Shows
Another Bright Spark PodcastS01 Episode Five – PaulBrand advocate, edutainer, marketeer, professional enabler, YouTuber, LinkedIn and Social media strategist, public speaker, professional and personal mentor... we're talking to the one and only Mr Paul "True Norf" Norford.
2025-01-0931 min
Revenue Enablement Society - Stories From The TrenchesEpisode 01 - Amanda Whiteside - Building Companywide Credibility in Revenue EnablementAmanda 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 d...2024-11-2138 min
Revenue Enablement Society - Stories From The TrenchesEp. 79 - Juliana Stancampiano - The Evolution and Future of Sales EnablementHow has the role of sales enablement transformed since its early days, and what does this mean for the future? Join me for my final episode of "Stories from the Trenches" as I sit down with Juliana Stancampiano, CEO of Oxygen and former board president of the Revenue Enablement Society (RES). We trace Sales/Revenue Enablement's transition from traditional sales training to the more holistic approach of modern sales enablement, emphasizing the diverse backgrounds of professionals in the field. We dive into the critical role of organized processes, clear metrics, and continuous learning in driving sales performance an...2024-06-0435 min
Revenue Enablement Society - Stories From The TrenchesEp. 78 - Keenan - The S.P.E.E.D. Revenue Enablement ModelHave you ever wondered why some sales teams consistently hit their targets while others struggle? Keenan, CEO of A Sales Growth Company and acclaimed author behind "Gap Selling," rejoins me on the podcast to unravel the secrets of enabling high-performing sales teams with his innovative S.P.E.E.D. model. Gain insights into creating enablement impact by prioritizing actual sales performance outcomes and aligning strategies with critical business metrics sales leadership uses. Learn about integrating the three layers of training, skill development, and forecasting into your enablement framework and how to embrace the shift fr...2024-05-2231 min
Revenue Enablement Society - Stories From The TrenchesEp. 76 - Stephanie White - The Power of Community and Personal NetworkNone of us is as smart as all of us. Engaging with peer groups and industry networks can accelerate your career, enhance your skills, and provide invaluable professional development.In this episode, we explore the transformative power of communities and personal networks with Stephanie White, Sr. Director of Revenue Enablement at Medallia. Stephanie highlights the tangible benefits she's gained from participating in various revenue enablement communities, fostering a sense of belonging and camraderie. Whether you're looking to tackle complex challenges, stay ahead of industry trends, or simply connect with like minded professionals this episode is...2024-05-0730 min
Revenue Enablement Society - Stories From The TrenchesEp. 75 - Tim Riesterer & Chris Kingman - DigitalNow Revenue Summit Topics and TrendsThis episode features Tim Riesterer, Emblaze's Chief Research Officer, and Chris Kingman of the RES board, sharing their observations from the Emblaze conference earlier this month.Tim and Chris delve into details about insights and practical strategies shared by speakers and panels on integrating enablement . They also discuss the undeniable impact of strategic enablement, when it aligns perfectly with company revenue objectives. You'll hear their insights on:The digital transformation in SalesEnablement driven by intiativeThe role of AI in sales coachingThe critical role of customer feedbackThe evolution of sales discoveryPlease subscibe o...2024-04-1642 min
The Enablement EdgeThe Best of Go-To-Market MagicWe’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 guidin...2024-04-1136 min
Revenue Enablement Society - Stories From The TrenchesEp. 74 - Sibusiso Msomi - Sales Enablement vs. Sales TrainingMy guest Sibusiso Msomi is a sales enablement pioneer in South Africa and in this episode we explore his career evolution and what he learned when making the strategic shift sales training to sales enablement:How shifting from sales training to sales enablement to provide more comprehensive solutions that integrate training, tools, and processes, enhancing overall sales effectiveness and what that looks like.How engagement with clients has evolved from focusing solely on skills to aligning sales strategies with broader business outcomes.Results, positive outcomes and improved sales metrics since moving into sales enablement.The introduction, reception and ev...2024-04-0233 min
Revenue Enablement Society - Stories From The TrenchesEp. 73 - Alex Berry - The Evolution Of SDR RolesIn 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 a...2024-03-1930 min
Revenue Enablement Society - Stories From The TrenchesEp. 72 - Dayna Williams - Building A Blueprint for AIHow 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 sh...2024-03-0531 min
Revenue Enablement Society - Stories From The TrenchesEp. 71 - Peter Ostrow - Maximizing The Effectiveness of A.I.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 B...2024-02-1928 min
Revenue Enablement Society - Stories From The TrenchesEp. 70 - Sandy Robinson - Aligning Rev Ops and Rev EnablementIn 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 da...2024-02-1031 min
Radical OutcomesPresenting a True Creative Catalyst for 2024Paul Norford's title is merely a clue to all the amazing left and right brain skills he has cultivated since childhood. As VP, Global Enablement and Chief Solutions Evangelist for Ivanti, Norf literally is a bundle of content-producing, technical know- how, storytelling prowess and "phygital" genius. (He'll explain). This podcast offers extraordinary inspiration for any creative heading into the new year.2024-01-2345 min
Revenue Enablement Society - Stories From The TrenchesEp. 69 - Meet Gail Behun, New RES President!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 h...2024-01-2327 min
Revenue Enablement Society - Stories From The TrenchesEp. 68 - Rodney Umrah - Tiger Seller ProfilesHave 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...2024-01-0929 min
Revenue Enablement Society - Stories From The TrenchesEp. 66 - Jerry Pharr - Measuring Enablement Impact That Has CredibilityWhy do sales leaders undervalue their enablement teams? With all the conversations and opinions about how to measure and demonstrate business impact are Enablement teams actually gaining credibility? Jerry Farr, founder of Sales Excellence Advisors, joined me recently and shared his unique insights on why sales leaders might still be undervaluing their enablement teams and how Enablement leaders and teams can flip that perception.How do sales leaders really perceive the value of Enablement?Do Sales leaders hesitate to include the Enablement team in C-level meetings?How credible are typical attempts to measure Enablement impact?Is there a wa...2023-12-0529 min
Revenue Enablement Society - Stories From The TrenchesEp. 65 - Paul "Norf" Norford - The Digital Aspects of EnablementEver wondered how to successfully make the shift from "doing digital" to "being digital"? In this episode Paul "Norf" Norford, VP of Global Enablement at Ivanti enlightens us with his insights on this topic and discusses the usage of digital platforms like YouTube and LinkedIn for skill enhancement.What are the digital aspects of Enablement?Doing digital vs. being digitalUsing micro learning and JIT trainingLeading with storiesPaul ‘Norf’ Norford is the VP Sales Enablement and Chief Evangelist at Ivanti. He's super-passionate about helping people, partners and customers change the way they do business. Norf brings vast indust...2023-11-2132 min
Revenue Enablement Society - Stories From The TrenchesEp. 64 - Jonathan "Coach K" Kvarfordt - Enablement AIDo you ever wonder about the intriguing intersection of AI and sales enablement? Join us as we sit down with Jonathan Carford, aka Coach K, the new head of revenue enablement for an exciting startup, Symmetric. Unravel the mystery between predictive analytics and true AI as Jonathan shines a light on their key differences and how to unlock the full potential of each platform to streamline your work and increase efficiency. Strolling through the futuristic world of AI application in sales, we marvel at the brilliant revolution it brings. Imagine having an interactive AI persona to practice y...2023-11-0730 min
Revenue Enablement Society - Stories From The TrenchesEp. 63 - Irina Soriano - Social & Life BrandsDiscover the transformative power of a life brand in this episode with Irina Soriano, Vice President of Enablement at Seismic. Join us as we explore the concept of a life brand - one that transcends self-promotion, and instead, emphasizes service to others and contributing to the community. We'll hear Irina's insights on how this unique approach to branding can significantly alter the perception of enablement professionals and leaders. She also opens up about her personal journey in enablement and the profound impact it has made on her life.What is a "life-brand"?Using your life brand to build c...2023-10-2429 min
Revenue Enablement Society - Stories From The TrenchesEp. 62 - Recorded Live at the SES Experience - Stories of Personal EvolutionWho doesn't love a great success story? This year the Sales Enablement Society Experience was held in San Diego and the theme was "The Enablement Evolution". For this episode I had the opportunity to sit down with 10 different Revenue Enablement pros and listen to their stories about personal and career Evolution. They shared great ideas that were new to me and I'm sure you're going to enjoy listening to them just as much as I did!Thank you Mike Simmons, Sheryl Buscheck, Jill Guardia, Amy Levine, Chuck Marcouiller, Fiona Simpson, Michael Galvin, Michelle Dieschbourg, Sandy R...2023-10-1026 min
The Enablement EdgeBridging the Gap between Enablement and Evangelism with Paul NorfordSales enablement ensures your sales teams are well-prepared and efficient in their efforts.Sales evangelism taps into the power of customer advocacy and word-of-mouth marketing.Both are essential for a business's success by driving sales growth, enhancing brand reputation, and fostering customer loyalty.Paul Norford, a seasoned enablement expert from Ivanti, delves into the dynamic world of enablement and evangelism in the tech industry and how the two functions are related. In this episode, we discuss the transformative power of revenue enablement, emphasizing the human aspect, storytelling, and adaptability as key drivers...2023-10-0540 min
Revenue Enablement Society - Stories From The TrenchesEp. 61 - Brett Childs - SDR EnablementGet ready to unlock the secrets of successful SDR enablement with Brett Childs.. This episode sees us peeling back the layers of the often under-appreciated role of the Sales Development Representatives (SDRs), the true warriors at the frontline of the customer journey. Brett pulls back the curtain on his proven approach to enabling SDR teams, one that prioritizes tracking every step of the sales process and honing individual skill sets. He walks us through his system that includes watching the conversion ratios and behaviors, and using this data to pinpoint the needed skills for each individual. If y...2023-09-1928 min
Revenue Enablement Society - Stories From The TrenchesEp. 60 - SES: Expertise and Member Engagement EvolutionI recently sat down with the 4 newest members of the Sales Enablement Society Board of Directors to talk about the evolution of Sales Enablement and the Sales Enablement Society itself. Del Nakhi, Gail Behun, Mary Beth Hanifer, and Chris Kingman share their experiences, passions, and talk about the SES initiatives they're each leading. You'll hear Del talk about engaging members with compelling content while Gail is on a mission to strengthen our community. Mary Beth is leveraging her extensive experience in sales and enablement serving as our secretary, and Chris is working on a thrilling project with Johns Hopkins...2023-09-0528 min
Revenue Enablement Society - Stories From The TrenchesEp. 59 - Jenn Glabicky - Organized and Accessible CollateralIn this engaging session with Jenn Glabicky, she shares her innovative approach to collateral organization with an emphasis on the importance of sales and marketing teams working together to enhance the buyer experience.Together we unpacked:How collateral is viewed from both Marketing and Enablement perspectivesCreating a plan for organizing and reviewing collateralEnsuring cross-functional alignment during collateral auditsWhere collateral should live in an organizationJenn Glabicky's background in corporate sales and leadership expands over several industries including healthcare, sports, and finance. She has a proven record of success implementing enablement, marketing and leadership strategies to...2023-08-1529 min
Revenue Enablement Society - Stories From The TrenchesEp. 58 - Meagan Davis - Aligning Enablement, Customer Success and Customer ExperienceOn this episode my guest is Meagan Davis, the Director of Sales Enablement at Hunters. Please join us as she shares her experiences and perspectives on not just enablement for sales teams, but for also marketing, customer success, and sales engineering teams. She also introduces customer certification into the mix - a bridge that fosters empathy and shared experiences between the Go-to-Market teams, prospects and customers. Meagan underlines the significance of unearthing business outcomes, objectives, and the art of effectively passing sales notes to the customer success team. Meagan is a lifelong learner, a believer in...2023-08-0125 min
Revenue Enablement Society - Stories From The TrenchesEp. 57 - Kieran Smith - Are You Strategic Or Operational?Navigating sales enablement can be a labyrinth, but not when you have a strategic vision and the right metrics to guide you. In Episode 57 we dive into a discussion about what separates operational vs. strategic Enablement and how to develop a data driven strategy that has measurable impact. Learn how to:Differentiate between operational and strategic EnablementUse metrics to understand what can be measured, influenced and controlledAlign your tech stack to support data driven strategic EnablementUse language to change the perceptions of EnablementBegin the transition from operational to strategic EnablementKieran Smith manages EMEA and APAC GTM E...2023-07-1836 min
Revenue Enablement Society - Stories From The TrenchesEp. 56 - Felix Krueger - Developing Strategic Stakeholder RelationshipsGet ready to secure your seat at the table where business decisions are made as we unravel the important role of stakeholder management in sales enablement. We're joined by the always insightful Felix Kruger, a name synonymous with sales enablement, founder of FFWD, and the voice behind the popular podcast, State of Sales Enablement. We talked about:The importance of stakeholder management in EnablementEffective strategies for building strong relationships - even difficult onesHow to demonstrate value and impact to stakeholders to secure buy-in The importance of effective strategic communicationHow to avoid the most common pitfalls in stakeholder management2023-07-0438 min
Revenue Enablement Society - Stories From The TrenchesEp. 55 - Priya Sachdev - Sales Automation To IntegrationAre you navigating the complex landscape of tech-driven sales enablement? Join me as I chat with Priya Sachdev, founder of Sprouting Shoots, who sheds light on this often overwhelming topic and how to avoid the pitfalls of "shiny object syndrome." Learn from Priya's expertise on striking the perfect balance between technology adoption and practical application, as well as understanding the driving force behind the advancements in sales management technology. During our conversation Priya shared her insights on:Why Sellers often hate technologyWhy the return on time invested can be very lowOvercoming adoption challenges such as underutilization and churnWhy t...2023-06-2031 min
Chief Evangelist with Ethan Beute026 Paul Norford (Ivanti) on The Art and Skill of CommunicationToday’s guest is Paul Norford, VP of Global Enablement & Chief Evangelist at Ivanti. Paul joins Ethan Beute to share how crucial it is for an evangelist to have the ability to tell a compelling story with passion and enthusiasm. These narratives can effortlessly draw in the audience and foster a meaningful connection.Paul also explains the profound impact that the art of communication, customer empathy, and emotional intelligence have had on him. He urges us to ask relevant questions, which creates valuable insights.Takeaways:The most important part of being a...2023-06-1559 min
Revenue Enablement Society - Stories From The TrenchesEp. 54 - Phil Putnam - Nurturing And Motivating The Whole PersonIn this episode discover the power of nurturing the whole person. Learn why motivation is the cornerstone of effective coaching and how each individual's desired work experience fuels it. We also cover the importance of equality in the workplace, especially concerning gender and motherhood. Listen in as we explore how embracing the whole person, understanding motivation, and striving for equality can unleash human potential and create a more fulfilling work experience for all.Phil Putnam is a listener, executive operator and enablement leader. In his current role as VP of Sales Enablement at Notified, his days are s...2023-06-0637 min
Revenue Enablement Society - Stories From The TrenchesEp. 53 - Alli Rizacos - Conquering Imposter SyndromeHave you ever doubted your abilities and felt like a fraud, despite being very competent? Have you tried to help a friend dealing with feelings of inadequacy? If so you've likely experienced Imposter Syndrome which causes people to feel anxious and inadequate and affects their mental well-being. Learning to overcome it is a critical skill for sustained mental health.For this special Mental Health Month episode professional Imposter Syndrome Coach Alli Rizacos joins us to share insights into Imposter Syndrome and techniques that anyone can use to help conquer it. Listen in and learn about:👉 The ro...2023-05-1635 min