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Tune in to RES Podcasts: Insights from the Field, Solutions You Can Apply


At RES, we believe in the power of storytelling to connect and inspire our community. Our podcasts are designed to bring you closer to the real-world experiences and challenges faced by industry practitioners. Whether you're looking to gain insight from the field or find practical solutions to your own challenges, our two podcast series have something for everyone:

  • "Stories from the Trenches" – Hosted by Paul Norford, this series dives deep into the journeys and lessons learned by industry professionals. Hear firsthand accounts of the challenges they’ve overcome and the strategies that made the difference.
  • "Solution Salon" – Led by Mark Garrett Hayes, this podcast focuses on the practical side of problem-solving. Discover actionable steps and solutions from those who've tackled the toughest challenges.
We do podcasts because we believe that learning from one another's experiences is key to driving innovation and success. So, plug in and get ready to take your next step—no matter where you are in your journey.

Don’t miss out—subscribe today and take these valuable insights with you wherever you go!

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Ep. 2 - Revolutionizing Buyer Engagement: Sirion’s Success with Digital Sales Rooms

Episode Summary:

In this episode, we explore how Sirion is navigating the challenges of a highly competitive and tech-savvy market. With traditional sales methods becoming less effective and buying groups growing more sophisticated, Sirion recognized the need for a fresh approach. By adopting Digital Sales Rooms (DSRs), they’ve transformed their sales process to create more meaningful and impactful buyer interactions. Join us as we discuss how Sirion’s enablement team is leading the way in modernizing sales strategies to meet the evolving demands of today’s buyers.

Key Takeaways:

The Challenge: Traditional digital sales methods no longer captured the attention of sophisticated buying groups, making it harder to differentiate and close deals.

The Approach: Sirion revolutionized its selling experience by embracing Digital Sales Rooms (DSRs) through a partnership with Mindtickle. They didn’t just implement a new tool—they reimagined the entire sales process to create collaborative, engaging, and persistent spaces that align with modern buyers’ needs.

The Impact: In just three months, over 50% of Sirion’s new opportunities utilized these digital spaces, resulting in faster deal cycles and successful closures of complex deals with major clients. The enhanced buyer engagement and personalized experiences led to a 19% increase in win rates for deals involving DSRs.

Looking Forward: Sirion is not stopping with DSRs. They are exploring the integration of AI tools like Copilot and Call AI to further enhance their sales process, ensuring their team stays ahead in delivering exceptional customer experiences.

Listen now to discover how Sirion is setting a new standard in sales effectiveness through Digital Sales Rooms, driving success in a competitive market!

Ep. 1 - Redefining the Academy Approach: GE Healthcare's Journey to Sales Empowerment

Episode Summary:

In this episode, we explore the critical challenges GE Healthcare faced as their markets and customer needs evolved, leaving their sales teams struggling to keep up. Recognizing the widening skills gap, GE Healthcare assembled a cross-functional team to tackle the issue head-on, ultimately leading to the creation of the PDx Sales Academy. Join us as we delve into the difficulties they encountered, the rigorous process of selecting the right partner in Imparta, and the lessons learned from implementing a globally scalable sales enablement program.

Key Takeaways:

The Challenge: Understand the urgent need for GE Healthcare to overhaul their sales training. As markets advanced, the gap in their sales teams' skills became a critical issue that demanded immediate action.

The Approach: Gain insights from Michelle at Imparta on how they addressed these challenges through tailored learning journeys, with a focus on pilots like Creating Client Value and Sales Coaching, and the pivotal role of leadership support in successful deployments.

Business Impact: Discover the significant changes that resulted from the training, including improved sales team engagement and a shift in client interactions, marking a turning point for GE Healthcare’s sales effectiveness.

Looking Forward: Kerry shares the ongoing challenges and future direction for the PDx Sales Academy, including the role of AI and other advanced tools in further enhancing sales performance.

Ep. 1 - Amanda Whiteside - Building Companywide Credibility in Revenue Enablement

Episode Summary:

In this engaging podcast episode, Norf and Amanda Whiteside discuss the evolving landscape of revenue enablement, Amanda's journey from traditional sales enablement to her current role as Global VP of Revenue Enablement at Freshworks, and the strategies she employs to align enablement with business outcomes. They explore the importance of building credibility within organizations, the challenges of global enablement, and the role of technology and AI in enhancing enablement efforts. Amanda shares valuable insights for aspiring enablement leaders and emphasizes the significance of collaboration between marketing and enablement teams.

Key Takeaways/Episode Description

Amanda Whiteside is a trailblazer for Enablement at Freshworks and has made significant strides in transforming the field while championing female empowerment. She highlights the importance of building credibility for enablement to secure organizational support and stresses the need to align initiatives with business outcomes. Amanda also recognizes the unique challenges of global enablement, emphasizing the importance of prioritization and tailoring content to different teams. She believes leveraging technology and AI can significantly enhance the enablement process and underscores the critical role of collaboration between marketing and enablement. For aspiring leaders, she advises focusing on understanding stakeholder pain points to drive success.

With over 15 years of experience driving transformative initiatives for Fortune 100 companies, Amanda is currently the Global Vice President of Revenue Enablement at Freshworks, the leading provider of Cloud-based Customer Engagement software. In this role, she leads high-impact teams to create customer-centric solutions that deliver measurable growth.

Be sure to subscribe and follow the Revenue Enablement Society on LinkedIn for exciting announcements about what's next for the podcast!