“This podcast is relevant, actionable and so helpful for a sales enablement role. It’s high level enough to help you think strategically but also some key actions or programming that I can do to help move the needle. Keep up the great content!”
via Apple Podcasts · United States of America · 10/09/19
“I’ve taken away 3-5 strong, actionable, relevant and ‘reframed’ thinking after listening to Brian and Scott. I like the guest speakers, how-to, summary recaps, wisdom over the years and a podcast dedicated to SE by practitioners. I like that they’re both open to feedback and commit to helping our profession move forward."
via Apple Podcasts · United States of America · 08/15/19
Scott Santucci is widely recognized as the founding father of rapidly emerging sales enablement space. In 2008 he created the sales enablement practice at Forrester Research where he published the first official definition of the role. While there, he and his team conducted ground-breaking research that highlighted the massive expense of “random acts of sales support” and the growing gap between buyers and sellers, and also identified the characteristics of organizations that achieve outlier performance. He’s advised investment firms, CEO’s, CFO’s, and other executive teams about the strategic importance of sales enablement in the changing business environment. In 2015 he joined Alexander Group to blend his expertise with that of the leading boutique revenue growth consultancy in order to help clients successfully evolve their sales forces and become more competitive in the new economy.
Today, Scott wears two other hats in addition to his Program Director responsibility with the Conference Board. In 2016 he founded a local meet up group in DC that would evolve into The Sales Enablement Society and currently serves as its President. “The Society” is a volunteer organization dedicated to promoting and elevating the role of sales enablement. The group has grown rapidly and is over 4,000 members today, with 50 local chapters spread across 15 countries.
In 2018 he founded his own firm Growth Enablement – where he focuses on applying what he’s learned to help companies establish progressive sales enablement functions and programs to activate growth. He is a proud graduate of Virginia Tech, where he attended on an athletic scholarship and currently resides in Northern Virginia with his four children.
Reach out to Scott at https://www.linkedin.com/in/scottsantucci
or on Twitter @scottsantucci
Brian Lambert is recognized by Sales & Marketing Management Magazine as one of the most influential people in professional selling and Miller Heiman International as a Top 10 Sales Enablement Thought Leader to Watch.
He has more than 20 years of experience in sales enablement, sales management, learning, and sales training. He works with organizations focused on executing more customer-centric business strategies to align behavioral systems across the various functions involved in the selling system. Passionate about executable approaches, he has started up 5 sales enablement practices in training, consulting, and services industries including enablement teams ranging from 3-450 people.
Brian is the president of the Americas, for Growth Matters, an international sales management and sales enablement consulting, training, and services firm. Their work involves transforming training, learning, and readiness departments into strategic sales enablement functions to drive sales and service results through customer conversations. One example of his recent work as a Sr. Director in a Fortune 50 company aligned people, process, and technology to create a measurable decrease in rep time to ramp.
Brian's global consulting, adviser, and strategic background coupled with his real-world practitioner, sales, sales training, and sales management experience have led him across N. America, S. America, Europe, and Africa to implement or personally deliver enablement programs to over 50,000+ reps and managers as a trainer, coach, public speaker, and consultant. He worked with Scott to co-found the Sales Enablement Society in Washington DC, and has authored 4 books on sales and learning. He's one of the few people on the planet with a Ph.D. in Organizational Development with a concentration in sales and currently resides in Charlotte, NC with his wife and three children.