Shows
My Biggest Sales Enablement MistakeEpisode 8 I The Challenges of Building Manager-Led Coaching Programs with Jerry Pharr and Kate LewisManager-led coaching programs are a powerful tool in improving sales organisation performance and is key to achieving long term behaviour change. But it can be challenging for frontline managers to balance their role so how can you tap into the potential of this superpower?
In this episode Kate is joined by Founder of Sales Excellence Advisors and Founding Member and Former Chapter President of Revenue Enablement Society Jerry Pharr to discuss how to get the most from your manager-led coaching program and why they are so beneficial.
2024-02-1443 min
My Biggest Sales Enablement MistakeEpisode 7 I Problems Caused By Lack of Discovery In Enablement & Its Impact On Solution Delivery with TD Haines and Kate LewisWe are all familiar with discovery as a key competency for sellers but it is overlooked in Enablement?
Understanding the 'pain points' in the sales team and where you need to focus is a vital process for Enablement but it also important to be able to communicate what you have found to your key stakeholders - without it, there will be a harmful disconnect.
An author on the topic of Enablement, a former teacher and a big believer in a human-centred, data driven approach, TD Haines joins Kate to...
2024-01-3125 min
My Biggest Sales Enablement MistakeEpisode 6 I How To Avoid Failed Sales Training with PJ Nisbet and Kate LewisWe've all heard the Gartner stat (and probably wish we hadn't) that B2B sales reps forget 70% of the information they have learnt within 1 week of training. Given the resource and budget that is spent on sales training, this is alarming to say the least. So what can we do about it?
In this episode, Value Selling Associates' Managing Partner for EMEA and MD of Nisbet Associates, PJ Nisbet shares the 7 deadly sins of sales training and what needs to happen to ensure your reps retain their new-found knowledge for the long term.
2024-01-1731 min
My Biggest Sales Enablement MistakeEpisode 5 I The Mistake Of Not Being Able To Tie Enablement To Revenue Goals with Kieran Smith and Kate LewisConnecting Enablement to revenue goals is the industry's burning issue currently. Everyone has felt the swing from tactical, tick box Enablement to a need for it to be strategic and impact revenue. But that change is easier said than done.
In this episode, SEC One To Watch, Enablement ambassador and Staffbase's GTM Enablement & Productivity Lead Kieran Smith shares his own experiences and thoughts on how to begin to quantify the value of your Enablement.
2023-12-1327 min
My Biggest Sales Enablement MistakeEpisode 4 I When Enablement Step In To Help Coach vs When Sales Leaders Should Take Accountability with Dannii Mathers and Kate LewisThe role of Enablement has evolved at pace over recent years but this often creates a grey area of where sales leaders should be coaching vs when Enablement should step in and often this runs the risk of nobody fulling taking accountability.
In this episode Dannii Mathers, JobAdder's Global Revenue Enablement Manager and self professed people person with a passion for coaching, joins Kate to bring clarity to this situation. They discuss what accountability really means and how to create a harmonious relationship between Enablement teams and sales leaders and get the maximum benefit...
2023-11-2926 min
My Biggest Sales Enablement MistakeEpisode 3 I Mistakes Made When Building An Enablement Team From The Ground Up with Lawrence Wayne O'Connor and Kate LewisIt can be difficult to know where to start when building an Enablement function from the ground up but the way you do it will dictate how much you are able to move the performance needle where it matters.
In this episode, Lawrence Wayne, Revenue Enablement Leader and Co-Founder of The Practice Lab talks to Kate about what he has learnt from his good and bad experiences of this and describes his step by step approach.
2023-11-1525 min
My Biggest Sales Enablement MistakeEpisode 2 I The Dangers Of Using Enablement As Compliance with Phil Putnam and Kate LewisResults come from people - that's a fact! So when Enablement is treated as a collection of things that all sales people must know and training they must all complete then trust is eroded between the Enablement team and their audience.
In this episode, Phil Putnam the original champion of a human-centred approach to business success talks about why organisations often fall into this 'compliance' trap, the impact it can have and what can be done about it.
2023-11-0130 min
My Biggest Sales Enablement MistakeEpisode 1 I The Pitfalls Of A "We've Always Done It This Way" Mentality with Will Kimmel and Kate LewisIf it ain't broke don't fix it....but is Enablement maybe a little bit broken? Has it really been delivering the results we wanted it to?
GTM Buddy's Will Kimmel joins Kate Lewis to talk about what can happen if you fall into the trap of doing it like it's always been done and what changes could be made to address the gaps in your enablement strategy.
2023-10-1826 min
My Biggest Sales Enablement MistakeEpisode 13 I The Mistake Of Not Agreeing Enablement Expectations And Role with Del Nakhi and Kate LewisThere is a lot of discussion at the moment about what enablers need to do to be effective and show their impact and this all starts with understanding and defining the role of enablement in your organisation.
In this episode Del Nakhi joins Kate Lewis to talk about why it is important to agree the role and expectations of enablement and especially how they can work effectively alongside sales leaders.
2023-08-1125 min
My Biggest Sales Enablement MistakeEpisode 12 I The Mistake Of Overlooking Mindset And Mental Health In Sales with Chris Hatfield and Kate LewisPeople have been waking up to the importance of mental health for years now and it is an important subject in the world of sales.
But does it get the attention it deserves? And in the pursuit of equipping sales reps with the right skills, do we all too often overlook the importance of mindset on success?
Chris Hatfield of Sales Psyche joins Kate Lewis to discuss this issue and provides some helpful tips and exercises to help you create high performing teams without the mental burnout.
2023-08-0333 min
My Biggest Sales Enablement MistakeEpisode 11 I Mistaking Data for Information with Anthony Doyle and Kate LewisData is an important factor in strategic Enablement but often there is a vital part missing to make it useful....context!
In this episode, Turnitin's Director of Sales Enablement Anthony Doyle talks to Kate Lewis about how often the all important context is missing that turns data into meaningful information that can inform Enablement activity.
2023-07-0528 min
My Biggest Sales Enablement MistakeEpisode 10 I Not Using A Proven Change Framework For Enablement Success with Arman Dolobjian and Kate LewisWe all know that change is hard (understatement!) and in most cases it carries a lot of risk. In this episode, Arman Dolobjian shares personal insight into lessons he has learned from change programmes and talks through a 5 step framework to success.
2023-06-2131 min
My Biggest Sales Enablement MistakeEpisode 9 I The Mistake Of Taking A Short Term View Of Transformation And Change with Andrew Barry and Kate LewisA learning culture is important to company success but in an 'always on' world of reactive communication, fire-fighting and instant gratification, companies can fall into the trap of taking a short term view of transformation and never fully reap the benefits of genuine change. Founder of Curious Lion, Andrew Barry joins Kate Lewis to discuss why this can happen and what to do about it.
2023-06-0728 min
My Biggest Sales Enablement MistakeEpisode 8 I The Will To Coach Is Not Enough with Paul Butterfield and Kate LewisWe all know the positive impact that coaching can have on win rates, average deal size and quota attainment but having the will to coach is not enough to make it a success.
In this episode, Paul Butterfield joins Kate Lewis to talk about how to bring a coaching culture to life and how to implement a coaching framework for long term success.
2023-05-2424 min
My Biggest Sales Enablement MistakeEpisode 7 I The Problem Of Having No Way To Measure The Impact Of Coaching with Jonathan 'Coach K' Kvarfordt and Kate LewisRecently, sales enablement has had an awakening to the need to measure its business impact, including the impact of coaching.
In this episode, Coach K joins Kate Lewis to talk about how you can ensure a coaching session is influencing change and how can you bridge the gap from the numbers often found in leading and lagging indicators to a long term change in your SDRs that will help you to achieve success?
2023-05-1027 min
My Biggest Sales Enablement MistakeEpisode 6 I Coaching Is Not A Deal Or Pipeline Review with Crystal Nikosey and Kate LewisIn this episode, Kate Lewis is joined by Your Favorite Enabler and co-host of 'Sales and Enablement - The Podcast', Crystal Nikosey to look at why we still see deal and pipeline reviews being mistaken for coaching. They talk about how to equip your Managers to be better coaches and what makes a good coaching culture.
2023-04-2626 min
My Biggest Sales Enablement MistakeEpisode 5 I Avoiding Random Acts of Enablement with Kunal Pandya and Kate LewisHow can you stop planning 'random acts of enablement' around subjective opinions and who shouts the loudest and elevate your activity to achieve measurable revenue impact? Kate and Kunal discuss the power dynamic around enablement teams, using data in the right way and Kunal shares his own journey to establishing an enablement strategy.
2023-04-1229 min
My Biggest Sales Enablement MistakeEpisode 4 I New Sales Methodology Without Behaviour Change with Mike Kunkle and Kate LewisIn this episode Kate is joined by the 'Founding Father' of Sales Enablement, author and VP of Sales Effectiveness Services at SparxiQ Mike Kunkle to talk about the important role that competencies play in successfully implementing a new sales methodology. Mike shares experiences from his own Enablement journey as well as mistakes he's seen others make along the way.
2023-03-3040 min
Sales and Enablement, The PodcastEpisode 30, Kate LewisIn this episode we talk with Kate Lewis about aligning enablement efforts with sales performance and metrics, getting buy in from stakeholders, the impact of soon to be shrunken tech stacks, and more...
Kate is the CEO & Co-Founder of e4enable and is obsessed with defining, developing and measuring what good looks like across sales organizations.
2023-03-1535 min
My Biggest Sales Enablement MistakeEpisode 3 I The Pitfalls Of 'One & Done' Sales Training with John Moore and Kate LewisKate Lewis is joined by Founder of Trust Enablement and long-time Enablement advocate, John Moore, to discuss the failings of a 'One & Done' approach to sales training. Why is it important that training is part of a sustained programme of activity and what can be done to help to embed learnings for the long-term.
2023-03-1526 min
My Biggest Sales Enablement MistakeEpisode 2 | Neglecting Your Managers' Ability To Coach with Aaron Evans & Kate LewisWho is coaching the coaches?
When you consider the time pressures already on sales managers and the fact that the majority don't come to the role with any formal training and are often not being coached by their own managers, its no wonder that the coaching of your sales team can often go awry.
Kate Lewis is joined by Flow State's Aaron Evans to look at the pitfalls of not equipping your managers with the right coaching skills and what can be done to change this.
2023-02-2827 min
My Biggest Sales Enablement MistakeEpisode 1 | Competency Overload with Kate Lewis & Rachel McCourtyHow many is too many?
What happens if your competency list is too long?
And which ones should you avoid?
Kate Lewis is joined by Rachel McCourty to discuss the common competency pitfalls that she sees companies fall into and how to avoid them
2023-01-2619 min
The State of Sales EnablementSales Coaching with Kate Lewis | InterviewSales Coaching is a discipline that is still often either misunderstood or not utilised to its full potential. Our guest in this week's episode has used her 20+ years of sales and sales leadership experience to master the art of coaching. We'll dive deep into the definition of sales coaching, common misconceptions, how to build a coaching culture and more. Please welcome the CEO of e4enable Kate Lewis. What is your definition of sales coaching? What are the misconceptions you come across?Based on your first-hand experience as a sales leader and now as a leader of a...
2022-08-1028 min
Changing the Perception of SalesMolly McManamon - How To Book More Meetings Through Video ProspectingMolly McManamon, a successful Sales Development Representative from e4enable, discussed the emergence of Video Prospecting and the success that's coming with it, how to sell to the right people at the right time, what characteristics you need to succeed in sales and how to turn stress into progress.
2021-07-0532 min
Breaking B2B - B2B Marketing & Demand Generation Podcast#069 Curiosity Didn't Kill The Cat 😼 - Kate LewisHow can curiosity improve your business and sales?
Kate Lewis is CEO and Co-Founder @ e4enable, & 5onFriday UK coach. e4enable is driven by Kate’s passion for sales coaching and development, coupled with a frustration of how often organisation-wide efforts fail, are haphazard or plain non-existent in the first place!
Kate’s been in technology sales for over 20 years, most of which in leadership. Her experience spans zero employee start-ups right up to multinational PLCs.
Her first start-up was when ‘digital marketing’ wasn’t even a thing using fax machines and mail outs.
Kate explains how being curious about her prospe...
2020-08-2737 min
TheInquisitor Podcast with Marcus CauchiHow to Boost Your Time To Coach and Maximise Your Talent#KateLewis is founder and CEO of #e4enable. She is a passionate advocate of coaching of developing your salespeople and equipping your managers to coach.
We discuss what coaching is and what it isn't, why it is so critical to the success of any business. especially ones looking to scale at speed or survive the imminent economic depression that will kick in around September 2020.
Kate has led many successful sales teams throughout her career and has seen first hand the impact good coaching can have on the lives and performance of individuals and teams. She...
2020-06-2854 min
Surf and SalesS1E103 - The top performer you have to terminate on your sales team. CEO Kate Lewis of e4enableNumbers are only a part of the story. Defining what good looks like and how to drive to it. How do you really instill change in the organization?R Removing "the Can't" excuse How to properly shield your team from the pressure and get them to still perform The Co-founder wife and husband relationship Developing a new sales team during a remote environment Finding the micro-moments that build culture What coaching first really means in sales
2020-06-2242 min