Blending Strategy & Tactics and the Modern Day Marco Polo

Welcome to the Inside: Sales Enablement Podcast Episode 45

A 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 customers
• Between your growth plans and activities to drive quarterly results
• Between accomplishing goals and driving daily priorities
• Between the sophistication of know-how and the simplicity of action
• Between managing individual contribution and customer experiences
• Among specialized functional departments

Companies are structured in hierarchical functional silos making them unable to react quickly to the business landscape.

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:

Intro 00:02  

Welcome to the inside sales enablement podcast. Where has the profession been? Where is it now? And where is it heading? What does it mean to you, your company, other functions? The market? Find out here. Join the founding father of the sales enablement profession Scott Sam Tucci and Trailblazer Brian Lambert as they take you behind the scenes of the birth of an industry, the inside sales enablement podcast starts now.

Brian Lambert 00:33  

I'm Scott cantucci, Brian Lambert and we are the sales enablement insiders. Our podcast is for sales enablement, leaders looking to elevate their function, expand their sphere of influence, and increase the span of control within their companies.

Scott Santucci 00:49  

Together, Brian and I have worked on over 100 different kinds of sales and a one end initiatives as analysts, consultants or practitioners. We've learned the hard way What works? And maybe what's more important, what doesn't?

Unknown Speaker 01:04  

That's great. I guess it's been really hard lately.

Brian Lambert 01:08  

That's got to take us up with a centering story. We're bringing back our centering story, a couple of podcasts and panel discussions and our listeners are clamoring for a story, Scott, I think it's time to go back in history. I can feel it. What do you got for us?

Scott Santucci 01:24  

Well, this time, we're gonna have to go way back the Wayback Machine. And I'd like us to imagine what the year 1271 was like.

Brian Lambert 01:35  

Wow, yeah.

Scott Santucci 01:37  

Good times, right. This is pre pleg. Europe, by the way. So good, you know, good stuff. In 1271, a 17 year old left Venice, with his father to go off to China. And who was that person? Well, that's what people today know as Marco Polo, and Marco Polo is not famous for that pool game. Follow. That's, that's not what he's about. That's not what he's famous for. He's actually famous for his time spent in China. So we remind ourselves that in Europe during 12, you know, 1271 right when when our when our story is that the largest cities in Europe had about 20,000 to 40,000 people that was considered a huge city and European standards. And the big thing that was emerging here was the mercantile system. So trade, and the Venetians were probably the biggest innovators of that. So they, if you know about Venice, it's this little island....