In this episode, we dive deep into the world of revenue enablement with Michelle Campanella, Senior Director of Revenue Enablement at Azul. With over two decades of experience, Michelle has honed her expertise in driving growth, optimizing sales processes, and developing scalable onboarding programs. She shares her journey from the call centers of Verizon Wireless, where she first discovered her passion for training and development, to navigating the complexities of sales enablement in today's fast-paced environment.
Michelle highlights the importance of agility in business, especially in a world where traditional training models are becoming obsolete. She explains how the shift from lengthy training sessions to bite-sized, impactful lessons has allowed her to keep sales teams engaged and performing at their best. Throughout the episode, she discusses the strategies she's used to build repeatable, scalable systems that enhance sales productivity, even as a one-person team.
One of the key themes Michelle explores is the role of technology in scaling revenue enablement. She shares how she’s leveraged tools like HighSpot to push content, assess engagement, and provide one-on-one coaching across a global sales force. Her ability to automate training processes while still delivering personalized coaching has been instrumental in scaling Azul's sales enablement efforts.
We also touch on the growing influence of AI in sales enablement, and Michelle outlines how she envisions AI helping her team automate reporting, improve coaching efficiency, and streamline sales processes. As technology continues to evolve, Michelle is focused on adopting the right tools to maintain Azul’s competitive edge in the market.
Michelle provides valuable insights into how businesses can improve their sales enablement processes, with a focus on aligning training with real-world application and ensuring that every training initiative ties back to measurable outcomes. She also gives advice to those in similar roles, emphasizing the importance of networking, staying connected with industry peers, and continually learning from others’ best practices.
If you're in the world of revenue or sales enablement, this episode is packed with actionable insights on building scalable, efficient systems that drive growth. Reach out to Michelle via LinkedIn for more conversations on sales strategies and enablement.
To contact Michelle, connect with her on LinkedIn: www.linkedin.com/in/michellemcampanella/. For marketing needs or to get in touch with Devon, visit nextgengrowth.com.
