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Episode 40: Key Sales Enablement Practices for Value Selling Success

Cheryl Marriott

Podcast Description

How can sales enablement help amplify the adoption and impact of value selling?

In this interviews, Cheryl Marriott, Senior Director for Sales Enablement at Skillsoft, discusses the sales enablement programs that can help drive value selling adoption and success, including the leverage of AI, the need for upskilling and reskilling, and the use of badging to prove learning accomplishments.

She also highlights the importance of executive sponsorship, choosing the right partners, and taking a crawl-walk-run approach to implementing enablement programs. Marriott emphasizes the value of storytelling, conversational AI simulators, and value platforms in enabling sales teams to have value-based conversations with customers. She recommends integrating sales enablement and talent enablement and investing in training, coaching, and support to drive effective adoption and use of enablement tools.

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Takeaways

AI is a major trend driving the evolution of sales enablement programs, with organizations looking to leverage AI to be more efficient and scale.

Upskilling and reskilling are crucial as technology teams interact more across organizations, emphasizing the need for power skills like communication and collaboration.

Badging is being used to prove learning accomplishments and track trends in skill development.

Executive sponsorship, choosing the right partners, and taking a crawl-walk-run approach are key to the success of enablement programs.

Storytelling, conversational AI simulators, and value platforms are effective tools for enabling sales teams to have value-based conversations with customers.

Integrating sales enablement and talent enablement, and investing in training, coaching, and support are essential for driving adoption and use of enablement tools.

 

Sound Bites

“AI is the great disruptor.”

“It’s the power skills. It’s how do I communicate? How do I collaborate? How do I tell my story to a partner?”

“Our customers are looking at how do I prove out that someone really accomplished a task and a learning.”

 

Chapters

00:00   Introduction and Overview

00:52   Cheryl Marriott’s Role in Sales Enablement at Skillsoft

03:22   The Impact of AI on Sales Enablement

06:19   Proving Learning Accomplishments with Badging

08:47   Keys to Successful Enablement Programs

11:46   Enabling Value-Based Conversations with Customers

16:23   Integrating Sales Enablement and Talent Enablement

20:21   Conclusion and Call to Action

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