The Enablement Edge

AI and the Expanding Scope of Enablement at Enterprises and Startups Alike

Episode Summary

<p>Enablement is expanding beyond sales, <em>especially</em> as AI gains traction.</p><p><br />But as AI integrates into the enablement landscape, how can you preserve and enhance your teams’ human strengths in customer interactions? </p><p><br />We switched things up by inviting two guests to this roundtable episode to hear from companies both big and small. So, we’re talking with <a href="https://www.linkedin.com/in/stephanie-white-sales/?originalSubdomain=ca">Steph White</a>, Senior Director of Revenue Enablement at <a href="https://www.linkedin.com/company/loopio/">Loopio</a>, and <a href="https://www.linkedin.com/in/rebeccareyes/">Rebecca Reyes</a>, VP of Sales Enablement at <a href="https://www.linkedin.com/company/ibm/">IBM</a>. </p><p><br />Steph brings her passion for integrating AI into personal and professional development, and Rebecca highlights the transformative power of AI in sales and enablement. </p><p><br />The conversation expands on revenue enablement’s role in transforming go-to-market teams, the importance of aligning with leadership for effective change, and fundamental selling skills despite technological advancements.</p><p><br />Here are the key takeaways from our conversation with Steph and Rebecca:</p><ol><li><strong>The role of enablement is evolving.</strong> It's no longer just about driving revenue; it's about creating a holistic client experience that focuses on impact and business outcomes beyond the initial sale. </li><li><strong>AI is a game-changer, but it's not replacing the human element.</strong> It's here to augment our capabilities, making tasks like emails and call summarization more efficient so you can focus on what truly matters — connecting with customers and honing in on core selling skills.</li><li><strong>Alignment is key. </strong>Whether with your leadership team or your sales strategy, ensuring that your enablement activities are synchronized with your company's core behaviors can steer you away from overextension and keep you grounded on the path to success. <p></p></li></ol><p><strong>Jump into the conversation:</strong></p><p>[05:16] A focus on driving sales velocity for revenue</p><p>[07:54] Enhancing team skills and client impact</p><p>[14:00] Expanding client enablement and focusing on content creation</p><p>[17:23] AI transforming from a dream to a reality phase</p><p>[26:47] Using AI to complement and enable productivity</p><p>[29:31] Focusing on basics for sales growth in 2024</p><p>[35:29] Heather and Steve’s takeaways</p><p><strong>Continue the conversation with these resources:</strong></p><ul><li>Connect with <a href="https://www.linkedin.com/in/stephanie-white-sales/">Steph White</a> and <a href="https://www.linkedin.com/in/rebeccareyes/">Rebecca Reyes</a> to keep this conversation going.</li><li>Looking to up your understanding of AI? Take <a href="https://www.ibm.com/training/badge/artificial-intelligence-fundamentals">IBM’s free course</a> to start building your AI skills today. If you don’t already have a free account on IBM's SkillsBuild learning portal, you can <a href="https://skillsbuild.org/">sign up here</a>.</li><li>Learn more about Go-to-Market Magic and tune into past episodes at<a href="http://www.gotomarket-magic.com/"> gotomarket-magic.com</a>.</li></ul>

Episode Notes

Enablement is expanding beyond sales, especially as AI gains traction.


But as AI integrates into the enablement landscape, how can you preserve and enhance your teams’ human strengths in customer interactions? 


We switched things up by inviting two guests to this roundtable episode to hear from companies both big and small. So, we’re talking with Steph White, Senior Director of Revenue Enablement at Loopio, and Rebecca Reyes, VP of Sales Enablement at IBM. 


Steph brings her passion for integrating AI into personal and professional development, and Rebecca highlights the transformative power of AI in sales and enablement. 


The conversation expands on revenue enablement’s role in transforming go-to-market teams, the importance of aligning with leadership for effective change, and fundamental selling skills despite technological advancements.


Here are the key takeaways from our conversation with Steph and Rebecca:

  1. The role of enablement is evolving. It's no longer just about driving revenue; it's about creating a holistic client experience that focuses on impact and business outcomes beyond the initial sale. 
  2. AI is a game-changer, but it's not replacing the human element. It's here to augment our capabilities, making tasks like emails and call summarization more efficient so you can focus on what truly matters — connecting with customers and honing in on core selling skills.
  3. Alignment is key. Whether with your leadership team or your sales strategy, ensuring that your enablement activities are synchronized with your company's core behaviors can steer you away from overextension and keep you grounded on the path to success. 

Jump into the conversation:

[05:16] A focus on driving sales velocity for revenue

[07:54] Enhancing team skills and client impact

[14:00] Expanding client enablement and focusing on content creation

[17:23] AI transforming from a dream to a reality phase

[26:47] Using AI to complement and enable productivity

[29:31] Focusing on basics for sales growth in 2024

[35:29] Heather and Steve’s takeaways

Continue the conversation with these resources: