Mastering Sales Enablement and Training

Mastering Sales Enablement and Training

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In this episode of the Inventive Sales Podcast, host Gaurav Nemade engages in a deep and insightful conversation with Mike Kunkle, an esteemed sales enablement expert with over 30 years of experience in the industry. Mike discusses his career journey, his renowned "Building Blocks of Sales Enablement" framework, and how his work has transformed sales organizations worldwide. Key highlights of the episode include:

• The evolution of sales enablement into revenue enablement: Mike explains how the concept has grown over the decades, detailing how businesses can leverage modern technologies, such as AI, to optimize their sales processes.
• Building an impactful sales enablement program: A step-by-step guide to creating a program that drives real results, including conducting a situation assessment, identifying key performance levers, and aligning cross-functional stakeholders.
• Emphasizing systems thinking and coaching cultures: Mike shares why aligning processes, building a culture of continuous improvement, and leveraging proven frameworks are critical for sustained success in sales.
• The transformative potential of AI in sales: Insights into how AI can revolutionize sales enablement through guided selling, smarter content strategies, and advanced coaching tools like role-playing simulations.

Additionally, Mike delves into actionable strategies for leveraging LinkedIn as a platform to build thought leadership and drive business impact. He shares candid advice on overcoming common pitfalls in sales enablement, busts enduring myths in the profession, and explains why a buyer-centric approach is the future of effective selling.