Strategy, Execution, Orchestration: A Sales VP Reacts

The 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 backdrop, Scott, Joe, and Brian discuss the perceived value and impact of Sales Enablement.

The discussion includes:

• Peeling back the layers of VP of Sales challenges and situations, so you can gain more empathy
• The perceived impact of Sales Enablement Orchestration
• Tips and ideas on how to role-play sales enablement value

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.

Unknown Speaker 00:34  

I'm Scott Santucci, 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 00:48  

Together, Brian and I've worked on over 100 different kinds of sales enablement initiatives as analysts, consultants, or practitioners. We've learned the hard way what works And maybe what's most importantly, what doesn't.

Brian Lambert 01:02  

Our focus is on you the sales enablement orchestrator. As you know, sales enablement, leaders really need to develop a core skill and competency in the area that blends strategy and tactics to stay mission and goal focused, to prioritize the right action at the right moments, to guide the narrative by confronting reality, to take more of a design approach, not just when, through effort to unlock energy, create momentum, and catalyze change. To help us out on this episode, we're going to bring in a head of sales. It's Scott's going to talk through some of the attributes of recent sales enablement initiatives. And this is an important lesson for you guys in a kind of a way to go into the lab and I really want you to listen for the space that Scott creates with this VP of sales, and how he goes about talking through some of the real issues. And as part of that at the end of the discussion, well, we'll kind of roleplay a little bit of how we might position things Some of these more comprehensive solutions to VPS sales and win together. So with that, I'm gonna hand it off to Scott. And Scott, can you introduce our guest?

Scott Santucci 02:10  

Absolutely.

Scott Santucci 02:12  

We have two goals that were happening here. Goal number one is, how do we start talking about one of the terms that we brought up as stratification? How do we actually bring to life, that gap between strategy and execution for our criticals stakeholders, and in this case of VP of sales, that's the one thing that's part one. And that's what I'm going to cover. Part Number two, what we're going to get at is, okay, now that you have ideas of what might...