The Best of Go-To-Market Magic

The Enablement Edge

We’ve spent 13 episodes uncovering key insights from experts in enablement, sales, marketing, customer success, revenue operations, and more. To celebrate the growth, learning, and invaluable wisdom we’ve heard along the way, we’re gathering the best of the best all into one episode.

So whether you’ve tuned into every minute or are new to the Go-to-Market Magic scene, join us as we revisit some of the most insightful guests and captivating episodes we had the joy of creating.

Here are the key takeaways:

• Toby Carrington emphasizes senior executives' role in guiding sales by providing strategic, value-rich interactions early in the sales cycle.
• Sangram Vajre shares that customer success teams should go beyond product features to act as business advisors and help articulate customer ROI stories.
• Sam McKenna focuses on the significance of humanizing sales interactions and improving the structure and substance of discovery calls.
• David Fisher advises a targeted approach to social selling to engage the right audience rather than pursuing a large, indiscriminate reach.
• Paul Norford champions the development of enablement resources for internal teams and channel partners, considering them an extension of the sales force.
• Juliana Stancampiano discusses AI's potential to enable SMEs to document and distribute institutional knowledge that is often unconsciously held by experts.
• Mark Kosoglow promotes the shift towards valuing post-sale success and maintaining customer relations alongside alignment between sales, marketing, and customer success initiatives.
• Dave Lichtman introduces the concept of a hybrid enablement function that integrates full-time personnel with specialized contractors, ensuring agility and breadth in enablement.

It’s a mix of conversations, lessons, and actionable advice that will inspire, motivate, and prepare you to elevate your approach to enablement.

Jump into the conversation:

[00:00] Introduction

[03:24] The importance of human connection in sales discussions

[09:01] Improving sales through insights and relationships

[11:00] Timing is crucial for successful senior executive engagement

[15:51] Supporting CS leaders to succeed

[17:46] Overcoming lip service to achieve real alignment

[21:46] Value delivery in small, incremental steps

[22:59] Understanding go-to-market, sticky products, and psychology

[27:53] Prioritize internal and external team enablement strategies

[32:35] Processes can be challenging

[34:30] AI streamlines lesson creation and improves learning content

[36:22] Watch out for season two

Continue the conversation with these resources:

• See how to kick go-to-market chaos to the curb with better enablement. Learn more.
• Seismic is bringing the future of enablement to Boston, New York City, and Sydney for one day only as part of our Seismic City Tour. Join us!