Shows
iDesign LabBrian Forti's Creative Journey from Television to Live TheaterSend us a textWhen Brian Forti visualized himself sitting in a theater surrounded by performers while meditating on a mountain in Sedona, he had no idea the universe was preparing him for the next chapter of his remarkable career. Two weeks later, a phone call led him to the Faena Hotel in Miami Beach, where he's spent the last decade designing immersive theatrical experiences that blend luxury, artistry, and innovation.This journey from television producer to theatrical visionary didn't happen overnight. Brian's story begins with founding 40 Lane Entertainment in 1986, riding the wave of MTV's...2025-04-0355 min
The Brian D. O'Leary ShowReading People – Human Typology with Scott Fischbuch After a long delay in production … Brian hosts Scott Fischbuch, a Jungian Typology expert, for an in-depth conversation on personality types and his methods. Scott explains his approach to personality typing, which involves analyzing preferences in conversation, turns of phrase, and behavioral mannerisms. Brian shares his journey into podcasting and reflects on how his personality type has evolved. Scott identifies Brian's personality type as ISTJ and explains the significance of introverted sensing and extraverted intuition. They discuss the impact of cultural influences on personality and the importance of effort and team dyna...2025-02-281h 16
The Industrial Talk Podcast NetworkBrian Brzinski with AMMS ConsultingIndustrial Talk is onsite at Accruent Insights and talking to Brian Brzinski, Founder/CEO at AMSS Consulting about "Digital Transformation and need for Qualified Sherpas for the Journey".
Scott MacKenzie interviews Brian Brzinski, CEO of Advanced Management Systems and Services (AMSS), at the Insight event in San Antonio, Texas. Brzinski discusses his journey from a steel mill laborer to founding AMSS 14 years ago, which provides consulting services to manufacturers and facility managers. He emphasizes the importance of pragmatic approaches to AI and IoT implementation, helping clients optimize their systems without unnecessary expenditure. Brzinski also highlights the challenges of staffing and t...2025-01-1720 min
The Industrial Talk Podcast NetworkBrian Hronchek with EruditioIndustrial Talk is onsite at SMRP 31 and talking to Brian Hronchek, Principal Trainer at Eruditio about "In the oversaturated world of Technology it always gets down to the people".
Scott MacKenzie and Brian Hronchek discuss the importance of people in industrial innovation and the challenges faced in the reliability, maintenance, and asset management sectors. Brian shares his background, including his service in the Marines and transition to the reliability field at US Steel. They highlight the disconnect between the availability of technology and the lack of trained personnel, attributing it to a shift in corporate focus from employees and customers...2024-08-2120 min
Optimized Advisor PodcastOptimizing Long-Term Care: Insights for Financial Advisors and Affluent Clients with Brian OttScott welcomed Brian Ott to the studio along with Nick Bernatowicz to discuss the importance and intricacies of long-term care (LTC) planning. Brian Ott, RICP, CLTC, is founder and president of 525 Advisors LLC, an independent insurance agency that specializes in asset-based long-term care insurance planning. He is also the host of Long-Term Care Radio which is aired in multiple markets and produced as a weekly podcast. Brian has been recognized nationally as a top producer and continues to build his practice through marketing focused on education.In this episode you’ll learn the following: Spec...2024-06-2134 min
Inside: Sales EnablementISEs3 Ep10: Dr. Brian Lambert Pt 2 – Co-Founder, Orchestrator, and Value ArchitectIn Episode 10 Dr. Brian Lambert is back in the Orchestrate Sales Studios with Erich Starrett, for part two of a two-part interview. Dr. Lambert is a Digital Value Architect at Elastic, co-founder of OSC, SES, and co-host of Inside Sales Enablement seasons one and two.In this segment we pivot from past to present and future, with an emphasis on the impact of AI and the new data = fuel paradigm. Highlights from the second part of our interview:PAST⌛️ What is Brian's take on the recent move by primary research companies to shift from...2024-03-1930 min
Inside: Sales EnablementISEs3 Ep9: Dr. Brian Lambert Pt 1 - Co-Founder, Orchestrator, and Value ArchitectErich Starrett hosts Dr. Brian Lambert - co-founder of OSC, SES, and co-host of Inside Sales Enablement seasons one and two, back in the Orchestrate Sales Studios, for part one of two. A treat to have the epitome of past, present, and future enablement back on the property.And yes, of course he was there at the original founding and one of the ~hundred four founders I'm on a mission to interview over time was right there with @Scott Santucci and the other 99-ish.And BOY has it grown! He did a Google search on Sa...2024-03-0830 min
In The Thick of It#25: Brian Borichevsky, Founder & CEO | ROK GolfGet inside the mind of a scrappy solo founder as we talk with Brian Borichevsky, the CEO and pioneer behind indoor golf entertainment startup ROK Golf. With no prior experience starting his own business but equipped with ample vision, Brian bootstrapped his unique concept from the ground up, tapping into his life savings to open the first high-tech swing analysis bay location in 2018.In this episode, Brian gives an inside look at the Tribe of solo entrepreneurs by sharing his real-world journey - the idea lightbulb moment, navigating start-up unknowns and learning curves as...2024-02-191h 48
Inside: Sales EnablementISEs3 Ep2: Scott Santucci Pt2 - The Birth of the Sales Enablement SocietyWelcome to Inside Sales Enablement, Season three, where we take a leap into the enablement time machine and...> Take a look back with those who played a part in enablement history. > Pause in the present and hit on a few modern themes> And then shift our focus to the future and what it may bring for enablement teams. Hello and welcome! I'm Erich Starrett. I started out as an ISE "Insider Nation" devotee of Sales Enablement Society founding father Scott, Santucci, and trailblazer Dr. Brian Lambert. I then collaborated with them...2023-12-1944 min
The Two Bucks PodcastGoing All in on Dialed w/ Scott Bakken |Two Bucks Podcast #70On this episode of the Two Bucks Podcast, Brian talks with Scott Bakken about going all in and building a premium archery sight company from scratch!
Scott is COO and Co-Founder of Dialed Archery – a new player in the adjustable pin sight industry. Scott and his team are building a brand from the ground up and putting everything they have into making the dream come true. Scott shares his history in the outdoor industry, and how he was able to leverage everything he has learned and saved over the years to start Dialed, and how he...2023-12-051h 33
Inside: Sales EnablementISEs3 Ep1: Scott Santucci Pt1 - Before the Sales Enablement SocietyEpisode 64: ISE Season 3#1: BSESWelcome to "season three" of Inside Sales Enablement ...ISE - focused on Enablement History. I'm Erich Starrett. I started out in the ISE audience listening to SES Founding Father Scott Santucci and Trailblazer Dr. Brian Lambert', and then collaborated with them to build OrchestrateSales.com to be the global home for the ISE Podcast and related resources for Sales Enablement #Orchestrators, including Sales Enablement Society history.It is the week of the seventh anniversary of the official signing of the SES into reality by the ~100 Fore-founders in Palm Beach, November of 2016. W...2023-11-2142 min
Great Night Audio FeedGreat Night #119: Green Room (w/ Scott Sigler)Join Brett Weaver, Bryce, Scott Sigler, Brian, and Justin in the Green Room.
AI chatbots: coming to get you, says local loon. Pixar's Football. Scott Sigler joins us to talk about his writing style and the research that goes into writing military sci-fi.
Plus, Bryce talks CRT including the upcoming Qatar Grand Prix
Grab Scott's brand-new book "The Crypt: Shakedown" now! https://scottsigler.com/products/shakedown
Enter Bryce's Blind Corners F1 predicting game: https://blindcorners.substack.com/
World's Greatest Con season 3! Go! https://shows.acast.com/worlds-greatest-con
LFG Marbles! https://marbles.win/
Get a...2023-10-0400 min
Great Night Video FeedGreat Night #119: Green Room (w/ Scott Sigler)Join Brett Weaver, Bryce, Scott Sigler, Brian, and Justin in the Green Room.
AI chatbots: coming to get you, says local loon. Pixar's Football. Scott Sigler joins us to talk about his writing style and the research that goes into writing military sci-fi.
Plus, Bryce talks CRT including the upcoming Qatar Grand Prix
Grab Scott's brand-new book "The Crypt: Shakedown" now! https://scottsigler.com/products/shakedown
Enter Bryce's Blind Corners F1 predicting game: https://blindcorners.substack.com/
World's Greatest Con season 3! Go! https://shows.acast.com/worlds-greatest-con
LFG Marbles! https://marbles.win/
Get a...2023-10-0400 min
In The Thick of It#2: Brian Terrell, Founder | BTerrell GroupAbout this episode:Get ready to be inspired! Join us for a chat with Brian Terrell, the cool founder of BTerrell Group. We dive into his incredible journey from farm life in Texas to becoming a tech maverick in the accounting industry. During this episode, Brian and I explore the ups and downs of entrepreneurship, the risks he took, and the thrilling world of DOS-based accounting systems (remember those?).About Brian:Born in Plainview, Texas, Brian grew up on a family farm where he learned to create value through hard work. From there, he...2023-08-2840 min
Fourth Horseman PressBrian A. Dixon & Adam Chamberlain on Visions of Evil in MillenniumAssociate Publisher Adam Chamberlain interviews Publisher Brian A. Dixon about his perspectives on Millennium (1996-99) for Back to Frank Black (2012), an unprecedented volume from Fourth Horseman Press exploring the landmark television series. Dixon shares his view of Frank Black as the epitome of the detective as he considers the character's place in the history of the mystery genre. Meanwhile, Chamberlain talks about the many faces of evil that find form across the series.Created by Chris Carter, Millennium tells the story of Frank Black (Lance Henriksen), a legendary forensic profiler gifted with the ability to see into the m...2023-03-1051 min
The Ortho ShowHosted by Dr. Scott Sigman – “Brian Hodorek”This episode is brought to you by TrackableMed. Find out more about TrackableMed here.
Brian Hodorek is the CEO and Co-Founder of Ignite Orthopedics and joins us for his great entrepreneur story. At 37 years old with his friend, they broke away from their career to start their own orthopedic implant company. He goes through the process of starting this company with his partner, the formation of the surgeon advisory board and going through the process of getting the business off the ground.
Brian's background includes being in the orthopedic industry since 2001, with experience in R&D including Product Development Engineer...2022-08-0338 min
Page Break with Brian McClellanEp 44 - Scott Lynch - Epic Fantasy AuthorBrian's guest this week is epic fantasy author Scott Lynch! Scott is the author of the critically-acclaimed and best-selling Lies of Locke Lamora and the follow-ups Red Seas Under Red Skies and The Republic of Thieves.Scott and Brian talk about the double-edged nature of being a writer during the pandemic, and the need to attend to your physical health even when you don’t want to. They also discuss Scott’s ongoing battle with mental health issues and how they’ve affected his career, both publicly and privately. Finally, Scott chats about where he’s at with...2022-06-141h 22
Fader Jocks PodcastEpisode 12: Sugarland Guitarist - Scott Patton
For almost three decades, Scott Patton has travelled the world, working on stages and in studios with some of the music industry’s most successful artists. As both a guitarist and a music producer, his prowess and creativity have been heard on radios, TV’s, and streaming apps by millions and millions of people world-wide.
Currently, he is the Musical Director and lead guitarist for singer/songwriter/actress Jennifer Nettles. Scott produced and played guitar on her newest song, “Sassy On Sunday”, which was prominently featured in the HBO hit comedy, “The Righteous Gemstones”
Since 2004...2022-03-242h 23
The Scott ShowGoing BigTime with CEO Brian SaundersBrian Saunders, founder and CEO of BigTime Software, joins the show with Scott Kitun. BigTime provides turnkey billing software solutions for professional service firms and consulting services that makes it easy to capture billable hours, allocate and manage project resources and consolidate key metrics. Earlier this year, BigTime took a $100 million strategic investment from Vista Equity Partners for new product development and expanding customer-facing teams. Brian shares his journey in IT consulting and 20-year ride with BigTime. He talks about pattern matching as a foundation for driving success and helping people get paid faster. Scott and Brian geek out...2022-03-0430 min
The GAFEpisode 17. Brian FitzpatrickThe Master of Emotional Intelligence, Brian Fitzpatrick, is back on The GAF this week, talking all things leadership with Scott.
Brian takes us through the different types of leaders; from the ego driven leader to the servant leader who leads from a place of integrity.
Scott and Brian share their insights on how to become a "People Grower" using the 4C's - care, courage, consistency and commitment.
It's another episode jam packed with practical concepts to elevate your adviser tool kit.
2021-11-1232 min
The Scott ShowBrian Morrissey and the rebooting of mediaBrian Morrissey, former President/EIC of Digiday and current writer of the media business Substack The Rebooting, joins the show with Scott Kitun. They get into it all things media and the business of media, and how this period of upheaval with the pandemic is a chance to get things right and inspired The Rebooting name. Brian talks about changes that should happen - both in media companies and companies in general - and much of it has to do with accepting less control over employees (i.e. work from home and other benefits). They talk about how being so...2021-10-1851 minOptimized Advisor PodcastLearn From An Optimized Advisor: Brian Ott, 525 AdvisorsScott sat down with Seattle based Advisor, Brian Ott, Founder/CEO of 525 Advisors in studio for a conversation to learn more about his practice. Brian has dedicated his practice to long-term care insurance planning and has seen success from his unique business strategy. Brian shares his background, how he got his start in the industry through firsthand experience, and how he executed on opportunities that have positioned his firm where it exists today. Scott and Brian discuss the current LTC space and how crucial it is to have long-term care planning conversations with clients and planning for the future. 2021-06-181h 01The GAFEpisode 08: Emotional Intelligence w Brian FitzpatrickJoining us on The GAF this week is emotional intelligence guru, Brian Fitzpatrick. Scott and Brian discuss the power of emotional intelligence for all advisors. They explore the SCARF model, the key components to an emotional vocabulary and the skills required for profound listening. These combine to form the valuable skills that Scott and Brian believe are essential for all successful advisors.
2021-06-0829 min
Social Media Lab LIVE!Brian Fanzo Talks about #Clubhouse , Live Video & Being a Misfit!You can't contain Brian Fanzo (yes that's his real last name!) to 1 topic on a live video!!!
On this week's Social Media Lab LIVE we are gonna pick the brain of the man, the myth, the legend Brian Fanzo!!!
Get ready for a TON of info and lots of data!!!!
Brian Fanzo is a "digital futurist" who tweets faster than you breathe!!! You can find him at www.brianfanzo.com
Get your FREE trial of Agorapulse now: www.agorapulse.com/live
Social Media Lab LIVE is hosted by Sc...2021-05-1146 min
The Brian Nichols Show224: Can We Fix Our Broken Cities? -with Scott Beyer
The government lockdowns in response to the COVID-19 pandemic absolutely decimated small businesses. On top of that, major cities across the US were already seeing mass exoduses due to increasing cost of living, increased taxes, and the fact that cities are losing their initial appeal as hubs of commerce and activity.
Scott Beyer returns to the program to outline how a "Market Urbanism" approach to handling our cities woes could help put those cities back on course. It's getting government out of the way that helps solve these problems, and more often than not, it's the government...2021-04-0539 min
Austin Art TalkBrian Daly - Part 1 - RenderedSometimes it can take a lot to ask for help. Artist Brian Daly realized nineteen months ago that even though he had already survived hitting bottom a few times before, this time might be his last. Through years of ups and downs, Brian acquired the skills to create almost anything as a fabricator while also from a young age continuing to further his drafting and artistic talents.
In this first part of two episodes, he shares in vivid detail, reminiscent of his drawings, the epic and tumultuous journey he has been on, up until getting clean and...2021-03-241h 33The GAFEpisode 02: Brian FitzpatrickEpisode 2 features emotional intelligence expert, Brian Fitzpatrick.
Scott and Brian discuss the skills, technical and relational, that are required to work successfully in the advisory space. They delve into some of the essential frameworks that have led them to success in their respective fields. Listen in to hear how the frameworks help create the essential conversations that Scott & Brian believe all professionals need to be having with clients. The PIES model, content/context and everything in between!
2021-03-0825 min
The Brian Nichols Show207: The Changing Dynamics in Israel and the Middle East -with Scott Feltman from the One Israel Fund.
Resources-
Scott on the Dove Channel: https://www.youtube.com/watch?v=7jHvn1kUCMY
One Israel Fund in the News: https://www.jpost.com/Diaspora/One-Israel-Fund-Providing-safety-and-security-for-Israelis-for-25-years-597241
Website: https://oneisraelfund.org/
Scott on Newsmax discussing the Abraham Accords: https://www.youtube.com/watch?v=jn-Uus2fCLY
Scott on Fox Nation:
https://www.foxnews.com/media/trump-mideast-peace-differences-experts
i24 News Clip: https://www.youtube.com/watch?v=hn_I4ed4hRA
Scott in Townhall: https://townhall.com/columnists/scottmfeltman/2020/09/06/are-college-campuses-becoming-inhospitable-to-jewish-students-n2575610Sponsored By:
Run Your Mouth Coffee: Get 10% off all...2021-03-0538 min
Inside: Sales EnablementHelping Sellers Communicate Value: What is Value Anyway?Welcome to Inside: Sales Enablement Episode 63How do we make sales today and one of the things that we need to concentrate on is selling the value of what is actually value mean in the first place? No human being on the planet can live without water. But water is cheap, and prevalent, and inexpensive in most places. Whereas none of us need diamonds to survive. But diamonds are expensive. So what actually is value?In this episode, the guys are joined by Jen Burns who runs sales enablement globally for IQVIA. The reason the...2020-12-021h 07
Inside: Sales EnablementLeading the Sales Enablement Function To Achieve Greater Business ImpactIn this episode , we're joined by Brian King. Sales Enablement leader who brought a cross-functional team together to develop and clarify the value of his team at Intercontinental Hotels. In this podcast, we talk through bringing together cross-functional leaders (all who have a myopic lens of "value") as well as understanding the commercial ratio and how to leverage to elevate the strategic conversation and strategies.And our focus is on you, as a sales enablement leader and Orchestrator, sales enablement, leaders need to develop specific characteristics that we call Orchestration, operate in the blended domain of strategy...2020-11-1857 min
Inside: Sales EnablementQuantifying Sales Enablement Contribution to OutcomesWelcome to Inside: Sales Enablement Episode 61In this episode we're joined by long-time listener Erik Host-Steen who appreciates getting into the meat of some issues. Since we like introducing ideas and inviting people to participate and push back, Erik reached out to discuss business outcomes and business impact of Sales Enablement.Erik finds that sales, marketing, and product leaders are often working at cross-purposes. One way to get alignment is through business impact measures. What are the goals of the organization? And certainly, growth is usually a part of that. And that growth is for...2020-11-0456 min
Inside: Sales EnablementCreating Experience: A Lesson in What Works with the Sales Enablement SocietyWelcome to Inside: Sales Enablement Episode 60We're in the experience economy and Sales Enablement Orchestrators are working to bring together the valuable contributions of multiple departments in their organization to improve the customer experience. How are they doing that? By pulling together people, processes, technology, and information to benefit sellers and address the gaps in the selling eco-system.Curiosity is the new competitive advantage, as savvy leaders are taking a "how do we figure it out" approach and learn by doing. Forgoing the big-bang efforts for laser beam experience "labs" to figure out what works.2020-10-1548 min
Inside: Sales EnablementLaying Foundations - Gaining Executive Buy-in to your SE CharterLaying the foundation is critical to Sales Enablement Orchestrators. Laying the foundation is a foundational step to create the survival kit for an enablement leader. It's absolutely mandatory for the enablement leader.In this episode, we're joined by Tamara Schenk. Tamara talks with us about the blueprint Sales Enablement Orchestrators need to create with all teams and roles that are involved. Laying the foundation requires approval by senior executives so that this is your blueprint you're going to achieve.Laying a foundation is not an exercise you do for somebody else, it's not something you...2020-10-061h 03
Inside OutsideEp. 220 - Scott Anthony, Co-Author of Eat, Sleep, Innovate & Senior Partner at Innosight, on Creating a Culture of InnovationOn this week's episode of Inside Outside Innovation, we sit down with Scott Anthony. Scott is a senior partner at Innosight and co-author of the new book called Eat, Sleep, Innovate. Scott and I talk about the challenges of creating a culture of innovation, as well as some of the behaviors and actions required to drive innovation success. Let's get started. Inside Outside innovation is the podcast that brings you the best and the brightest in the world of startups and innovation. I'm your host, Brian Ardinger, founder of insideoutside.io, a provider of research events and c...2020-10-0615 min
Inside Outside InnovationEp. 220 - Scott Anthony, Co-Author of Eat, Sleep, Innovate & Senior Partner at Innosight, on Creating a Culture of InnovationOn this week's episode of Inside Outside Innovation, we sit down with Scott Anthony. Scott is a senior partner at Innosight and co-author of the new book called Eat, Sleep, Innovate. Scott and I talk about the challenges of creating a culture of innovation, as well as some of the behaviors and actions required to drive innovation success. Let's get started. Inside Outside innovation is the podcast that brings you the best and the brightest in the world of startups and innovation. I'm your host, Brian Ardinger, founder of insideoutside.io, a provider of research events and c...2020-10-0615 min
Inside: Sales EnablementFighting Productitis by Orchestating Message Enablement with Routes to ValueOne thing that we like to do on our podcast is to make this very conversational. And the reason that we want to make it conversational, as we go through a structured format, it can get overwhelming. The things that we're all talking about are very, very complex. In this episode, the guys are joined by Steve Goas who is passionate about co-creating value in Message Enablement.Topics:The vision of Message Enablement programsCreating Routes to ValueOrchestration across the organizationDefining what "good" looks like with SalesEPISODE TRANSCRIPT:Intro 00:02 Welcome to...2020-09-231h 03
Inside: Sales EnablementFriars and Peas: Embracing Real-World Message Enablement ChallengesAre you embracing real-world reality? What is the impact of change on your customer’s conversations right now?Think about it: Are best practices really going to help you move forward when those practices were built and defined before COVID? Who really KNOWS the customer today and what are you going to do about it?Join Louis Jonckheere - President and Co-Founder of Showpad, a leading sales enablement messaging platform - as he talks about the ingredients of successful message enablement initiatives, the buy-in required to get results, and what it takes to gain a br...2020-09-1550 min
Inside: Sales EnablementLangley vs. the Wright Brothers: Embracing the Complex Conditions that Lead to Breakthrough ResultsWelcome to the Inside: Sales Enablement Podcast Episode 56The close of the 19th century found Samuel Pierpoint Langley and Orville and Wilbur Wright in a competition to create a powered and controllable flight. Langley worked with a lot of government support and enormous public exposure, while the Wright brothers worked quietly using their own resources.Langley built a monolithic 54-foot-long flying machine had two 48-foot wings -- one in front and one in back. It was launched from a catapult on the Potomac River in October of 1903 and it fell like a sack of potatoes...2020-09-1056 min
Inside: Sales EnablementFinding Hidden Gems: Unpacking Social Media Interactions To Find InsightWelcome to the Inside: Sales Enablement Podcast Episode 55Our focus is on you a sales enablement leader and orchestrator. In your role, you've got to be mission and goal-focused to drive results by design, not effort, unlocking energy, and creating momentum and catalyzing change through collaboration. In this episode, the guys are talking about utilizing social media to gather information and insight. Not with the purpose of amplifying what's already known, but rather, for the purpose of understanding different perspectives. A key concept of Orchestration.'In this episode, we're joined by Greg Smith, a...2020-09-011h 04
Inside: Sales EnablementVilfredo Pareto and the Importance of Systems Thinking to Solve Complex ProblemsWelcome to the Inside: Sales Enablement Podcast Episode 54System thinking is a disciplined way of understanding dynamic relationships. It's an approach that enables you to make better choices and avoid unintended consequences. In this episode, we talk with Dr. Jerry Brightman, who teaches courses on systems thinking at Harvard University.The guys talk with Jerry to unpack a real-world example to understand the components and repeatable approaches to viewing the commercial system as an integrated system of people, processes, technology, and capabilities.In this episode:The definition of systems thinkingThe difference between...2020-08-2643 min
Inside: Sales EnablementLiquid, Solid, Gas: Overcoming Today’s Go-Sell-Value ChallengeWelcome to the Inside: Sales Enablement Podcast Episode 53Nine 4x2 Lego blocks have over 9 Billion unique combinations. How many "legos" does your product, solution, or service have? No matter how you define a "lego" at your company, the permutations are astounding, and yet this is the challenge salespeople navigate daily.On top of this, your company is changing -- rapidly. Moving from one form or the other. This journey represents another challenge salespeople must navigate.In this podcast, Brian and Scott are joined by Chad Quinn, the CEO & Co-Founder, Ecosystems and Jason Cunliffe...2020-08-2057 min
Inside: Sales EnablementOrchestrating Relevant Sales Conversations: Two Insiders Share Their Work to Overcome Barriers to SalesWelcome to the Inside: Sales Enablement Podcast Episode 52What happens when you get people together remotely or in-person to build something to "help sales sell?". Take an Insider's look at what it takes to navigate internal perspectives, challenges, and vision to co-create value together.Imogen and Doug join the guys to discuss their work. They provide real-world examples that illuminate and provide structure to the challenges they overcome while working with marketing, sales, and product groups. You'll hear a lively discussion about what it means to orchestrate by blending together both strategy and tactics to...2020-08-1758 min
Inside: Sales EnablementFighting Productitis: A Sales Leader's View of Selling Business OutcomesWelcome to the Inside: Sales Enablement Podcast Episode 51Our focus on this podcast is for you sales enablement leaders and orchestrators. As an orchestrator. You need to develop skills to be mission and goal focused. prioritize the right goals and the right moments, guide the narrative by confronting reality, drive results by design, not effort and unlock energy to create momentum. To do that, today, we've got a special guest is going to join us to talk about a very important topic, and that is selling outcomes.If you're a devout listener, and insider nation me...2020-08-131h 01
Inside: Sales EnablementSynthesis vs. Analysis: The Power of Improvisation and Figuring Stuff OutWelcome to the Inside: Sales Enablement Podcast Episode 50Theres a huge difference between analysis and synthesis. Analysis requires you to break things down, measure them, and understand what happened. The very nature of "analysis" is rooted in the past, and the assumption that understanding what happened helps you figure out what to do. But, what happens when a pandemic hits, your company is going through digital transformation, and what worked in the past is no longer working?That's where synthesis becomes critically important. Why? Synthesis provides you the interconnection of seemingly unrelated components and the...2020-08-1051 min
Inside: Sales EnablementThe Emperor Has No Clothes - Declaring War on InefficiencyWelcome to the Inside: Sales Enablement Podcast Episode 49It's a given that the sales and marketing engine is full of waste and inefficiency. Despite the best intentions of very smart people, something is still not quite right. How do we know? The Commercial Ratio tells us that most companies get .15 cents of growth for every dollar they spend on sales and marketing.Scott and Brian are joined by Kunal Mehta from the Private Equity firm TCV. Kunal shares a behind the scene view of rolling out the commercial ratio to all TCV portfolio companies. What...2020-08-0543 min
Inside: Sales EnablementStrategy, Execution, Orchestration: A Sales VP ReactsThe value of Sales Enablement continues to elevate for those who orchestrate across the company to bring together the right solutions at the right time while addressing seller burden.In this packed episode, Scott and Brian are joined by Joe, a VP of Sales for a Mid-Sized services company that works with some of the largest media companies on the planet. Joe talks about the evolution of selling over the past 20 years and what's happening the sales right now. Especially, with the impact of COVID, and the complexity his team is dealing with.Against this...2020-07-301h 04
Inside: Sales EnablementUnlocking Value with Commercial RatioWelcome to the Inside: Sales Enablement Podcast Episode 47In this episode, the guys are joined by Tom Pisello, the ROI Guy who shares his thoughts on the commercial ratio.To calculate the commercial ratio of your organization (www.commercialratio.com):Take your current annual revenue Subtract it from the annual revenue of the previous year Divide it by the total sales and marketing spending The guys talk about :Why value is so important to understand in salesWhy value is critical to sales enablement programsHow sales and marketing are viewed as "growth pro...2020-07-2356 min
Inside: Sales EnablementEp46 Orchestration is a Strategy to Fight Complexity and Unlock ValueWelcome to the Inside: Sales Enablement Podcast Episode 46There is a whole class of leader working in the gap between strategy and tactics, to blend together the right programs, actions, and processes to achieve outcomes -- often with people who don't report directly into them.In this episode, we're joined by Cathy - a sales enablement leader working in her company to bring together groups of people to drive outcomes.In this engaging discussion, we discuss:The value of orchestration to the sales organizationWorking with line managers who have the resourcesEnrolling people...2020-07-1652 min
Inside: Sales EnablementBlending Strategy & Tactics and the Modern Day Marco PoloWelcome to the Inside: Sales Enablement Podcast Episode 45A Sales Enablement Orchestrator and Sales Enablement Insider joins our show to talk about blending strategy and tactics. Doug Clower is a 20 year Sales Enablement veteran with orchestration experience in companies like MicroFocus.Doug joins the podcast to talk about the changing sales landscape and how Orchestrating success with sales, marketing, and operations leaders requires bridging the gap between their company’s business strategy, and the way customers need to buy.This creates space:Between your company and your customersBetween your growth plans and ac...2020-07-091h 04
Inside: Sales EnablementWomen's Panel on Sales EnablementWelcome to the Inside: Sales Enablement Podcast Episode 44At the end of our anniversary show the guys talked with Sarah Fricke who is passionate about laying a path for other women to join us in the enablement field while also while promoting the fact that there are many paths into enablement.Sarah joins the show to host a panel with:Amy Benoit - Renaissance Woman Catalyzing Change, consultant Lindsay Gore - MicrosoftHang Black - JuniperSarah Fricke - RingCentralAlicia Leach - SalesforceSteph Bell - SalesforceStephanie Middaugh - DivvyThe show topics include:S...2020-07-011h 07
Bored With The BoysEP. 1: Welcome to Bored With The BoysBrian, Scott, Tim, & Christian discuss the goal and purpose of starting Bored With The Boys. (Take it easy on us, this is our first podcast)--- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app2020-06-1054 min
Inside: Sales EnablementHappy Birthday! 5 Listeners Join Our Anniversary Show!Welcome to the Inside: Sales Enablement Podcast Episode 43.Let's Celebrate!Join 5 Sales Enablement Insiders and to talk through the past 12 months. In the last 12 months, 14,600 listens from 46 countries. instead of going back and reviewing all our shows again and creating some sort of review, we crowd sourced it. And you're invited to the party!Hear their top episodes, and how they action the podcast in their organization. Also, get the "inside scoop" on what we did behind the scenes!Here are some other stats from the podcast thus far:Listeners...2020-06-091h 02
Inside: Sales EnablementListener Insights: The Five Flavors of Enablement #Orchestrator + Unpacking Our State of Sales Enablement Research Method with Erich StarrettWelcome to the Inside Sales Enablement Podcast, Episode 42In this episode, we're joined by Erich Starrett, President of the Atlanta Chapter of the Sales Enablement Society.We engage in a lively, candid discussion introducing "the five flavors" of Enablement #Orchestrator: Talent Enablement, Message Enablement, Pipeline Enablement, Organizational Enablement, and Commercial Enablement. We also discuss the differences between generating data and creating insights. These factors have massive implications for Sales Enablement Leaders looking to Orchestrate across functional groups.Why? Because:Gathering multiple perspectives by "shaking and sorting" each person's perspective into...2020-06-021h 11
Inside: Sales EnablementEngineering Valuable Sales Conversations & Gray's AnatomyWelcome to the Inside: Sales Enablement Podcast, Episode 41In this episode Scott King joins the show to help "dissect" the revenue engine and discuss the wins he's accomplished in partnership with product, marketing and sales teams to drive profitable growth at his company.We tap into their shared experiences to discuss the revenue and profitable growth "anatomy" that exists within companies and how sales enablement leaders can help decrease seller burden and elevate sales conversations at scale in partnership with sales leadership.Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with...2020-05-271h 14
Inside: Sales EnablementWhat Being HEROIC Looks Like: Earn It. Own It. Evolve It. As applied during COVIDWelcome to the Inside Sales Enablement Podcast, Episode 40In this episode, the guys interview Hang Black, Head of Global Sales Enablement at Juniper Networks and Insider Nation Member. Her mantra Earn It. Own It. Evolve It. As applied during COVID: Embrace the hard of this ....”She talks about her application and use of the HEROIC Leadership Framework and her journey to establish her charter.On this podcast you will learn how she is using the elements of HEROIC to blend her passion for engineering and sales to find her purpose with a modern ap...2020-05-2143 min
Inside: Sales EnablementScott Santucci on TRIAL: The People vs. the Definition of Sales EnablementWelcome to the Inside Sales Enablement Podcast, Episode 39In this episode, the definition goes on trial and so does Scott Santucci. Scott gets temporarily removed from the co-host seat by John Thackston, VP of SOAR performance group.Perhaps no case in Sales Enablement history deserves the oft-used description "Trial of the Century" more than the case of Scott Santucci's Definition of Sales Enablement vs. the People.In this podcast, the prosecutor's arguments are presented in a trial fashion. The defendant is Scott Santucci and he's waived his right to an attorney....2020-05-151h 00
Inside: Sales EnablementPanel 6: Executive Sponsors - Focusing on Outcomes for Sales Enablement LeadersWelcome to the Inside: Sales Enablement Podcast, Episode 38Ever wonder what executive sponsors talk to about to Senior Leaders? Wonder why Sales Enablement gets funding in some organizations and doesn't in others? What about the skills and competencies of sales enablement leaders?In this last panel of our State of Sales Enablement Research, Scott and Brian pull together an amazing panel of the executive sponsors chartering sales enablement functions to hear their take.On this panel, we have:Brian King, Managing Director King Consulting prior VP of Sales Enablement at Intercontinental Hotel...2020-05-131h 12
Inside: Sales EnablementPanel 5: Sales Academics - Predicting the Future of Sales EnablementWelcome to the Inside Sales Enablement Podcast, Episode 37Hello insider nation we're excited to bring you yet another star-studded panel. This time it's a dedicated panel of academics covering the Sales Enablement space from Universities such as Johns Hopkins, University of Texas - Dallas, and Northern Illinois.For many, the COVID Crisis of 2020 was a wake up call. The guys leaned into the Insider Nation to discover and learn their thoughts in response to the global crisis. Make sure you listen to episodes 27-31.We continue our groundbreaking research on the state of...2020-05-111h 31
Inside: Sales EnablementPanel 4: Sales Enablement L&D Training - Where Does Sales Enablement Go From Here?Welcome to the Inside Sales Enablement Podcast, Episode 36We here at inside sales enablement are dedicated to making sure listeners are successful overcoming the complexities in their own companies so that they can keep more effective in the market. there are many names used to describe what that, and we've been calling it sales enablement for the last 12 yearsAs a continuation of our State of Sales Enablement panel series, we created a “guest analyst” program. These panelists are super engaged. They are really spending time on the data, and they're here to share their thought...2020-05-081h 19
Inside: Sales EnablementPanel 3: Sales Enablement Leaders - Evolving the State of Sales EnablementWelcome to the Inside Sales Enablement Podcast, Episode 35Continuing the ground-breaking series on the State of Sales Enablement, the guys bring industry trailblazers together to discuss the survey data and open-ended responses from over 100+ respondents.This is the 3rd panel discussion, and it's incredibly insightful. The panel discusses three critical questions:Having looked at the survey findings, what are a few things that stood out for you?What was your favorite question, and why? What do you see as the future of sales enablement from here?The panel podcasts guests are:Sh...2020-05-051h 06
Inside: Sales EnablementPanel 2: Sales Experts - Forecasting the Future of the Sales Enablement ProfessionWelcome to the Inside Sales Enablement Podcast, Episode 34This is the second panel discussion where leaders dissect the research data points from the State of Sales Enablement study being led by Scott Santucci.Fielded in March 2020, the study data-set ended up with over 100 responses! There were so many open-ended responses that a "guest analyst" program was created to help sort through the massive amount of data.In this episode, we enroll the help of sales leadership. Question: What if your sales leadership called you in for an "Account Review" of your sales enablement...2020-04-301h 08
Inside: Sales EnablementPanel 1 - Sales Enablement Experts: Discussing the State of the Sales Enablement ProfessionWelcome to the Inside Sales Enablement Podcast, Episode 33In March 2020, the guys fielded a groundbreaking study on the Future of Sales Enablement. We wanted it to have more open ended answers to reduce the sampling error bias and to take different lenses and different tools that we could use as researchers to do our analysis. Our goal was to get 50 responses. You (Insider Nation) gave us 70 responses within a week! We ended up with over 100 responses to that start survey -- which is incredible.To help us analyze the raw data, we created our Insider...2020-04-211h 03
Inside: Sales EnablementLeadership Begins with the Courage to Do Something Different in the MomentWelcome to the Inside Sales Enablement Podcast, Episode 32Fresh off the COVID-19 Series, the guys take a deeper dive on Leadership in a world of VUCA.Volitility - Lack of consistencyUncertainty - Impossible to know fully. Complexity - A large number of interdependent factors.Ambiguity - Haziness of reality - impact of many interpretations.A new way of doing business is going to emerge. The old approach of sales responds to demand, marketing creates demand model isn’t going to work. Because we’re in an experi...2020-04-1657 min
Inside: Sales EnablementPart 5: COVID-19 Response Series: Timeless Leadership Skills for Modern TimesWelcome to the Inside Sales Enablement Podcast, Episode 31This is part 5 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. As sales enablement leaders, we have a huge role to play in helping sellers navigate these trying times.In our first four parts we covered a lot of critically important topics such as:Part 1 (Ep27): What is really happening in the market?Part 2: (Ep28): How are companies likely going to respond?Part 3 (Ep29): What can Sales Enablement leaders do?Part 4 (Ep30): What are your peers thinking and doing?...2020-03-301h 06
Inside: Sales EnablementPart 4: COVID-19 Response Series: Questions About the Path ForwardWelcome to the Inside Sales Enablement Podcast, Episode 30This is part 4 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. As sales enablement leaders, we have a huge role to play in helping sellers navigate these trying times.If you listened to our first three episodes (episodes 27, 28 & 29) we talked about what is going on in the global market, how companies are likely to respond, and what you can do about it.In this episode, the guys are fielding your questions. The questions are based on podcast feedback and also...2020-03-2757 min
Inside: Sales EnablementPart 3: COVID-19 Response Series: What can Sales Enablement leaders do?Welcome to the Inside Sales Enablement Podcast, Episode 29This is part 3 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement. In our first two parts (episode 27 & episode 28) we talked about what is going on, and how companies are likely to respond. In this episode, we're synthesizing the information so you can take action. The panelists (Kunal, Lindsey, Howard) provide their thoughts and guide your decision-making by providing ideas that connect the dots and focus on what matters most.Concepts like "stitching together growth" and helping sales teams sell have a w...2020-03-2314 min
Inside: Sales EnablementPart 2: COVID-19 Response Series: Anticipate how your company will reactWelcome to the Inside Sales Enablement Podcast, Episode 28This is part 2 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement.In words of Wayne Gretzky "Don't go to where the puck was, skate to where it will be" Our COVID response plan is designed to help you prepare for where the puck will be -- when the economy comes back.We're bringing back the pane of experts to provide you a well rounded, thoughtful perspective so you can lead and make an ongoing impact in your organization, a...2020-03-2228 min
Inside: Sales EnablementPart 1: COVID-19 Response Series: Making Sense of What is HappeningWelcome to the Inside Sales Enablement Podcast, Episode 27This is part 1 of 5 in response to the global COVID-19 pandemic, specifically tailored to sales enablement.We're bringing together a diverse set of perspectives to provide you actionable insights in response to the COVID-19 Virus gripping the global economy.Scott Santucci and Brian Lambert are joined by a group of leading experts to provide you with clarity about what's going on in a rapidly changing landscape. Joining us are:Dr. Howard Dover, Professor from UT- Dallas Kunal Metha, Operations Principal at TCV pr...2020-03-2140 min
Inside: Sales EnablementFrom Training to Talent Enablement: Introducing the Hire-to-Retire ProcessWelcome to the Inside Sales Enablement Podcast, Episode 26What type of sales talent does your leadership team need, and what's your role in helping them acquire, develop, and improve those people?Respond to demandGenerate demandWhat do customers think?In this podcast, Scott Santucci and Brian Lambert provide a foundation helps you answer questions like:How do you on-board salespeople when they all come from so many different perspectivesHow do you get agreement from sales managers on what they are supposed to doWhat’s the turnover rate of the sales force an...2020-03-1052 min
Inside: Sales EnablementBusy Active or Busy Productive and Four Functions of Sales EnablementWelcome to the Inside Sales Enablement Podcast, Episode 25In this episode, we look at Sales Enablement strategically. The sales enablement profession has reached an important pivot point -- and it's likely you need to make some decisions.While the hype of the role continues to drive more and more hires, many executive leaders are still waiting to see the transformative benefits they expect by making continued investments into enablement. Most enablement functions start out as the fixer of broken things. Eventually, there is only so much value that can be created that way. You w...2020-02-0546 min
Inside: Sales EnablementShift from Reactive to Proactive Sales Enablement & Rudolph's Island of Misfit ToysWelcome to the Inside Sales Enablement Podcast, Episode 24Right now, growth is anyone's turf. Growth can be aligned to the sales department, the marketing department, business operations or the strategy team. Everyone "owns" the customer, and very few people have the answer when it comes to creating sustainable impact and success.Today, only a few organizations have more strategic sales enablement capability aligned to the growth. The ones that do fold them into commercial operations or report directly to the CEO. While many Sales Enablement leaders aspire to become the Go-to-Market partner of the CEO, the...2019-12-1542 min
Inside: Sales EnablementWho's the Customer of Sales Enablement & the Ford EdselWelcome to the Inside Sales Enablement Podcast, Episode 23Sales enablement leaders work at the intersection of sales leadership, marketing, product, and operations to help engineer and elevate sales conversations. As Sales Enablement pros work across these stakeholder groups they often experience very high expectations, leading to challenges and friction if not handled well.If you are a sales enablement professional, you know there are a lot of people to serve. You also know that they aren't all your customers, and you can't treat everyone who wants something the same. So, the question is, h...2019-11-2640 min
Inside: Sales EnablementClarify the Operating Model: Elevating the Strategic Impact of Sales EnablementWelcome to the Inside Sales Enablement Podcast, Episode 22What happens when you go through a major organizational change and need to redefine your sales enablement operating model, vision, mission? During times of change, how do you frame out your sales enablement "moon shots" in order to engage strategically and tactically to overcome the internal complexity that bogs sellers down?On this podcast, Brian and Scott talk to Sandra about her stakeholders within the business how she might re-frame the relationships she has in her company in order to get closer to the business while also e...2019-10-1653 min
Inside: Sales EnablementWhat’s the $%@# Problem? Moneyball and The Focus of Sales EnablementWelcome to the Inside Sales Enablement Podcast, Episode 21If you are a sales enablement practitioner, you are likely pulled in a lot of different directions. You might:Be frustrated you are called a "training" function inside your company Struggle to get the right resources Have a hard time balancing your inbox (and your team's workload) Experience conflict with other departments Join us at https://www.OrchestrateSales.com/podcast/ to collaborate with peers, join Insider Nation, participate in the conversation and be part of the continued elevation of the profession.EPISODE TRANSCRIPT:Nick...2019-10-0940 min
Inside: Sales EnablementBuild a Foundation to Elevate your Role & The US Securities ActWelcome to the Inside Sales Enablement Podcast, Episode 20Since starting the podcast, the guys have received a lot of feedback from listeners who've built more advanced functions. These listeners have one thing in common... they all are using the "old Forrester sales enablement" definition Scott authored in 2008 and peer-reviewed by Brian and published for Forrester clients in 2010.In 2017, acting as the President of the Sales Enablement Society, Scott sponsored work by enablement professionals to bring together: analysts, academics, practitioners, and vendors to create a common definition that was published and shared at the first annual sa...2019-10-0138 min
Inside: Sales EnablementSales Enablement Evolving: Inside the 1st Sales Enablement SummitWelcome to the Inside Sales Enablement Podcast, Episode 19The first Sales Enablement Summit was held in September 2019 and Inside Sales Enablement was there. Held in San Francisco, it attracted Sales Enablement leaders from the world’s largest companies and exciting startups to share success stories, experiences and challenges of the people actually doing the role.Companies presenting included Yelp, Salesforce, Workfront, Oracle, Lyft, Sage, Progress Software, Pluralsight, and Zendesk.Brian was one of those keynote presenters and blew away the audience with his talk that included: interactive exercises, findings from you - insider nat...2019-09-2529 min
Inside: Sales EnablementManage Up & Across: Deploying World-Wide Sales Enablement TechnologyWelcome to the Inside Sales Enablement Podcast, Episode 18In this episode, a listener (Amy) calls into the show to discuss managing disparate workgroups globally. The great thing about Amy is she has a marketing operations background -- and considers herself a sales enablement practitioner. Because she has a marketing operations background, she has a broad, yet practical view of what sales enablement deployments look like. Her biggest challenge? Managing up. As someone who helps sales sell, the experiences Amy has experience in• “Connecting dots” across a variety of stakeholders including business units, ma...2019-09-2147 min
Inside: Sales EnablementSet and Manage Executive Expectations: A Case StudyWelcome to the Inside Sales Enablement Podcast, Episode 17In an earlier episode (#13), Brian and Scott discussed the very important concept of Stakeholder Management. When we published that episode, we received a lot of feedback from the Insider Nation. One of those feedback items was a person asking us for a more in-depth discussion on stakeholder management moving beyond the Chicken Hawk concept and asking us to breathe life into the idea.In this episode #17, Scott interviews Brian and his recent work internally at a large company. As a Sales Enablement leader, Brian shares his learning and...2019-08-3043 min
Inside: Sales EnablementElevate Your Sales Management Role & Dimitri MendelevWelcome to the Inside Sales Enablement Podcast, Episode 16The more things change, the more they stay the same. For example, there was an old classification system the early Greeks came up with to classify the basic elements. In 1869, Dimitri Mendelev evolved that concept and began to classify the elements by their atomic mass. The idea of classification is critical to how you understand something. While sales managers have been critical to sales productivity for 100+ years, it's an often misunderstood role. The same applies here. Classification matters.Let's face it. Buyers have evolved, marketers have evolved, IT...2019-08-2835 min
Test & Code84: CircuitPython - Scott ShawcroftAdafruit enables beginners to make amazing hardware/software projects.
With CircuitPython, these projects can now use Python.
The combination of Python's ease of use and Adafruit's super cool hardware and a focus on a successful beginner experience makes learning to write code that controls hardware super fun.
In this episode, Scott Shawcroft, the project lead, talks about the past, present, and future of CircuitPython, and discusses the focus on the beginner.
We also discuss contributing to the project, testing CircuitPython, and many of the cool projects and hardware boards that can use...2019-08-2035 min
Inside: Sales EnablementSimplify the Sales Eco-System: A Story of PIP to PerformanceWelcome to the Inside Sales Enablement Podcast, Episode 15Brian and Scott bring key issues to life, through the lens of a seller:The burden on SalespeopleCustomer buying journey and buyer enablementWhat sellers must do to sell moreScott shares real-life situations of his journey (very openly and honestly — you likely will not hear this kind of stuff from your sellers unless you have deep personal relationships with them). He talks about his journey from selling products to selling solutions to executives. The story starts off with a lot of excitement and thrill abo...2019-08-1949 min