Sales Enablement

Building a Sales Enablement Function

Building a Sales Enablement Function
Christi Wall is currently the Head of Revenue Enablement & Operations at SecZetta Inc. Previously, she was the Director of Strategic initiatives at Chainalysis, a blockchain analysis company, where she previously served as Director of Revenue Enablement. She has supported 250+ sellers across her sales enablement roles and has led Training and Enablement at Ping Identity.

Building a Solutions Engineering Function

Building a Solutions Engineering Function
Zach Lawryk is the VP of Solutions Engineering at Slack, and has previously led solutions engineering at Optimizely and Box. In this guide he explains the role of solutions engineering in the presale process, and outlines how to manage key SE responsibilities from demoing to technical discovery to running pilots.

Conducting Technical Discovery

Conducting Technical Discovery
Joe Casson is the Director of Solutions Engineering at Qualified.com and previously managed solutions engineering at Optimizely. In this guide, he explains that good technical discovery prevents customer dissatisfaction and services inefficiency once it comes time to implement customers. He outlines what to ask prospects and how to weave technical discovery into the sales process.

Crafting a Go-to-Market Story

Crafting a Go-to-Market Story
Ken Rutsky helps B2B growth company executives in sales, marketing, and the C-Suite to breakthrough and achieve and grow market leadership in new and existing markets. Before he launched his consulting practice, he spent 20+ years in B2B marketing operational roles. In this guide, he explains why a “hero’s journey” type story is a powerful tool for tech companies to create urgency and gain market share, and how to create one.

Designing Trainings for Go-to-Market Team Members

Designing Trainings for Go-to-Market Team Members
Roz Greenfield has led sales enablement at Optimizely and Oracle and is now the Chief Enablement Officer at Level213, a boutique sales enablement consultancy. In this guide, she explains how to design trainings for sales and other go-to-market teams that zero on the content that sellers actually need to do their jobs, without wasting time on non-useful information.

Developing a Strong Demo Practice

Developing a Strong Demo Practice
Amyra Rand is the Senior Vice President of Sales at Zipline, and has previously held sales leadership roles at Zipflow, Criteria Corp, Kareo, HireRight, and Sage. In this guide, she discusses how she’s seen close rates improve 30% with a demo certification process, and lays out how teams can build strong demo practices at any deal size.

Establishing a Competitive Intelligence Program

Establishing a Competitive Intelligence Program
Andrew McCotter-Bicknell is the Head of Competitive Intelligence at ClickUp and was previously the Head of Competitive Intelligence at ZoomInfo. In this guide, he explains how to research your competitive landscape and arm sales and marketing teams with powerful competitive intelligence.

Onboarding Salespeople

Onboarding Salespeople
Maggie Callahan has led revenue enablement at OneTrust, Convercent and Four Winds Interactive, overseeing training and onboarding for 80+ AEs and SDRs. In this guide, she explains the key components of sales onboarding and how to design a repeatable process.

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