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Sales Enablement from "Both Sides" with Emily Hartzell
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Episode 21: We all know that providing salespeople with the right resources to use at the right times can transform an average sales organization into a stellar one. However, there are too many sales teams that are grinding away without a solid sales enablement strategy.
In this episode, our guest has experienced sales enablement (and a lack thereof) from “both sides,” as a salesperson and as senior inbound marketing and sales consultant at LeadG2.
Joining Dani, is Emily Hartzell. Emily started her career working in radio sales as a LeadG2 client, which eventually led her to work at LeadG2. Emily’s background in B2B sales provides her with a unique perspective for her clients that encompasses both marketing and sales. As a salesperson, sales enablement and inbound marketing played a huge role in Emily's success, and it is Emily's goal to bring that experience to her clients to help them drive inbound sales results.
Together, Dani and Emily break down “both sides” of Emily’s Sales Enablement experience in a few key areas:
- Working for a business who was adopting a sales enablement strategy for the first time
- The most beneficial aspects of sales enablement tools and resources for salespeople
- Holding your salespeople accountable for using and maintaining sales enablement tools and resources
CONNECT:
LeadG2: LeadG2: leadg2.thecenterforsalesstrategy.com/
Dani Buckley:
LinkedIn: linkedin.com/in/daniobuckley/
About: leadg2.thecenterforsalesstrategy.com/dani-buckley
Shaye Smith:
LinkedIn: linkedin.com/in/shayesmith/
About: leadg2.thecenterforsalesstrategy.com/shaye-smith
Emily Hartzell:
LinkedIn: linkedin.com/in/emily-hartzell/
About: leadg2.thecenterforsalesstrategy.com/emily-hartzell
TIMESTAMPS:
(03:14) Emily's background in sales
(05:30) What was your experience like with sales enablement?
(06:06) Excited and overwhelmed by all of the tools and resources
(06:59) CINTAS didn't have sales enablement tools
(08:38) Ensure sellers are consistently using sales enablement resources
(11:15) Standardized Templates, Sales Playbooks and Automation
(12:13) Thought Leadership
(14:30) Hold salespeople accountable when using sales enablement tools and resources
(15:54) Wrap-up
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