Podcast Archives

[Podcast] Do’s and Dont’s of Sales Enablement Hiring (Episode 19)

Shrimithran R on June 15, 2017

In this 13 minute podcast, Harrison outlines:

How he tests new sales tools out
The three mistakes to avoid when hiring your sales enablement team
The best resources to inform your sales enablement strategy

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“CAKE’s at an interesting time right now. We’ve we’ve really established who we’re going after and circled back to make sure the product is what our customers need. We’ve also seen a dramatic incline in sales and now have to build out and establish the process that will cradle that success,” explains David Harrison, Manager of Sales Enablement at CAKE Corporation.

CAKE Corporation is a restaurant technology company that is on a mission to make it easier to run restaurants. Harrison was their first dedicated sales enablement resource and he’s now focused on building out the team and getting their sales stack right.

“One of our big initiatives as a sales enablement team is trying to understand the climate of sales tools that are currently out there, what can help us, and also what can hurt us. An ongoing process for the sales enablement team is to make sure that our sales process is rock solid, and supported by the proper tools because it can really go sideways pretty quick,” he warns.

Another factor that can make or break the impact of sales enablement initiatives is having the right people in place.

“I’ve become a big believer in team dynamics, which has helped mold my hiring strategy. One of my favorite movies is Disney’s Miracle that’s about a 1980’s hockey team that plays the Soviets. In the movie, the coach, Herb Brooks, says “I’m not looking for the best players. I’m looking for the right ones.” I think that applies when it comes to hiring, especially for small teams. There isn’t a one-stop shop for the right sales team, and there’s never going to be one for sales enablement either. It’s unique to what the team needs.”

[Podcast] Why Sales Enablement is a Must-Have for Your Company? : Episode 18

Shrimithran R on May 23, 2017

In this 16-minute podcast, Crepeau and Wolber outline:

Why there is a pressing need for sales enablement
What industry trends are shaping B2B sales
Common mistakes sales enablement leaders commit
The key sales enablement initiatives at G5

“Today, sales enablement spans every function within the organization. Let me take a step back, and say why sales enablement is so hot now in my opinion. Having sold enterprise technology for more than 25 years, the reality is it’s harder to sell than it ever has been. Only 60% of reps are hitting quota, leaving 40% of reps unsuccessful in reaching their targets,” explains Steve Crepeau, CEO of True Sales Results.

Following on from the previous podcast, where Steve Crepeau and Mike Wolber discussed how G5 built a successful sales enablement team, they share their thoughts on why enablement is a must-have in every company.

In this episode, they also discuss what mistakes organizations commonly make when setting up their sales enablement team. “The biggest mistake is not having executive buy-in. Regardless of how large or small the sales team is, without the support of leadership, it is difficult to execute a sales enablement program,” explains Crepeau.

“The second mistake is not assigning a superstar performer to head sales enablement. I think sometimes you pick someone who seems convenient because you’re afraid of taking such a productive resource out of the field. And then you have the wrong person heading up sales enablement within your organization,” he adds.

[Podcast] How G5 Created a Successful Sales Enablement Team (Episode 17)

Shrimithran R on May 16, 2017

It’s no secret that every company has a unique take on sales enablement – and G5 is no different.
In this 20-minute interview, Wolber and Crepeau outline:

The role of sales enablement at G5
How to lay the foundation for a new sales enablement team
Key goals a new sales enablement team should focus on
KPI’s and success metrics that matter

To download or subscribe to the Sales Excellence podcast login to

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“As a digital marketing company, we’re really focusing on best-in-class lead generation strategies. We want to help our partners and customers increase the value of their assets and net operating income by investing in the right advertising channels,” explains Mike Wolber, Sales Enablement Leader, of G5. G5 specializes in digital marketing for real estate companies.

Wolber was one of the first members of the sales enablement team at G5. In collaboration with Steve Crepeau, from True Sales Results, they have laid the foundation for their sales enablement function

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I think that you can give five different sales reps the exact same toolkit; computer, documentation, training log and even the same manager But those reps are all going to approach conversations differently. They’ve got different DNA,” adds Wolber.
Just like each sales rep is different, so is each sales team and the team that supports them. That’s why it’s crucial to have everyone involved in the enablement of the sales organization.
“The sales enablement function needs to be cross-functional by design. You really need to work with professional services; your client success team, the sales enablers, the sales reps, the inside sales reps, marketing, product marketing,” explains Crepeau.