeks ago37:54

37:54

In this episode of The Enablement Edge , hosts Steve and Amber are joined by Sally Ladrach, Director of Enablement at SavATree, a full-service tree, shrub, and lawn care company with more than 100 locations across the US and Canada. The topic for today is how enablement teams can leverage agile methodologies found in product and marketing to enhance their own adoption and impact. Sally discusses the ways this type of framework focuses closer on the end user and iterative development to build more intentional solutions. She emphasizes the importance of involving stakeholders early in the process to ensure that what you're building truly meets their needs, thus enhancing adoption and, ultimately, driving business impact. Sally also shares valuable insights on how to prioritize tasks that will deliver the most significant outcomes and tips for maintaining agility without losing sight of long-term goals. She also highlights the necessity of a data-driven approach and how agile principles can protect against wasted effort on non-adopted solutions. Tune in to discover how an agile framework can revolutionize your enablement strategy and drive tangible results. — Guest Bio Sally Ladrach is the Head of Enablement at SavATree, where she leverages over a decade of experience in sales enablement to drive impactful training and development initiatives. With a strong background in data-driven strategies, she focuses on enhancing team performance and collaboration across various departments. Previously, she served as the Revenue Enablement Manager at Thoughtbot, where she successfully implemented agile methodologies to improve learning and engagement. Passionate about fostering growth, Sally also advocates using storytelling in enablement practices to create meaningful connections. — Guest Quote “In enablement, I can't tell you how many times I've seen teams and maybe even done a little bit of this myself in the past. You work on that six-month rollout of whatever, you put it out there, ta-da, and then nothing happens. People don't use it. Maybe, it wasn't designed with the end user in mind. But then you can't even have that impact, right? If your solution for whatever it is isn't being adopted. So that was kind of the genesis of how I started thinking about agile and enablement. Obviously, I'm not the first person to think that agile is a great way to work, but the nature of enablement is that we are building solutions and agile at its core is about building user-centric solutions that are adoptable and solve problems.” — Time Stamps 00:00 Episode Start 03:45 Welcome Sally 04:25 What is SavATree? 06:45 The most important thing enablers can do to ensure success 09:05 Today's topic: Agile enablement 16:25 Outcomes over output 19:20 You don't have to be perfect 25:20 Agile enablement in action 28:40 Where do charters fit in? 32:05 First steps to implement agile enablement 33:30 On the Edge — Links Connect with Sally Ladrach on LinkedIn Check out SavATree Connect with Steve Watt on LinkedIn Connect with Amber Mellano on LinkedIn Check out Seismic…

The Enablement Edge

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Strategies for Influence, Alignment, and Future Success from Shift 2024 43:35

23 weeks ago43:35

43:35

A Seat at the Table? A Voice at the Table? Or Build Your Own Table? In this very special episode of The Enablement Edge, join Steve & Heather as they host a live panel discussion from Seismic Shift 2024 with panelists Victoria Sanchez, Micah Jacobson, and Eric Mingorance. Throughout their discussion, our experts share insights on how to strategically navigate organizational dynamics, forge influential collaborations, communicate effectively, and recalibrate approaches to drive outcomes. Other topics include practical tactics for enhancing organization-wide enablement visibility, leveraging metrics for sales outcomes, the future impact of AI, and the significance of continuous learning and adaptability. The panel emphasizes empathy, collaboration, and innovative communication methods, offering a holistic approach to driving transformational enablement within companies. Tune in to discover how to not only get to the table but also shape the conversation and outcomes. — Guest Bios Eric Mingorance, Sr. Dir. Rev. Enablement at Zixi Eric Mingorance is currently serving as the Vice President of Product Management at Zixi, a leading provider of live video delivery solutions. With a strong background in technology and product development, Mingorance has been instrumental in enhancing Zixi's platform, which is known for its reliability and efficiency in delivering high-quality video over IP networks. His expertise spans various aspects of product strategy, customer engagement, and operational excellence, contributing significantly to the company's growth and innovation in the broadcasting sector. Micah Jacobson, Sr. Director, Revenue Enablement at Informatica Micah Jacobson currently serves as the Senior Director of Revenue Enablement at Informatica, a role he has held since December 2022. He leads teams focused on onboarding, systems and tools, operations, and learning experience design within the Global Revenue Enablement function. Jacobson has been instrumental in developing comprehensive sales enablement strategies, including competency management and product launch enablement, which have significantly enhanced the effectiveness of sales teams at Informatica. Victoria Sanchez, Senior Director, Enablement Services Center of Excellence at Pure Storage Victoria Sanchez serves as the Senior Director of Enablement Services at Pure Storage, where she plays a pivotal role in driving customer success and operational excellence. With a robust background in technology and business strategy, Sanchez has been instrumental in developing innovative solutions that enhance the user experience and streamline processes within the organization. Her leadership is characterized by a commitment to fostering a culture of collaboration and continuous improvement, ensuring that teams are equipped with the necessary tools and knowledge to excel in their roles. — Guest Quotes “I hate the word order taker, it drives me crazy. That is not what I signed up for, I wasn't in kindergarten being like I want to be an order taker one day And so many of us in enablement we fall into that trap because we don't come with new information. If you come with new information, you shift from an order taker to a strategic partner. That's certainly the direction that I and my team, where we wanna go” – Micah Jacobson “You need to lobby for these things. See if there are objections. Make sure you can get preliminary buy-in beforehand. Work with each individual org separately so that by the time you come to the table, they've already heard it. And then you're doing what you say. We're getting the priorities, we're all coming on the same page for the priorities, we're in agreement, there are no major showstoppers because you've basically done some preceding.” – Eric Mingorance “All our companies are trying to invest a tremendous amount of money in technology. I think as an enablement organization, we have a great opportunity to stop the train and say, ‘Which one is the best one?’ And make a plan for it. It doesn't have to change tomorrow, but if you make a plan to get the best technology, you can accelerate how your sales leaders are really coaching and having more time for other activities, while you also orchestrate workflows in the internal cross functional teams so that you can operate more efficiently.” – Victoria Sanchez — Time Stamps 00:00 Episode Start 00:44 Today's Topic 01:54 Diverse Perspectives: Meet Our Guests 03:57 Earning Credibility and Building Influence 08:14 Aligning with Senior Leadership 18:59 Tactics for Showcasing Enablement Impact 22:33 Rock Bands and Enablement Tactics 22:49 Maximizing Seismic Notifications 23:05 Heroes of Enablement and Regional Programs 24:33 HTML Tips for Announcements 25:03 The Importance of Measurement 28:18 Unified Data Model and Metrics 29:39 Handling Bad Metrics 33:39 Strategic Enablement Advice 39:31 Future of Enablement and AI 41:43 Final Thoughts and Advice — Links Connect with Eric Mingorance Connect with Micah Jacobson Connect with Victoria Sanchez Read more about Shift 2024 Connect with Steve Watt on LinkedIn Connect with Heather Cole on LinkedIn Check out Seismic…

The Enablement Edge

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Unlocking Secrets for High-Stakes Product Launch Success with Ashton Williams from Salesforce 37:28

26 weeks ago37:28

37:28

On this episode of The Enablement Edge , Steve and Amber are joined by Ashton Williams, Director of Slack Enablement at Salesforce. Ashton shares the success story of Slack AI and how her team led a momentous kickoff amidst strenuous circumstances. Faced with tight deadlines, executive transitions, and mounting pressure, Ashton shares how her team focused their efforts, aligned leadership with consistent buy-in, and leaned into the pivots. She also goes into detail on how they decided to format their kickoff with sales leader sessions, industry-focused webinars, certifications, and live pitches across three global regions in the same week. What resulted from her and the team’s efforts was not only a huge boost to morale at the start of the year, but high and lasting sales success for a product that has continued to grow. The story highlights the importance of alignment and data-driven decisions in enablement functions, showcasing how strategic execution can have impactful outcomes in a changing business environment. Perfect for enablement professionals yearning for both inspiration and practical knowledge, this episode provides an edge in enhancing their craft. The fusion of witty anecdotes and profound discussions invites listeners to engross themselves in the transformative power of enablement, making it a not-to-be-missed episode for those looking to sharpen their strategic edge. — Guest Bio Ashton Williams is a seasoned professional in the field of enablement and strategic programs, currently serving as the Director of Slack Enablement at Salesforce. With a strong focus on building high-performing teams, Ashton has leveraged her diverse background in sales and leadership to enhance organizational effectiveness. Prior to her role at Slack, Ashton gained valuable experience in various sales enablement positions, including a significant stint at Ada, an AI-powered customer experience platform. There, she was responsible for establishing the enablement function from scratch, emphasizing the importance of data-driven decision-making and iterative learning. Ashton’s educational background and commitment to continuous improvement have made her a respected figure in the enablement community. She is Co-Chair of The Enablement Squad’s Leadership Lounge and actively shares insights on best practices in sales training and employee engagement. Her passion for fostering collaborative environments has positioned her as a leader in driving strategic initiatives within tech organizations. — Guest Quote “This ended up being Slack's first ever in person kickoff. Morale, retention, feeling connected to the team, attrition, all of those things, like we saw impact there. The sentiment was just one of absolute inspiration. And we made a bet and it really paid off in both what we call overall AEs hitting quota. But also to see that new product that we focused on be our absolute darling. It has continued to be the feature of our QBRs. It's continued to be the thing we double down on. It has been the thing we're putting more investment on the roadmap in because we're moving it. And also, you know, that's always lovely to see that customers love the things we build.” — Time Stamps 00:00 Episode Start 01:10 Today’s Topic 03:30 Welcome Ashton 04:00 The most important thing enablers can do to ensure success 05:10 Setting the stage: Slack's Q1 of 2024 07:40 Why it was critical to enable every part of the business 09:20 How did Ashton do it? 11:30 Focusing all your efforts on a single motion 15:25 Sometimes you need to lean into the pivots 18:25 Leverage the data you have 19:30 Deeper into program specifics 23:00 You can't do it alone 26:10 The results of Ashton's efforts 29:40 Lessons learned 31:35 On the Edge — Links Connect with Ashton Williams on LinkedIn Learn more about Slack AI Check out Salesforce Connect with Steve Watt on LinkedIn Connect with Amber Mellano on LinkedIn Check out Seismic…

The Enablement Edge

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Crafting a Winning Enablement Structure with Jen Bullock 42:51

28 weeks ago42:51

42:51

In this episode of The Enablement Edge, Steve and Heather sit down with Jen Bullock, an expert in the field of enablement who has worked with industry giants like ADP, Motorola, TransUnion, and Forrester. The topic today is the art of crafting a winning enablement structure. Jen highlights the critical roles needed for success and how to strike the perfect balance between strategic foresight and tactical execution, shedding light on the evolving concepts of program management, centers of excellence, and the rising trend of fractional enablement professionals. Amidst rapid technological change, Jen stresses the importance of not forgetting the basic principle of connecting to the customer journey. And as it relates to hiring freezes, the trio discuss the need for enablement professionals to do away with simply onboarding and instead provide ongoing ‘everboarding’ for employees. They stress the importance of roles that might be overlooked such as technical enablers and even field coaches, exploring their future in the era of AI. Packed with actionable advice and insightful discussions, whether you're a seasoned leader or just starting your journey in enablement, this episode is a must-listen for anyone eager to refine their enablement strategy. — Guest Bio Jennifer (Jen) Bullock is a seasoned professional in the fields of marketing and sales enablement, with a robust career spanning several leadership roles in notable organizations. She has cultivated a reputation for her strategic approach to aligning marketing and sales efforts with customer needs. Her work emphasizes the importance of creating sales efficiency through innovative platforms and metrics analysis, ensuring that sales teams have the necessary tools and knowledge to engage effectively with clients. Most recently, Jen was a Principal Analyst specializing in Revenue Enablement Strategies at Forrester, one of the most influential research and advisory firms in the world. In this role, Bullock worked with senior executives to deliver actionable intelligence, transformative frameworks, and expert guidance. Bullock's work with Forrester built upon her rich background with organizations such as ADP & TransUnion. Bullock's expertise also extends to implementing learning management systems that facilitate tailored learning paths for sales personnel. In addition to her corporate achievements, Jen Bullock is recognized for her contributions to the marketing landscape through innovative digital strategies that have driven substantial returns on investment. Her ability to integrate technology solutions into marketing efforts has positioned her as a leader in the industry, making significant strides in enhancing customer engagement across various sectors. — Guest Quote “You always hear the stat of: ‘Customers do 70, 80, 1000 percent of their own learning before they even engage with the salesperson.’ I don't think that that's a matter of they don't want to engage with the salesperson. What they want is an objective understanding of what need you're filling. So the more that a salesperson is adapting and understanding what that customer is looking for, that makes the better salesperson.” – Jen Bullock — Time Stamps 00:00 Episode Start 01:08 Today’s Topic 04:00 Welcome Jen 04:14 The most important thing enablers can do to ensure success 05:30 Be strategic, not reactionary 07:38 Why charters are so valuable 12:30 Comparing the different enablement models 15:40 The trend of fractional team members 20:35 Back to the basics 21:55 Training vs. Learning 25:45 How priorities have shifted for organizations 27:55 Which roles matter most 31:40 The future of the field coach 33:30 Who is an ideal enablement leader? 38:40 Showing off your skills online 40:35 On the Edge — Links Connect with Jen Bullock on LinkedIn Find Jen’s articles Connect with Steve Watt on LinkedIn Connect with Amber Mellano on LinkedIn Check out Seismic…

The Enablement Edge

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Changing the Perception of Enablement with Kunal Pandya, VP Global Revenue Enablement with Corsearch 37:32

33 weeks ago37:32

37:32

In today’s episode of The Enablement Edge , hosts Steve Watt and Heather Cole interview Kunal Pandya, VP of Global Revenue Enablement at Corsearch, and Founder & CEO of Sales Velocity Labs. Kunal is a seasoned expert in global revenue enablement, and he helps to explore how enablers can transform their roles and prove their strategic value within any organization. Arguing that the current perception of enablement as a cost center has made lasting impacts on the industry, Kunal emphasizes the importance of not shying away from the data. Kunal also provides practical advice for enablers seeking to elevate their function within their organization, underlining the importance of benchmarking and obtaining leadership buy-in before implementing enablement programs. By demonstrating how different levels of competence and performance can result in measurable revenue gaps, enablers can justify their initiatives and establish credibility. Amidst all of the data and metrics, Kunal does remind all of us that the people are what matter most in enablement. Empathy and human relationships are as foundational as anything else, especially as AI changes the way we work. — Guest Bio Kunal Pandya is the Vice President of Global Revenue Enablement at Corsearch and the Founding CEO of Sales Velocity Labs. With a rich background in championing sales enablement, Kunal has dedicated years to transforming the perception and impact of enablement functions in organizations. Kunal holds over 20 years of experience in the technology and high-growth SaaS industry. Throughout his career, he has built revenue impacting enablement functions and strategies for some of the fastest growing global tech companies, while at the same time being recognised as one of the top twenty enablers in the world. Kunal founded Sales Velocity Labs to elevate the effectiveness of worldwide sales enablement, to impact revenue by a minimum of 15%. — Guest Quote “The perception of enablement has been such that companies have laid off hundreds, if not thousands of enablers globally. This has to change. Because we cannot have enablement in that position. We know where it belongs, we just have to prove it. We have to make it believable.” — Time Stamps 00:00 Episode Start 01:08 Today’s Topic 03:00 Welcome Kunal 03:54 The biggest challenge facing enablement today 06:26 Why showcasing ROI is difficult, but necessary 09:55 Which four categories should enablers be measuring? 14:46 How to separate your impact from factors beyond your control 20:41 The path to continuous improvement 24:22 Highlighting the value of data 26:46 Kunal's advice for enablement leaders 32:00 On the Edge — Links Connect with Kunal Pandya on LinkedIn Check out Corsearch Check out Sales Velocity Labs Connect with Steve Watt on LinkedIn Connect with Amber Mellano on LinkedIn Check out Seismic…

The Enablement Edge

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Tomorrow’s Enablement for Today’s Leaders with Irina Soriano and Meganne Brezina 37:23

35 weeks ago37:23

37:23

In this week’s episode of The Enablement Edge , hosts Amber Mellano and Steve Watt are joined by Seismic’s own Irina Soriano and Meganne Brezina. The conversation revolves around their must-read book, "Tomorrow’s Enablement for Today’s Leaders," which introduces the transformative Enablement Value Chain (EVC) framework. The EVC approach underscores the criticality of integrating analytics, fostering cross-functional collaboration, and distinguishing between field enablement and field activation to drive tangible business outcomes. Irina and Meganne share valuable insights about field activation and its role in bolstering traditional enablement efforts. They share practical advice for leaders on measuring and demonstrating the impact of enablement programs in driving engagement, behavior change, and business outcomes. This methodical approach ensures enablement professionals can tangibly link their initiatives to organizational success, securing much-needed buy-in from leadership for continual investment in enablement activities. A recurring theme is the importance of adaptability and continuous learning in the rapidly evolving world of enablement. Irina and Meganne stress the need for a methodological yet flexible strategy that can scale as the organization grows, encouraging practitioners to push for innovation while exercising patience for outcomes. By sharing their experiences and actionable insights, the duo aims to equip fellow enablers with the knowledge and tools needed to advance their careers and significantly impact their organizations. — Guest Bio Irina Soriano, VP of Enablement at Seismic Irina has over a decade of global enablement leadership experience. She joined Seismic in 2019, taking on the challenge of establishing the company’s enablement department from the ground up. With diverse experience across Europe, Asia-Pacific, and the US, Irina possesses a deep understanding of varied markets and a successful track record in building enablement teams. Beyond her role, she's an active contributor to industry organizations, leading the New York Women in Sales Enablement (WiSE) chapter and she has been recognized as a Top 20 Enablement Influencer. Irina is committed to gender equality, published her first book, "Generation Brand," in 2021, and empowers individuals through TEDx talks and mentoring. She also founded SISTERLY with her sister Jo to create a community for women to liberate limiting beliefs and grow into their full potential in business. Irina resides in NYC with her husband, Chris, and is a stepmother to twins. Meganne Brezina, Senior Director, Enablement at Seismic An active participant in the enablement community and a practitioner for over ten years, Meganne was named a 2023 Enablement Legend Award winner by the Enablement Squad for her frequent contributions. She is a member of the Revenue Enablement Society and its Indianapolis chapter, and she founded and currently leads the Indianapolis chapter of Women in Sales Enablement. For WiSE, she also serves on their global board of directors as a global lead. Recently, she was invited to be an Enablement Advisor for RISE, a new organization conducting research and providing strategic insights to advance the profession of enablement. She earned her Certified Change Management Practitioner designation last year from ACMP and published a book with Irina Soriano called "Tomorrow's Enablement for Today's Leaders," which articulates an innovative approach to strategic enablement with the Enablement Value Chain. Outside of work, Meganne is a mother to three children under the age of seven, wife to her entrepreneurial husband Chuck, and still makes time to ride horses on a weekly basis. — Guest Quotes “There's a handful of us that have been doing this kind of thing for a long time, but there's still always the need for innovation. And it's very hard to sometimes get that information. We were just reaching a point where folks are like, ‘What else is there? I've done all of it. Where's the next best thing that I can implement in my practice?’ So we knew there was a need, but it was even much bigger than we originally anticipated.” – Irina Soriano “Due to the high velocity that many organizations are experiencing, this theory of change management is becoming more and more important. It's important in the way that we're communicating with the field. It's important in the way that we're managing our own enablement initiatives and how we're really rolling them out. ‘How are we doing this in an effective way that truly drives the behavior changes?’ And I think that all starts in the way that we manage that strategy up front.” – Meganne Brezina — Time Stamps 00:00 Episode Start 04:38 Meganne and Irina's key to enablement 05:39 Tomorrow's Enablement for Today's Leaders 09:58 What is different in the Enablement Value Chain (EVC) 13:40 Identifying the analytics that really matter 21:02 Field Enablement vs. Field Activation 25:10 What are field councils? 29:00 The state of enablement in 2024 32:20 On the Edge — Links Connect with Irina Soriano on LinkedIn Connect with Meganne Brezina on LinkedIn Connect with Steve Watt on LinkedIn Connect with Amber Mellano on LinkedIn Check out Seismic Check out Irina and Meganne’s book Tomorrow’s Enablement for Today’s Leaders…

The Enablement Edge

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How to Build an Enablement Function from Scratch with Nicole Ward from OneSource Virtual 34:13

37 weeks ago34:13

34:13

In this episode, Steve Watt and Amber Mellano are joined by Nicole Ward, Senior Director of Revenue Enablement at OneSource Virtual (OSV), to learn why she joined the organization as their first enablement hire and how she and the team found so much success. Nicole is an industry expert and thought leader who joined OSV after a decade of managing an award-winning team of enablement innovators at Citrix. Today, you’ll hear all about her remarkable achievements with OSV. Her highlights include a substantial reduction in new hire ramp time and time-to-first-opportunity, along with impressive improvements in deal sizes and win rates that she attributes to her strategic approach and collaboration with various business functions. Throughout the interview, Nicole emphasizes the importance of obtaining executive buy-in and stakeholder alignment early in the process to ensure success. She advocates for focusing on a few key pillars and avoiding the temptation to "boil the ocean” when first starting. Nicole's emphasis on leveraging data, maintaining ongoing communication, and building cross-functional relationships demonstrates how critical these elements are for effective enablement. By sharing her experience and practical advice, Nicole provides a clear roadmap for building a robust enablement function that can adapt and thrive amid organizational change. — Guest Bio Nicole Ward is a passionate and technology-forward global revenue enablement leader with over 14 years in the field. She is currently the Senior Director of Revenue Enablement at OneSource Virtual after a decade of managing an award-winning team of enablement innovators at Citrix. Nicole believes that a successful enablement program must be centered around empathy and be inclusive of all customer-facing teams. Nicole is a bridge builder who will work cross-functionally to drive productivity and ensure satisfaction with enablement programs. She is data-driven and process-oriented with a laser focus on bringing enablement into the context of actual opportunities with CRM integrations. On the personal side, Nicole is a multi-tasking mom who resides in London, Ontario, Canada with her husband James and two small children. She enjoys cooking, cycling, traveling, and she dreams of pursuing a sommelier certification someday. Fun fact: Prior to starting her family, Nicole was one of Canada's early lifestyle "influencers" and launched Canada's first conference targeted to style influencers in 2013. — Guest Quote “In enablement, we are bridge builders, and we are serial collaborators. It's all about connecting with people across the organization to understand what they do, how can I learn from them, what can they learn from me, how can I support them, what are their goals, can I attach myself to their goals, especially if they were key stakeholders in enablement. It's all about building your internal network.” — Time Stamps *(04:31) Nicole's key to enablement *(05:56) Coming in as the first enablement hire *(07:52) When do you know that you're ready for the next opportunity? *(09:56) Building out the enablement function before day one *(13:01) How to leverage the greater team around you *(15:50) The data behind Nicole and OSV's success *(18:40) Why you need to partner with your fellow business functions *(22:06) Being thrown into the deep end *(28:25) Nicole's advice for others *(30:45) On the Edge — Links Connect with Nicole Ward on LinkedIn Check out OneSource Virtual Connect with Steve Watt on LinkedIn Connect with Amber Mellano on LinkedIn Check out Seismic OneSource Virtual Revolutionizes Revenue Enablement Citrix Enhances Content Discovery The State of AI in Enablement Report…

The Enablement Edge

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AI and Enablement Unleashed with Jonathan Kvarfordt, Founder of GTM AI Academy 36:31

39 weeks ago36:31

36:31

In this episode of The Enablement Edge, Steve and Amber sit down with Jonathan Kvarfordt, Founder of GTM AI Academy, to explore the dynamic intersection of AI and enablement in the modern business landscape. Jonathan is an industry leader and an enablement expert. And in this episode, he reveals what originally fueled his fascination with AI and its potential to revolutionize enablement strategies. He shares the crucial skills and experiences that have been instrumental in his professional growth, shedding light on the innovative ways he leverages AI to optimize enablement processes. Steve, Amber, and Jonathan strike a balance between blue-skying possibilities for AI and enablement while also offering practical advice for those wishing to implement AI in their daily work. Some of the insights Jonathan shares include ways to implement AI tools to streamline processes, make data-driven decisions, and unlock new opportunities. Additionally, you’ll hear his “GRACE” framework that he uses every day when prompting tools like ChatGPT. Jonathan also discusses the broader implications of AI on the enablement landscape, highlighting its potential to revolutionize how teams operate and achieve their goals. He gives real-life examples of AI appliations that have led to substantial improvements in business performance, encouraging viewers to stay ahead of technological trends. Jonathan's insights offer a roadmap for those looking to advance their careers by integrating AI into their enablement strategies. — Guest Bio Jonathan Kvarfordt is the Founder of GTM AI Academy focusing on upskilling go-to-market teams and individuals in sales, customer success, marketing, and other functions with AI tools to do things better, faster, and easier. As a sales and enablement executive with 15+ years of experience, Jonathan develops, delivers, and implements enablement programs for global organizations, Fortune 500 clients, and startups. He has an established history of helping companies double their revenue through sales team transformation and the creation of enablement structures. He was recognized in SEC’s 2023 Enablement Ones to Watch report. — Guest Quote “I look at enablement as more than just a content person. Going back to the original question of ‘what are we actually here to do? And does that equal a live group training?’ Most of the time, no. But a lot of people associate enablement with live group training. That's not what enablement is. So I think that's the larger question of really understanding what are we actually here to do and how can AI influence or impact that and just leveraging it as any other tool as you would to be more productive.” – Jonathan Kvarfordt — Time Stamps *(00:00) Episode Start *(01:08) Today’s Topic *(03:24) Introducing Jonathan Kvarfordt *(04:53) What is GTM AI Academy? *(08:30) AI is not just about speed *(14:40) The scaling power of AI *(18:43) Enabling on empathy *(22:42) Enablement cannot be replaced *(27:45) How to level up your enablement team immediately with AI *(32:28) Building the perfect AI prompt using GRACE — Links Connect with Jonathan Kvarfordt on LinkedIn Check out GTM AI Academy Connect with Steve Watt on LinkedIn Connect with Amber Mellano on LinkedIn Check out Seismic The State of AI in Enablement Report…

The Enablement Edge

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Using Data to Secure Your Voice at the Table with Databricks' Nate Vogel 43:36

41 weeks ago43:36

43:36

In the debut episode of The Enablement Edge , hosts Steve and Heather chat with Nate Vogel, VP of Global Sales & Partner Enablement at Databricks, the world's first data intelligence platform powered by generative AI. Nate shares insights into his career journey, highlighting what sparked his passion for data, the skills and experiences that have propelled his success, and the innovative initiatives he’s implementing at Databricks. Throughout the interview, Nate emphasizes the importance of data in securing a "voice at the table" within an organization. He offers practical advice for viewers looking to enhance their own enablement strategies and underscores the importance of “being the truth-tellers” on your team. By leveraging data in decision-making processes, Nate explains how businesses can pinpoint opportunities, predict trends, and mitigate risks more effectively. This approach not only fosters innovation but also equips teams with the insights they need to drive strategic initiatives. You’ll hear real-life examples from Nate’s experience with Databricks to further drive his point home. Additionally, Steve and Heather ask about Nate’s other passion – mentorship. Nate shares personal anecdotes about the mentors who guided him throughout his career, and discussed how mentoring relationships can help mentees navigate challenges, avoid common pitfalls, and seize new opportunities. They underscored the dual benefit of mentorship, noting that while mentees gain knowledge and support, mentors also refine their leadership skills and broaden their perspectives. — Guest Bio Meet Nate Vogel, an accomplished professional with an impressive track record in the field of sales enablement with 30+ years’ experience leading teams at Southwestern Advantage, Tableau, Salesforce, Gong, and now Databricks as the Global Vice President of Sales Enablement. Before joining Databricks, Nate held the position of Global Vice President, GTM Enablement at Gong where he excelled in fostering growth and sales development within the organization, along with being a thought leader in the enablement community. Prior to that, Nate's expertise in enablement flourished during his nine-year tenure as Global Vice President of Sales & Partner Enablement at Tableau and Salesforce, where he spearheaded sales training, partner, and leadership development programs. Under his leadership, Nate expanded his team at Tableau from three enablement professionals to over 80+, empowering them to efficiently train thousands of sellers, leaders, and partners worldwide. — Guest Quote “In enablement, something that is important is to be truth tellers, to lead with data. Sometimes that data is ineffectiveness, and ineffectiveness of adoption. So this idea that you can go out and see adoption metrics and see what your customers are saying is super important.” — Timestamps *(00:00) Episode Start *(01:10) Today’s Topic *(02:50) Introducing Nate Vogel *(04:36) When Nate first realized the power of data *(07:40) The right enablement for the right people *(11:10) Why enablement starts with managers *(15:00) Measuring and doubling down on behavior changes *(19:10) Becoming truthtellers with data *(23:30) The strength of mentorship *(29:29) How to effectively scale mentorship programs within your organization *(32:25) What it means to have "no sharp elbows" *(35:35) Rapid fire questions — Links Connect with Nate Vogel on LinkedIn Check out Databricks Connect with Steve Watt on LinkedIn Connect with Heather Cole on LinkedIn Check out Seismic Seismic’s Enablement Maturity Assessment…

The Enablement Edge

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The Enablement Edge Podcast Trailer | Powered by Seismic 0:53

42 weeks ago0:53

0:53

Traditional go-to-market motions are a thing of the past, and one key function will shape the future of revenue generation: Enablement. The Enablement Edge – powered by Seismic – is bringing you the secrets, strategies, and tactics for enablement that drive meaningful impact. You’ll get valuable insights and expertise from enablement leaders to power GTM efficiency, productivity, and transformational change across your organization. Welcome to The Enablement Edge.…

The Enablement Edge

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The Best of Go-To-Market Magic 36:20

51 weeks ago36:20

36:20

We’ve spent 13 episodes uncovering key insights from experts in enablement, sales, marketing, customer success, revenue operations, and more. To celebrate the growth, learning, and invaluable wisdom we’ve heard along the way, we’re gathering the best of the best all into one episode. So whether you’ve tuned into every minute or are new to the Go-to-Market Magic scene, join us as we revisit some of the most insightful guests and captivating episodes we had the joy of creating. Here are the key takeaways: Toby Carrington emphasizes senior executives' role in guiding sales by providing strategic, value-rich interactions early in the sales cycle. Sangram Vajre shares that customer success teams should go beyond product features to act as business advisors and help articulate customer ROI stories. Sam McKenna focuses on the significance of humanizing sales interactions and improving the structure and substance of discovery calls. David Fisher advises a targeted approach to social selling to engage the right audience rather than pursuing a large, indiscriminate reach. Paul Norford champions the development of enablement resources for internal teams and channel partners, considering them an extension of the sales force. Juliana Stancampiano discusses AI's potential to enable SMEs to document and distribute institutional knowledge that is often unconsciously held by experts. Mark Kosoglow promotes the shift towards valuing post-sale success and maintaining customer relations alongside alignment between sales, marketing, and customer success initiatives. Dave Lichtman introduces the concept of a hybrid enablement function that integrates full-time personnel with specialized contractors, ensuring agility and breadth in enablement. It’s a mix of conversations, lessons, and actionable advice that will inspire, motivate, and prepare you to elevate your approach to enablement. Jump into the conversation: [00:00] Introduction [03:24] The importance of human connection in sales discussions [09:01] Improving sales through insights and relationships [11:00] Timing is crucial for successful senior executive engagement [15:51] Supporting CS leaders to succeed [17:46] Overcoming lip service to achieve real alignment [21:46] Value delivery in small, incremental steps [22:59] Understanding go-to-market, sticky products, and psychology [27:53] Prioritize internal and external team enablement strategies [32:35] Processes can be challenging [34:30] AI streamlines lesson creation and improves learning content [36:22] Watch out for season two Continue the conversation with these resources: See how to kick go-to-market chaos to the curb with better enablement. Learn more. Seismic is bringing the future of enablement to Boston, New York City, and Sydney for one day only as part of our Seismic City Tour. Join us!…

The Enablement Edge

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AI and the Expanding Scope of Enablement at Enterprises and Startups Alike 40:56

1 year ago40:56

40:56

Enablement is expanding beyond sales, especially as AI gains traction. But as AI integrates into the enablement landscape, how can you preserve and enhance your teams’ human strengths in customer interactions? We switched things up by inviting two guests to this roundtable episode to hear from companies both big and small. So, we’re talking with Steph White , Senior Director of Revenue Enablement at Loopio , and Rebecca Reyes , VP of Sales Enablement at IBM . Steph brings her passion for integrating AI into personal and professional development, and Rebecca highlights the transformative power of AI in sales and enablement. The conversation expands on revenue enablement’s role in transforming go-to-market teams, the importance of aligning with leadership for effective change, and fundamental selling skills despite technological advancements. Here are the key takeaways from our conversation with Steph and Rebecca: The role of enablement is evolving. It's no longer just about driving revenue; it's about creating a holistic client experience that focuses on impact and business outcomes beyond the initial sale. AI is a game-changer, but it's not replacing the human element. It's here to augment our capabilities, making tasks like emails and call summarization more efficient so you can focus on what truly matters — connecting with customers and honing in on core selling skills. Alignment is key. Whether with your leadership team or your sales strategy, ensuring that your enablement activities are synchronized with your company's core behaviors can steer you away from overextension and keep you grounded on the path to success. Jump into the conversation: [05:16] A focus on driving sales velocity for revenue [07:54] Enhancing team skills and client impact [14:00] Expanding client enablement and focusing on content creation [17:23] AI transforming from a dream to a reality phase [26:47] Using AI to complement and enable productivity [29:31] Focusing on basics for sales growth in 2024 [35:29] Heather and Steve’s takeaways Continue the conversation with these resources: Connect with Steph White and Rebecca Reyes to keep this conversation going. Looking to up your understanding of AI? Take IBM’s free course to start building your AI skills today. If you don’t already have a free account on IBM's SkillsBuild learning portal, you can sign up here . Learn more about Go-to-Market Magic and tune into past episodes at gotomarket-magic.com .…

The Enablement Edge

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How to Effectively Engage Your Executive Team to Win More Deals 38:19

1 year ago38:19

38:19

When was the last time you involved executive leadership in your sales process? If it’s something that feels daunting, nerve-wracking, or like too much work, this episode is for you. When leveraged correctly, you set your executive team up to come into the sales process swinging (and they’ll probably knock down that sale if you get our analogy). So why aren’t more people doing it? Toby Carrington , Chief Business Officer at Seismic , brings his invaluable insight into the critical yet nuanced art of engaging executives early in the sales cycle to build relationships, trust, and, ultimately, better business outcomes. Here are the key takeaways from our conversation with Toby: Engage executives early for meaningful impact: Involve senior executives early in the sales process to build relationships and trust rather than as a last-minute effort. The unique value senior leaders add, like domain expertise, peer-to-peer insights, and best practice sharing, enables genuine conversations focused on the prospective customer and outcomes rather than the product alone. Prioritize personalization and careful outreach: When reaching out to executives, personalization, authenticity, and relevance hold extreme importance. A strategic and well-briefed approach that ensures communication is tailored to the executive's preferences and context avoids BDRs and SDRs misusing their executive team’s time. Focus on strategic long-term relationships: Building longer-term strategic relationships, not just selling, involves understanding the context and background of the person, aligning interactions with the sales cycle, and maintaining genuine and human connections. Jump into the conversation: [03:18] The value of leveraging senior executives [06:11] Navigating timing within the sales cycle [08:22] Managing the fine line between relationship-building and sales objectives [14:49] Setting schedule boundaries [18:44] Understanding the role of authentic connections [24:10] Strategies for building engagement [29:02] Common pitfalls made when engaging executives in the sales cycle [31:25] Heather and Steve’s main takeaways Continue the conversation with these resources: Connect with Toby Carrington to keep this conversation going. Learn more about Go-to-Market Magic and tune into past episodes at gotomarket-magic.com .…

The Enablement Edge

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The Pulse of Enablement: Hot Topics and Insights from Industry Leaders 27:36

1 year ago27:36

27:36

What are the best and brightest minds in enablement talking about these days? In this special episode, we’re taking a pulse on the enablement industry and hearing directly from enablement professionals at Seismic’s annual Shift conference — including leaders from Loopio, Sands Capital, Bank of America, UPS, Experian, Proofpoint, and more. Along with Seismic’s Heather Cole and Steve Watt, they’ll reflect on the topics they wish more go-to-market leaders were discussing, the innovations they’re most excited about, and all things AI. Here are the key takeaways from this special edition of Go-to-Market Magic: Leverage AI to boost productivity: The prevailing opinion of AI at Shift 2023 was focused on how embracing AI today will help you automate mundane tasks, free up time for customer engagement, streamline workflows, and quickly and easily create both sales and enablement content. Lean on AI to improve faster: Productivity isn’t the only thing that AI can help teams improve though. Now, teams don’t have to guess at what’s working, they can know. Now, it’s possible for AI to give the entire go-to-market organization insight into what’s happening during a sales call — and how they can better support reps with training, coaching, and content. Maximize LinkedIn for social selling: Some of the most successful social selling programs are being led by enablement teams — and a thoughtful social selling program augments your selling ability rather than limiting you to a short-term transactional perspective. Jump into the conversation: [01:21] Loopio’s Stephanie White on how AI can make enablers even more impactful [01:51] Ways UPS is using AI to improve efficiency and prioritize their customers [02:37] Actionable ways to leverage AI for enablement (and how to mitigate common concerns voiced at Shift 2023) [05:00] Bank of America’s main hope within AI [12:19] Heather’s main takeaways for the audience on AI [15:44] Madison Glass on why Experian is a big proponent of LiveSocial for social selling [20:47] Why social engagement is crucial and what Tyler Murphy at ProofPoint had to say about being a thought leader on LinkedIn [22:09] Tips for navigating compliance in regulated versus non-regulated industries [23:27] Heather and Steve’s closing thoughts on rising above the noise, building better social profiles, and leveraging LinkedIn as a tool Continue the conversation with these resources: Shift 2023 might be over, but you don’t have to miss it next year. Sign up for the waitlist to be notified when registration goes live! Follow today’s special guests on LinkedIn for more insights like these — Loopio’s Stephanie White , Sands Capital’s Kenneth Lamar , Experian’s Madison Glass , and Proofpoint’s Tyler Murphy . Learn more about Seismic for Meetings , a new Seismic product that ensures sales teams can more effectively prepare, present, and follow up on every meeting and win more deals. Find out how Seismic LiveSocial can help you grow trust and win over customers and prospects alike on social media. Learn more about Go-to-Market Magic and tune into past episodes at gotomarket-magic.com .…

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