ISE Season 3 is focused on the past, present and future of Enablement History. And timed perfectly as we just celebrated the seventh anniversary of the official signing of the Sales Enablement Society into reality by the ~100 SES Fore-founders in Palm Beach, November of 2016.
For Episode 3, Paul Butterfield, President of the Executive Board of the (as of recently) Revenue Enablement Society joins us on the Orchestrate Sales Property and shares his take on Enablement History:
⏪ BEFORE the Sales Enablement Society:
❇️ Building out the enablement function for multiple companies including Vonage, Instructure, and General Electric’s CoE.
❇️ Googling “Sales Enablement” and being introduced to the research of Scott Santucci
⏯️ Paul’s introduction to the SES via Jill Rowley and ultimately getting involved locally.
❇️ A review of the three founding positions and how they, in part, solidified Paul’s findings from having built Enablement programs organically
❇️ A peek “behind the scenes” at the catalysts, current events, and decision making process that informed the executive board’s transition from the SES to the RES
⏩️ Paul’s take on the present and future of Enablement and his personal mission to empower enablement through the lens of Customer Journey
❇️ Enablement has yet to fully embrace and apply “business within a business”
❇️ The impact and opportunity of A.I.
❇️ A challenge for all to embrace becoming Enablement Challengers vs. Waiters
❇️ Drop the “ROI calculator” and rather focus on reasonable correlation to results